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WIITT Selling episodes
- Top 10 On-Line Searches From Salespeople Series - 3 - How to close deals faster?
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How to close deals faster is not about pressure, it's about co-authoring. This episode helps you reframe urgency and provide a road map to a more accurate pipeline.
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 - 2 - How to overcome objections?
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How to overcome objections? Is this really the right question? Are you going to war with your potential customer? Are you debating with them or in a courtroom? If not, you will want to hear why this is the wrong question to ask if you want to sell your product to anyone. This is the episode that will help you change from frustration to fun in your sale career whether you are a new salesperson or a founder of a company this will help you earn the right to win more customers faster than you previously have.
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 - 1 - Best Questions to ask a prospect?
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In this episode we take a look at the search - Best questions to ask a prospect? Guess what it's not what you should be asking or the way you are asking it in order to understand what is important to the buyer and why it is important. We reframe this and give you the tools you need in order to achieve sales success.
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 - Introduction
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This is the first part of an 11-part series that is designed for #founders and #newtosales or for people who are veterans in sales. Once I uncovered the top 10 searches that salespeople put in for 2025, I started entering in those questions and what I discovered was shocking. The garbage that is being shared as great questions for salespeople to ask is so bad I had to do something about it so that people starting out in sales or founders who are trying to sell their products actually have a place to go that is free and helpful in selling their products. So, I created this series for you I look forward to hearing your success as a result of getting on the right path with the right sales perspective.
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 - How to close a sale. It starts being easy when you stop rewriting the buyers' words.
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This episode shows how you lose the sale when you leave the buyers story.
Salespeople search for how to close a sale, how to prospect, how to build trust and yet they lose because they looking for anything other than What Is Important To Them - the customer. It's not about phrases to say or trending industry words or AI it's simple. You lose trust when the buyer is not being heard, if you filter their problems, pain and emotions to your story you lose out by leaving their story.
#wiittselling #howtoclose #howtobuildtrust
www.wiittselling.com
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 - Your language determines if you are battling or partnering with the customer.
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In this episode we look closer at the old terms used in selling to understand what the research says about them and why these should be updated to move from being in a daily grind and battle to winning more sales simply through shifting your terms used with customers. Why call the person who answered the phone a gatekeeper instead of a pathfinder? Gatekeeper is setting up for a battle to get beyond the gate and pathfinder is a collaborative person helping you.
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 - The Easiest and Fastest Way to Overcome All Objections
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In this episode we cover how to win in objection handling every time with everyone for every selling scenario. How to win the price objection. How to beat objections like - we already have a vendor, the price objection and many more.
www.wiittselling.com
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 - Sell me this pen
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Sell Me This Pen — The Moment That Separates Pitching from Co-Authoring
A pen slides across the table.
A smile.
A challenge: “Sell it to me.”Most think it’s about the pen.
It’s not.
It’s about your ability to step into someone else’s world, uncover what matters most to them, and make their story stronger because you were in it.With over $500M in closed sales, I’ve learned the secret is WIITT — What Is Important To Them and Why.
It’s the difference between being remembered… and being relevant.Here, we break down the psychology, the storytelling, and the emotional resonance that turn a pitch into a partnership.
Because anyone can send emails, book meetings, or pitch a product — but the best sellers co-author the buyer’s story.If you’re ready to move from activity to impact, from tactics to transformation, you’re in the right place.
💡 Join the movement at www.wiittselling.com or connect directly at [email protected].
Let’s stop selling pens.
Let’s start selling meaning.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 - Sounds great, send me a proposal!
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It's time to stop the bleeding from a thousand cuts. Today's modern buyer takes classes on learning to control the purchasing process and pre 2020 that was not heard of. Now buyers are not involving sales reps until very late and then they are armed with phrases like sounds great and other positive sounding signals that are not based or anchored in anything that is important to them.
Closing over $500M in sales, I've learned that connecting with your customer is all about understanding WIITT - What’s Important to Them. I'm here to equip you with the skills you need to excel.
Do you want to know how one client increased their closing ratio by 25% go to www.wiittselling.com and download the free case study. No, you do not have to provide any information it's just there for you to download.
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 - People buy solutions - Discover their problems
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This episode shares how you can use an engagement scale to understand where your buyers are in their journey so you can align and guide them to the best solution for them.
Closing over $500M in sales, I've learned that connecting with your customer is all about understanding WIITT - What’s Important to Them. I'm here to equip you with the skills you need to excel.
Do you want to know how one client increased their closing ratio by 25% go to www.wiittselling.com and download the free case study. No, you do not have to provide any information it's just there for you to download.
Engagement Scale| 1 | No Engagement (Nope) | The prospect is indifferent: responses are minimal or non-committal. They don’t ask questions, and their tone suggests disinterest.
| 2 | Skeptical Acknowledgement | The prospect acknowledges the conversation but remains unenthusiastic. They may provide one-word responses or polite nods without digging deeper.
| 3 | Mild Engagement (Warming Up) | The prospect begins asking clarifying questions, perhaps showing curiosity. Their tone indicates slight openness, but commitment to the conversation is tentative.
| 4 | Active Engagement (Getting Into It) | The prospect actively participates, asking targeted questions and sharing thoughts about challenges and goals. They’re clearly evaluating how your solution fits their needs.
| 5 | Breakthrough Engagement | The prospect expresses genuine excitement and commitment. They share their own insights, probe for deeper value, and often signal readiness to explore next steps.If you want more details on the case study or you are interested in discovering more about WIITT Selling, send me an email at: [email protected]
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