He mentioned the trip to the barber who responded, "Rome? Why would anyone want to go there? It's crowded and dirty. You're crazy to go to Rome. So how are you getting there?"
"We're taking Delta," the salesman replied. "I got a great price on the flight!"
"Delta?" exclaimed the barber. "That's a terrible airline. Their planes are old, their flight attendants are ugly , and they're always late! So where are you staying in Rome?"
"We'll be at the downtown International Marriott," replied the salesman.
"That dump! That's the worst hotel in the city! The rooms are small, the service is surly and they're overpriced. So what are you doing when you get there?"
"We're going to see the the Vatican and we hope to see the Pope."
"That's rich," laughed the barber. "You and a million other people trying to see him. He'll look the size of an ant. Boy, good luck on this lousy trip of yours. You're going to need it."
A month later the salesman again came in for his haircut.
The barber asked him about his trip to Rome.
"it was wonderful," explained the salesman. "Not only were we on time in one of Delta's new planes, but it was overbooked and they bumped us up to first class. The food and wine were wonderful, and I had a 28 year old stewardess who waited on us hand and foot. And the hotel? It was great! They'd just finished a $25 million remodeling job and now it's the finest hotel in the city! They too were overbooked, so they apologized and gave us the Presidential Suite at no extra charge!"
"Well," muttered the barber, "I know you didn't get to see the Pope!"
"Actually, we were quite lucky, for as we toured the Vatican, a Swiss Guard tapped me on the shoulder and explained that the Pope likes to personally meet some of the visitors, and if my wife and I would be so kind as to step into his private room and wait, the Pope would personally like to greet us. Sure enough, five minutes later the Pope walked through the door and shook my hand! I knelt down as he spoke a few words to me."
"Really?" asked the barber. "What did he say?"
"He asked me, 'Where did I get such a lousy haircut?' "
Moral of the story. True sales professionals know that they must never let anyone else "trim" their optimism about their own future. Never let anyone put any negative expectations in the path to your destiny. Don't let anyone saddle your horse with their negative baggage.
"You're only as good as your last haircut." - Fran Lebowitz
