At the start of my sales career I worked alongside George, a mature tele-sales representative whose individual sales transactions were less than $200. 

I could not believe how positive he was on each phone call, knowing that he needed to make A LOT of phone calls to make budget. 

George was clearly delusional!

However George was always sounding enthusiastic and happy to speak with customers. You could tell by the sound of his voice! When the rejection did occur, he just shrugged it off and kept dialing. 

In order to get good at his job, George needed to have an irrational perspective. To really believe the customer you are speaking with needed his product! When rejection occurred he needed to not take it personally. 

George’s perspective carried him through years of making a good living through sales.  

At the time I was fascinated by his “rainbows and unicorns” perspective.

Now nearly 20 years on I realise that I am also delusional! 🤪