Montgomery Ostrander Of Sandler Redefines Discovery In Sales Through Psychodynamic Methodology

[Nationwide] - Montgomery Ostrander, Sales Performance Director at Sandler, is advancing a powerful perspective on sales by redefining the Discovery phase through a psychodynamic lens. Drawing on his unique background as both an MBA and a licensed psychotherapist, Ostrander is pioneering an evolved framework within Sandler’s methodology—one that positions the early conversation not as a procedural step, but as the foundation of value-driven, margin-conscious selling.

While traditional sales frameworks treat Discovery as a means to surface needs and present solutions, Ostrander sees it as a deeper process—akin to therapeutic inquiry. “Selling doesn’t truly begin until Discovery,” Ostrander stated. “We move beyond qualification into the human dynamics of pain, value, identity, and motivation. It’s in these early conversations that profit margins are shaped, not just pipelines.”

Sandler’s globally recognized training systems already emphasize technique and structure, but Ostrander’s interpretation brings psychological rigor to the process. He integrates psychodynamic tools such as Transactional Analysis, Motivational Interviewing, Identity and Role theory, and the Sandler-specific technique of “reversing”—a method of turning prospect questions into clarifying prompts. These methods enable sellers to expose latent needs, sustain tension for longer periods, and avoid premature concessions.

By helping salespeople reframe pain as the catalyst for change, Ostrander has helped organizations reduce discounting while simultaneously raising close rates. “The longer our prospects experience the pain and its impact, the greater the value they perceive in the solution,” he explained. “Reps often default to discounting because they haven’t fully developed the emotional and financial weight of the problem. That’s a Discovery issue.”

This psychotherapeutic alignment has generated measurable business results. Ostrander’s past teams have seen quarter-over-quarter conversion improvements as high as 200%. In one case, a team increased its close rate from 8% to 24% in a single quarter using Sandler’s methodology, enhanced by his psychological frameworks.

Beyond the training room, Ostrander is a recurring guest on podcasts and panels focused on the neuroscience and psychology of sales. His discussions emphasize that Discovery is not merely an interview or data collection phase. Instead, it is a strategic event—where perception, value, and trust are co-created.

This perspective has contributed to Ostrander being named a two-time recipient of the Sales Enablement Excellence Award by Value Selling Magazine, recognized in both 2024 and 2025 during the Sales Enablement Society’s annual conference. The award underscores his role in shaping new standards of excellence in enablement strategy—moving beyond mechanical scripts toward conversational mastery rooted in behavioral science.

In a sales environment where automation and volume increasingly dominate, Ostrander’s work stands out for its nuance and depth. The psychodynamic sales model does not seek to replace traditional process but to enhance it, giving professionals the tools to not only qualify prospects effectively but to do so with relational depth that translates into long-term customer value.

Sandler remains the foundation for this work. With a global presence and a reputation for transforming sales cultures, the company continues to provide a systemized, scalable framework into which Ostrander’s psychological enhancements integrate seamlessly.

For modern sales professionals, the message is clear: qualifying prospects and conducting Discovery are not administrative necessities—they are the central levers of profit, positioning, and long-term client trust. Montgomery Ostrander’s work ensures these early-stage conversations are treated with the strategic care they deserve.

Additional information about his approach to sales psychology and discovery is available at Go.sandler.com/discoveryscience.