The Skeptic’s Guide to Optimism: Auditing Your Attitude for Growth

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Are you entering 2026 with a strategy, or just a "hope-based" mindset?

Many salespeople confuse a positive mood with a winning strategy, relying on hope that things will go well rather than executing measurable activities. If you feel like the world is going wrong, or if you are naturally skeptical, you might be sabotaging your own growth before the year even begins.

In this episode, Jim and Jason Stephens make the case for why 2026 is going to be the best year yet. They break down the mathematics of opportunity in the US economy and discuss the critical difference between consuming information and "shipping" results. Jim opens up about his own struggle with being a "glass half empty" person and the specific audit he uses to keep his mindset from becoming a constraint.

KEY TOPICS COVERED

The GDP Reality Check

Regardless of what the news cycle implies, business in America is on the rise. Jason breaks down the $43 trillion US GDP [correction, 29 trillion in 2024, 30 trillion in 2025] to illustrate that your specific sales goal is a tiny, achievable percentage of the available market. If you measure the math against the opportunity, success is realistic.

Attitude is a System, Not a Mood

Jason distinguishes between "mindset"—which can often devolve into hoping things go well—and "attitude," which is your core belief system. You cannot outperform your mental self-image; to have a great year, you must align your belief system with your behavior system.

Jim’s "Glass Half Empty" Audit

Jim discusses his personal battle with skepticism and "realistic" thinking that often masquerades as negativity. He details his process of auditing his thoughts to identify constraints and verifying his core values by looking at his calendar and checkbook. If you aren't investing time or money into a belief, it isn't a core value.

Shipping the Signal vs. Consuming the Noise

Jason introduces his potential themes for the year: "The Year of the Alchemist" and "Ship the Signal". The focus is on moving away from endless information consumption (digest) and prioritizing output (shipping projects) to avoid getting stuck in the noise.

CHALLENGE OF THE WEEK

Define Your 2026 Annual Theme.

Jim’s theme is "Choice," focusing on the decisions made in every moment, while Jason is focusing on "Input/Output". Your challenge is to determine your guiding theme for 2026. Ask yourself: Do your dreams feel random, or are they a result of what you are consuming?

Once you have your theme, share it with the team—if it's good enough, they might just steal it.

ABOUT THE SHOW

Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent associated with the Sandler Selling System. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.

The Sandler Training Hour Hosted by Jim & Jason Stephens | Crossroads Business Development

We help sales professionals stop apologizing for their process and start closing deals.

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"Keep learning, stay curious, and good luck out there.