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
The Discount You Give Before the Buyer Asks for One
Your buyer says your bid came in high and asks you to sharpen your pencil. Before you answer, you have already started discounting in your head.This week we continue our conversation on transactional analysis and turn to the games buyers...
The Childhood Script Still Running Your Sales Calls
You walk out of a sales call and replay it. You lectured the buyer, or you nodded along and agreed to send a proposal you never wanted to send. The pattern is older than your career.This week we work through transactional analysis, the c...
Make It Easy for Your Prospects to Tell You No
You have a prospect in your pipeline you already suspect will never buy, and you have not asked them, because a no would sting. Many salespeople got into sales because they are good at winning approval, and that same strength makes it hard to h...
The Show-and-Tell Habit That Ends in "Send Me a Proposal"
A prospect fills out your contact form or calls to ask what you do, and something switches on. You walk them through everything you can do, the call feels great, and it ends with "send me this in an email and I will think about it." Then nothin...
Stop Wanting the Sale More Than Your Prospect Does
You ran a great call. The prospect agreed with everything. Then the deal sat for three weeks, and you found yourself wanting the sale far more than they did.Deals stall when the buyer's pain is not strong enough in the present to make ch...
