The single most important factor to believing that you can achieve your goals is self-esteem. Maintaining a healthy self-esteem is an important component of Sandler's Formula for Success.
Self-esteem is how you visualize yourself-your inner being. It's how you rank your worth as a person. We all started out with the greatest self-esteem possible. Over the years we have lost a lot of it-mostly due to negative messages from authority figures, acquaintances, and even ourselves.
As your self-esteem slips, your confidence and courage drop. You become less willing to take risks, to stretch outside your comfort zone. You no longer accomplish what you are capable of; you accomplish only what others have led you to believe you're capable of.
Here's a Sandler rule for those of you who are in need of a self-esteem boost: "Fake it 'til you make it." By fake it, we mean "act as if": Act as if you're comfortable making cold calls; act as if you have no problem talking about budget; act as if getting past a telephone gatekeeper is no problem. The more you act as if, the more you weaken the old belief and strengthen the new one. At some point, you'll no longer be acting-it will be your new belief.
March 17, 2016 by in Sales Process
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