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by Tim Roberts

"If small things have the power to disturb you then who you think you are is exactly that: small. That will be your unconscious belief. What are small things? Ultimately all things are small because all things are transient." Eckhart Tolle

Selling is a tough gig. Everyday, there are challenges. Some are big and some are small. The issue is how you perceive them. There are salespeople who accept challenges as a part of the job and there are salespeople who have an uncanny ability to create a sales mountain from a sales molehill.

Much has been written about the topic, from Dr. Martin Seligman's Learned Optimism to Daniel Goleman's work on Emotional Intelligence, the message is clear: Your response to challenges will tell the story of your ultimate success or failure.

David Sandler, the founder of Sandler Training, had a funny, yet enlightening way for addressing challenge. He simply said, "What you 'R' is not who you 'I.'" Sandler believed we enter the world as an I-10. That is, each of us arrives with a built-in self-esteem (Identity) of 10. He also knew that along the trials and tribulations of life we may begin to forget we're a 10 and allow life's experiences (Roles) to affect them.  His message was simply: Separate your "I" from your "R." In other words, you are who you are, not what you do for a living.

At Sandler Training, Trustpointe, we start the journey by making sure you know the difference between your role as a salesperson and your identity as an individual. We know that if you believe you're anything less than a 10, then that's exactly how you'll sell. In order to learn a new, systematic approach to selling and perform at your highest level, then we must make sure you've got your mind right first.

In this approach, sales molehills are just "role" hills--small, manageable features of everyday life.  Mountains are wonderfully huge challenges that call us to rise above what we believe we can achieve. 

To learn more about Sandler's famous I/R Theory and how it can help keep your sales problems in perspective, contact Tim Roberts at Sandler Training, Trustpointe, at or 317-845-0041.

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