All Episodes
Episodes
Impact of Your Appearance
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...
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You're in the People Business
In this episode, Jason and Marissa unpack Chapter 21 of Roy Chitwood’s 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...
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There's Nothing Wrong with Selling
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...
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Selling in a Challenging Environment
In this kickoff episode of our new World Class Selling subseries, “What Makes a Great Salesperson?”, Jason and Marissa take on one of the most urgent topics in modern sales: Selling in a Challenging Environment....
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What Your Prospects Don't Tell You
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...
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Objectives of Your Sales Call
In this episode, Jason and Marissa explore the true cost of “winging it” on sales calls — and what you should do instead. Using insights from Roy Chitwood’s World Class Selling, they explain why every call needs a...
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Managing Time Effectively
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...
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Setting Goals
In Episode 8 of World Class Selling, Jason and Marissa explore the art and science of setting goals—drawing inspiration from Roy Chitwood’s timeless advice. They unpack the four keys to goal achievement: setting big,...
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Let Your Prospects Talk
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...
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The Art of Asking Questions
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 Chitwood’s timeless book, they unpack the difference...
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Selling is Selling is Selling
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...
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Sales IS Service
In this episode, we redefine sales as an act of service rather than just a transaction. Marissa and Jason explore Roy Chitwood’s philosophy that professional salespeople focus on helping customers make the right...
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