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Are you accidentally talking your prospects out of a good experience before they’ve even had it?

In sales, we often think we are building rapport by being "honest" about the tedious parts of our process. We say things like, "Okay, now comes the boring part—the paperwork," or "I'm sorry, this next step is a bit of a slog". We think we are managing expectations, but in reality, we are engaging in self-sabotage. We are literally selling the client on having a bad experience before it even starts.

In this episode of The Sandler Training Hour, Jim and Jason Stephens break down the concept of "Poisoning the Well". They explore why salespeople feel the need to qualify the experience negatively and how to shift your mindset to sell the commitment to the result rather than apologizing for the path to get there.

Key Topics Covered:

• The Assumption Trap: Just because you hate paperwork doesn't mean your prospect does. Jim shares a personal example regarding his wife, who actually enjoys filling out forms. When you apologize for a step in the process, you are making an assumption about the other person that may be flat-out wrong. Without intending to, you "telegraph" your own negative feelings onto the buyer.
• Selling the ROI, Not the Cost: Jason uses the example of Sandler assessments. These take 15 to 20 minutes to complete. An amateur salesperson warns the prospect that it is time-consuming. A pro sells the ROI on why that investment of time is valuable. If you feel apologetic about imposing requirements, you invalidate your own process.
• The "Amazon" Standard of Friction: We live in a culture that expects frictionless ease. Jim notes that even when we could buy something at the store, we order it on Amazon to get it "off the list". Salespeople must continuously critique their systems to ensure they aren't adding unnecessary friction.
• Mastery vs. The Comfort Zone: Mastery doesn't come from hitting a plateau and coasting; it comes from proactively challenging what you are doing. If you have done a process a thousand times, you might be on "autopilot," unaware that you are projecting boredom or resentment onto the client.
• Stop Mind-Reading: Jim highlights a common error where salespeople interpret a prospect's facial expression as rejection. The probability that their face means what you think it means is almost non-existent. Instead of assuming ("Oh no, they hate the price"), simply ask: "I can't help but notice your reaction—would you mind explaining what that means?".

Challenge of the Week:This week, Jim and Jason challenge you to perform a Language Audit on your sales conversations.

Ask yourself: What part of your process are you selling in a negative light?

• Are you telling prospects that your contract is "long"?
• Are you warning them that onboarding is "tedious"?

Catch yourself using these negative adjectives and stop. Your job is to lead them to the result, not warn them about the path.

About the Show: 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. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.

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In this episode, Jim and Jason explore the difference between saying thank you and expressing gratitude in a way that actually connects. Gratitude, they explain, is not just a statement—it carries emotion, intention, and meaning. When words and emotion don’t line up, even well-meant appreciation can feel hollow or disingenuous.

The conversation introduces a practical framework for expressing appreciation using the TSP model: Truthful, Specific, and Positive. Rather than defaulting to vague compliments, the goal is to notice what people actually do well, name it clearly, and deliver it in a way that builds others up. The discussion also touches on how understanding how others receive appreciation—through words, actions, or presence—shapes whether gratitude is felt or simply heard.

If you're looking for ways to improve how you connect with others, strengthen your presence in conversations, or build goodwill through intentional communication, this episode offers a thoughtful approach to making appreciation meaningful—especially during a season when words are plentiful and sincerity matters most.

The core message: Gratitude that is felt changes relationships. Gratitude that is rushed disappears just as quickly as it’s spoken.

Quick Poll: Is cup the worst example you ever heard? Let us know!

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 Stephens 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. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.
📧 Reach out to Jim at: jim.stephens@sandler.com

Jason Stephens helps individuals and organizations turn goals into daily behaviors that drive measurable growth. Known for his structured, analytical approach, he equips clients with practical systems that turn complexity into clarity, and ideas into action. Whether he’s coaching a leader through change or building a sales process that sticks, Jason focuses on alignment, execution, and long-term success. Clients rely on him to uncover what’s really getting in the way, and to create frameworks that spark momentum—not just motivation. With a coaching style rooted in curiosity and accountability, Jason delivers tools that help people think clearly, act intentionally, and lead with purpose.
📧 Reach out to Jason at: jason.stephens@sandler.com

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In this episode, Jim and Jason explore how the information you consume directly shapes your beliefs—and how those beliefs influence every decision you make in sales, leadership, and your long-term success. Drawing on insights from an economics conference and ITR Economics' extraordinarily accurate forecasting model, they break down why mindset—not the market—is often the biggest threat to performance.

The conversation covers the danger of echo chambers, the need to audit the sources influencing your worldview, and how pessimistic narratives can become self-fulfilling prophecies. If you’re looking for ways to strengthen your Positive Outlook competency, this episode challenges you to separate data from drama, to recognize when your beliefs are drifting into scarcity, and to take back agency over how you interpret the world around you.

The core message: you don’t control the economy, but you do control the lens you bring to it—and that lens determines whether you see decline, possibility, or opportunity.

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. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.
📧 Reach out to Jim at: jim.stephens@sandler.com

Jason helps individuals and organizations turn goals into daily behaviors that drive measurable growth. Known for his structured, analytical approach, he equips clients with practical systems that turn complexity into clarity, and ideas into action. Whether he’s coaching a leader through change or building a sales process that sticks, Jason focuses on alignment, execution, and long-term success. Clients rely on him to uncover what’s really getting in the way, and to create frameworks that spark momentum—not just motivation. With a coaching style rooted in curiosity and accountability, Jason delivers tools that help people think clearly, act intentionally, and lead with purpose.
📧 Reach out to Jason at: jason.stephens@sandler.com