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Published by the Sandler Sales Institute to help sales professionals and managers achieve the success they deserve

By Rich Levinson Sandler Home Ofce

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Sandler Management: The Value of Customer Satisfaction

The Power of Choice: Its All in the Attitude

ttitude. Most of the time, we associate it with an outlook of possibility or an outlook of limitation. The dictionary denes it as a state of mind regarding a person or matter. We all carry attitudes about our employer, our products or services our marketplace, our prospects, and of course, ourselves. If you jump out of bed every day, dive into your work with a zing, and nd nothing more exciting than reviewing your nancial statement for 2006 and projections for 2007, skip to the next article. You dont need to read this. If, on the other hand, you occasionally start your day with some I dont want to be here chatter in the shower, dread making prospecting calls, or plummet into a dark mood when things dont go right, these few words might help you make this new year a bit brighter. David Sandler was clear that Attitude is an integral part of the Success Triangle. He placed it at the top, above Behavior and Technique, stating that

Attitude dominates all of the other functions of success. In other words, your performance is consistent with the way you view yourself conceptually. At any given moment, your state of mind can be one of possibility, or one of limitation. Do you see yourself as a leader, or a follower? Are you at the top of your game, or at the bottom of the heap? You can see and accept the reasons and means to make something happen, or you can see and accept the reasons and obstacles that block your progress. Heres the kicker: its your choice, and the choice you make is potent. The

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Attitude dominates all of the other functions of success. In other words, your performance is consistent with the way you view yourself conceptually.
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...Attitude

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outlook you take is generally the result of previous experience, or a perception based on someone elses experience. The reality is that your previous experience, or the history of others, may not be relevant in the moment. You Are Always Right We humans are a habitual bunch, typically more aware of information that is consistent with the outlook we choose even when that choice is subconscious. Henry Ford once said, Whether you think you can, or think you cant, youre right. If you believe your marketplace is saturated, youll likely believe that your quota or goal is unattainable. Once youve accepted that judgment, it will color all of your actions. If your attitude is one of resignation, for example, you will be more likely to forego setting goals, making plans and taking action steps, and less likely to commit and follow through on the techniques that make the Sandler System so unique and rewarding. Your actions are inuenced by the judgments you make, and the

judgments you make are inuenced by your attitude, which governs, ultimately, your behavior and the techniques you employ or forget. Albert Einstein dened insanity as doing the same thing over and over again, expecting different results. Einstein was a pretty smart man with an overwhelming outlook of possibility. Is Attitude a Problem for You? Pay attention to the conversation going on in your head when you wake in the morning. Notice how the lightness, darkness, or neutrality of your thoughts color the way you approach your clients and your daily tasks if you let it. David Mahoney, former Chairman of the Dana Alliance for Brain Initiatives, once said There comes a moment when you have to stop revving the engine and slam it into gear. Changing our attitude takes the same kind of practice as learning
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to drive with a manual transmission there will be some sputtering and jerking, but eventually the shift becomes smooth and natural. Final Thought Choosing a new attitude is a commitment you make with yourself. The guidelines are simple. Ask yourself: where are you experiencing difculty? Is it painful enough to change? And what are you willing to do to make it different? Changing one thing for the better is worth more than proving 1,000 things wrong. Make it your goal today to change just one thing about your approach to your life and your business, and remember the words of Thomas Edison: Hell, there are no rules here were trying to accomplish something!

If you believe your marketplace is saturated, youll likely believe that your quota or goal is unattainable. Once youve accepted that judgment, it will color all of your actions.