Muari

Knowing how important a positive attitude is, the typical sales person thinks positively all the way to work. He affirms that he is excited about all the cold calls he is going to make. Having heard how powerful visualization is, he might even visualize himself making cold call after cold call and having tremendous success. Surely this will be the day he takes over the sales world and attracts new customers and business like crazy. When we take a peek at this same sales professional in his office just an hour later, we hardly believe our eyes. Instead of calling one prospect after another (as his attitude convinced us he would), we find him taking care of busy work on his desk instead. If we could see the thoughts going through his head, they’re decidedly different than those we heard this stress relief morning: ”You can’t make that call now. You don’t feel comfortable. Go get a cup of coffee and get ready for the call. Look at your desk. How do you expect to generate any more customers with your desk in such disarray? You need to get organized before you go collecting any more customers.” etc., etc. Perhaps you’re familiar with The Third Man, by Graham Greene. The story begins with Holly Martins arriving in Vienna at the end of World War II. He’s been offered a job by an old high school chum named Harry Lime. Right after his arrival, he learns that Harry was killed in an auto accident. To make a long story short, the rest of the story revolves on Holly trying to understand the truth around Harry’s death, while simultaneously trying to win over Harry’s beautiful, former girlfriend.