Events Sandler for Advisors - Is it I or is it R

Sales is an emotionally violent sport and one of the biggest reasons sales conversations break down is when salespeople confuse who they are with what they do. When identity gets tangled with role, objections feel personal, pressure increases, and control is lost.

In Identity vs. Role, participants learn how to separate their self-worth from the outcome of a sales conversation. This session focuses on understanding the difference between personal identity and professional role and why mastering that distinction is critical to staying neutral, confident, and effective.

Participants will explore how emotional attachment shows up in selling, how it drives behaviors like over explaining, discounting, and chasing, and how to reset their mindset to operate from role rather than ego. The session reinforces that rejection is not personal; it’s simply feedback about fit, timing, or priority.

Through discussion and practical application, attendees will learn how to maintain emotional discipline, ask tougher questions, and walk away from unqualified opportunities without hesitation or regret.