World Class Selling

In Episode 8 of World Class Selling, Jason and Marissa explore the art and science of setting goals—drawing inspiration from Roy Chitwood’s timeless advice. They unpack the four keys to goal achievement: setting big, meaningful goals; maintaining a long-term vision; breaking goals into short-term actions; and writing them down. Along the way, they share real-life examples and motivational stories that will help you take your sales performance—and your life—to the next level. Hosted this week by Grace, this episode is a must-listen for anyone serious about personal growth and professional success.

In this episode of World Class Selling, Jason and Marissa explore Roy Chitwood’s powerful chapter, Let Your Prospect Talk. They break down why active listening is a core sales skill—often more persuasive than the perfect pitch. The conversation delves into what it truly means to listen well, encompassing the use of verbal cues, reading body language, asking thoughtful follow-ups, and creating space for the prospect to share. Marissa and Jason discuss how likability is built through listening, not talking, and how that likability often makes the difference in a buying decision. With examples from the field and real-life stories, they illustrate how tuning into your prospect’s concerns leads to better rapport, stronger trust, and more closed deals. Whether you’re early in your sales career or looking to level up, this episode is a masterclass in one deceptively simple principle: people buy from people they like—and people like those who truly listen.

In this episode of World Class Selling, Jason and Marissa explore one of the most vital skills in sales: the art of asking the right questions. Drawing from Roy Chitwood’s timeless book, they unpack the difference between open-ended and closed-ended questions, and introduce powerful tools like fact-finding versus feeling-finding questions. They highlight how thoughtful questioning uncovers your prospect’s needs, builds trust, and keeps the conversation focused and flowing. You’ll hear practical tips—such as using silence to your advantage and when a closed-ended question helps. This episode is packed with real-world strategies that will immediately improve the quality of your sales conversations. Whether you’re new to sales or a seasoned pro, this one is a must-listen.

What if the key to great selling is the same as great relationships? In this episode, we explore how the Golden Rule — treat others the way you want to be treated — applies to selling as universally as it does to life.

Inspired by Roy Chitwood’s World-Class Selling, we break down the idea that Selling is Selling is Selling. Whether closing a multi-million-dollar deal or selling a cup of coffee, the Track Selling System provides a proven, adaptable framework that works in any situation.

Join us as we unpack the seven-step process, explore the sales cycle, and discuss how ethical, relationship-driven selling leads to better results. And stick around for a powerful takeaway: when you combine the Golden Rule with the Track Selling approach, you’re not just making sales but building trust and creating long-term success.

Listen now and discover why great selling is great communication!

In this episode, we redefine sales as an act of service rather than just a transaction. Marissa and Jason explore Roy Chitwood’s philosophy that professional salespeople focus on helping customers make the right decisions, ensuring long-term value and trust. Through real-world examples, including a remarkable success story of a salesperson who tripled her sales by prioritizing service, we uncover why building relationships, acting as a consultant, and putting the customer first lead to sustainable success.

Tune in to learn how shifting your mindset from selling to serving can transform your results!

In this World Class Selling podcast episode, we explore Roy Chitwood’s Seven Steps to a Successful Sale, the proven framework behind the Track Selling methodology. Hosts Marissa and Jason break down each step, from building rapport to cementing the sale, highlighting how this structured process leads to better sales outcomes. Whether you’re new to sales or a seasoned professional, this episode offers valuable insights into creating trust, uncovering customer needs, and driving long-term success.

Tune in to learn how these seven steps can transform your sales approach!

What truly drives a sale? In this episode of the World Class Selling Podcast, Marissa and Jason explore the six emotional buying motives outlined in Roy Chitwood’s World Class Selling. Understanding these motives—Desire for Gain, Fear of Loss, Comfort and Convenience, Security and Protection, Pride of Ownership, and Satisfaction of Emotion—can transform the way you approach sales, helping you connect with buyers on a deeper level and close more deals. Whether you’re a seasoned sales professional or just starting out, this episode delivers powerful insights you can apply immediately. Tune in now and learn how to sell the way people actually buy!

Episode Summary: The Five Buying Decisions 

In this episode of the World Class Selling podcast, Marissa and Jason explore the foundational concept of the Five Buying Decisions from Roy Chitwood’s World Class Selling. These are the subconscious steps every buyer goes through before making a purchase: decisions about the salesperson, the company, the product, the price, and the timing. Using relatable examples, such as evaluating a mechanic during an unexpected car repair, they break down how buyers assess trust, competence, and alignment at each stage of the process. By understanding these decisions, sales professionals can anticipate and address buyer concerns, building stronger relationships and closing more deals.

Marissa and Jason emphasize the importance of listening, authenticity, and framing value in a way that resonates with prospects. They discuss how to position yourself and your product as the solution buyers need while navigating critical hurdles like price and timing. This episode sets the stage for the rest of the series by equipping listeners with a clear roadmap to understand buyer psychology and create meaningful connections. Stay tuned for the next episode, where they dive into the Six Buying Motives—the emotional triggers that drive every purchase decision!