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 A Attitude. Most of the time, weassociate it with an outlook of 

possibility or an outlook of limitation. The dictionary defines it as a state of mind regarding a person or matter.

 We all carry attitudes about ouremployer, our products or services ourmarketplace, our prospects, and of 

course, ourselves.If you jump out of bed every day, diveinto your work with a zing, and findnothing more exciting than reviewing

 your financial statement for 2006 andprojections for 2007, skip to the nextarticle. You don’t need to read this.

If, on the other hand, you occasionally start your day with some “I don’t wantto be here” chatter in the shower,dread making prospecting calls, or

plummet into a dark mood whenthings don’t go “right,” these few 

 words might help you make this new  year a bit brighter.

David Sandler was clear that Attitudeis an integral part of the Success Tri-angle.He placed it at the top, aboveBehavior and Technique, stating that

 Attitude dominates all of the otherfunctions of success. In other words,

 your performance is consistent withthe way you view yourself conceptually.

 At any given moment, your state of mind can be one of possibility, or oneof limitation. Do you see yourself as aleader, or a follower? Are you at the

top of your game, or at the bottom of the heap? You can see and accept thereasons and means to make somethinghappen, or you can see and accept thereasons and obstacles that block yourprogress.

Here’s the kicker: it’s your choice, andthe choice you make is potent.The

By Rich LevinsonSandler Home Office 

 Report  Report Published by the Sandler Sales Institute to help sales

professionals and managers achieve the success they deserve

Inside ......

Sandler Management: 

The Value of Customer 

Satisfaction 

Roadblock Removal 

Tips 

Investing Your Time or 

Wasting Your Time? 

It Doesn’t Have to Be All 

or Nothing 

Continued on Page 2 

The PThe P

oo

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er of Choice:er of Choice:

It’It’ss All in theAll in the AtAttitudetitude

©2006 Sandler Systems, Inc. All rights reserved.S Sandler Sales Institute (with design) is a registeredservice mark of Sandler Systems, Inc. Sandler SellingSystem is a service mark of Sandler Systems, Inc.

Attitude dominates all 

of the other functions of success. In other 

words, your perfor- 

mance is consistent 

with the way you view 

yourself conceptually.

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outlook you take is generally theresult of previous experience, or aperception based on someoneelse’s experience.The reality isthat your previous experience, orthe history of others, may not berelevant in the moment.

You Are Always Right

 We humans are a habitual bunch,typically more aware of informa-tion that is consistent with theoutlook we choose – even whenthat choice is subconscious.Henry Ford once said, “Whether

 you think you can, or think youcan’t, you’re right.” If you believe your marketplace is saturated, you’ll likely believe that yourquota or goal is unattainable.Once you’ve accepted that judg-ment, it will color all of youractions. If your attitude is one of resignation, for example, you willbe more likely to forego settinggoals, making plans and takingaction steps, and less likely to

commit and follow through onthe techniques that make theSandler System so unique andrewarding.

 Your actions are influenced by the judgments you make, and the

 judgments you make are influ-enced by your attitude, whichgoverns,ultimately, your behaviorand the techniques you employ orforget. Albert Einstein definedinsanity as doing the same thingover and over again, expecting

different results. Einstein was apretty smart man – with an over- whelming outlook of possibility.

Is Attitude a Problem for

You?

Pay attention to the conversationgoing on in your head when you

 wake in the morning. Noticehow the lightness, darkness,orneutrality of your thoughts colorthe way you approach your clients

and your daily tasks – if you let it.David Mahoney, former Chair-man of the Dana Alliance forBrain Initiatives, once said“There comes a moment when

 you have to stop revving theengine and slam it into gear.”Changing our attitude takes thesame kind of practice as learning

to drive with a manual transmis-sion – there will be some sputter-ing and jerking,but eventually the shift becomes smooth andnatural.

Final Thought

Choosing a new attitude is acommitment you make with yourself. The guidelines are sim-ple. Ask yourself:

• where are you experiencingdifficulty?

• Is it painful enough to change?

• And what are you willing to doto make it different?

Changing one thing for the bet-

ter is worth more than proving1,000 things wrong. Make it yourgoal today to change just onething about your approach to

 your life and your business, andremember the words of ThomasEdison: “Hell, there are no ruleshere – we’re trying to accomplishsomething!”

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If you believe your 

marketplace is saturated,

you’ll likely believe that your quota or goal is 

unattainable. Once 

you’ve accepted that 

 judgment, it will color all 

of your actions.

Continued from Page 1...At...Attitudetitude