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Don't Wimp: Achieve Your Goals This Year
Master WIMP Junction—the Sandler concept that separates top sellers from those who give away leverage—with a 5-step framework to stay in control of every deal.
WIMP Junction is the Sandler concept every seller needs to master: that fork in the road where you either follow the buyer's system and lose leverage, or maintain control of your sales process. When prospects say "Can you send a quote?" or "Can we get a demo?"—these are danger zones, not buying signals.
In this episode, Mark McGraw and Josh Pitchford share five practical strategies to overcome WIMP Junction: pre-deciding your response, pre-call planning, setting your dial to "no," using reversing techniques, and aligning your intentions. Learn why choosing short-term discomfort leads to long-term sales success. It's hard to prospect, and it's hard to miss your number—choose your hard.
About Josh Pitchford
Josh Pitchford is a Sandler trainer and coach at Sales Engine, where he helps sales professionals and teams build predictable revenue systems. With extensive experience in enterprise sales and account management, Josh specializes in teaching relationship-building strategies, account planning, and the Sandler methodology.
Host
Mark McGraw — Building Your Sales Engine
In This Episode
What WIMP Junction is: the fork in the road between following the buyer's system or your own
Mark's desk drawer story and why WIMP Junction "haunted" him for years
Golden Retriever Selling: why fetching every request kills deals
The moment you lose all leverage (and how to keep it)
The Sandler Rule: get equal or greater value for everything you give
Five strategies to overcome WIMP Junction: pre-decide, pre-call plan, set the dial to "no," use reversing, and align intentions
Why understanding beats "selling" every time
Choose Your Hard: trading short-term comfort for long-term success
Links
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com/
Show links: https://linktr.ee/buildingyoursalesengine
Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/
View all episodes
By Mark McGrawMaster WIMP Junction—the Sandler concept that separates top sellers from those who give away leverage—with a 5-step framework to stay in control of every deal.
WIMP Junction is the Sandler concept every seller needs to master: that fork in the road where you either follow the buyer's system and lose leverage, or maintain control of your sales process. When prospects say "Can you send a quote?" or "Can we get a demo?"—these are danger zones, not buying signals.
In this episode, Mark McGraw and Josh Pitchford share five practical strategies to overcome WIMP Junction: pre-deciding your response, pre-call planning, setting your dial to "no," using reversing techniques, and aligning your intentions. Learn why choosing short-term discomfort leads to long-term sales success. It's hard to prospect, and it's hard to miss your number—choose your hard.
About Josh Pitchford
Josh Pitchford is a Sandler trainer and coach at Sales Engine, where he helps sales professionals and teams build predictable revenue systems. With extensive experience in enterprise sales and account management, Josh specializes in teaching relationship-building strategies, account planning, and the Sandler methodology.
Host
Mark McGraw — Building Your Sales Engine
In This Episode
What WIMP Junction is: the fork in the road between following the buyer's system or your own
Mark's desk drawer story and why WIMP Junction "haunted" him for years
Golden Retriever Selling: why fetching every request kills deals
The moment you lose all leverage (and how to keep it)
The Sandler Rule: get equal or greater value for everything you give
Five strategies to overcome WIMP Junction: pre-decide, pre-call plan, set the dial to "no," use reversing, and align intentions
Why understanding beats "selling" every time
Choose Your Hard: trading short-term comfort for long-term success
Links
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com/
Show links: https://linktr.ee/buildingyoursalesengine
Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/