I don’t know of a top-performing salesperson who doesn’t have an abundance of belief; in themselves, their solution, or their company.

On the other hand, there are thousands of sales reps out there who are in dire need of it. I will say unequivocally that it’s the biggest single obstacle in the way of anybody who thinks they can perform better.

There's nothing wrong with being inspired by someone else's frameworks, but let me tell you what happens when you take them too literally.