Very interesting approach to aiming high when prospecting. This is the way to achieve the results you need when developing business. Sometimes the repetition does grind you down but that seems to be a common theme with anything Sandler... Keep on saying it overestimate and over and , like osmosis , it will sink in.
No matter what stage of your sales career you're at, 5 Minutes with VITO will focus your attention on identifying and making first contact the key target person you need to speak with in your target prospect companies. It provides a step by step approach and outlines a variety of ways in which you can present yourself differently from your competition and gives strategies for persistently approaching the difficult ones in different ways.