People buy solutions - Discover their problems

Send us Fan MailThis episode shares how you can use an engagement scale to understand where your buyers are in their journey so you can align and guide them to the best solution for them.Closing over $500M in sales, I've learned that connecting with your customer is all about understanding WIITT - What’s Important to Them. I'm here to equip you with the skills you need to excel. Do you want to know how one client increased their closing ratio by 25% go to www.wiittselling.com and download the free case study. No, you do not have to provide any information it's just there for you to download.  Engagement Scale | 1 | No Engagement (Nope) | The prospect is indifferent: responses are minimal or non-committal. They don’t ask questions, and their tone suggests disinterest. | 2 | Skeptical Acknowledgement | The prospect acknowledges the conversation but remains unenthusiastic. They may provide one-word responses or polite nods without digging deeper. | 3 | Mild Engagement (Warming Up) | The prospect begins asking clarifying questions, perhaps showing curiosity. Their tone indicates slight openness, but commitment to the conversation is tentative. | 4 | Active Engagement (Getting Into It) | The prospect actively participates, asking targeted questions and sharing thoughts about challenges and goals. They’re clearly evaluating how your solution fits their needs. | 5 | Breakthrough Engagement | The prospect expresses genuine excitement and commitment. They share their own insights, probe for deeper value, and often signal readiness to explore next steps.If you want more details on the case study or you are interested in discovering more about WIITT Selling, send me an email at:  [email protected] Deal Breakers gives you the lens to see the deal the way the customer weighs their decisions. Stop losing the deals you should've won and click on the below link to get your copy of Deal Breakers.Deal Breakers: Customers already have solutions to their problems. If you don’t coauthor their next chapter, you won’t close the sale.: Cutter, Jeffrey Michael: 9798257955235: Amazon.com: Books