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 You Chase Prospects Instead of Asking for the Next Step
You avoid pushing because you do not want to look like the stereotypical salesperson. So you soften, you hedge, and you leave calls without a firm next step. Then you spend the week chasing. The problem is not that you are too aggressive. It is...
Why One Hard Conversation Never Fixes the Problem
You finally had the hard conversation. You said the thing you had been avoiding. A week later the same behavior is back, and now you are bracing to have the exact same talk all over again.This week we get into the part of hard conversati...
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 ...
