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WIITT Selling episodes
- Cold Calling Deal Breakers - Using Trigger Events
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How to use trigger events in prospecting and cold calling.
Which type of trigger event do you want to build your outreach around first:
funding, hiring, leadership changes, or tech stack shifts or?
Move away from the formula that is not getting you the results you deserve.
Your time starts now, schedule that call here:
Wiitt Selling - Sales Process, Sales Techniques, Selling SkillsDeal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
15 min - Cold Calling Deal Breakers - Using AI Generated Openers
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This series is focused on cold calling openers that work! How to qualify a prospect? How to not sound salesy? How to get the prospect to open up? How do I start a cold call without triggering defensiveness?
Want the fast fix, in two 30‑minute sessions I will work with you to stop pulling and start joining so you can start winning sales. Send me an email to [email protected] and put in the subject line - Cold Calling Fast Fix to get started.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Here is the link to the cold call scoring chart you don't have to give your email, or anything just grab the PDF and use it today.
https://img1.wsimg.com/blobby/go/aa39f8da-0a23-4a1a-a7c7-f5aafd226b37/WIITT_Opener_Scoring_Chart.pdf
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
16 min - Cold Calling Deal Breakers - Why Pulling the Prospect into your story loses and Joining their story wins
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This series is focused on cold calling openers that work! How to qualify a prospect? How to not sound salesy? How to get the prospect to open up? How do I start a cold call without triggering defensiveness?
Want the fast fix, in two 30‑minute sessions I will work with you to stop pulling and start joining so you can start winning sales. Send me an email to [email protected] and put in the subject line - Cold Calling Fast Fix to get started.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Here is the link to the cold call scoring chart you don't have to give your email, or anything just grab the PDF and use it today.
https://img1.wsimg.com/blobby/go/aa39f8da-0a23-4a1a-a7c7-f5aafd226b37/WIITT_Opener_Scoring_Chart.pdf
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
13 min - Deal Breakers - Sales Manager to Deal Coauthor - Episode 2
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We go deeper into how a Sales Manager can become a Deal Coauthor and why taking over the deal from the rep based on IWOT or a past failure kills the deal your advisor is trying to win today.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
18 min - Deal Breakers - Sales Manager to Deal Coauthors - Episode 1
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Sales Managers hit a capacity ceiling.
Deal Coauthors rocket past them with deal velocity and desired outcomesThe Deal Velocity Series is a three‑episode on the identity, science, and system behind high‑trust, high‑clarity, high‑velocity selling.
Because the fastest way to increase deal velocity isn’t pressure.
It’s clarity.It’s not heroics.
It’s co‑creation.It’s not rescuing.
It’s capability.Sales Managers hit a capacity ceiling.
Deal Coauthors rocket past them with deal velocity and desired outcomesThis series shows you how to make that shift.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
17 min - Deal Breakers - Problem Solver Identity
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How many of us say that we are problem solvers or helpers? Do customers just wait to make a purchase until they hear from the hero problem solvers? It's time to take a look at shifting our identity to align with how customers revere their most trusted sellers and surprise they don't see us as the hero of their story.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
15 min - Hear what they said. Identify why it matters. Explore what it means in their world.
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Top reps listen actively. Does anyone know what that means? Actively listening for the aha moment? That is a Deal Breaker.
What are you listening for? Is it for you or for them? If you want to be a better listener this is the podcast you must hear before your next sales interaction.
Schedule your appointment to learn more:
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
14 min - Deal Breakers - AI doesn't give you the truth it gives you the truth of your question
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Happy Valentines Day 2026! This episode looks at how AI uses your biases that result in lost sales and disconnecting with your customers and how to get back into their story.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
13 min - Deal Breakers - Silence
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Securing a $7M sale over 5 years and pumping the brakes on part of the implementation was the right thing to do but that was not exactly how the company saw it at first.
This episode is about when to speak up and how to speak up when sales leadership asks you to do something you are not comfortable doing. Being silent and being strategic and what happened in both situations.
If you’re losing winnable deals or getting blindsided late in the process, grab time with me using the link below I’ll walk you through the WIITT™ shift that has helped hundreds of founders, salespeople, and sales leaders to stop pulling buyers into their story and start joining the buyer’s story, where decisions are actually made.
Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
#wiittselling #selling #sales #trust
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
8 min - Deal Breakers - Buzzword Buffet
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Are you getting ghosted, losing deals and having to justify why they did not buy from you? Perhaps you fell into the Deal Breakers - Buzzword Buffet instead of understanding what is important to them and why it matters your presentation dazzled them with Buzzwords you thought differentiated you and your product.
This episode will help you understand why your customer stayed with the current vendor or bought from someone besides you.
Use the below tool to analyze if you fell into the Buzzword Buffet Deal Breaker.
Deal Breaker Buzzword Buffet Diagnostic Tool.pdf
#wiittselling #selling #CRM #MedTech
Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.
Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books
12 min
About WIITT Selling
From the publisher's feed
“I’m not interested,” “We already have something,” or “We’re staying with our current vendor,” you’re not dealing with objections — you’re dealing with outcomes.
Outcomes of…
a deeper problem:
Most sellers try to pull prospects into their story instead of joining the prospect in their story.
And when you pull instead of join, buyers push back.
Traditional sales methods — problem‑solving stages, qualification frameworks, ROI pitches, presentations — all share the same design:
get the seller to follow the seller’s process.
But B2B buyers don’t make decisions based on the surface problem or the pain you uncovered.
They already have solutions.
And the “problem” changes an average of 3.2 times during a complex buying process.
What doesn’t change are the risks and fears underneath the problem.
Champions and economic buyers evaluate every decision through the lens of their identity risks, political risks, operational risks, and emotional risks — and the fears attached to each one.
That’s the 80% of the buying decision every traditional methodology misses.
I train founders, individual salespeople, sales teams, enablement leaders, CEOs, and MedTech reps to see what’s actually driving their deals — and to stop losing sales they should have won.
WIITT Selling™ is the step‑by‑step process that helps you move beyond problem & pain and into the buyer’s risks and fears — so deals stop stalling and start closing.
The hundreds of B2B founders, CEOs, salespeople, sales leaders, and MedTech teams who’ve been through WIITT Selling™ all share the same shift:
once they stopped trying to pull the prospect into their story and started joining the prospect’s story, they stopped losing winnable sales.
If you want to understand the real forces driving your deals — and finally see what your CRM can’t show you — this is the work.
Deal Breakers™ is the book.
WIITT Selling™ is the methodology.
The Deal Breakers Podcast is where the conversation continues.
Having closed over $500M in sales, I've learned that connecting with your audience is all about understanding WIITT - What’s Important to Them. I'm here to equip you with the skills you need to excel.
Start your story today and schedule your free 15 minute meeting: Wiitt Selling - Sales Process, Sales Techniques, Selling Skills
www.wiittselling.com