The Sandler Training Hour
Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent, associated with the Sandler Selling System and their work as Sandler trainers and coaches. We will publish our old shows as episodes and then move to a serial podcast.
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 • 74 episodes
The Sandler Training Hour
Latest Episodes
Prospecting: Break the Script, Earn Permission, Deliver Value
The first 60 seconds of a prospecting call can make or break the conversation. Most salespeople lead with pressure or pitch—what if you led with permission instead? When done right, the opening minute disrupts expectations, builds trus...
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Season 4
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Episode 17
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11:45
Attitude: What Are You Discounting Without Realizing It?
In sales—and in life—discounting happens on multiple levels. We discount prices to win business. We discount others when we assume too much or listen too little. And perhaps most dangerously, we discount ourselves when we undercha...
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Season 4
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Episode 16
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10:31
Transactional Analysis in Sales: People Buy the Fight and Intellectualize the Outcome
Why do some prospects seem resistant even when the solution is exactly what they need? The answer might lie in Transactional Analysis—a framework that helps you understand the emotional dynamics of every sales conversation. People don’t ...
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Season 4
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Episode 15
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10:31
Sales Techniques: Concept and Application of the Negative Reverse Sell
What if saying less actually moved the sale forward? The Negative Reverse Sell is a counterintuitive technique that taps into the psychology of your prospect by doing something most salespeople avoid—inviting resistance to uncover...
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Season 4
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Episode 14
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10:08
Mindset: Beyond the Mood—Lead with Intention
Are you showing up as an optimist, a pessimist, or something more deliberate? While optimism can inspire and pessimism can protect, neither guarantees progress. The real power comes from intention—choosing how you think, act, and respond...
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Season 4
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Episode 13
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11:52