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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