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/
The Sandler Training Hour
Latest Episodes
What Avoiding the Uncomfortable Sales Calls Is Costing You
You know the calls you should be making. The past client you have not spoken to in a year. The prospect who went quiet after a strong conversation. You keep finding a reason to make them tomorrow, and tomorrow keeps moving.This week we g...
Why You Keep Chasing Prospects Who Never Decide
You present your best work, the prospect nods along, and then the conversation goes cold. You follow up once, twice, and eventually they land in a pile you check on for the next nine months. In this episode we look at why that happens, and it u...
Why Prospects Shut Down When You Try to Overcome Their Objections
You had the answer ready. You delivered it cleanly. And the prospect pulled further away. That pattern has a cause: every time you argue with a hesitation, you confirm the stereotype the buyer walked in with before you said a word.This w...
Why Prospects Keep Saying They Need to Think It Over
The call goes well. The prospect nods along, says it all makes sense, then asks for the weekend to think it over. You follow up, they go quiet, and your pipeline fills with maybes that stretch your sales cycle another month.This week we ...
Why Your Sales Conversations End in Assumptions Instead of Agreements
You walk out of a first meeting and something nags at you. Was that person being straight with you? You have no evidence either way, so you fill the gap with a guess. Your prospect is doing the same thing about you.This week we get into ...
