Sign up to save your podcasts
Or
Share WIITT Selling
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
WIITT Selling episodes
- Top 10 Mistakes #Pharma Reps Make
Send us Fan Mail
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
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 - Deal Breakers - The Commitment
Send us Fan Mail
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.
#wiittselling #Sales #SDR #Selling
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
9 min - Deal Breakers™ - The Carrot
Send us Fan Mail
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
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
10 min - Top 10 On-Line Searches From Salespeople Series - 10 - How to build rapport quickly?
Send us Fan Mail
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.
#wiittselling #Sales #selling
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
10 min - Top 10 On-Line Searches From Salespeople Series - 9 - How to speed up the sales cycle?
Send us Fan Mail
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?
#wiittselling #selling #sales
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
10 min - Top 10 On-Line Searches From Salespeople Series - 8 - How to prove ROI?
Send us Fan Mail
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.
#wiittselling #sales #selling
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
11 min - Top 10 On-Line Searches From Salespeople Series - 7 - How to differentiate from the competition??
Send us Fan Mail
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?
#wiittselling #sales #selling
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
9 min - Top 10 On-Line Searches From Salespeople Series - 6 - How to win the Price Pushback game from customers?
Send us Fan Mail
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
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 - Top 10 On-Line Searches From Salespeople Series - 5 - How to pitch better to your customers?
Send us Fan Mail
How do you pitch to your customers? What is important about the pitch? How can you make sure they listen to your pitch?
Let's reframe from pitching which is like convincing and use a mindset that is reflective of how people buy products today.
This episode gives you a better perspective in how to communicate your product or service with the buyers who you are communicating with that have problems for your solutions.
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 - Top 10 On-Line Searches From Salespeople Series - 4 - Best Opening Lines for Prospecting
Send us Fan Mail
What are your best opening lines for prospecting? This episode reframes that question so you can anchor your opening in the buyer's world instead of yours.
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
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