Hosted by jeffrey · 🇺🇸 US · EN-US · 41 episodes
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“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 e
jeffrey hosts WIITT Selling, a business show with 41 episodes published.
Send us Fan Mail How to use trigger events in prospecting and cold calling. Which type of trigger event do you want to build your outreach around first: funding, hiring, leadership changes, or tech stack shifts or? Move
Send us Fan Mail This series is focused on cold calling openers that work! How to qualify a prospect? How to not sound salesy? How to get the prospect to open up? How do I start a cold call without triggering defensivene
Send us Fan Mail This series is focused on cold calling openers that work! How to qualify a prospect? How to not sound salesy? How to get the prospect to open up? How do I start a cold call without triggering defensivene
Send us Fan Mail We go deeper into how a Sales Manager can become a Deal Coauthor and why taking over the deal from the rep based on IWOT or a past failure kills the deal your advisor is trying to win today. If you’re lo
Send us Fan Mail Sales Managers hit a capacity ceiling. Deal Coauthors rocket past them with deal velocity and desired outcomes The Deal Velocity Series is a three‑episode on the identity, science, and system behind high
Send us Fan Mail How many of us say that we are problem solvers or helpers? Do customers just wait to make a purchase until they hear from the hero problem solvers? It's time to take a look at shifting our identity to al
Send us Fan Mail Top reps listen actively. Does anyone know what that means? Actively listening for the aha moment? That is a Deal Breaker. What are you listening for? Is it for you or for them? If you want to be a bette
Send us Fan Mail Happy Valentines Day 2026! This episode looks at how AI uses your biases that result in lost sales and disconnecting with your customers and how to get back into their story. If you’re losing winnable de
Send us Fan Mail Securing a $7M sale over 5 years and pumping the brakes on part of the implementation was the right thing to do but that was not exactly how the company saw it at first. This episode is about when to spe
Send us Fan Mail Are you getting ghosted, losing deals and having to justify why they did not buy from you? Perhaps you fell into the Deal Breakers - Buzzword Buffet instead of understanding what is important to them and
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 For more grea
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 sli
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 sli
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
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, Pr
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 c
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
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
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 refl
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. For more great music follow the below link: htt
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WIITT Selling is hosted by jeffrey. The show is categorised under business (marketing) and has published 41 episodes.
WIITT Selling has published 41 episodes.
WIITT Selling regularly covers business, marketing. It sits in the business category, with a marketing focus.
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Episodes of WIITT Selling average 12 minutes. a focused format where a clear narrative arc and tight preparation matter most.
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