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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.

10/20/2026

Make saying yes hard. Make saying no easy.

That is the opposite of how most salespeople are wired, and it is exactly why their pipelines fill up with maybes they spend months chasing.

This week on The Sandler Training Hour, Jim and Jason get into need for approval, why it might be the most common thing holding salespeople back, and what changes when you stop needing a yes.

Jim names it as one of the four deadly sins of a salesperson. When you need the buyer's approval, every no feels like a verdict on you. So you educate instead of qualifying and keep conversations vague to avoid hearing something that stings. Sandler's rule flips it: sell today, educate tomorrow. A confused mind says no, or asks to think it over.

We also cover the up-front contract and why giving a prospect permission to say no from the very start of a meeting changes the whole dynamic. Jim shares that it took him a year to get those words out of his mouth, after a career of selling the traditional way and making good money at it.

A no is a blessing. It moves you away from someone who will not buy and frees your time for someone who will.

Some will, some won't. So what? Stop whining. Someone's waiting.

New episode: Make It Easy for Your Prospects to Tell You No

🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19985174-make-it-easy-for-your-prospects-to-tell-you-no
🎧 Listen on Spotify: https://open.spotify.com/episode/0iQHsxIyEtcb1dzhDInZLm?si=7x0TCZdyRAOOGQn59P36SA

10/19/2026

A prospect fills out your contact form. You walk them through everything you can do. The call feels great.

Then comes the line: "Send me this in an email and I will think about it."

Then nothing.

This week on The Sandler Training Hour, we get into the buyer-seller dance, why it runs on autopilot, and how to be more awake in the conversation than the buyer is.

Most sellers default to show and tell because that is what every seller who ever sold to them modeled. Buyers never see that history. They see the performance. Jim calls it the beauty pageant: you audition to prove how good you are, the buyer sits in sponge mode soaking up information, and you leave with good feelings instead of leverage.

We also get into Wimp Junction, the moment you know exactly what to do and fall back into the pitch anyway. Jim shares how it caught him in his first years as a Sandler trainer, practicing for hours and still defaulting to show and tell on a live call.

And we cover why the proposal request usually goes silent: a demo built around what impresses you almost always misses what the buyer actually cares about.

The fix is not a better pitch. It is asking more questions than you answer. Curiosity alone produces better sales calls, because you learn what actually brought the buyer to the table.

New episode: The Show-and-Tell Habit That Ends in “Send Me a Proposal”

▶️ Watch on YouTube: https://www.youtube.com/watch?v=lst1imtnEOE

🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19949696-the-show-and-tell-habit-that-ends-in-send-me-a-proposal

🎧 Listen on Spotify: https://open.spotify.com/episode/2TeIDROJJN77DKugmeC0wS?si=ImmFtIaMQIK2P4eBtZTQBg

10/06/2026

You ran a great call. The prospect agreed with everything.

Then the deal sat for three weeks, and you found yourself wanting the sale far more than they did.

This week on The Sandler Training Hour, we open with a water heater breaker that flipped three days in a row and trace the exact moment a nuisance became a problem worth paying to fix.

On Saturday it was an inconvenience. On Sunday it hinted at something bigger. On Monday it flipped the second it was reset, and suddenly it mattered. Buyers move through the same stages. Urgency to act shows up when pain is acute and pervasive, when the problem is not going away on its own.

We also get into the two ways people avoid fixing a problem: do nothing, or talk to someone who cannot fix it and let them make you feel better about waiting. If your approach is built to showcase what you can do instead of asking what they need and whether now is the time, you will get very little urgency back.

Jim walks through the close he uses to measure commitment: lay out what you could do, then ask where they sit on a scale of 1 to 10. Ten means that is the plan they want. One means you need to find something else. The number tells you whether you have a buyer or a conversation.

And we cover negative reverse selling: once you want the deal more than the buyer does, you have already become the pushy salesperson. Giving the prospect a clear choice to do nothing tends to surface the truth faster than any follow-up email ever will.

New episode: Why Your Prospects Have No Urgency to Buy

▶️ Watch on YouTube: https://www.youtube.com/watch?v=_WwHOPCagAM
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19914001-stop-wanting-the-sale-more-than-your-prospect-does
🎧 Listen on Spotify: https://open.spotify.com/episode/12cTMdpXspBLgAfTjg5UdX?si=nsnLuuy1R-OmLDVE5hoKMA

10/01/2026

You know you should call that past client.

You have known it for three years. Every day you do not, the phone gets heavier.

This week on The Sandler Training Hour, Jim and Jason stay on mindset rather than technique, because if you are stuck getting on the bike, technique is not your problem.

Here is the real issue: when the reason behind a prospecting call is self-serving, your brain works against the action because it feels selfish. Change the motive and the follow-through changes with it.

Jim opens with a first principle worth sitting with: your brain is unreliable. The story you tell yourself before the call keeps you off the phone. Curiosity fixes it. People love talking about their favorite subject, which is themselves.

We also talk about past client calls specifically. Jim has never made one where the person was not genuinely glad to hear from him, even after spending days building up the nerve. The shift is simple: make it a call to a friend, not a call to a client you want more business from. A third-party story gives you an easy reason to reach out without it feeling like a pitch.

And we get into friction. Good habits need less of it; bad ones need more. Schedule the calls early so you are not carrying the dread until 4 p.m.

New episode: How to Make Prospecting Calls Without Feeling Salesy

▶️ Watch on YouTube: https://www.youtube.com/watch?v=0PmGc8z_oH4
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19854848-why-the-phone-gets-heavier-every-day-you-do-not-call
🎧 Listen on Spotify: https://open.spotify.com/episode/2zoM8pBC31T3BPZTtcbWF6

09/22/2026

Every few months the calendar hands you a fifth week.

Most of it disappears into catch-up email before you notice it arrived.

This week on The Sandler Training Hour, we get into why that extra week is the most strategic time you get all quarter, and how the same thinking changes the way you time outreach to a buyer.

The fix is simple and almost nobody does it: name the fifth week as strategic time before it arrives. Parkinson's Law says work expands to fill the time you give it. Your recurring meetings never claim the fifth week, so it fills with whatever shouts loudest. Decide in advance what goes there and it stops vanishing.

Here is where it connects to sales. Timing is a form of caring. Someone in accounting does not want your call during month-end close. A note that lands on a prospect's birthday tells them you paid attention. Small things, but they separate a salesperson from a vendor.

We also get into why you cannot find a buyer's pain by looking for it. Pain is emotional, so an intellectual search comes up empty. You reach it by feeling the buyer's experience in the places where they hurt.

One thing worth doing today: find your next fifth week and block it for strategic work before it fills. That week is next week.

New episode: Why the Best Sellers Time Their Outreach to the Buyer

▶️ Watch on YouTube: https://www.youtube.com/watch?v=SiWBN8aUlCM
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes
🎧 Listen on Spotify: https://open.spotify.com/episode/48uNnnGz7l4tStLmVFpzxG?si=PpSh7Ps3Soach64Tfl_2iA

09/14/2026

Q4 is here.

You set a number back in January, and the gap between that number and where you actually are is staring back at you.

The instinct is to either beat yourself up or stay busy with whatever is easiest to check off. Both feel productive. Neither moves the number.

This week on The Sandler Training Hour, we walk through how to get your head on straight before the last quarter, so you spend the remaining weeks on the work that actually changes the result.

We start with the question most people skip: not whether you are ahead or behind plan, but whether you are doing the behaviors that produce results. If you are behind and the behaviors are missing, you are expecting magic to happen.

We also get into the self-punishment trap. It is fine to sit on the curb for a minute. It is not fine to stay there. A slump becomes permanent when you get better at beating yourself up than at doing the specific behaviors that pull you out.

And we make the case for where to spend your remaining hours. Referrals, introductions, and strategic partnerships beat cold leads on return. Raising your average ticket raises your results. Mid-size deals produce mid-size results.

No one is showing up at your door with a platter of business. You have to own the work and do it even when it is not the fun work.

New episode: How to Finish the Year Strong When You Are Behind

▶️ Watch on YouTube: https://www.youtube.com/watch?v=2IAHCAzq4tI
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19733514-the-q4-habit-that-keeps-you-behind-your-number
🎧 Listen on Spotify: https://open.spotify.com/episode/7uKwU6py1H6NRUGoK9Cy6h?si=N0GewCsgSja-8dZ3xAFI2A

09/08/2026

AI is not artificial intelligence. It is a machine that does what it is told.

That one reframe changes how you use it, and the results that come back.

This week on The Sandler Training Hour, we get into why AI keeps giving salespeople generic answers and what to do about it. Feed it a vague prompt and it builds a house on an empty lot. The tool is not the problem. The posture is.

Jim brings his background in design sales into it. His job was to see the finished picture clearly and help the client catch the vision. That is the same skill that makes AI useful: see what you want clearly, supply the context only you have, and help the machine catch up. If you have only ever used it as a faster Google, you have seen the shallow end and assumed that is all there is.

We also cover how to make it ask you questions before it jumps to an answer, how Jim records every sales conversation and lets AI handle hours of back-end work, and why starting with one repetitive process you already own beats trying to automate your whole job.

When AI levels the technical playing field, the difference maker will be the thing people-oriented sellers already own. The ability to communicate with another human. Sit out the shift and the gap only widens.

Pick one repetitive process in your work this week, describe it out loud, and build the first rough version with AI. Start there.

New episode: Why AI Is Not Working for You in Sales Yet

▶️ Watch on YouTube: https://www.youtube.com/watch?v=GHK4cYMs6_8
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19733503-stop-treating-ai-like-a-smarter-google
🎧 Listen on Spotify: https://open.spotify.com/episode/18nMLV1eDLQqSf7JCbbLO0?si=TyVBm2P-Q5WSObvXJppA9g

The work you put in every day matters more than you know. 💼Today we celebrate the dedication, grit, and perseverance of ...
09/07/2026

The work you put in every day matters more than you know. 💼

Today we celebrate the dedication, grit, and perseverance of professionals everywhere.

Happy Labor Day from your friends at Sandler Training powered by Crossroads Business Development Inc!

09/01/2026

You lost the deal, and looking back you can probably name the moment it fell apart.

The prospect who went quiet. The price that scared them off. The close you fumbled.

Hindsight makes it look like a single mistake. It almost never is.

This week on The Sandler Training Hour, we get into why deals actually die. Not in one big misstep, but in a series of small stumbles across a process you never fully defined.

Jim tells a story from his time in kitchen remodeling. A couple he liked, a proposal built page by page, and the color draining from the wife's face when the number landed at over eighty-five thousand dollars against the twenty she had pictured. The deal did not die at the close. It died at the question he never asked: "Rough numbers, what are you thinking about investing?"

We also cover the three qualifiers that hold a deal together: pain, investment, and decision. A compelling reason to act, the willingness to commit time, money, and energy, and a clear read on how they decide and who they lean on. Get those straight before you build anything.

And we get into micro yeses. A yes on a deal is not one yes. It is a string of small agreements from the first conversation through every meeting, until the prospect trusts you enough to say let us do business.

If your close rate frustrates you, the fix is probably not a sharper closing technique. It is a process you can actually see, so you can find the step where deals leak out.

New episode: How to Stop Losing Deals You Should Be Winning

▶️ Watch on YouTube: https://www.youtube.com/watch?v=1jpPhqXhPJc
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19731173-the-small-stumbles-that-cost-you-the-sale
🎧 Listen on Spotify: https://open.spotify.com/episode/3pfC84ohcuyILf3K0mFUwd?si=7MeJwCUjSAS53p6H45HnmQ

08/25/2026

You know which calls you should be making.

The past client you have not spoken to in a year. The prospect who went quiet after a strong conversation. You keep finding a reason to make them tomorrow, and tomorrow keeps moving.

This week on The Sandler Training Hour, we get underneath why those activities keep sliding, and the answer is not the one most salespeople reach for.

The problem is rarely a missing technique or a shortage of confidence. It is a commitment gap wearing an attitude gap as a disguise. "If only I had the right approach, I would prospect more." That sentence sounds like an attitude problem. Underneath it sits the real issue: a decision not to commit to what the job requires. And you will win every argument you have with yourself.

We also get into what avoidance actually costs. Commitment needs a reason with a number attached. We work through the conversion math on the activities you skip, the average value of the opportunities you are comfortable closing, and the money left on the table when you choose not to act. A decision not to make a decision is still a decision.

And we make the case for where the real return sits. If you close at eighty percent, you can grind that to ninety. The larger return sits earlier, in the engagement steps you skip because they feel uncomfortable.

If this one lands, start with the small thing this week. Pick the single behavior you have been deferring, name what avoiding it costs you, and do it once.

New episode: What Avoiding the Uncomfortable Sales Calls Is Costing You

▶️ Watch on YouTube: https://www.youtube.com/watch?v=cepL5HY2geE
🎙️ Listen on BuzzSprout: https://thesandlertraininghour.buzzsprout.com/2090988/episodes/19683451-what-avoiding-the-uncomfortable-sales-calls-is-costing-you
🎧 Listen on Spotify: https://open.spotify.com/episode/4Izol8Ws1hIgvtaQmaF7hw?si=eAIXHwPKSDCescXnLSjVPg

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