On Been There, Sold That, Phil Whitebloom and Brianna Hendley break down a simple truth that closes deals faster: match your prospect's psychological state. In this episode, they reveal how to open every meeting with clear expectations, ask the right discovery questions, and deliver proof at the right time so your demo lands and trust grows.

You'll hear a real story of a sale lost by over-questioning—and exactly how to fix it with active listening, expectation setting, and responsive communication.

What you'll learn in this episode:

• How to read the room and align with the buyer's mindset
• The one expectations question that prevents stalled meetings
• When to stop talking and show the proof
• Active listening tactics that move deals forward
• A simple checklist to keep every conversation on track

Take action: Have a sales or communication challenge you want feedback on? Visit beentheresoldthat.com to connect with Phil and Brianna.

Brianna Hendley, Founder of Achievant Coaching| [email protected] | www.achievantcoaching.com Phil Whitebloom, Founder of Been There Consulting Services | [email protected] | www.beentherecs.com

Phil's book - Handling Objections: Clues For Closing The Sale is available at Amazon

Keywords: sales coaching, B2B sales, prospect psychology, expectation setting, active listening, sales demo, discovery questions, objection handling, trust building, pipeline management, Phil Whitebloom, Brianna Hendley, Been There Sold That Podcast