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How wonderful it is that nobody need wait a single moment before starting to improve the world.” – ANNE FRANK
because it would be safe and pro- tected in your castle.
LINDA THE WARRIOR Linda was the business development director for a management consulting firm. Part of her responsibility was to identify prospective clients and sched- ule appointments for the account ex- ecutives. She spent half of her time on the phone prospecting – making cold calls, following up on referrals, and responding to marketing and advertis- ing leads.
The CEO depended on Linda to find quality prospects. The account execs depended on her to keep them busy with appointments. You might think she was under a lot of pressure. But Linda didn’t feel pres- sure. She actually enjoyed prospect- ing. It was a game of sorts – a chal- lenge to see how many prospects’ defenses she could penetrate. She knew the prospects would “fight” back, but she was prepared. Before Linda left the security of her castle – in this case, her other job responsibilities – lowered the bridge, and crossed the moat to “do battle” with prospects, she put on her symbolic suit of armor. It con- sisted of a tan Western-style leather vest and a dark brown beret. The ar- mor allowed her to leave the secure role of business development direc- tor and step into the role of busi- ness development warrior, knowing she would be safe. Her armor, which made a dubious fashion statement, protected her from the comments of stubborn gatekeepers or discourte- ous prospects.
When she finished “doing battle,” she would return to her castle, take off her armor, and return to her other duties unscathed. The ritual
VIDEO: CREATE MENTAL TOUGHNESS WITH THE “PROTECT YOUR CASTLE” RULE WITH DAVID MATTSON, CEO OF SANDLER TRAINING
of putting on her “armor” served to separate her two worlds and en- abled her to ease into the required mind-set to be effective in her pros- pecting pursuits. However, separating your inner world from your outer world doesn’t relieve you of the responsibility of developing the skills and com- mitting to the behavior necessary to make the most of your outer- world experience. Leaving your outer world in shambles each day as you retreat to your castle is not a strategy for reaching high levels of success! Separating the two worlds does, however, allow you to look back at the outer world with a clear perspective. From the safety of your castle, you can review and analyze what has taken place from an objec- tive point of view. You can make an intellectual – rather than emotional – analysis of your performance and decide which skills need to be im-
proved and which strategies need to be adjusted for your next excursion into the outer world.
IN SUMMARY Your experiences in the outer world are just that – outer-world experiences – and that’s where they must remain. When you cross the bridge to
re-enter your castle, you must leave those experiences behind. In the outer world, you will have winning and losing experiences. In your castle – your inner world – you will always be a winner.
In your castle, your self-worth will always be high, regardless of what occurred in the outer world. From Sandler Success Principles.
To learn more about Sandler Training, visit
www.sandler.com.
David Mattson is the author of the book Sandler Success Principles.
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