How Overselling Costs You Big: The Tale of Winning a Client but Losing Their Trust, and Ultimately Their Business
Phil Whitebloom
Sales Coach - Leveraging over 40 years of experiences to help you grow your business
Stop Losing Sales: The Real Cost of Overselling
I recently spoke with Kevin, an IT supervisor at a high-profile business. His job? To find and implement software solutions that empower his team to perform better. Kevin shared a frustrating story about a salesperson who failed to listen and still got the sale. But in doing so, lost that client and a potential long-term customer.
Kevin’s Need: One Feature, No Fluff Kevin needed one specific feature from a SaaS (Software as a Service) solution provider. He called the salesperson, explained his exact requirement, and expected a quick and simple transaction. Instead, the salesperson spent an hour pushing additional features Kevin didn’t ask for—and didn’t want.
By the end, Kevin had to fight just to buy the one feature he originally requested. The experience left him frustrated and angry. As a direct result, he refused to purchase the optional one-year support agreement and began looking for alternatives.
The Fallout: Overselling Kills Trust Six months later, Kevin found a new SaaS provider that gave him exactly what he needed—no fluff, no push. The new salesperson listened, sold him the single feature he wanted, and made it clear they were available to help with future needs.
The result? Kevin switched providers and never looked back. The original salesperson won a short-term sale but lost a long-term customer and any potential referrals Kevin might have made.
Overselling vs. Upselling: Know the Difference Here’s the key: overselling happens when a salesperson forces unnecessary products or features onto a prospect, damaging trust and relationships. It’s selfish and short-sighted.
Upselling, on the other hand, focuses on adding real value. It’s about showing customers additional solutions that genuinely help them achieve their goals. Done right, upselling builds trust and strengthens the relationship.
The Real Problem with Overselling Overselling isn’t just bad salesmanship—it’s a sign you’re focusing on your agenda, not your customer’s. And when trust is the foundation of repeat business and referrals, overselling does more harm than good.
What We Can Learn from Kevin’s Experience The new provider won Kevin’s loyalty by doing two simple things: listening and delivering exactly what he needed. The first salesperson? They got a one-time win but sacrificed a major account and countless future opportunities.
If you want to succeed in sales:
This approach doesn’t just close deals—it builds trust, loyalty, and referrals. Don’t be the salesperson who oversells and loses everything. Be the one who listens, delivers, and wins for the long haul.
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Want Your Sales Team to Maximize their sales without overselling?
Hey, this is Phil. If your sales team is pushing too hard and losing deals, it’s time to shift the strategy. My workshops teach proven techniques to uncover what prospects actually want, so your team can close deals without overwhelming or overselling. The result? More trust, higher engagement, and better conversion rates. Whether in-person or virtual, these sessions are tailored to fit your needs. Ready to transform your sales game? Email me directly at [email protected], and let’s get started!
At BeenThere Consulting Services, we specialize in scaling your sales by helping you unlock the full potential of your greatest asset—your existing customers—while finding new prospects and creating new customers. Our proven strategies ensure you're not only maximizing current relationships but also expanding your pipeline to drive sustainable growth. Because without sales, your business simply can’t thrive. Ready to take your sales to the next level? Contact us today!
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Ready to take your sales to the next level? Let’s get started.
Request your free discovery meeting today—normally a $500 value—completely free until December 31, 2024. Just send an email to [email protected] with “Free Discovery Meeting” in the subject line to claim this limited-time offer.
ABOUT PHIL WHITEBLOOM
With over 40 years of experience in sales leadership, Phil Whitebloom has led teams to generate billions in revenue, partnering with organizations ranging from Fortune 500 companies to government agencies, educational institutions, and more. His expertise in building diverse, high-performing teams has not only delivered exceptional results but also earned him recognition and numerous accolades in the industry.
If you're ready to take your sales to the next level, Phil is here to guide you.
Want to learn more? Visit BeenThere Consulting Services or schedule a meeting here.
Unlock the Secrets to Closing More Sales with “Handling Objections: Clues for Closing the Sale” Are you tired of hearing "no" or struggling to close the deal? In Phil Whitebloom’s book, you’ll learn how to turn objections into golden opportunities to secure the sale. Whether you’re new to sales or have years of experience, this book is packed with actionable insights that will elevate your approach to closing deals.
Here's what others are saying: Kelley Ridings says, "This book is a valuable resource! It opened my eyes to the psychology and problem-solving involved in sales. If you need to understand sales better, this is the book for you!" Richard O., a successful small business owner for 35+ years, calls the book "a breath of fresh air" and says it’s packed with useful ideas for closing deals. Brianna Hendley points out, "An objection is not a NO. It’s an opportunity to ask more questions and uncover your client's true needs. A fun and impactful book I refer back to regularly." David Illig reminds us that everyone is a salesman in life, "Whether it’s a product, an opinion, or a point of view, Phil Whitebloom will guide you to a successful conclusion." Bryan Lilly describes the book as "a good tour of ideas and examples" that help you navigate different objections with key principles. M.J. James highlights, "If you're in a sales slump, this book will teach you how to embrace objections and turn them into catalysts for closing more deals."
Don't wait—level up your sales game and turn those "no's" into "yes's." Get "Handling Objections: Clues for Closing the Sale" now and take the first step toward mastering the art of closing deals. Purchase here.
The BeenThere/SoldThat Podcast
?Join Brianna Hendley of Achievant Business Coaching and Phil Whitebloom as they discuss practical strategies to enhance your sales and business skills. Get ready to achieve your goals and dreams! Listen here.
More from BeenThere SoldThat
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Achievant Business Coaching, Your GPS to Success
Are you ready to accelerate your path to success? Brianna Hendley, founder and CEO of Achievant Business Coaching, has developed a transformative program designed to guide you toward your business goals with precision and clarity. Brianna's proven strategies and insights provide the exact roadmap you need to take your success to the next level.
If you're ready to unlock your full potential, click below to learn more about how Achievant can drive your business forward: Learn More.
You Must Write a Book
Many of you have shared that you're thinking about writing a book, or you're already in the process. My question to you is,?"What do you want your book to achieve? How will you measure its success?"?These are crucial questions, and if you’re serious about your book’s impact, you need guidance from someone who has mastered the process.
That expert is?Honorée Corder—a highly accomplished author, entrepreneur, and coach. Honorée’s insights have been invaluable in my own journey, and I can confidently say, I wouldn’t have succeeded without her books and courses. They provide the foundation you need to write and launch a successful book.
Ready to get started? The first step is purchasing her series of books, and when you're ready, dive into her courses. I did, and it made all the difference. Here are the links to get you started.
At?BeenThere Consulting Services, we believe that coaching is much more than training—it’s about creating real-time solutions for your business. We work directly with your specific sales challenges, addressing what impacts your business?right now, while developing the strategies and skills that will fuel your success in the future. Our promise: after each session, you’ll walk away with actionable takeaways that will increase your sales and enhance your business overall.
We understand that no one-size-fits-all program works for every business, which is why we offer a variety of coaching options tailored to meet your unique needs:
How to contact us
Curious about which program is right for you or someone you know? Contact us?here?to learn more and discover the perfect fit for your sales growth journey.
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