Sandler Training by Crossroads Business Development, Inc

Sandler Training by Crossroads Business Development, Inc Sandler Training is a proven sales and management system that provides on-going reinforcement for you and your team.

Sandler Training is a world leader in innovative sales and sales management training. For more than 45 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process. Our training is designed to create lasting “performance improvement” rather than the motivational

“quick fix” typical of many seminar-based training programs. To help you accomplish your goals, Sandler provides “reinforcement training,” a system that combines quality materials along with access to ongoing training workshops and individual coaching sessions. Through our local training centers, we provide continuing face-to-face support and reinforcement of the world’s most successful selling system. At Sandler, we understand that business success is directly related to the effectiveness of upper- and mid-level managers within an organization. Sandler’s management solutions help managers at all levels become more effective communicators, better mentors and coaches, and competent managers of change. Sandler has been awarded the #1 ranking for training programs in Entrepreneur Magazine’s “Franchise 500” nine times since 1994, the most recent being for 2010.

06/15/2026

You walked out of the first meeting feeling good.

You answered their questions, laid out your thinking, showed them exactly how you'd approach the problem. The prospect nodded. Said it was really helpful.

Then you never heard from them again.

There's a name for what happened: unpaid consulting. And it might be the most common deal killer that nobody notices.

This week's episode of The Sandler Training Hour is about why salespeople fall into this trap, and what to do instead.

We get into the three-bid structure and why "demonstrating competence" just puts you in a lineup. Why the over-sharing usually comes from insecurity about not knowing the buyer, not confidence in knowing your field. And why a strong discovery process will disqualify the clients you'd regret winning anyway.

New episode: Why Prospects Take Your Free Advice and Buy Nothing
🎧 Listen on Spotify: https://open.spotify.com/episode/5Ct5LQuap2tS2PsREqLho3?si=lxNI6tu8QYG7CYMujoyWDA
🎧 Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19331533-why-prospects-take-your-free-advice-and-buy-nothing

06/08/2026

You run a strong call. The prospect names the problem. You see exactly how to fix it, so you start talking.

Then nothing. The deal goes quiet.

That silence has a name. On this week's episode of The Sandler Training Hour, Jim walks through the brain science behind why solving too soon is actually the thing that kills urgency. When a prospect feels the problem is handled, the reason to act disappears.

We get into:
- Why your best advice can talk you out of the deal
- How to interrupt your own pattern before it costs you
- The intake process Jim actually uses to help buyers discover a problem they had stopped noticing

If you work in sales and you have ever lost a deal that felt like a sure thing, this one is worth your time.

New episode out now.
• Listen on Spotify: https://open.spotify.com/episode/4ssocxIdmoFrBqachL27YO?si=a4Gf6BAiR067Pb2vKh3zNA
• Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19294810-why-buyers-stall-when-you-solve-their-problem-too-soon

06/01/2026

There is a conversation you have been putting off.

You know which one.

Maybe it is the cold call you have postponed all week. Maybe it is the honest conversation with a team member who keeps missing the number. Maybe it is the stalled deal you have stopped following up on.

The longer you avoid it, the more it costs you.

In the latest episode of The Sandler Training Hour, we get into why salespeople avoid the conversations they need most — and what to do about it.

We cover:
→ Why cold calls fail before you even dial
→ The pattern interrupt opener Jim has used for years: "This is a cold call, do you want to hang up?"
→ How to combine a pattern interrupt with an upfront contract to open any hard conversation
→ The pre-mortem: a simple way to face what scares you before the conversation starts
→ Why doing nothing is still a decision

This one goes beyond sales. The same moves work with stalled deals, tough team conversations, and even the hard talks we avoid at home.

Worth a listen if there is a conversation you have been sitting on.

🎧 Watch on YouTube: https://www.youtube.com/watch?v=xL3JWM5lmzI
🎧 Listen on Spotify: https://open.spotify.com/episode/04neru1UdKG4mOBIFh7JvI?si=Z3IySDzISnq80iJTAcQgNA
🎧 Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19256499-why-salespeople-avoid-the-conversations-they-need-to-have

05/26/2026

You just finished a sales call.

Two weeks later, can you actually say what you committed to? What the buyer told you about budget? Whether it went well by any measure beyond gut feel?
For most of us, the honest answer is no.

That's not a talent problem or an effort problem. It's a process problem. More calls don't make you better on their own. Reps without reflection just become reps.

In this week's episode, we dig into the two bookends that decide whether a call turns into real skill:

The pre-call plan, where the work is becoming the expert in your buyer, not in what you sell.

And the post-call debrief, because memory is a loose tool. We tend to remember what everyone else did wrong, not what we actually said we'd do.

We also get into something Jim's been testing lately: an AI scorecard that rates his own calls against the Sandler system. The readout has been humbling. But it only works because he has the sales language to map it against. Hand that same tool to someone without that structure and it just gives back platitudes.

The line that stuck with us:
Behavior isn't what you think you should do. It's what you actually do. The plan and the debrief are how you close the gap between the two.

• Watch on YouTube: https://www.youtube.com/watch?v=hAOa8JEmDjk

• Listen on Spotify: https://open.spotify.com/episode/7qZzyI8HKAAKnprZduwVtF?si=7PPqC-ufS3ey8Q5dsuNrtg

• Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19218178-why-more-sales-calls-are-not-making-you-better

05/18/2026

A client comes at you upset. Maybe a deal went sideways. Maybe a promise got missed. Maybe they just had a hard week and you're the closest target.

Your instinct is to defend, explain, or jump straight to fixing it.

That instinct is the problem.

In this week's episode, we walk through how to actually disarm a frustrated client — without losing the relationship or your own footing.

A few things we dig into:

→ Why arguing against an irrational position only entrenches it
→ The three responses that feel natural but make everything worse (blame, defend, fix)
→ What fight, freeze, or flee looks like in a client conversation — and why none of them gets you back to solid ground
→ Why conflict, handled well, is actually the doorway to a deeper relationship
→ The one question worth asking yourself before anything else: should I have seen this coming?

Nurture, nurture, nurture. It's one of the most repeated rules in Sandler for a reason. A frustrated client isn't looking for your logic. They're looking to feel seen.

Watch on YouTube: https://www.youtube.com/watch?v=kslwz3C6s4E

Listen on Spotify: https://open.spotify.com/episode/1XUKhkVmmxmd7ifaTazJDI?si=kaUpiG2WS2uWC9KbcV9QZw

Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19178327-how-to-disarm-a-frustrated-client-without-making-it-worse

05/11/2026

Ten hours into a sales cycle and they still won't commit.

You tell yourself one more conversation will do it. The relationship feels good. They return your calls. They agree to the next meeting.

They just never quite say yes.

That's what we dig into on this week's episode of The Sandler Training Hour.

"How to Stop Accommodating Prospects Who Will Not Commit"

We talk through some things that are genuinely uncomfortable to admit:

→ Likability is not credibility. People do buy from people they like — but that belief gets twisted into giving prospects everything they ask for and avoiding anything that feels difficult.

→ The sunk cost spiral is real. Ten hours in, what's another two? We pull apart why the longer a deal putters, the softer it gets — and why you can't ask for a decision inside a relationship that can't hold the weight of the ask.

→ The Upfront Contract reset. The shift from "what can I do to help you want to buy?" to "let's figure out if we're even a fit — and we may not be."

→ Winging it vs. working a system. Jim's bookkeeper analogy landed hard: if your bookkeeper picked and chose when to follow accounting practices, you'd fire them. Most sellers do exactly that.

If your existing pipeline feels softer than it used to, this one's worth your time.

🎙️ Watch on YouTube: https://www.youtube.com/watch?v=_6xhpM9248s

🎙️ Listen on Spotify: https://open.spotify.com/episode/0lqId04zMFl8zKvLAHkRKl?si=goDqlUixSSeB1Z3Zd3-d1g

🎙️ Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19146089-how-to-stop-accommodating-prospects-who-will-not-commit

05/05/2026

Your sales day isn't broken. It's just... efficient. Too efficient.

Your brain has found the path of least resistance — the same script, the same concession, the same reaction to the same objection — and it's running it on repeat. Not because you're lazy. Because that's literally how the brain is wired. It accounts for 2% of your body weight and burns 20% of your calories. Coasting isn't a flaw. It's a feature.

The problem is when the track you've packed down no longer takes you where you want to go.

New episode of The Sandler Training Hour: How to Stop Running Your Sales Day on Autopilot

We talk about:
→ Why your fifth call of the day isn't as sharp as your first
→ The bobsled track metaphor that will change how you see your habits
→ A 45-second morning practice that engineers friction back into your routine before the fires start
→ The difference between firefighting and fire marshaling — and why one actually moves the needle

If your week looks a lot like last week, this one's for you.

🎙 Watch on YouTube: https://www.youtube.com/watch?v=8ffVzsIJ1gg
🎙 Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19124114-how-to-stop-running-your-sales-day-on-autopilot
🎙 Listen on Spotify: https://open.spotify.com/episode/7IxqGbWZsvo9TcBoGY0lRD?si=BII008WfRp2bYEY259DqPw

04/27/2026

Most salespeople don't have a process. They have habits that work often enough to feel like one.

There's a difference — and it's costing you closes.

New episode of The Sandler Training Hour is out 🎙️
👉 Why Your Sales Team Resists Scripts (And How It's Hurting Your Close Rate)

We get into some things reps don't always want to hear:
→ The salesperson who says they don't use a script is running one anyway. It's just unconscious — and working about 55% of the time. In school, that's failing.
→ Actors memorize lines and get Oscars for it. We ask salespeople to prepare for predictable situations and somehow that feels like cheating.
→ If your calls only feel smooth when no one else is in the room, that's not confidence. That's a gap.
→ You can't listen to a buyer and plan your next line at the same time. One of those has to go.

The resistance to scripts isn't a style preference. It's the problem.

• Watch here: https://www.youtube.com/watch?v=PsifxFpmhZo
• Listen on Spotify: https://open.spotify.com/episode/5c1u2SigOciB0maWmucVr1?si=DTDPheReRnm9dzIpnqLORA
• Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19068620-why-your-sales-team-resists-scripts-and-how-it-s-hurting-your-close-rate

04/20/2026

Your last lost deal probably wasn't lost in the proposal.

It was lost in the discovery call — the moment you heard a familiar problem and assumed you already knew what the buyer meant.

This week on The Sandler Training Hour, we're unpacking one of the most important parallels in sales: the difference between a salesperson who pitches and a physician who diagnoses.

Jim came back from a health scare with a front-row seat to how elite medical teams operate. No assumptions. No skipping steps. Ask, test, collaborate — then treat.

We break down what that process reveals about how most salespeople actually run discovery, and what changes when you slow down and operate more like a doctor.

Episode topics include:
→ Diagnosing before prescribing — and why the sequence matters
→ The friction of team selling and how to reduce it
→ Why the words your buyers use rarely mean what you think they mean
→ The upfront contract as structured clarity, not sales theater

If you've ever lost a deal you thought you had, this one is worth your time.
🎧 Watch on YouTube: https://www.youtube.com/watch?v=qJb1NaqOJOw
🎧 Listen on Spotify: https://open.spotify.com/episode/5B1pEbL9ketAAiPcIYDtBK?si=v8kc3sJ9RfOYi8hNQ4XPCQ
🎧 Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19036899-stop-pitching-start-diagnosing-what-a-hospital-stay-taught-us-about-discovery-calls

04/13/2026

You had a great call. The prospect was engaged, they asked questions, they seemed genuinely interested.

Then... nothing.

No reply to your follow-up. No reply to the next one. Just silence.

Here's something Jason Stephens unpacks on this week's solo episode of The Sandler Training Hour:

The call probably felt good because you kept it comfortable. No tension. No hard questions. Nothing that might rock the boat.

And that's exactly the problem.

When you avoid friction, you don't build trust — you just make yourself easy to dismiss later. Prospects already walk into a sales call with their guard up. If you never push past that, you never have a real conversation.

This episode covers:
→ Why giving too much information actually works against you
→ The "name your price" trap and how to reroute it
→ How to find the real reason someone came to the table
→ The two types of salespeople who get cut first

One challenge Jason leaves you with: after every sales call this week, point to one question and say "that was the hard one." If you can't, you've got your answer.

🎧 New episode out now.
• Watch on YouTube: https://youtu.be/-TYr5X4LrTo?si=xsih6mUMEUivEY-E
• Listen on Buzzsprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/18988699-why-playing-it-safe-on-sales-calls-gets-you-ghosted
• Listen on Spotify: https://open.spotify.com/episode/7GZ0gkdYP9BJIWM0WGz9bw?si=n_50dp2ET7OBKRunHeOFAA

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