World Class Selling

In this powerful final episode of our World Class Selling podcast series, Jason and Marissa bring Roy Chitwood’s timeless lessons full circle. Together, they explore how the Track Selling System extends far beyond sales—into job interviews, family decisions, friendships, even self-reflection. You’ll discover how the Seven Steps can help you communicate more clearly, connect more deeply, and make b...

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 pro...

In the final episode of our six-part mini-series What Makes a Great Salesperson, we dive into Roy Chitwood’s 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...

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 s...

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 seven essential people skills that every salesperson—and human—can benefit from, including the power of listening, the importance of empathy, and the impact of genuine interest. You’l...

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 profe...

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. Drawing from Roy Chitwood’s foundational work, they explain why “winging it” no longer cuts it—and how having a clear, people-focused sales process is what separates thriving companies fro...

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 add...

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 clear objective, even if it’s not to close the deal. From identifying the decision-maker to securing a follow-up meeting, these small steps — or Acts of Commitment — are the building blo...

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 o...

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, 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...

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 spac...

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 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 pr...

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, th...

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 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...

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, thi...

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 Chitwood’s World Class Selling. Understanding these motives—Desire for Gain, Fear of Loss, Comfort and Convenience, Security and Protection, Pride of Ownership, and Satisfaction of Emotion—can transform the way you approach sales, helping you conn...

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 re...