The World Class Selling podcast series explores how to succeed in sales through ethical practices, customer-focused strategies, and systematic techniques. Rooted in Roy Chitwood’s proven Track Selling System™, this series highlights the transformation of sales from hard-sell tactics to partnership-driven approaches that prioritize customer success. In a world of economic uncertainty, shifting markets, and evolving buyer expectations, professional salespeople who adapt and focus on serving clients are positioned to thrive.
Listeners will gain insights into the Seven Steps of the Track Selling System™—a precise, step-by-step sales methodology designed to align with the buyer’s decision-making process. The podcast will delve into essential topics like the Five Buying Decisions, Six Buying Motives, and strategies for overcoming objections. Whether you’re a seasoned professional or new to the field, this series equips you with tools to grow your sales, foster long-term client relationships, and elevate your career in an increasingly competitive marketplace.
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 better decisions in every area of life. We close the series with gratitude—to our listeners, our podcasters, our colleagues, and especially Roy Chitwood, whose wisdom continues to shape world-class communicators everywhere. This isn’t the end—it’s the beginning of applying these tools to your own conversations, relationships, and success.
9 Sept 2025
What If?
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.
1 Sept 2025
Building a Successful Sales Career
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 previews what’s next — handling those unpredictable “What If…?” sales situations every professional encounters.
15 Aug 2025
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 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.
4 Aug 2025
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 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’ll 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.
15 Jul 2025
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 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.
5 Jul 2025
Selling in a Challenging Environment
Hosts Jason and Marissa discuss selling strategies applicable in tough market conditions, emphasizing structured sales processes and people skills to help companies thrive, not just survive, in challenging times.
18 Jun 2025
What Your Prospects Don't Tell You
Sales experts Jason and Marissa reveal the unspoken thoughts prospects have during sales interactions, focusing on five key buying decisions to help listeners build trust and close deals in this episode.
4 Jun 2025
Objectives of Your Sales Call
Hosts Jason Cutter and Marissa discuss the importance of setting clear objectives for sales calls to maximize effectiveness and build towards successful deals.
20 May 2025
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 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.
9 May 2025
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, 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 performance—and your life—to the next level. Hosted this week by Grace, this episode is a must-listen for anyone serious about personal growth and professional success.
23 Apr 2025
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 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.
8 Apr 2025
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 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 prospect’s needs, builds trust, and keeps the conversation focused and flowing. You’ll hear practical tips—such 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 you’re new to sales or a seasoned pro, this one is a must-listen.
25 Mar 2025
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 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!
14 Mar 2025
Selling IS Selling
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 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!
27 Feb 2025
The Seven Steps of a Successful Sale
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!
13 Feb 2025
The Six Buying Motives
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 connect with buyers on a deeper level and close more deals. Whether you’re 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!
31 Jan 2025
The Five Buying Decisions
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!
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