World Class Selling

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 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 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 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 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.

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.

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 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!

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!