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/
The Sandler Training Hour
Barriers to Success: Mr. Nice Guy, Dependence on Others, and Needs vs. Wants
🔹 #7 – The Mr. Nice Guy Model
“It happens when you’d rather leave having someone think well of you than leave with an order or money,” Jason says.
Jim expands:
“We don’t want to be pushy. We have in our mind the imprint of a stereotypical salesperson who has their own agenda… and we avoid being that person.”
But avoiding pushiness often leads to indirect conversations and unclear expectations, which in turn creates bloated pipelines and lost opportunities.
“Your opinion of me is none of my business,” Jason reminds us, encouraging authenticity over constant approval-seeking.
🔹 #8 – Dependence on Others
“That’s where you’re looking for motivation, support, and approval,” Jason explains, “and because of this, you have difficulty working alone and being self-contained.”
Jim offers a healthier frame:
“Neither dependence nor isolation is ideal. The place I encourage my clients to land is interdependence… I win when you win, and you win when I win.”
🔹 #9 – Not Knowing the Difference Between Needs and Wants
“If you want an order, you can be independent. If you need an order, the prospect owns you,” Jim says.
They discuss how desperation repels buyers:
“There’s almost a smell to a desperate salesperson,” Jim shares. “It drives people away. Instead, adopt the mindset: I don’t need the business—I’d like it, but I’ll succeed either way.”
Jason wraps it up by noting:
“Those are the talk tracks that elevate us from a subservient position to an equal business conversation.”
💡 This Week’s Challenge
Reflect on Barriers 7–9:
- Where do you see the Mr. Nice Guy model showing up in your conversations?
- Are you dependent on others for motivation, or practicing healthy interdependence?
- Do you approach opportunities from need or from want?
Be intentional and see how shifting these mindsets opens up new levels of success.
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.
📧 For inquiries, 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.
📧 You can reach Jason at jason.stephens@sandler.com.