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.
Are you interested in signing up for our newsletter?
https://share.hsforms.com/126xXkoibRWaoA_JPF8YQZQczw1l
Visit our website: Crossroads.sandler.com
Episodes
58 episodes
Goal Setting: What is Your Point of Constraint?
This episode: Goal Setting: What is Your Point of Constraint? In this episode, we dive deep into the art of goal setting and explore the critical concept of the "point of constraint." What’s holding you back from reaching your goals? How...
•
Season 4
•
Episode 1
•
14:15
Merry Christmas: Finding Fulfillment and Showing Gratitude
This episode: Finding Fulfillment and Showing Gratitude. Change is a constant in life, and managing it effectively requires self-awareness and openness to new opportunities. This episode delves into the importance of recognizing limiting...
•
Season 3
•
Episode 16
•
9:29
Self-Limiting Beliefs: Abundance and Scarcity and the Impact of Your Mindset
This episode: Shifting From Scarcity to Abundance. Our discussion explores the powerful difference between a scarcity mindset and an abundance mindset, particularly during the holiday season. A scarcity mindset often leads to feelings of...
•
Season 3
•
Episode 15
•
9:27
Sales Prospecting: Cookbook Behaviors in December Are Mandatory
This episode: Prospecting Behaviors in December Are Necessary. The holiday season often brings a natural slowdown in business activities, making it easy for sales professionals to justify delaying prospecting efforts. However, maintainin...
•
Season 3
•
Episode 14
•
13:05
Learning Agility: Emotional Intelligence and Why It Matters
This episode: Learning Agility: Emotional Intelligence and Why It Matters. The relationship between emotional intelligence (EI) and learning agility in sales is deeply interconnected, as both qualities are critical for adap...
•
Season 3
•
Episode 13
•
10:53
Stalls and Objections: Go for the No!
This episode: When you're experiencing stalls or objections in the sales process, it's important to clarify what the best outcome for the meeting is. Typically, we're looking for a yes, or a no. Maybe leads to further complications. Mayb...
•
Season 3
•
Episode 12
•
11:12
Managing Priorities: Clarify Intentions and Build Strong Relationships
Visit our website!This episode: Managing Priorities for yourself is something you've adapted or learned as a trait over time to experience success. If you don't know how your em...
•
Season 3
•
Episode 11
•
9:49
Management and Motivation: Uncovering Blindspots with Strategy and Openness
Visit our website!This episode: Managing people means a lot more than flatly motivating with flattery. Managing means having a plan to help the people around you uncover their b...
•
Season 3
•
Episode 10
•
12:21
Selling System: If you don't have one, get one
Visit our website!This episode: A selling system. First is the importance of choosing one. But, it only matters if you commit entirely to following the system and trying it out ...
•
Season 3
•
Episode 9
•
10:26
Develop Your Sales Process: A Plan Eliminates the Agony of a Decision
Visit our website!This episode: Sales Process. A well-defined sales process gives you control over the actions that will daily compound. The key with a sales process is collecti...
•
Season 3
•
Episode 8
•
9:41
Self Development: Why You Should Pick You Everyday
Visit our website!This episode: Self Development: Why You Should Pick You Everyday. You have a lot of choices in your daily life. Some matter, but all of them carry an increment...
•
Season 3
•
Episode 7
•
11:38
Roleplaying: Don't Practice Sales Calls in Front of Clients
Visit our website!This episode: Roleplaying: Don't Practice Sales Calls in Front of Clients. If you don't have scheduled roleplay sessions with your teams at least once a ...
•
Season 3
•
Episode 6
•
10:58
Why People Buy: Discovery through Pain in Sales and Management
Visit our website!This episode: Why People Buy: Discovery through Pain in Sales and Management. Uncovering pain is the process of taking someone through questions related ...
•
Season 3
•
Episode 5
•
12:55
Relationship Management: Emotional Intelligence in Sales and How to Win
Visit our website!This episode: Relationship Management: Emotional Intelligence in Sales and How to Win. The better you are at questions, the better you will be at relati...
•
Season 3
•
Episode 4
•
13:21
Relationship Management: Trust in Sales is Built out of Relationships
Visit our website!This episode: Relationship Management: Trust in Sales is Built out of Relationships. How you approach prospects through relationships prioritizes long-t...
•
Season 3
•
Episode 3
•
13:49
Questioning Strategies: Moving from the Intellectual to the Emotional. Become a Trusted Advisor
Visit our website!This episode: Questioning Strategies. Make the most out of silence. Challenge your prospects and engage in emotional conversations. At ...
•
9:27
Adaptability in Sales: How You Buy and How You Sell
Visit our website!This episode: Adaptability in Sales: The importance of having your behaviors mirroring the beliefs you have about a buyer. How you buy impacts how you s...
•
Season 3
•
Episode 2
•
10:28
Confidence in Sales: Developing Self-Awareness
Visit our website!This episode: Self-Awareness in Sales At Crossroads Business Development we are the recipients of the David H Sandler award for 2021, the hig...
•
Season 3
•
Episode 1
•
10:48
People Don't Argue With Their Own Data
Visit our website!This episode: People Don't Argue With Their Own Data At Crossroads Business Development we are the recipients of the David H Sandler award fo...
•
Season 2
•
Episode 19
•
11:09
If Your Competition Is Doing It, Stop Immediately
Visit our website!This episode: If Your Competition Is Doing It, Stop Immediately At Crossroads Business Development we are the recipients of the David H Sandl...
•
Season 2
•
Episode 18
•
7:39
Slowdown the Process to Speed Up the Sale
Visit our website!This episode: Slowdown the Process to Speed Up the Sale At Crossroads Business Development we are the recipients of the David H Sandler award...
•
Season 2
•
Episode 17
•
6:42
Sales Is a Conversation Between Two Adults to Uncover the Truth
Visit our website!This episode: Sales Is a Conversation Between Two Adults to Uncover the Truth At Crossroads Business Development we are the recipients of the Davi...
•
Season 2
•
Episode 16
•
9:35
No One Can Enter Your Castle Without Your Permission
Visit our website!This episode: No One Can Enter Your Castle Without Your Permission At Crossroads Business Development we are the recipients of the David H Sandler...
•
Season 2
•
Episode 15
•
10:19