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Mike Miles, District Manager, LENNOX Industries
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The creator of the Sandler Selling System, David Sandler was an expert at motivating salespeople, as this excerpt from his President's Club program demonstrates.
There is an invisible barrier that is holding you back. It is the reason why many of us aren't achieving the goals we set for ourselves. It has been constructed brick-by-brick since we were very young. Unintentionally perhaps, by people who probably wanted the best for us, but nevertheless, there it is - blocking our path to success. What most of us don't realize is that since it is part of our inner core it can only be torn down one brick at a time, and that doesn't happen overnight.
We live in a world that demands instant gratification. Instant coffee, buy now - pay later, instant hot water taps, microwave ovens, etc. When we set goals, we expect them to happen instantaneously. We become impatient, and when our goals are not fulfilled fast enough, we become discouraged and give up. But each "give-up" is actually another brick being set in our success barrier.
There are only two options when it comes to the success barrier: You are either removing a brick or laying another. There is no such thing as the status quo in the universe. Things are either growing or dying. You are either tearing down your wall of limitations, or throwing up more barriers to stand in your way.
Since that is a universal law, there is no choice. You must move forward. Do the thing you fear the most, and that thing will become your greatest asset. You cannot turn away from the things you fear. The "brick" will not disappear. It will always be part of you, unless you remove it. When you look at success from this point of view, you can see that the motivation to break your success barrier is built into every brick that is holding you back.
Viewed in this light, a goal is actually a jackhammer. Each time you set a goal a goal for yourself and act upon it, you are chipping away at your success barrier. As each brick is removed, the barrier wall becomes smaller and weaker. That is the reason why success breeds success. The toughest part of tearing down your wall is removing that first brick. The choice is yours. Remove one or place one. You have no other options.
Source: The President's Club Report, November-December 1998. ©1998 Sandler Systems, Inc. All rights reserved