The Sandler Training Hour
Join Jim and Jason Stephens for weekly insights on the Sandler Selling System, navigating the modern sales landscape, and overcoming real-world business challenges.
A Sandler Trainer is a salesperson. We lead by example and talk from experience.
Reach out to us: Jason.Stephens@sandler.com
Visit our website: https://go.sandler.com/crossroads/
Podcasting since 2022 • 96 episodes
The Sandler Training Hour
Latest Episodes
The Authenticity Trap: Moving from Reactive Defense to Proactive Control
Most salespeople learn to treat an objection like a surprise attack—something they must battle with logic the moment it happens. However, this reactive approach usually leads to "salesperson ping pong," an argument where nobody wins and the pro...
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Season 4
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Episode 39
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9:39
The Speed of Culture: Why Sales Agility Beats a Perfect Script
You can have the perfect script and the perfect product, but if you don't have the agility to adapt to the market, you will lose the deal to the competitor who does. We often think technology is just about the tools, but it is actually about ho...
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Season 4
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Episode 38
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10:31
Stop "Poisoning the Well": Why You Need to Sell the Commitment, Not the Pain
Are you accidentally talking your prospects out of a good experience before they’ve even had it?In sales, we often think we are building rapport by being "honest" about the tedious parts of our process. We say things like, "Okay, now com...
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Season 4
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Episode 37
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8:58
Relationship Management: Gratitude That Lands, Not Just Words
In this episode, Jim and Jason explore the difference between saying thank you and expressing gratitude in a way that actually connects. Gratitude, they explain, is not just a statement—it carries emotion, intention, and meaning. When ...
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Season 4
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Episode 36
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10:17
Positive Outlook: Governing Your Thinking in an Uncertain Economy
In this episode, Jim and Jason explore how the information you consume directly shapes your beliefs—and how those beliefs influence every decision you make in sales, leadership, and your long-term success. Drawing on insights from an economics ...
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Season 4
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Episode 35
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13:41