Episodes
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In this powerful final episode of our World Class Selling podcast series, Jason and Marissa bring Roy Chitwoodâs timeless lessons full circle. Together, they explore how the Track Selling System extends far beyond salesâinto job interviews, family decisions, friendships, even self-reflection. Youâll discover how the Seven Steps can help you communicate more clearly, connect more deeply, and make better decisions in every area of life. We close the series with gratitudeâto our listeners, our podcasters, our colleagues, and especially Roy Chitwood, whose wisdom continues to shape world-class communicators everywhere. This isnât the endâitâs the beginning of applying these tools to your own conversations, relationships, and success.
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Will is back from sabbatical (thank you, Grace! đ) as Jason and Marissa explore one of the most powerful chapters in Roy Chitwoodâs World Class Selling: What If? This episode tackles the real-world moments when conversations veer off courseâsurprise objections, early price questions, âno time/no budgetâ pushbacksâand shows how to respond, not react. Youâll 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. Youâll learn: (1) A simple pivot line to open qualification with a âtoo busyâ 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 âno budgetâ without burning the relationship, and (5) Why long-term trust beats short-term wins Next up: Our final episode in this seriesâApplying World Class Sellingâwhere we pull it all together into day-to-day practice.
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Missing episodes?
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In the final episode of our six-part mini-series What Makes a Great Salesperson, we dive into Roy Chitwoodâs Pyramid of Success. Discover how interest, attitude, energy, and method combine to create not only sales results, but a fulfilling career. Jason and Marissa unpack real-world stories, practical takeaways, and the mindset shifts that turn small improvements into lasting success. Plus, Grace previews whatâs next â handling those unpredictable âWhat IfâŠ?â sales situations every professional encounters.
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In this episode, Jason and Marissa explore the surprising influence of physical appearance in the sales process, drawing on insights from Roy Chitwoodâs World Class Selling. From grooming and wardrobe to car cleanliness and coffee spills, it turns out the little things speak volumes â 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.
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In this episode, Jason and Marissa unpack Chapter 21 of Roy Chitwoodâs World Class Selling book, which reframes a foundational truth: success in sales is not about what you sell, but how you connect. They explore the seven essential people skills that every salespersonâand humanâcan benefit from, including the power of listening, the importance of empathy, and the impact of genuine interest.
Youâll also learn about the Four Factors that drive meaningful connection: Impact, Sensitivity, Perception, and Judgment. This episode is a practical, insightful, and inspiring reminder that selling well means showing up fully as a person.
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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 Thereâs 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 examplesâincluding a VP who earns trust through radical honestyâthey reveal how truly great selling creates lasting relationships and mutual respect. Whether youâre 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.
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In this kickoff episode of our new World Class Selling subseries, âWhat Makes a Great Salesperson?â, Jason and Marissa take on one of the most urgent topics in modern sales: Selling in a Challenging Environment. Drawing from Roy Chitwoodâs foundational work, they explain why âwinging itâ no longer cuts itâand how having a clear, people-focused sales process is what separates thriving companies from the ones that fade away. This episode covers: (1) Why structured sales processes are mission-critical, (2) What it really means to be a sales-driven organization, (3) The single greatest weakness in sales today, (4) How to avoid âunsellingâ your customers after the deal is closed, (5)Seven practical, powerful people skills every rep needs now. Whether youâre leading a team or out on the front lines, this episode is a masterclass in surviving and thriving when the market gets rough.
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In this final episode of our four-part sub-series on effective selling, Jason and Marissa explore what prospects are really thinkingâbut rarely say out loudâduring 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 youâre in sales or simply want to be more persuasive, this episode offers practical insights you can apply right away.
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In this episode, Jason and Marissa explore the true cost of âwinging itâ on sales calls â and what you should do instead. Using insights from Roy Chitwoodâs World Class Selling, they explain why every call needs a clear objective, even if itâs not to close the deal. From identifying the decision-maker to securing a follow-up meeting, these small steps â or Acts of Commitment â are the building blocks of sales success. Learn how to define your objectives, adapt mid-call, and write them down to stay focused and effective.
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In this episode, Jason and Marissa explore how sales professionals can manage their time more effectively using insights from Roy Chitwoodâs World Class Selling. They dive into the Wheel of Activity â a framework with five key spokes: prospecting, selling, service, personal time, and study â and share the $25,000 lesson that proves simple planning can create powerful results. Youâll learn how to overcome procrastination, focus on high-impact activities, and turn your days into building blocks for long-term success.
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In Episode 8 of World Class Selling, Jason and Marissa explore the art and science of setting goalsâdrawing inspiration from Roy Chitwoodâs 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 performanceâand your lifeâto the next level. Hosted this week by Grace, this episode is a must-listen for anyone serious about personal growth and professional success.
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In this episode of World Class Selling, Jason and Marissa explore Roy Chitwoodâs powerful chapter, Let Your Prospect Talk. They break down why active listening is a core sales skillâoften 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 prospectâs concerns leads to better rapport, stronger trust, and more closed deals. Whether youâre 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 likeâand people like those who truly listen.
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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 Chitwoodâs 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 prospectâs needs, builds trust, and keeps the conversation focused and flowing. Youâll hear practical tipsâsuch 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 youâre new to sales or a seasoned pro, this one is a must-listen.
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What if the key to great selling is the same as great relationships? In this episode, we explore how the Golden Rule â treat others the way you want to be treated â applies to selling as universally as it does to life.
Inspired by Roy Chitwoodâs 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, youâre not just making sales but building trust and creating long-term success.
Listen now and discover why great selling is great communication!
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In this episode, we redefine sales as an act of service rather than just a transaction. Marissa and Jason explore Roy Chitwoodâs 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!
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In this World Class Selling podcast episode, we explore Roy Chitwoodâs 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 youâre 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!
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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 Chitwoodâs World Class Selling. Understanding these motivesâDesire for Gain, Fear of Loss, Comfort and Convenience, Security and Protection, Pride of Ownership, and Satisfaction of Emotionâcan transform the way you approach sales, helping you connect with buyers on a deeper level and close more deals. Whether youâre 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!
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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 Chitwoodâs 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 Motivesâthe emotional triggers that drive every purchase decision!
