In a market where buyers are flooded with pitches and attention spans are shrinking, the only way to stand out is to stay in their story — every second, every sentence.

That’s exactly what Staying in Their Story™ with WIITT™ was built for — because the fastest way to lose a deal is to make it about you, your company or your product.

WIITT™ in One Line

WIITT™ = What Is Important to Them and Why

It’s not a pitch. It’s a co‑authored story where the buyer hears their own words reflected back and sees themselves winning.

Here’s how the 4 P’s of WIITT™ unfold in real time — watch how each question keeps the buyer in their own story.

The Script in Action

Scenario: You walk into an interview. The interviewer smiles and says:

Interviewer: “It’s nice to meet you. I like to start off my interviews by asking you to sell me this pen.”

You:

“Mind if I hold this for a second? I want to picture exactly how you’d use it — say, in the middle of an interview when a candidate says something you know you’ll want to remember.”

Problem

“When you’re interviewing candidates, do you usually take notes? Think back to the last time you missed capturing information during an interview or a meeting with a customer. (Pause) What happened next?”

Priority

“How many candidates have you interviewed in your career — or sales meetings you’ve been in? Multiply that by the number of times you’ve wished you’d captured something word‑for‑word… In all those conversations, have you ever walked away thinking, I wish I’d captured that exact phrase or detail and later realized it could have changed your decision?”

Proof / Risk

“If you’d caught that detail, could it have changed your decision to hire, not hire, or close a deal that you or your team lost? Because when that happens, it’s not just frustrating it chips away at how you see yourself as a decision‑maker.”

Payoff

“Having the right tool, at the right time, for the right thing… is the difference between sitting in your manager’s office, shoulders tight, explaining why a hire didn’t work out — or standing in that same office, smiling, sliding over the results, and highlighting the great decision you made.”

Close

“Instead of buying this pen today, why don’t we set up a standing purchase order so you always have them at home and at work with fresh ink for every interview? That way, you never have to think about whether you’re ready. You just are.”

Optional Moment of Truth — Live Reveal

[Hand them the pen and a blank card] “Write down the name of the best hire you’ve ever made. That name is the result of a decision you got right. This pen is how you make sure you get the next one right, too.”

Why It Works

Staying in Their Story™ with WIITT™ transforms a transactional prompt into a participatory experience because it:

• Personalizes the pitch to the buyer’s lived experience
• Mirrors their decision‑making psychology
• Co‑authors the narrative instead of pushing a product
• Anchors every moment in emotional relevance

Field Drill — Try This Today

In your next conversation, ask yourself:

“Did that keep us in their story?”

If not, pivot back using one of these WIITT™ moves:

1. Loop Back to Their Words Repeat a key phrase they used earlier and build your next question around it. Example: “You mentioned earlier that speed is critical — what’s slowing things down most right now?”
2. Anchor in a Past Moment Invite them to relive a specific event or challenge. Example: “Think back to the last time that happened, what was the impact?”
3. Scale the Stakes Take their problem and multiply it across time, teams, or revenue. Example: “If that happens twice a quarter, what does that look like over a year?”
4. Identity Check Tie the stakes to how they see themselves or want to be seen. Example: “How does that align with the standard you set for your team?”
5. Future‑State Scene Ask them to picture the ideal outcome in vivid detail. Example: “Imagine it’s six months from now and this is solved what’s different in your day‑to‑day?”
6. Vault Tag in Real Time When they say something emotionally charged, jot it down and circle back to it later in the conversation.

Choose Your WIITT™ Challenge

Pick one of these quick, real‑world actions to put Staying in Their Story™ with WIITT™ into play right now.

1. The Lost/Stalled Deal Reframe Send me:

• Prospect’s industry & role
• Their goal in their own words
• The moment momentum shifted
• The outcome
• What you’d love to see happen next I’ll reframe it using WIITT™ so you can see exactly how the conversation could sound different.

2. The WIITT™ Rewrite Forward me the last email or LinkedIn message you sent that got no reply. I’ll rewrite it so it stays in the buyer’s story from the first line.

3. The Vault Tag Hunt On your next call, capture one exact phrase your buyer says that has emotional weight. Send me that phrase, and I’ll show you three ways to build it into your follow‑up.

4. The Missed Moment Replay Describe a moment in a conversation where you felt the energy shift — for better or worse. Give me the setup and your exact words, and I’ll show you how to pivot back into their story.

5. The Future‑State Scene Tell me the ideal outcome your buyer described in your last meeting — in their words. I’ll help you script a mental movie that makes them feel it before they buy.

6. The Objection Flip Send me the last objection that stalled a deal. I’ll reframe it so it keeps you in their story instead of pulling you into defense mode.

7. The 4 P’s Speed Run Pick any object on your desk. In 3 minutes, run through Problem, Priority, Proof/Risk, and Payoff as if you were selling it to your last prospect. Send me your script for feedback.

jeffrey@wiittselling.com

Why Sales Professionals Are Struggling to Align with AI-Driven Procurement—and How to Fix It

The Sales Misalignment with AI-Driven Procurement

AI is now deeply embedded in procurement processes, influencing supplier selection, risk assessments, contract negotiations, and purchasing decisions. Yet many sales professionals fail to align their strategies with this transformation, leading to missed opportunities.

Real-World Examples: How AI Transformed Procurement

Several major companies have successfully integrated AI into their procurement strategies, achieving significant improvements in efficiency, cost savings, and supplier management.

1. IBM: AI-Driven Supplier Risk Management

• IBM uses AI-powered analytics to      assess supplier risks in real time.
• AI has helped IBM reduce      procurement-related disruptions by 30%, ensuring more reliable      supply chains.

2. Siemens: AI-Powered Spend Optimization

• Siemens implemented AI-driven      procurement tools to analyze spending patterns and optimize supplier      contracts.
• The company achieved 15% cost      savings by identifying inefficiencies and renegotiating contracts      based on AI insights.

3. Amazon: AI-Driven Procurement Automation

• Amazon uses AI to automate      procurement workflows, reducing manual intervention.
• AI-powered automation has      accelerated procurement cycles by 40%, enabling faster      decision-making and supplier onboarding.

Key Reasons Why Sales Teams Are Losing Deals to AI-Driven Procurement

• AI Eliminates Human Interaction      in Early Buying Stages
      → 60% of buyers prefer AI-driven insights over direct sales      interactions during initial supplier evaluations.
• Salespeople Engage Too Late in      the Process
      → 69% of buyers consult a salesperson only after AI-driven      analytics have already influenced their decision.
• AI Validates Vendors Based on      Data, Not Pitching
      → Procurement teams rely on performance metrics, risk scores, and ESG      compliance reports, making traditional persuasion techniques      ineffective.
• Legacy Sales Strategies Don’t      Account for AI Stakeholders
      → IT leaders, data scientists, and compliance teams play a critical      role in AI-powered procurement, yet legacy selling methodologies      overlook them.

The AI-Driven Procurement Workflow

Before engaging with a vendor, procurement teams use AI to: ✔ Search for industry benchmarks and supplier performance metrics
✔ Analyze pricing trends and automated contract negotiations
✔ Assess ESG compliance and regulatory risks
✔ Evaluate supplier sentiment using AI-driven reviews

Uncovering Procurement Search Patterns Using AI

To align with AI-driven buying behaviors, sales professionals must reverse-engineer procurement's AI-driven search patterns. Here are effective prompts to identify what procurement teams search for when selecting a product:

🔹 AI-Powered Supplier Evaluation Queries

• “What criteria do procurement      teams use to assess vendors using AI?”
• “What performance metrics drive      AI-based vendor selection?”
• “How do AI-driven procurement      tools rank suppliers?”

🔹 Spend Analytics & Cost Optimization Prompts

• “What spend optimization factors      do procurement teams search for?”
• “How do AI tools predict      cost-saving opportunities for buyers?”

🔹 Compliance & Risk Assessment Prompts

• “How do procurement teams use AI      for regulatory compliance checks?”
• “What risk assessment metrics      does AI consider in supplier selection?”

🔹 AI-Driven Purchasing Decision Triggers

• “What data influences procurement      teams to move forward with a purchase?”
• “How does AI prioritize vendor      selection based on ESG compliance?”

Using AI-Driven Prompts to Uncover Sales Leads

AI also tracks inquiries about products, meaning sales teams can use strategic prompts to identify prospects actively searching for solutions within AI-driven procurement systems.

🔹 Finding AI-Informed Buyers Actively Searching for Solutions

• “What keywords do procurement      teams use when researching [product name]?”
• “How can AI-driven search signals      reveal companies evaluating [product type]?”
• “How do AI-powered procurement      dashboards flag interest in specific solutions?”

🔹 Identifying Procurement Teams Engaged in AI-Driven Vendor Evaluations

• “What stakeholder roles are      involved in AI-driven procurement decisions?”
• “Which companies are investing in      AI-powered procurement tools?”
• “What industries are accelerating      AI-driven sourcing and vendor selection?”

AI Stakeholder Mapping vs. Traditional Sales Methodologies

Outcome

AI Stakeholder Mapping (WIITT Selling)

Traditional Sales (MEDDIC, Challenger, etc.)

🔍 Finding Decision-Makers

AI maps LinkedIn engagement patterns   to identify hidden influencers before objections arise.

Relies on direct prospect   interactions, often missing silent stakeholders who impact decisions.

✉️ Personalized   Outreach

AI detects stakeholder interests and   customizes messaging per decision-maker (CFO, IT, Procurement).

Uses a one-size-fits-all pitch,   failing to align with diverse stakeholder priorities.

🚀 Speed of Deal Progression

Engages all stakeholders early,   leading to 30% faster deal cycles.

Late-stage stakeholder objections stall   deals, slowing revenue growth.

🎯 Objection Prevention

AI predicts objections before   they surface, allowing proactive resolution.

Sales teams react to   objections too late, often losing deals.

📊 Forecasting Accuracy

AI tracks real-time stakeholder   engagement for precision forecasting.

Relies on gut instinct and static   CRM inputs, leading to inaccurate projections.

🔄 Adaptability to Buyer Behavior

AI adjusts outreach dynamically  based on engagement signals and decision-maker preferences.

Legacy frameworks assume buyers   follow static decision paths, which no longer fits modern purchasing   behavior.

📈 Revenue Impact

Higher stakeholder engagement = increased   close rates & reduced stalled deals.

Deals frequently lost due to   misalignment with unseen influencers.

The Solution: WIITT Selling for AI-Driven Procurement

Legacy selling strategies fail to address the AI-powered procurement shift, but WIITT Selling adapts to modern buyer behavior by:

✔ Mapping hidden AI stakeholders beyond traditional economic buyers
✔ Aligning messaging with AI-powered procurement criteria
✔ Engaging compliance, IT, and data science teams early in the process
✔ Using AI-driven search signals to uncover qualified sales leads

Sales professionals must abandon outdated persuasion tactics and instead adopt AI-aligned selling strategies to engage procurement teams before AI makes the final decision.

AI-driven procurement is reshaping the sales landscape, and outdated methodologies are leaving deals on the table. WIITT Selling is the solution.

🔹 Are your sales teams struggling to engage AI-influenced buyers?
🔹 Do procurement teams make decisions before you can even pitch?
🔹 Are AI-driven purchasing processes eliminating your role in the sales cycle?

It’s time to adapt. With WIITT Selling, you can:
✔ Identify AI-driven procurement signals before competitors
✔ Map hidden stakeholders and engage decision-makers early
✔ Align sales strategies with AI-driven purchasing criteria
✔ Generate high-value leads from procurement teams actively researching solutions

Stay ahead of buyer trends. Win more deals.

Want to see WIITT Selling in action? Contact us today!

Jeffrey@WIITTSelling.com

www.wiittselling.com

WIITT Selling Podcast