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
Episodes
39 episodes
Deal Breakers - Sales Manager to Deal Coauthor - Episode 2
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.
Deal Breakers - Sales Manager to Deal Coauthors - Episode 1
Sales Managers hit a capacity ceiling.Deal Coauthors rocket past them with deal velocity and desired outcomesThe Deal Velocity Series is a three‑episode on the identity, science, and system behind high‑trust, high‑clarity, ...
Deal Breakers - Problem Solver Identity
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 align with how customers revere their most ...
Hear what they said. Identify why it matters. Explore what it means in their world.
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 better listener this is the podcast you ...
Deal Breakers - AI doesn't give you the truth it gives you the truth of your question
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.
Deal Breakers - Silence
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 speak up and how to speak up when sale...
Deal Breakers - Buzzword Buffet
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 why it matters your presentation dazzled...
Top 10 Mistakes #Pharma Reps Make
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
Deal Breakers - The Commitment
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 patte...
Deal Breakers™ - The Carrot
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 patte...
Top 10 On-Line Searches From Salespeople Series - 10 - How to build rapport quickly?
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 how to build trust.jeffrey@wiitts...
Top 10 On-Line Searches From Salespeople Series - 9 - How to speed up the sales cycle?
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, Priority, Proof and Payoff?jeffrey@w...
Top 10 On-Line Searches From Salespeople Series - 8 - How to prove ROI?
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 customer and instead of trying to prove an...
Top 10 On-Line Searches From Salespeople Series - 7 - How to differentiate from the competition??
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 differentiation y...
Top 10 On-Line Searches From Salespeople Series - 6 - How to win the Price Pushback game from customers?
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 is pushing back on the price and this ep...
Top 10 On-Line Searches From Salespeople Series - 5 - How to pitch better to your customers?
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 reflective of how people buy...
Top 10 On-Line Searches From Salespeople Series - 4 - Best Opening Lines for Prospecting
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.
Top 10 On-Line Searches From Salespeople Series - 3 - How to close deals faster?
How to close deals faster is not about pressure, it's about co-authoring. This episode helps you reframe urgency and provide a road map to a more accurate pipeline.jeffrey@wiittselling.com
Top 10 On-Line Searches From Salespeople Series - 2 - How to overcome objections?
How to overcome objections? Is this really the right question? Are you going to war with your potential customer? Are you debating with them or in a courtroom? If not, you will want to hear why this is the wrong question to ask if you want to s...
Top 10 On-Line Searches From Salespeople Series - 1 - Best Questions to ask a prospect?
In this episode we take a look at the search - Best questions to ask a prospect? Guess what it's not what you should be asking or the way you are asking it in order to understand what is important to the buyer and why it is important. We refram...
Top 10 On-Line Searches From Salespeople Series - Introduction
This is the first part of an 11-part series that is designed for #founders and #newtosales or for people who are veterans in sales. Once I uncovered the top 10 searches that salespeople put in for 2025, I started entering in those questions and...
How to close a sale. It starts being easy when you stop rewriting the buyers' words.
This episode shows how you lose the sale when you leave the buyers story.Salespeople search for how to close a sale, how to prospect, how to build trust and yet they lose because they looking for anything other than What Is Important To ...
Your language determines if you are battling or partnering with the customer.
In this episode we look closer at the old terms used in selling to understand what the research says about them and why these should be updated to move from being in a daily grind and battle to winning more sales simply through shifting your te...
The Easiest and Fastest Way to Overcome All Objections
In this episode we cover how to win in objection handling every time with everyone for every selling scenario. How to win the price objection. How to beat objections like - we already have a vendor, the price objection and many more.www....
