Process and Structure: Don't Be Creative (Around Your Process)

In this episode, we explore a counterintuitive but powerful sales idea: don’t be creative. That doesn’t mean don’t adapt or think—but it does mean stop spending so much time inventing responses on the fly. Jason and Jim walk through the five common responses prospects give—yes, no, maybe, I don’t know, and I’m not comfortable telling you—and explain how building a repeatable system for handling them is a smarter strategy than winging it every time.

We discuss the difference between rigid scripts and flexible talk tracks, and why the best sellers come across as authentic because they’re practiced—not because they’re improvising. There’s also a helpful analogy to acting: great actors follow a script but make it sound natural. If you’re looking for ways to improve your presence, sharpen your self-awareness, or build consistency in the way you run calls, this episode gives you the framework to start acting with more intentionality and less guesswork.

The core message: trust your process, test it thoroughly, and stop trying to prove it wrong before you’ve even given it a chance to work.

🏆 About Crossroads Business Development:

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.
📧 Reach out to Jim at jim.stephens@sandler.com

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.
📧 Reach out to Jason at jason.stephens@sandler.com