World Class Selling

In this powerful final episode of our World Class Selling podcast series, Jason and Marissa bring Roy Chitwood’s timeless lessons full circle. Together, they explore how the Track Selling System extends far beyond sales—into job interviews, family decisions, friendships, even self-reflection. You’ll discover how the Seven Steps can help you communicate more clearly, connect more deeply, and make better decisions in every area of life. We close the series with gratitude—to our listeners, our podcasters, our colleagues, and especially Roy Chitwood, whose wisdom continues to shape world-class communicators everywhere. This isn’t the end—it’s the beginning of applying these tools to your own conversations, relationships, and success.

Will is back from sabbatical (thank you, Grace! 🙌) as Jason and Marissa explore one of the most powerful chapters in Roy Chitwood’s World Class Selling: What If? This episode tackles the real-world moments when conversations veer off course—surprise objections, early price questions, “no time/no budget” pushbacks—and shows how to respond, not react. You’ll learn how to maintain control of the process, build value before price, qualify under pressure, and lead with integrity, even when walking away is the right thing to do. You’ll learn: (1) A simple pivot line to open qualification with a “too busy” prospect, (2) How to defer premature price questions while building value, (3) When to honor what the buyer wants vs. when to protect them from a bad fit, (4 Practical ways to navigate “no budget” without burning the relationship, and (5) Why long-term trust beats short-term wins Next up: Our final episode in this series—Applying World Class Selling—where we pull it all together into day-to-day practice.

In the final episode of our six-part mini-series What Makes a Great Salesperson, we dive into Roy Chitwood’s Pyramid of Success. Discover how interest, attitude, energy, and method combine to create not only sales results, but a fulfilling career. Jason and Marissa unpack real-world stories, practical takeaways, and the mindset shifts that turn small improvements into lasting success. Plus, Grace previews what’s next — handling those unpredictable “What If…?” sales situations every professional encounters.

In this episode, Jason and Marissa explore the surprising influence of physical appearance in the sales process, drawing on insights from Roy Chitwood’s World Class Selling. From grooming and wardrobe to car cleanliness and coffee spills, it turns out the little things speak volumes — long before your pitch does. Tune in to learn how strategic presentation builds trust, overcomes skepticism, and sends the right signal when it matters most. This is part five of our six-part mini-series: What Makes a Great Salesperson.

In this episode, Jason and Marissa unpack Chapter 21 of Roy Chitwood’s World Class Selling book, which reframes a foundational truth: success in sales is not about what you sell, but how you connect. They explore the seven essential people skills that every salesperson—and human—can benefit from, including the power of listening, the importance of empathy, and the impact of genuine interest.

You’ll also learn about the Four Factors that drive meaningful connection: Impact, Sensitivity, Perception, and Judgment. This episode is a practical, insightful, and inspiring reminder that selling well means showing up fully as a person.

In this episode of What Makes a Great Salesperson, Jason and Marissa tackle one of the biggest myths in the profession: that selling is something to be ashamed of. Drawing from the chapter There’s Nothing Wrong with Selling in World Class Selling, they explore the roots of the negative stereotype surrounding salespeople and how those perceptions can be reshaped through belief, integrity, and professional service. With powerful examples—including a VP who earns trust through radical honesty—they reveal how truly great selling creates lasting relationships and mutual respect. Whether you’re a seasoned pro or just starting out, this episode will challenge how you see your role and give you a fresh lens on what it really means to sell with pride.

In this kickoff episode of our new World Class Selling subseries, “What Makes a Great Salesperson?”, Jason and Marissa take on one of the most urgent topics in modern sales: Selling in a Challenging Environment. Drawing from Roy Chitwood’s foundational work, they explain why “winging it” no longer cuts it—and how having a clear, people-focused sales process is what separates thriving companies from the ones that fade away. This episode covers: (1) Why structured sales processes are mission-critical, (2) What it really means to be a sales-driven organization, (3) The single greatest weakness in sales today, (4) How to avoid “unselling” your customers after the deal is closed, (5)Seven practical, powerful people skills every rep needs now. Whether you’re leading a team or out on the front lines, this episode is a masterclass in surviving and thriving when the market gets rough.

In this final episode of our four-part sub-series on effective selling, Jason and Marissa explore what prospects are really thinking—but rarely say out loud—during a sales interaction. They break down the Five Buying Decisions every prospect makes in the same psychological sequence: about you, your company, your product or service, the price or value, and the timing. Learn how to recognize and address these unspoken questions so you can build trust, demonstrate value, and close more effectively. Whether you’re in sales or simply want to be more persuasive, this episode offers practical insights you can apply right away.

In this episode, Jason and Marissa explore the true cost of “winging it” on sales calls — and what you should do instead. Using insights from Roy Chitwood’s World Class Selling, they explain why every call needs a clear objective, even if it’s not to close the deal. From identifying the decision-maker to securing a follow-up meeting, these small steps — or Acts of Commitment — are the building blocks of sales success. Learn how to define your objectives, adapt mid-call, and write them down to stay focused and effective.

In this episode, Jason and Marissa explore how sales professionals can manage their time more effectively using insights from Roy Chitwood’s World Class Selling. They dive into the Wheel of Activity — a framework with five key spokes: prospecting, selling, service, personal time, and study — and share the $25,000 lesson that proves simple planning can create powerful results. You’ll learn how to overcome procrastination, focus on high-impact activities, and turn your days into building blocks for long-term success.