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/
Podcasting since 2022 • 98 episodes
The Sandler Training Hour
Latest Episodes
The Tolerance Gap: Navigating the Fear of Failure and Success
IntroMany talented professionals find themselves trapped by a "tolerance gap," where the fear of underdelivering or the subtle self-sabotage of the fear of success keeps them from turning their mastery into a thriving business. We...
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Season 4
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Episode 41
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11:31
The Skeptic’s Guide to Optimism: Auditing Your Attitude for Growth
Are you entering 2026 with a strategy, or just a "hope-based" mindset?Many salespeople confuse a positive mood with a winning strategy, relying on hope that things will go well rather than executing measurable activities. If you f...
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Season 4
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Episode 40
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9:05
The Authenticity Trap: Moving from Reactive Defense to Proactive Control
Most salespeople learn to treat an objection like a surprise attack—something they must battle with logic the moment it happens. However, this reactive approach usually leads to "salesperson ping pong," an argument where nobody wins and the pro...
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Season 4
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Episode 39
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9:39
The Speed of Culture: Why Sales Agility Beats a Perfect Script
You can have the perfect script and the perfect product, but if you don't have the agility to adapt to the market, you will lose the deal to the competitor who does. We often think technology is just about the tools, but it is actually about ho...
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Season 4
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Episode 38
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10:31
Stop "Poisoning the Well": Why You Need to Sell the Commitment, Not the Pain
Are you accidentally talking your prospects out of a good experience before they’ve even had it?In sales, we often think we are building rapport by being "honest" about the tedious parts of our process. We say things like, "Okay, now com...
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Season 4
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Episode 37
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8:58