“You’re Making Now Exactly What You Believe You’re Worth.”

This is one of the David Sandler quotes that makes a lot of salespeople sit up and take stock of their career and life. It also has the effect of making a person’s backbone straighten up.

As a young salesperson, I worked in a sales bullpen with five other guys. We didn’t have wonderful cubicles with intimate lighting and privacy barriers. It was a ten by twelve room with two windows and six desks and chairs. We saw and heard everything each other did. Over the three years in that environment I saw 17 different people occupy those seats.

We all had the same product to sell and we all had the same opportunity. Some people excelled, developed a book of business, created amazingly loyal business relationships, and to this day continue to work diligently while creating a lifestyle that provides happiness for themselves, their families, and their friends. They developed the lifestyle they wanted through their efforts on the job.

Some made the necessary cold calls, took the rejections as part of the job, studied their competition, and developed a strategy to win. They believed in themselves and their product, and the opportunity the company provided, but they ultimately knew it was up to them.

They limited their own negative self-talk (head trash), and believed that their actions determined how they felt rather than letting how they felt determine their actions.

They are winners. I admire these people and thank them for their example.

“You’re Developing The Exact Life You Believe You Should Have.”

Reprinted from The President’s Club Report, © Sandler Systems, Inc. All rights reserved.

Copyright 2011 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at jglennon@sandler.com or toll free at 1-866-645-2047