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WIITT Selling episodes
- Authentic Engagement V. Rigid Scripts
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This episode shares some examples of what happens when you are so focused on what you want to say to the customer that you fail to really be present and authentic during your interaction with them. We also talk about how you can refine that rigid script so that you are able to be present and "read the room" during your presentation.
Having closed 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.
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]
#selling #presenting #wiittselling #authenticity
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 - Decode Buyer Objections and Personalize To Win The Sale
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This episode discusses how sales team can decode buyer objections, align responses to the modern buyer's journey and personalize conversations in real time to drive conversions.
Having closed 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.
Are you excited to share your YTD sales with the sales leadership team? If you are stuck in a rut, new to sales or just need help in assessing and refining your sales approach to win more sales let's connect and I will help you get back on the path to winning more sales.
Free for my listeners: How to build your own elevator pitch. Use the below link for this Free On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
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 - The Customer Perspective - How to use Humor, Compassion and Empathy to Align to them
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This episode dives into taking a look at using a tool that is effective but most sales people are not currently using it to discover how the customer looks at change and purchasing new products.
Having closed 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.
Are you excited to share your YTD sales with the sales leadership team? If you are stuck in a rut, new to sales or just need help in assessing and refining your sales approach to win more sales than you lose let's connect and I will help you get back on the path to winning more sales.
Free for my listeners: How to build your own elevator pitch. Use the below link for this Free On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
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
15 min - Using AI to Personalize Your Messaging
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This episode provides insights on how to best use AI for personalizing your messaging with your customer.
Having closed 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.
Contact me [email protected] to receive a free assessment on how you can win more sales.
Free for my listeners: How to build your own elevator pitch. Use the below link for this Free On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
www.wiittselling.com
Here is the link for the AI Template I mentioned in the Podcast.
https://img1.wsimg.com/blobby/go/aa39f8da-0a23-4a1a-a7c7-f5aafd226b37/downloads/c6cd12aa-5748-4bf6-a8be-1f4dd5fe61ee/%F0%9F%93%84%20Customizable%20AI%20Sales%20Messaging%20Template.pdf?ver=1745600104917
www.wiittselling.com
#sales #newinsales #WIITTSelling
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 - Why every No does not get you closer to a Yes and how to increase your wins
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This episode debunks the tired old philosophy that every no gets you closer to a yes.
If you are struggling with your sales, you can hope something will change or take action to change.
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. Contact me [email protected] to receive a free assessment on how you can win more sales.
Free for my listeners: How to build your own elevator pitch. Use the below link for this On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
www.wiittselling.com
www.wiittselling.com
#sales #newinsales #WIITTSelling
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
7 min - Customer Contacts You
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This episode provides insight and information about shifting your perspectives, shifting your possibilities for approaching your strategy when the customer contacts you about your product.
If you are struggling with your sales you can hope something will change or take action to change. Contact me about our customized training to get you back on track. I've sold over $500M during my career and coached others to do the same, it's not magic, it's about perspective and understanding what is important to the customer.
Free for my listeners: How to build your own elevator pitch. Use the below link for this On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
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
7 min - Creating your best elevator pitch
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How important is it to have a great elevator pitch? This episode shares the components and one skill that stops sales representatives from becoming a top performer.
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.
Free for my listeners: How to build your own elevator pitch. Use the below link for this On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
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
4 min - The Ah Ha Trap
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This episode shares what happens when you stop short and fall into the Ah Ha Trap! Let me know if using the information from this episode helped you save a sale or prevented you from falling down the Ah Ha Trap.
If you are struggling with your sales you can hope something will change or take action to change. Contact me about our customized training to get you back on track. I've sold over $500M during my career and coached others to do the same, it's not magic, it's about perspective and understanding what is important to the customer.
Free for my listeners: How to build your own elevator pitch. Use the below link for this On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
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
7 min - Price Objection - How to handle it every time to guarantee you win.
Send us Fan Mail
How do you handle objections? Is price the main objection you deal with? Then this episode designed for you.
If you are struggling with your sales you can hope something will change or take action to change. Contact me about our customized training to get you back on track. I've sold over $500M during my career and coached others to do the same, it's not magic, it's about perspective and understanding what is important to the customer.
Free for my listeners: How to build your own elevator pitch. Use the below link for this On Demand course.
Elevator Pitch - Step-by-Step - WIITT 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
8 min - The Thank You Email
Send us Fan Mail
This episode takes a look at the difference between sending out a generic thank you email to the customer versus connecting to the customer and the effect that has.
If you are struggling with your sales you can hope something will change or take action to change. Contact me about our customized training to get you back on track. I've sold over $500M during my career and coached others to do the same, it's not magic, it's about perspective and understanding what is important to the customer.
Free for my listeners: How to build your own elevator pitch. Use the below link for this On Demand course.
Elevator Pitch - Step-by-Step - WIITT Selling
[email protected]
www.wiittselling.comDeal 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
4 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