The Sandler Training Hour
di Jim Stephens
Ultimo episodio
The Discount You Give Before the Buyer Asks for One
The Discount You Give Before the Buyer Asks for One
Informazioni su questo podcast
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: [email protected]
Visit our website: https://go.sandler.com/crossroads/
Episodi
I 20 episodi più recenti su 137
- The Discount You Give Before the Buyer Asks for One · 14 min · Episodio 80Your buyer says your bid came in high and asks you to sharpen your pencil. Before you answer, you have already started discounting in your head. This week we continue our…
- The Childhood Script Still Running Your Sales Calls · 14 min · Episodio 79You walk out of a sales call and replay it. You lectured the buyer, or you nodded along and agreed to send a proposal you never wanted to send. The pattern is older than your…
- Make It Easy for Your Prospects to Tell You No · 11 min · Episodio 78You have a prospect in your pipeline you already suspect will never buy, and you have not asked them, because a no would sting. Many salespeople got into sales because they are…
- The Show-and-Tell Habit That Ends in "Send Me a Proposal" · 14 min · Episodio 77A prospect fills out your contact form or calls to ask what you do, and something switches on. You walk them through everything you can do, the call feels great, and it ends with…
- Stop Wanting the Sale More Than Your Prospect Does · 12 min · Episodio 76You 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. Deals stall when the…
- Why the Phone Gets Heavier Every Day You Do Not Call · 13 min · Episodio 75You know you should call that past client. You have known it for three years. Every day you do not, the phone gets heavier. We think the problem is rarely skill. When the reason…
- The Fifth Week of the Month You Keep Wasting · 11 min · Episodio 74Every few months the calendar hands you a fifth week, the one that falls outside your standing meetings, and most of it disappears into catch-up work before you notice it…
- The Q4 Habit That Keeps You Behind Your Number · 13 min · Episodio 73You set a number back in January. Now Q4 is here, 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…
- Stop Treating AI Like a Smarter Google · 11 min · Episodio 72You tried AI, walked away unimpressed, and quietly filed it under overhyped. Most salespeople did the same. The tool is not the problem. The problem is that you are treating a…
- The Small Stumbles That Cost You the Sale · 11 min · Episodio 71You lost the deal, and looking back it is easy to point to the one moment it fell apart. The prospect who went quiet. The price that scared them off. The close you fumbled…
- What Avoiding the Uncomfortable Sales Calls Is Costing You · 11 min · Episodio 70You know the 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…
- Why You Keep Chasing Prospects Who Never Decide · 13 min · Episodio 69You present your best work, the prospect nods along, and then the conversation goes cold. You follow up once, twice, and eventually they land in a pile you check on for the next…
- Why Prospects Shut Down When You Try to Overcome Their Objections · 12 min · Episodio 68You had the answer ready. You delivered it cleanly. And the prospect pulled further away. That pattern has a cause: every time you argue with a hesitation, you confirm the…
- Why Prospects Keep Saying They Need to Think It Over · 12 min · Episodio 67The call goes well. The prospect nods along, says it all makes sense, then asks for the weekend to think it over. You follow up, they go quiet, and your pipeline fills with…
- Why Your Sales Conversations End in Assumptions Instead of Agreements · 10 min · Episodio 66You walk out of a first meeting and something nags at you. Was that person being straight with you? You have no evidence either way, so you fill the gap with a guess. Your…
- Why Prospects Take Your Free Advice and Never Buy · 10 min · Episodio 65A prospect says the words every seller wants to hear: I need help. You show them everything you know, they thank you for the advice, and the deal goes nowhere. If that pattern…
- Why You Chase Prospects Instead of Asking for the Next Step · 12 min · Episodio 64You avoid pushing because you do not want to look like the stereotypical salesperson. So you soften, you hedge, and you leave calls without a firm next step. Then you spend the…
- Why One Hard Conversation Never Fixes the Problem · 13 min · Episodio 63You finally had the hard conversation. You said the thing you had been avoiding. A week later the same behavior is back, and now you are bracing to have the exact same talk all…
- Why Your Sales Activity Isn't Getting the Results You Expected · 9 min · Episodio 62You 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…
- Why Buyers Won't Open Up to You (And Won't Refer You Either) · 15 min · Episodio 61You 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…
