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
How to Disarm a Frustrated Client Without Making It Worse
A client comes at you upset. Maybe a deal went sideways, maybe a promise got missed, maybe they just had a hard week and you are the closest target. Your instinct is to defend, explain, or jump straight to fixing it. That instinct is the proble...
How to Stop Accommodating Prospects Who Will Not Commit
You spend ten hours qualifying a prospect; they return your calls, agree to the next meeting, never quite say yes. You tell yourself one more conversation gets them across the line. The relationship feels good, so you keep going.On this ...
How to Stop Running Your Sales Day on Autopilot
You know your sales routine has become predictable; you also know that some part of you keeps making excuses for why now is not the time to change anything.That gap is the topic of this episode. We talk about why salespeople and sales le...
Why Your Sales Team Resists Scripts (And How It's Hurting Your Close Rate)
Most salespeople will tell you they have a process. What they actually have is a set of habits that work often enough to feel like success; that is not a system. In this episode, we make the case for the sales playbook most reps resist, and we ...
Stop Pitching, Start Diagnosing: What a Hospital Stay Taught Us About Discovery Calls
Your last lost deal probably was not lost in the proposal. It was lost in the discovery call, when you heard a prospect describe a problem and assumed you already knew what they meant.Jim is back from an unexpected hiatus -- a sepsis dia...
