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In sales—and in life—discounting happens on multiple levels. We discount prices to win business. We discount others when we assume too much or listen too little. And perhaps most dangerously, we discount ourselves when we undercharge, downplay our value, or hesitate to show up fully.

In this episode, we take a closer look at the mindset and behaviors behind discounting. Are you making unnecessary price concessions out of fear instead of strategy? Are you unconsciously dismissing the ideas or needs of others during conversations? Most importantly, where might you be shrinking yourself in the process?

What would it look like to lead with value—your own, your client’s, and your offer’s? We explore how to shift from a scarcity mindset to a value-driven one, so you stop giving away what should be earned, and start standing tall in your expertise.

This week, challenge yourself: Notice one moment where you feel tempted to discount—whether it’s your price, your opinion, or your presence. Pause. Ask yourself, “What’s the real value here?” Let’s stop playing small. Your value doesn’t need a markdown.

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.

For inquiries, reach out to Jim at jim.stephens@sandler.com.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.

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Why do some prospects seem resistant even when the solution is exactly what they need? The answer might lie in Transactional Analysis—a framework that helps you understand the emotional dynamics of every sales conversation. People don’t just buy products; they buy emotional resolution... and often, they buy the fight.

In this episode, we explore how buyers engage from different ego states—Parent, Adult, and Child—and how emotional tension can drive the sale more than logic ever will. The paradox? Prospects often decide based on emotion, then justify their decision intellectually after the fact.

How can you recognize when someone is buying the struggle, the challenge, or the feeling of winning the negotiation? What does it look like to meet them in that space without getting pulled into a power struggle yourself? We unpack how to keep your Adult in the room while navigating the emotional rollercoaster of the sale.

This week, challenge yourself: Reflect on a recent sale that was harder than it needed to be. What emotional need might have been at play? Were you speaking to the logic—or to the tension that needed resolution? Let’s deepen your sales effectiveness by understanding not just how people buy—but why.

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.

For inquiries, reach out to Jim at jim.stephens@sandler.com.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.

Send us a text

What if saying less actually moved the sale forward? The Negative Reverse Sell is a counterintuitive technique that taps into the psychology of your prospect by doing something most salespeople avoid—inviting resistance to uncover the truth.

In this episode, we unpack the concept of the Negative Reverse Sell and how to apply it effectively in real conversations. Are you too quick to chase or convince? What if, instead, you leaned out—asking questions that draw your prospect in, clarify intent, and reveal their real concerns?

What phrases flip the dynamic and give your prospect space to own their position? How can you stay emotionally detached while still guiding the conversation? We explore specific examples and common missteps, helping you recognize when and how to use this tool with confidence.

This week, challenge yourself: In your next sales call, identify a moment where you would normally push forward—and instead, try a Negative Reverse. Ask something like, “Maybe this isn’t a fit?” or “Sounds like you’ve already made up your mind?” Then listen. You might be surprised how quickly the truth comes to the surface. Let’s refine your technique—by pulling back.

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.

For inquiries, reach out to Jim at jim.stephens@sandler.com.

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development.

Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

You can reach Jason at Jason.Stephens@sandler.com.