Sales Performance: Money Tolerance & Mental Presence and How Limiting Beliefs Undermine Outcomes

Every salesperson runs on scripts—internalized beliefs and stories about money, people, and success. In this episode, Jim and Jason shine a light on two critical scripts that silently derail performance:Money Tolerance: Your internal beliefs about what you can afford often cap what you believe others should pay. If you're uncomfortable with large numbers, you’ll unconsciously soften your ask.“You’ll never ask someone to spend more than what you’re comfortable spending yourself.”Mental Presence: Your ability to stay emotionally engaged in a sales conversation often depends on how quiet—or loud—your internal script is. When you’re in your head, you’re not in the room.“Presence isn’t just listening—it’s freedom from the noise in your own head.”These attitudes aren’t fixed traits; they’re rewritable. When you change the script, you change your performance.🏆 About Crossroads Business Development: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 [email protected] 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. 📧 Reach out to Jason at [email protected] Sandler Training Hour Hosted by Jim & Jason Stephens | Crossroads Business DevelopmentJoin 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.📧 Reach out: [email protected] 🌐 Crossroads Business Development