Master WIMP Junction—the Sandler concept that separates top sellers from those who give away leverage—with a 5-step framework to stay in control of every deal.
WIMP Junction is the Sandler concept every seller needs to master: that fork in the road where you either follow the buyer's system and lose leverage, or maintain control of your sales process. When prospects say "Can you send a quote?" or "Can we get a demo?"—these are danger zones, not buying signals.
In this episode, Mark McGraw and Josh Pitchford share five practical strategies to overcome WIMP Junction: pre-deciding your response, pre-call planning, setting your dial to "no," using reversing techniques, and aligning your intentions. Learn why choosing short-term discomfort leads to long-term sales success. It's hard to prospect, and it's hard to miss your number—choose your hard.
About Josh Pitchford: Josh Pitchford is a Sandler trainer and coach at Sales Engine, where he helps sales professionals and teams build predictable revenue systems. With extensive experience in enterprise sales and account management, Josh specializes in teaching relationship-building strategies, account planning, and the Sandler methodology.
🔗 Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/
Host: Mark McGraw — Building Your Sales Engine
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