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
Why Your Sales Activity Isn't Getting the Results You Expected
You are doing the activity. Day after day, the calls and the follow-up and the pipeline work; the results you expected never show up. And the advice you keep hearing is the worst advice there is: try harder.This week I tell a story from ...
Why Buyers Won't Open Up to You (And Won't Refer You Either)
You explain your solution clearly. You make your strongest case. The buyer nods, goes quiet, and the deal never moves. The instinct is to sharpen the pitch; the fix runs the other direction.This week we sit with one idea: for a buyer to ...
Why Prospects Take Your Free Advice and Buy Nothing
You demonstrate your expertise in the first meeting, the prospect nods along, and then nothing happens. No decision, no follow-up, no deal; just a buyer who walked away with your best thinking for free. We call it unpaid consulting, and it may ...
Why Buyers Stall When You Solve Their Problem Too Soon
You run a strong call. You hear the problem, you explain how you would fix it, you watch the prospect nod along. Then nothing. The deal that felt alive goes quiet, and you are left wondering what changed.On this episode we look at the br...
Why Salespeople Avoid the Conversations They Need to Have
There is a conversation you have been putting off. You know which one. Maybe it is the cold call you have been postponing for a week; maybe it is the awkward check-in with a stalled prospect; maybe it is the honest conversation with a team memb...
