Sandler Trustpointe

Brotherhood in Every Sense – Celebrating Ten Years!

My siblings and I have always been a close, tight-knit group. We egged houses together, rang doorbells, and typically kept our parents on their heels.

For many years, I was the sole trainer here at Sandler Trustpointe, and as the company grew, we expanded the team to add sellers and trainers. After several rounds of new peeps, the message I kept hearing was, “But, Tim, we hired you.”

Then, ten years ago, it occurred to me that my younger brother Chris looked and sounded like me. He had been exposed to Sandler but was not to the point of “all in.” I offered him the job because I thought he could play at a higher level on the planet. In no time flat, he began to soar.

And now, we are celebrating 10 years of having Chris on the Trustpointe team. What a ride, and one I am very grateful for.

Within the Sandler network, he was once known as “Tim’s brother.” Now, he has his own network.

Grateful, brother, for all of your mighty contributions. Let’s keep rocking!

Talking Money

Why do deals fall apart the moment money comes up?

Too many salespeople avoid the conversation, rush through it, or handle it with the wrong mindset. And prospects can sense the hesitation.

That’s when pricing becomes unclear, expectations aren’t aligned, and deals stall or disappear altogether.

If you can’t confidently talk about money, you’ll always struggle to close at the right level.

In this session, we’ll break down how to properly qualify for a buyer who is truly willing and able.

📅 August 31 | 11:30 AM – 1:00 PM
Indy Chamber members only

👉 https://hubs.ly/Q04r9ptf0

Would you like your negotiation eyes to open?

On September 10th, I’ll be holding a Negotiation workshop. During the workshop, we’ll do a negotiating exercise that will quickly awaken the negotiator within.

I’ve done it many times, and the role that is most interesting to listen to is what the Observers have to say afterward. I often hear them report back things like:

➡️ “I’m surprised how quickly participant 'A’ gave up their leverage.”
➡️ “He thought he had zero leverage, so he collapsed and threw in the towel at the outset.”
➡️ “There was a surprising need to compromise from all the participants – it seemed like they were more hung up on being nice than negotiating the best deal.
➡️ “I was amazed at how little strategy played into any of the participants' attempts to negotiate the best deal. They all seemed like nice, go-with-the-flow people.”
➡️ “He fell for every gambit his opponents used.”

Selling is getting what you want at your price, on your terms and conditions. Negotiating is when you have to modify your price, terms, or conditions.

Join us on September 10th for our Negotiation Mastery session.

Why do some deals feel forced… while others move naturally?

Most salespeople think they’re building rapport, but they’re actually seeking approval. And prospects can feel it.

That’s when conversations get uncomfortable, trust never fully develops, and deals drag out longer than they should.

Real connection isn’t about being liked, it’s about being understood.

In this Breakthrough session, we’ll show how strong connection shortens sales cycles, builds trust, and prevents sales malpractice.

📅 July 27 | 11:30 AM – 1:00 PM
Indy Chamber members only

👉https://hubs.ly/Q04pMqB30

74% of adults would rather compromise than negotiate. For a business that means the business plan is at risk – hostage to the self-limiting beliefs of the person negotiating.

For a salesperson, a buyer knows all they have to say is, “We love you, but we need this to be 3% lower.” They know the initial stroke will get them the discount they want. Most Purchasing Agents are incentivized to get you to drop your price. Their family vacation depends on it. What they are actually asking you is: “Will you sign up for our Go Fund Me page?”

They’re asking you to throw your business plan out the window so that theirs will work.

Join us on September 10th from 9 – 10:30 as we share negotiation insights, including the Dirty Dozen games buyers play.

Send a DM for more info!

Happy 4th of July 🇺🇸

From our team to yours, we hope you’re able to enjoy some time with family, friends, and a little well-deserved break.

Wishing everyone a safe and happy holiday.

Most sales teams focus heavily on *what* they sell.
Far fewer focus on *how* they work with clients.

And that gap creates confusion, misalignment, and stalled deals.

When a prospect meets with your team for the first time, can your reps clearly explain:
• What working with your company actually looks like?
• What the process feels like?
• What both sides should expect moving forward?

That is exactly what we are tackling in our July Sales Leadership Growth Series session:

📅 July 16
⏰ 9:00 – 10:30 AM EST

Topic: How You Work with Your Clients

We’ll help you discover the nuances of “application meetings” and how to create a more structured, transparent, and buyer friendly experience from the very beginning.

Let’s build your checklist.

Join OneZone and our sponsor, Sandler Trustpointe, for the next Sales Growth Series on Tuesday, July 28!

This month's topic, "Leveraging Control in Your Client Meetings," will be led by Chris Roberts, Vice President of Sales at Sandler Trustpointe.

Learn how effective pre-call planning and debriefing strategies can help you gain confidence, replicate success, and win more business.

Tuesday, July 28, 2026
11:30 a.m. – 1:00 p.m.
Hamilton East Public Library – Fishers Branch

Register Here: https://web.onezonecommerce.com/atlas/events/9532/details

Happy Birthday, Selina! 🎉

Grateful for years of friendship and even more grateful you made the jump to join the team, even if it felt a little like a trap along the way.

It’s been great having you here, and I’m looking forward to seeing you continue to grow in your role.

Enjoy your day!

What do you do when a buyer starts pushing back on price?

Too often, salespeople give in too quickly. Margins shrink, confidence drops, and deals get won, but at the wrong cost.

The reality is, many buyers are incentivized to reduce your margin. If you’re not prepared, you’ll feel it.

In our upcoming Breakthrough Selling session, we’ll focus on The Margin Target, giving you the talk tracks and confidence to hold your ground.

📅 June 29 | 11:30 AM – 1:00 PM
📍 Sandler Training Trustpointe, Indianapolis

Indy Chamber members only

👉 https://hubs.ly/Q04ldC3x0