November 25, 2025 • 14 mins
What if the fastest way to a real yes is giving your prospect a safe no? That single shift sits at the core of our conversation with Scott Bailey, the senior Sandler trainer in the West and the force behind Sandler Training Irvine. Scott went from a high-performing yet burned-out medical sales career to a system that boosted his results by 30 percent while cutting the grind—and he’s spent three decades helping teams do the same.
We dig into why most “sales training” is just product talk, and how Sandler’s psychology-driven framework flips the script. Instead of chasing presentations and last-minute closes, Scott shows how to set an upfront contract, align expectations, and remove pressure by inviting a clean no. It’s a pattern interrupt grounded in transactional analysis that clears away think-it-over stalls, shortens cycles, and makes qualifying honest. The method feels less like memorizing tricks and more like learning a language: you build fluency through steady practice until better conversations become second nature.
Scott also walks us through his hybrid training model—monthly two-day boot camps near UC Irvine followed by weekly Zoom sessions for at least six months. That cadence blends immersion with repetition so skills stick. We talk client success across software, high tech, and professional services, the network effect from companies like Salesforce, Oracle, and LinkedIn, and how alumni spread the approach as they move in their careers. Beyond the tools, Scott shares the habits that keep him balanced—daily exercise, personal growth, and a tight community—because sustainable sales comes from systems that protect your time and energy.
If you’re rethinking how you sell, qualify, and hold the line on next steps, this conversation will give you practical steps you can use on your very next call. Subscribe, share this with a teammate who needs a reset, and leave a quick review to tell us your biggest sales roadblock and which Sandler idea you’ll try first.
Visit: https://go.sandler.com/
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_02 (00:00):
This is the Good Neighbor Podcast, a place where
local businesses and neighborscome together.
Here's your host, Rachel Five.
SPEAKER_01 (00:14):
Welcome to the Good Neighbor Podcast.
Now, are you looking fortransformative sales tools for
organizational or evenindividual growth?
Well, this resource is closerthan you think.
Today I have the pleasure ofintroducing your good neighbor,
Scott Bailey, with SandlerTraining Irvine.
(00:34):
Scott, how is it going?
SPEAKER_00 (00:37):
We're getting uh ready for Thanksgiving, the
holiday season, but everything'sgoing great.
Got beautiful weather going inaround California, nothing to
complain about, right?
SPEAKER_01 (00:44):
Oh, I love it.
I love it.
Well, we're really excited tolearn about your business.
So tell us all about SandlerTraining Irvine.
SPEAKER_00 (00:51):
Well, a little story about it.
I was uh I was a biology majorand with the goal of becoming an
eye doctor, and uh that didn'twork out because my parents says
we're only buying one degree foryou, son.
But I had this degree inbiology, and back uh back in the
70s, uh, companies were hiringbiology majors in the medical
field because we could go talkto doctors.
(01:12):
We know the lexicon, that's notintimidated, you know, speaking
science.
So I headed off in a long careerin uh medical sales, capped by a
uh a very long career in uhkidney dialysis.
So I sold the supplies that youwould use at a dialysis clinic,
did very, very well, and foundmyself in my early 40s totally
burnt out, making making greatmoney and thinking about my next
(01:36):
career move.
And I heard this uh this adabout Sandler is called the best
kept secret in sales training.
Well, I was I was ready for achange.
You know the old saying, whenthe student is ready, the
teacher appears.
And I found myself uh with aSandler coach, and we found out
that as good as I was, I couldbe a whole lot better.
(01:56):
And enrolled in his program, itwas called President's Club.
And the thing that's differentabout Sandler than all of their
programs, it's not a seminar.
You don't you don't just go forthe day and you know check the
box and I'm fixed.
Sandler is very much likelearning a foreign language, and
you have to practice it.
So it took me six months toreally get traction.
(02:17):
And uh I saw a 30% increase inmy own personal production top
line.
But more interestingly thanthat, I was working half as
hard.
I got my life back.
I wasn't working that hardanymore, but I was making more
money.
Gee, what's wrong with thissystem here?
Come to find out that thetraining most companies give
salespeople is mostlyproduct-based, it's not real
(02:38):
sales training.
And so I was so impressed withit.
This is back in the early 90s,that I bought into the network.
So since 1994, I've been runningmy Sandler office here, uh
helping companies andindividuals transform in all
kinds of different ways.
And what we get now is uh thenew generation of people getting
into sales.
We've trained many, many peoplein uh their early 20s and
(03:01):
certainly under 30 years old,which guarantees us a uh you
know a base of uh clients uhdown the road.
So we are actually about 300training centers strong
globally, and I'm the I'm thesenior uh Sandler trainer based
in uh the in the West.
So that's that's my claim tofame.
I'm I'm one of the few peoplethat actually has been in this
business over 30 years, camethrough the system as a client,
(03:25):
and actually knew and met DavidSandler himself.
He passed away uh in 1995 ofcancer, but left behind this
great legacy, and I'll I'll tellyou about that after your next
question about what what theSandler system really is.
SPEAKER_01 (03:38):
Okay, well, how did now how did you get into this
business?
I mean, you kind of leaned intoit earlier, but I I don't know
if we want to maybe expand onthat a little bit.
SPEAKER_00 (03:46):
Well, again, nobody nobody plans on becoming a
salesperson, right?
And and nobody plans on becominga sales trainer.
I I went through it as a clientand was so impressed with what
it did for me.
I said, gee, I could do this forother people.
So that's that's been thebusiness model.
And we work with all kinds ofcompanies.
Uh we have a big footprint insoftware and high tech.
(04:06):
Uh, work with consultants, maybean attorney who wants to make
partner in his or her practice.
That's called selling.
They call it businessdevelopment, but everybody
sells, right?
The problem is most people do itby the seat of their pants.
They don't really have a truesystem that's reliable that they
can lean on and a blueprint tofollow that will work for you if
(04:26):
you follow it.
But again, it's it takes time tolearn the system.
It's it's a lot like gettinginto shape, and and one of the
barriers to it is it does taketime.
It's uh most people are notwilling to put in the time to
become this good, in allfrankness.
SPEAKER_01 (04:41):
Okay.
Now, well, what do you think aremaybe some miser-misconceptions
in your industry?
SPEAKER_00 (04:48):
Oh, that it's that it's uh a quick study that you
can get it in a couple days.
You can't use the analogy ofspeaking another language.
If you I'm guessing you don'tknow German, I'm just taking a
guess.
You don't know the Germanlanguage, I'm just picking a
random language.
You'd have to go through stepsto learn that language, right?
You take an elementary Germanclass, right?
(05:10):
You do that first, then you takea conversational German class,
which would take some time,maybe a year or two, and then to
become fluent in German, you'dhave to speak it probably every
day.
That's very much like Sandler.
So the model that I've I'vesettled on, and um, everybody
has a pre and a post-COVIDstory.
(05:31):
Our pre-COVID story is that allour training was done pretty
much in person in the room.
When COVID hit, our trainingcenter was on lockdown.
We couldn't train in person, sowe got really good at virtual
training with our clients, andwe've taken away all the excuses
people had.
They don't have to come to thetraining center anymore, except
for two days.
So we settled on a hybrid model.
(05:53):
When people start my program,they come to a two-day boot
camp, which we have every monthhere at the training center in
Irvine.
I'm near UC Irvine, and then wemigrate you to Zoom training
every Tuesday from uh 10:30 tonoon for a minimum of six
months, and that's that's whereyou get that's where you get
your return, is down the line.
You don't nobody walks out ofthe two-day boot camp, uh, you
(06:16):
know, I they they've learned theelements, but that's my
onboarding practice that I'vebeen following now for darn near
25 years, and it's we're justgonna keep doing it because it
works.
We know that if people come forsix months, that they're gonna
get a lot better, they're gonnatransform, their sales will go
up.
But again, it's up to them.
They have to do the work.
(06:37):
It's like going to the gym.
The the client still has to goto the gym.
unknown (06:41):
Right.
SPEAKER_00 (06:42):
You could have the best equipment in the world, the
best trainers, but if you don'tshow up, what good is the
investment, right?
SPEAKER_01 (06:47):
Yeah.
So we now we know marketing isreally the heart of every
business.
So how are you finding yourclients?
SPEAKER_00 (06:54):
We do a lot of speaking.
Uh, I'm blessed with over 30years, we've done business with
over 1,400 companies andindividuals, and many of them
are still around and they haveattrition in their Salesforce.
People are retiring or they'rethey're leaving the company,
starting new companies, orthey're being let go for
whatever reason.
There's always a need for uh totrain people, and I'm blessed
(07:18):
with pretty much most of mybusiness comes from existing
clients, but I'm very active inthe um Orange County networking
scene.
You know, you found me throughthe Irvine Chamber.
I also belong to a group calledProvisors for 16 years.
I had a provisors meeting thismorning, which is a group of
professionals that did gettogether to share referrals.
(07:39):
So many, many different force uhuh sources.
I'm also well known in thenetwork as the boot camp guy.
I've got something a lot ofother trainers can't or don't
want to do, so they'll send metheir clients to train.
These are other Sandlertrainers, and pay me a fee to do
that, just so they they knowit's done properly to onboard
them right.
So it comes from all differentareas, word of mouth.
(08:02):
Um, we we have a big footprintin software, like I mentioned.
We've trained some of the majorplayers like Salesforce.com, uh,
Oracle, uh, LinkedIn, all thesebig companies, and and when they
when they leave, some of thesepeople leave, they go to work
with other companies in in thatspace and they call us.
(08:23):
So it's kind of like thatdandelion effect, right?
They get blown out there, and uhit's a it's a continuous source
of referrals for us.
SPEAKER_01 (08:31):
Got it.
So have you ever thought ofdoing your own podcast?
SPEAKER_00 (08:37):
Have I thought of doing my own podcast?
Yeah, I'd rather be interviewedfor them.
SPEAKER_01 (08:42):
Yes, but okay, fair enough.
Fair enough.
Now, uh, outside of work, whatdo you like to do for fun?
SPEAKER_00 (08:49):
Well, there's three things that I do uh golf, golf,
and golf.
No, it's just I I live in a verynice golfing community that uh
I'm right there uh next to theclub that I can literally walk
to.
And I I would say that 80 to 90percent of my social life
focuses around the country cluband the golf.
It's a very great country club.
(09:10):
We have a comedy show coming upcoming up in a couple of weeks.
We have couples golf, uh,Christmas tournaments, and I've
developed a really nice network.
My girlfriend and I havedeveloped a really nice network
of close friends.
We do a lot of golf, and we welike to cook and uh you know
drink some wine from time totime.
And I I exercise every morning,so I'm I believe in personal
(09:34):
growth.
I'm always reading something onpersonal growth, and uh I
started off as a psychologymajor, I think, primarily to
figure myself out.
But so there's a lot of a lot ofpsychology that we use here in
training.
SPEAKER_01 (09:48):
Okay.
Well, Scott, please tell ourlisteners one thing they should
remember about Sandler trainingIrvine.
SPEAKER_00 (09:57):
Great question.
Well, Sandler training wasdevised by a man named David
Sandler, hence the Sandlerselling system, who was very
frustrated with the way he wasbeing trained as a salesperson.
And he felt that salespeoplemake who likes to be sold,
right?
Who likes to be sold?
And the training that he got wastraditional training, which is
(10:17):
still around today.
Most traditional sales trainingfocuses on a presentation and a
close.
Get in front of as many peopleas you can, tell them why you're
great and why they should buyfrom you, and then ask for their
business, right?
Ask for a yes.
It's called the ABC rule, alwaysbe closing.
You've heard of it, so has yourprospects.
(10:38):
And they develop defensemechanisms against it.
They already know what they'regonna say.
When you when you say, Would youlike to buy this today?
They say, I want to think itover, which our data shows over
90% of the time it's actually ano.
So instead of closing for a yesand settling for a think it
over, which is actually a no,let's close for a no up front.
(11:00):
Sounds like this.
Rachel, we'll be meeting todayfor about an hour.
We'll be asking each other somequestions at the end of the
hour.
You and I may determine that wedon't have a fit here.
Be absolutely comfortabletelling me no.
So we go for the no instead ofgoing for the yes.
And when you go for the no,you're gonna get no's, right?
You have to you have to you knowdevelop a strong backbone for
(11:21):
that.
Nobody likes rejection.
Once you get conditioned forthat, a no is so much better
than a think it over.
What happens when you close forthe no?
The yeses appear much faster,and it reduces all the tension
and the friction and all thatcrap, honestly, that comes with
selling.
So it's called patterninterrupt.
Every technique we teach is theopposite of what everybody else
(11:45):
teaches, and that's why itworks.
Because the prospect isexpecting you to close them, and
I could say, hey, there's no nopressure here, just let's just
agree at the end of our meetingthat we're not a fit.
And if we're not a fit, that'sokay.
Or if we are a fit, let'sexplore some opportunities to
work together.
Does that make sense?
So it's a conversation, it'scalled an upfront contract.
(12:08):
David Sandler studiedpsychology, and it's comes it's
borrowed from a field ofpsychology called transactional
analysis.
There's a lot of material onthat.
And he was trained by apsychologist and used in the
field, and that's how the systemsystem came about.
So everything we teach is theopposite of what everybody else
teaches.
Giving the example of closingfor the no instead of closing
(12:30):
for the yes is probably the onemost people would understand the
best.
SPEAKER_01 (12:35):
Wonderful.
SPEAKER_00 (12:35):
That's an example of it.
SPEAKER_01 (12:36):
Yeah.
Well, how can our listenerslearn more about Sandler
training or bite?
SPEAKER_00 (12:42):
Well, I have a phone number.
It's okay to call me, right?
It's 800, the number four,B-A-I-L-E-Y.
800, the number for Bailey.
I have a website, BaileyMarketing.
That's the parent company thatowns Sandler, Bailey
Marketing.sandler.com.
Shows you our a little bit aboutus and the calendar.
(13:02):
Most people want to know aboutthe calendar.
If they're interested in comingto a two-day boot camp, those
are posted on there.
Our next one is December 10thand 11th.
Those are for two full days.
People come 8:30 to 4:30.
And then we repeat that processevery month throughout the year.
That's that's the onboardingpiece, and that's how everybody
gets started.
(13:23):
It's proven to work, and andthat's the that's that's how we
that's how we bring in bring newpeople in, is the two-day boot
camps.
SPEAKER_01 (13:30):
Wonderful.
Well, Scott, I really appreciateyou being on the show, and I
really wish you and yourbusiness all the best moving
forward.
SPEAKER_00 (13:38):
Thanks for having me, and I wish you and everybody
a happy Thanksgiving as we moveinto these um important times,
which we call the holidays.
Everybody get a little bit ofrest and don't forget to set
some new goals for 2026.
Now is the time to wait tillJanuary.
SPEAKER_01 (13:53):
Wonderful.
Okay.
SPEAKER_02 (13:55):
Thank you for listening to the Good Neighbor
Podcast.
To nominate your favorite localbusinesses to be featured on the
show, go to gnporgecounty.com.
That's gnporangecounty.com orcall 714 94 862.
This is the Good Neighbor Podcast, a place where
local businesses and neighborscome together.
Here's your host, Rachel Five.
SPEAKER_01 (00:14):
Welcome to the Good Neighbor Podcast.
Now, are you looking fortransformative sales tools for
organizational or evenindividual growth?
Well, this resource is closerthan you think.
Today I have the pleasure ofintroducing your good neighbor,
Scott Bailey, with SandlerTraining Irvine.
(00:34):
Scott, how is it going?
SPEAKER_00 (00:37):
We're getting uh ready for Thanksgiving, the
holiday season, but everything'sgoing great.
Got beautiful weather going inaround California, nothing to
complain about, right?
SPEAKER_01 (00:44):
Oh, I love it.
I love it.
Well, we're really excited tolearn about your business.
So tell us all about SandlerTraining Irvine.
SPEAKER_00 (00:51):
Well, a little story about it.
I was uh I was a biology majorand with the goal of becoming an
eye doctor, and uh that didn'twork out because my parents says
we're only buying one degree foryou, son.
But I had this degree inbiology, and back uh back in the
70s, uh, companies were hiringbiology majors in the medical
field because we could go talkto doctors.
(01:12):
We know the lexicon, that's notintimidated, you know, speaking
science.
So I headed off in a long careerin uh medical sales, capped by a
uh a very long career in uhkidney dialysis.
So I sold the supplies that youwould use at a dialysis clinic,
did very, very well, and foundmyself in my early 40s totally
burnt out, making making greatmoney and thinking about my next
(01:36):
career move.
And I heard this uh this adabout Sandler is called the best
kept secret in sales training.
Well, I was I was ready for achange.
You know the old saying, whenthe student is ready, the
teacher appears.
And I found myself uh with aSandler coach, and we found out
that as good as I was, I couldbe a whole lot better.
(01:56):
And enrolled in his program, itwas called President's Club.
And the thing that's differentabout Sandler than all of their
programs, it's not a seminar.
You don't you don't just go forthe day and you know check the
box and I'm fixed.
Sandler is very much likelearning a foreign language, and
you have to practice it.
So it took me six months toreally get traction.
(02:17):
And uh I saw a 30% increase inmy own personal production top
line.
But more interestingly thanthat, I was working half as
hard.
I got my life back.
I wasn't working that hardanymore, but I was making more
money.
Gee, what's wrong with thissystem here?
Come to find out that thetraining most companies give
salespeople is mostlyproduct-based, it's not real
(02:38):
sales training.
And so I was so impressed withit.
This is back in the early 90s,that I bought into the network.
So since 1994, I've been runningmy Sandler office here, uh
helping companies andindividuals transform in all
kinds of different ways.
And what we get now is uh thenew generation of people getting
into sales.
We've trained many, many peoplein uh their early 20s and
(03:01):
certainly under 30 years old,which guarantees us a uh you
know a base of uh clients uhdown the road.
So we are actually about 300training centers strong
globally, and I'm the I'm thesenior uh Sandler trainer based
in uh the in the West.
So that's that's my claim tofame.
I'm I'm one of the few peoplethat actually has been in this
business over 30 years, camethrough the system as a client,
(03:25):
and actually knew and met DavidSandler himself.
He passed away uh in 1995 ofcancer, but left behind this
great legacy, and I'll I'll tellyou about that after your next
question about what what theSandler system really is.
SPEAKER_01 (03:38):
Okay, well, how did now how did you get into this
business?
I mean, you kind of leaned intoit earlier, but I I don't know
if we want to maybe expand onthat a little bit.
SPEAKER_00 (03:46):
Well, again, nobody nobody plans on becoming a
salesperson, right?
And and nobody plans on becominga sales trainer.
I I went through it as a clientand was so impressed with what
it did for me.
I said, gee, I could do this forother people.
So that's that's been thebusiness model.
And we work with all kinds ofcompanies.
Uh we have a big footprint insoftware and high tech.
(04:06):
Uh, work with consultants, maybean attorney who wants to make
partner in his or her practice.
That's called selling.
They call it businessdevelopment, but everybody
sells, right?
The problem is most people do itby the seat of their pants.
They don't really have a truesystem that's reliable that they
can lean on and a blueprint tofollow that will work for you if
(04:26):
you follow it.
But again, it's it takes time tolearn the system.
It's it's a lot like gettinginto shape, and and one of the
barriers to it is it does taketime.
It's uh most people are notwilling to put in the time to
become this good, in allfrankness.
SPEAKER_01 (04:41):
Okay.
Now, well, what do you think aremaybe some miser-misconceptions
in your industry?
SPEAKER_00 (04:48):
Oh, that it's that it's uh a quick study that you
can get it in a couple days.
You can't use the analogy ofspeaking another language.
If you I'm guessing you don'tknow German, I'm just taking a
guess.
You don't know the Germanlanguage, I'm just picking a
random language.
You'd have to go through stepsto learn that language, right?
You take an elementary Germanclass, right?
(05:10):
You do that first, then you takea conversational German class,
which would take some time,maybe a year or two, and then to
become fluent in German, you'dhave to speak it probably every
day.
That's very much like Sandler.
So the model that I've I'vesettled on, and um, everybody
has a pre and a post-COVIDstory.
(05:31):
Our pre-COVID story is that allour training was done pretty
much in person in the room.
When COVID hit, our trainingcenter was on lockdown.
We couldn't train in person, sowe got really good at virtual
training with our clients, andwe've taken away all the excuses
people had.
They don't have to come to thetraining center anymore, except
for two days.
So we settled on a hybrid model.
(05:53):
When people start my program,they come to a two-day boot
camp, which we have every monthhere at the training center in
Irvine.
I'm near UC Irvine, and then wemigrate you to Zoom training
every Tuesday from uh 10:30 tonoon for a minimum of six
months, and that's that's whereyou get that's where you get
your return, is down the line.
You don't nobody walks out ofthe two-day boot camp, uh, you
(06:16):
know, I they they've learned theelements, but that's my
onboarding practice that I'vebeen following now for darn near
25 years, and it's we're justgonna keep doing it because it
works.
We know that if people come forsix months, that they're gonna
get a lot better, they're gonnatransform, their sales will go
up.
But again, it's up to them.
They have to do the work.
(06:37):
It's like going to the gym.
The the client still has to goto the gym.
unknown (06:41):
Right.
SPEAKER_00 (06:42):
You could have the best equipment in the world, the
best trainers, but if you don'tshow up, what good is the
investment, right?
SPEAKER_01 (06:47):
Yeah.
So we now we know marketing isreally the heart of every
business.
So how are you finding yourclients?
SPEAKER_00 (06:54):
We do a lot of speaking.
Uh, I'm blessed with over 30years, we've done business with
over 1,400 companies andindividuals, and many of them
are still around and they haveattrition in their Salesforce.
People are retiring or they'rethey're leaving the company,
starting new companies, orthey're being let go for
whatever reason.
There's always a need for uh totrain people, and I'm blessed
(07:18):
with pretty much most of mybusiness comes from existing
clients, but I'm very active inthe um Orange County networking
scene.
You know, you found me throughthe Irvine Chamber.
I also belong to a group calledProvisors for 16 years.
I had a provisors meeting thismorning, which is a group of
professionals that did gettogether to share referrals.
(07:39):
So many, many different force uhuh sources.
I'm also well known in thenetwork as the boot camp guy.
I've got something a lot ofother trainers can't or don't
want to do, so they'll send metheir clients to train.
These are other Sandlertrainers, and pay me a fee to do
that, just so they they knowit's done properly to onboard
them right.
So it comes from all differentareas, word of mouth.
(08:02):
Um, we we have a big footprintin software, like I mentioned.
We've trained some of the majorplayers like Salesforce.com, uh,
Oracle, uh, LinkedIn, all thesebig companies, and and when they
when they leave, some of thesepeople leave, they go to work
with other companies in in thatspace and they call us.
(08:23):
So it's kind of like thatdandelion effect, right?
They get blown out there, and uhit's a it's a continuous source
of referrals for us.
SPEAKER_01 (08:31):
Got it.
So have you ever thought ofdoing your own podcast?
SPEAKER_00 (08:37):
Have I thought of doing my own podcast?
Yeah, I'd rather be interviewedfor them.
SPEAKER_01 (08:42):
Yes, but okay, fair enough.
Fair enough.
Now, uh, outside of work, whatdo you like to do for fun?
SPEAKER_00 (08:49):
Well, there's three things that I do uh golf, golf,
and golf.
No, it's just I I live in a verynice golfing community that uh
I'm right there uh next to theclub that I can literally walk
to.
And I I would say that 80 to 90percent of my social life
focuses around the country cluband the golf.
It's a very great country club.
(09:10):
We have a comedy show coming upcoming up in a couple of weeks.
We have couples golf, uh,Christmas tournaments, and I've
developed a really nice network.
My girlfriend and I havedeveloped a really nice network
of close friends.
We do a lot of golf, and we welike to cook and uh you know
drink some wine from time totime.
And I I exercise every morning,so I'm I believe in personal
(09:34):
growth.
I'm always reading something onpersonal growth, and uh I
started off as a psychologymajor, I think, primarily to
figure myself out.
But so there's a lot of a lot ofpsychology that we use here in
training.
SPEAKER_01 (09:48):
Okay.
Well, Scott, please tell ourlisteners one thing they should
remember about Sandler trainingIrvine.
SPEAKER_00 (09:57):
Great question.
Well, Sandler training wasdevised by a man named David
Sandler, hence the Sandlerselling system, who was very
frustrated with the way he wasbeing trained as a salesperson.
And he felt that salespeoplemake who likes to be sold,
right?
Who likes to be sold?
And the training that he got wastraditional training, which is
(10:17):
still around today.
Most traditional sales trainingfocuses on a presentation and a
close.
Get in front of as many peopleas you can, tell them why you're
great and why they should buyfrom you, and then ask for their
business, right?
Ask for a yes.
It's called the ABC rule, alwaysbe closing.
You've heard of it, so has yourprospects.
(10:38):
And they develop defensemechanisms against it.
They already know what they'regonna say.
When you when you say, Would youlike to buy this today?
They say, I want to think itover, which our data shows over
90% of the time it's actually ano.
So instead of closing for a yesand settling for a think it
over, which is actually a no,let's close for a no up front.
(11:00):
Sounds like this.
Rachel, we'll be meeting todayfor about an hour.
We'll be asking each other somequestions at the end of the
hour.
You and I may determine that wedon't have a fit here.
Be absolutely comfortabletelling me no.
So we go for the no instead ofgoing for the yes.
And when you go for the no,you're gonna get no's, right?
You have to you have to you knowdevelop a strong backbone for
(11:21):
that.
Nobody likes rejection.
Once you get conditioned forthat, a no is so much better
than a think it over.
What happens when you close forthe no?
The yeses appear much faster,and it reduces all the tension
and the friction and all thatcrap, honestly, that comes with
selling.
So it's called patterninterrupt.
Every technique we teach is theopposite of what everybody else
(11:45):
teaches, and that's why itworks.
Because the prospect isexpecting you to close them, and
I could say, hey, there's no nopressure here, just let's just
agree at the end of our meetingthat we're not a fit.
And if we're not a fit, that'sokay.
Or if we are a fit, let'sexplore some opportunities to
work together.
Does that make sense?
So it's a conversation, it'scalled an upfront contract.
(12:08):
David Sandler studiedpsychology, and it's comes it's
borrowed from a field ofpsychology called transactional
analysis.
There's a lot of material onthat.
And he was trained by apsychologist and used in the
field, and that's how the systemsystem came about.
So everything we teach is theopposite of what everybody else
teaches.
Giving the example of closingfor the no instead of closing
(12:30):
for the yes is probably the onemost people would understand the
best.
SPEAKER_01 (12:35):
Wonderful.
SPEAKER_00 (12:35):
That's an example of it.
SPEAKER_01 (12:36):
Yeah.
Well, how can our listenerslearn more about Sandler
training or bite?
SPEAKER_00 (12:42):
Well, I have a phone number.
It's okay to call me, right?
It's 800, the number four,B-A-I-L-E-Y.
800, the number for Bailey.
I have a website, BaileyMarketing.
That's the parent company thatowns Sandler, Bailey
Marketing.sandler.com.
Shows you our a little bit aboutus and the calendar.
(13:02):
Most people want to know aboutthe calendar.
If they're interested in comingto a two-day boot camp, those
are posted on there.
Our next one is December 10thand 11th.
Those are for two full days.
People come 8:30 to 4:30.
And then we repeat that processevery month throughout the year.
That's that's the onboardingpiece, and that's how everybody
gets started.
(13:23):
It's proven to work, and andthat's the that's that's how we
that's how we bring in bring newpeople in, is the two-day boot
camps.
SPEAKER_01 (13:30):
Wonderful.
Well, Scott, I really appreciateyou being on the show, and I
really wish you and yourbusiness all the best moving
forward.
SPEAKER_00 (13:38):
Thanks for having me, and I wish you and everybody
a happy Thanksgiving as we moveinto these um important times,
which we call the holidays.
Everybody get a little bit ofrest and don't forget to set
some new goals for 2026.
Now is the time to wait tillJanuary.
SPEAKER_01 (13:53):
Wonderful.
Okay.
SPEAKER_02 (13:55):
Thank you for listening to the Good Neighbor
Podcast.
To nominate your favorite localbusinesses to be featured on the
show, go to gnporgecounty.com.
That's gnporangecounty.com orcall 714 94 862.
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