Mark McGraw chats with Glen Carey, a seasoned Sandler practitioner and SVP of Sales, about applying Sandler rules beyond sales. Glen shares insights on how these principles translate into everyday life, why they work, and how to use them to improve every aspect of your life.
To find our handout for this episode, click here.
Tune in to hear how Sandler rules apply to weight loss, why success isn’t about feeling motivated, and how sticking to the process leads to real results—whether in sales, fitness, or everyday life.
- Glen starts by explaining why Sandler rules work life outside sales.
- Glen explains how wasting time "getting ready" to sell leads to entire months of lost productivity. He believes busywork feels productive but keeps you from real progress.
- Learn why the most successful salespeople don’t wait to enjoy something before they do it.
- Glen shares why avoiding the hard parts of sales is what keeps you stuck in mediocrity--The work you resist is the work that matters.
- Mark shares his thoughts on why turning “pro” isn’t about talent—it’s about doing the work, even when you don’t feel like it. Pros act despite their emotions; amateurs wait for motivation.
- Mark shares how he lost 50 pounds by applying Sandler principles. One key rule that kept him on track was: 'I don’t have to like something to do it. I don’t have to enjoy exercise—I just have to do it.’
- According to Glen, there is no such thing as a "dream job" because no job is perfect all the time.
- Mark shares the cruelest Sandler rule: There is no bad prospect, only bad salespeople.
- Mark on why most salespeople struggle: They think sales is about selling when it’s actually about curiosity. Real interest in people leads to better conversations and results.
- Glen explains why clients don’t care about your credentials People buy solutions, not resumés or fancy titles.
- Mark reveals why checking off sales steps like a to-do list leads to terrible results. He believes mindless scripts never work, but real conversations do.
- Glen on why prospects never tell you their real problem first and how to uncover what actually matters.
- Glen and Mark agree that most salespeople fail because they overcomplicate success when they would be better off doing the fundamentals.
- Glen reveals the brutal truth about prospecting: If you get ghosted, it’s not the prospect’s fault—it’s yours.
- Mark on why “We may not be right for you” is only powerful when you actually mean it. People can feel when you’re genuinely curious, and they can also when you’re checking a box.
- You're competing with all the bad salespeople who came before you. So, you have to differentiate yourself by not driving towards the sale all the time.
- Mark shares why applying Sandler principles daily makes you better at everything—not just sales.
- Features don’t matter until the problem is clear. Glen shares how bad salespeople sell features and great salespeople dig deep into problems first.
- Mark and Glen discuss the biggest blessing in sales. The technology and the technical side of sales might change, but the behavioral side will never change. Human nature stays the same, no matter the tools.
- The best salespeople are always learning, investing in their careers, and striving for improvement. Glen believes that this mindset is what sets top performers apart. Surprisingly, a huge percentage of people don’t even take the time to listen to insights that could help them grow.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
Sandler.com
BuildingYourSalesEngine.com/sandler
Glen Carey on LinkedIn
The War of Art: Break Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield
BuildingYourSalesEngine.com/16
