Hosted by Jim Stephens · 🇺🇸 US · EN-US · 118 episodes
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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/
Jim Stephens hosts The Sandler Training Hour, a business show with 118 episodes published.
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
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 ide
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
You run a strong call. You hear the problem, you explain how you would fix it, you watch the prospect nod along. Then nothing. The deal that felt alive goes quiet, and you are left wondering what changed. On this episode
There is a conversation you have been putting off. You know which one. Maybe it is the cold call you have been postponing for a week; maybe it is the awkward check-in with a stalled prospect; maybe it is the honest conve
You finish another sales call. You move on to the next meeting. Two weeks later, you cannot recall what you committed to or what the buyer actually said about budget; you also cannot say whether the call went well by any
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 are the closest target. Your instinct is to defend, explain, or jump straight to fixing it. Tha
You spend ten hours qualifying a prospect; they return your calls, agree to the next meeting, never quite say yes. You tell yourself one more conversation gets them across the line. The relationship feels good, so you ke
You know your sales routine has become predictable; you also know that some part of you keeps making excuses for why now is not the time to change anything. That gap is the topic of this episode. We talk about why salesp
Most salespeople will tell you they have a process. What they actually have is a set of habits that work often enough to feel like success; that is not a system. In this episode, we make the case for the sales playbook m
Your last lost deal probably was not lost in the proposal. It was lost in the discovery call, when you heard a prospect describe a problem and assumed you already knew what they meant. Jim is back from an unexpected hiat
Your prospect was engaged, the call felt good, and then the follow-ups went into a black hole. If that pattern keeps repeating, the problem probably is not your product; it is that you played it too safe. This week Jim i
You sat through the training. You took the notes. A week later, you cannot recall half of what you learned. That is not a discipline problem; it is a memory problem, and it has a name. In this solo episode, I walk throug
You have been doing this for years. You know the process, you know the objections, you know your product inside and out. So why would you spend a thousand dollars and a few days of travel to sit in a training room? We ju
Most salespeople who score low on criticism tolerance already know it. They can give you examples before you finish the sentence. The problem is that knowing does not change the default response when feedback actually ar
Title: How to Stay Top of Mind With Clients Without Being Annoying Description: You know you should stay in touch with clients and prospects. You also know that most of your outreach feels hollow, sporadic, forced. If th
You've probably heard it — maybe you've even thought it yourself: "I can just pull Sandler techniques from ChatGPT. Why would I pay for training?" It's a fair question, and it's one we hear more and more. But it misses s
You fought hard to get the meeting — but once you're in the conversation, do you actually know what to do next? Most salespeople spend half the call figuring out their next move instead of executing a plan. Jim and Jason
Hook: You fought for the meeting, navigated the decision-making process, handled the objections, and got the signature. So why is the deal still at risk? The uncomfortable truth is that the period between a signed contra
The Myth of the Helpful Servant The traditional sales trope is a landscape of desperation, where professionals beg for entry at closing doors and allow clients to dominate the narrative under the guise of "good customer
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The Sandler Training Hour is hosted by Jim Stephens. The show is categorised under business and has published 118 episodes.
The Sandler Training Hour has published 118 episodes.
The Sandler Training Hour regularly covers business. It sits in the business category.
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Episodes of The Sandler Training Hour average 11 minutes. a focused format where a clear narrative arc and tight preparation matter most.
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