WIITT Selling
What Is Important To Them is a sales coaching podcast designed to help sales professionals accelerate their journey to peak performance.
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.
I am giving all my listeners this FREE On Demand Course that teaches you how to craft an elevator pitch which is critical to your selling success.
Elevator Pitch - Step-by-Step - WIITT Selling
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The Advanced Elevator Pitch is now available, and it is taught live either on site or on-line. You can sign up for the Advanced Elevator Pitch course by emailing me or signing up through my website.
jeffrey@wiittselling.com
www.wiittselling.com
WIITT Selling
Deal Breakers - The Commitment
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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 slip — it’s a pattern that consistently derails deals.
- It’s not obvious to the rep — it often sounds smart, disciplined, or motivational.
- It’s always seller‑centric — it pulls the rep out of the buyer’s story.
Sales Leaders and Sales Reps:
The danger isn’t just false commitments in the CRM.
It’s the hours lost, the forecasts distorted, and the confidence eroded when reps are trained to chase steps instead of meaning.
Don’t just review the pipeline.
Review the lens.
What you’ll hear if the Commitment Lens is running the show:
• Reps talk about next steps instead of buyer priorities.
• They defend deals with “we’ve got a follow‑up scheduled”.
• They use their hopes as evidence instead of the buyer’s words.
• They sound busy, but not clear.
What you’ll hear if the Co‑Author Lens is alive:
• Reps can name the buyer’s urgency in one sentence.
• They can tell you why it matters in the buyer’s world.
• Their pipeline feels safer.
• They sound like partners, instead of like reps checking boxes for you.
Every false commitment is a ghost in your forecast it looks alive until it's not and when it vanishes it takes trust with it.
jeffrey@wiittselling.com
#wiittselling #Sales #SDR #Selling
For more great music follow the below link:
http://www.youtube.com/@fredlemke1668
For more great music follow the below link:
http://www.youtube.com/@fredlemke1668
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.