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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. 

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#wiittselling #selling #sales #trust

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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

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#wiittselling #selling #CRM #MedTech

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Pharma reps calling on the physician office make the same mistakes over and over again and this episode shows you how to avoid them.

Online Appointments

#wiittselling #sales #pharmaceutical 

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A Deal Breaker isn’t just a mistake. It’s a mindset, habit, or piece of sales dogma that feels normal or even “best practice,” but actually sabotages trust, discovery, and urgency.

• It’s not a one‑off slip — it’s a pattern that consistently derails deals.
• It’s not obvious to the rep — it often sounds smart, disciplined, or motivational.
• It’s always seller‑centric — it pulls the rep out of the buyer’s story.

Sales Leaders and Sales Reps:

The danger isn’t just false commitments in the CRM.
It’s the hours lost, the forecasts distorted, and the confidence eroded when reps are trained to chase steps instead of meaning.

Don’t just review the pipeline.

Review the lens.
 
What you’ll hear if the Commitment Lens is running the show:
 •            Reps talk about next steps instead of buyer priorities.
 •            They defend deals with “we’ve got a follow‑up scheduled”.
 •            They use their hopes as evidence instead of the buyer’s words.
 •            They sound busy, but not clear.
 
What you’ll hear if the Co‑Author Lens is alive:
 •            Reps can name the buyer’s urgency in one sentence.
 •            They can tell you why it matters in the buyer’s world.
 •            Their pipeline feels safer.
 •            They sound like partners, instead of like reps checking boxes for you.

Every false commitment is a ghost in your forecast it looks alive until it's not and when it vanishes it takes trust with it. 

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#wiittselling #Sales #SDR #Selling

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Voted best new sales podcast in 2025.

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A Deal Breaker isn’t just a mistake. It’s a mindset, habit, or piece of sales dogma that feels normal or even “best practice,” but actually sabotages trust, discovery, and urgency.

• It’s not a one‑off slip — it’s a pattern that consistently derails deals.
• It’s not obvious to the rep — it often sounds smart, disciplined, or motivational.
• It’s always seller‑centric — it pulls the rep out of the buyer’s story.

Stop sabotaging the sale — start co‑authoring WIITT: what is important to them, and why it matters.

#DealBreakers #wiittselling #StayInTheirStory #sales

For more great music follow the below link:

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Voted best new sales podcast in 2025.

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How to build rapport? How do you strategize what to say and when to say it? Do you talk about the weather? Do you search for common ground? This episode flips the question around and helps you understand how to build trust.

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#wiittselling #Sales #selling

For more great music follow the below link:

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Voted best new sales podcast in 2025.

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How to speed up the sales cycle? How to create urgency? Salespeople are asking the wrong questions what they should be asking is what did I miss? How does this potential customer define their Problem, Priority, Proof and Payoff?

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#wiittselling #selling #sales

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Voted best new sales podcast in 2025.

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How to prove ROI? Just saying prove is so seller centric and it positions the customer as someone that needs convincing. If this is your tactic you are already losing. You only have so much time with a customer and instead of trying to prove anything you should try to understand What Is Important To Them and Why It's Important To Them.

[email protected]

#wiittselling #sales #selling

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How do you differentiate yourself from the competition? Maybe that's the wrong questions you should be asking. 

Instead ask what is important to your customer for this project/decision? 

When you focus on differentiation you lose focus on what is important to the customer about this problem and how do they want to solve it?

[email protected]

#wiittselling #sales #selling 

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Does price ever come up in your sales discussions? How else would the buyer acquire your solution to their problem if you don't have a price? The problem most sellers have is that they think the customer is pushing back on the price and this episode dispels that myth and gives you ways to understand how to be better at understanding what is important to them and why when it comes to price push back.

https://img1.wsimg.com/blobby/go/aa39f8da-0a23-4a1a-a7c7-f5aafd226b37/downloads/b5d48fa4-f1da-44fd-9bfc-91ec8a34125c/WIITT%20Selling%20-%20Silent%20Signal%20Decoder.pdf?ver=1758916920579

For more great music follow the below link:

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http://www.youtube.com/@fredlemke1668

Voted best new sales podcast in 2025.