Your expectation has a dramatic affect on your sales effectiveness. Expectation is what you truly believe is the likely outcome of your actions. it’s not a matter of just telling yourself what to expect, you truly have to believe it. The fact is that you will generally live either up or down to your true expectations. You know this is true from your own experience. If you ever heard yourself say ” I knew that would happen” after a failure or a loss then that was a manifestation of the phenomenon. This happens because your beliefs (expectations) affect what you do and they communicate themselves through your tonality and body language when you speak. And tonality and body language communicate much more than the words you say do. So, the secret is to work on your beliefs which will change your expectations which will then change the outcomes you get.