Monday, September 26 – Wednesday, September 28

A very short entry

These three days were horrible.  Wretched.  Loathsome.  Unspeakable.  If you can think of any other adjectives that may apply, please let me know.  Thank you.

Published in: on September 29, 2011 at 11:33 pm  Leave a Comment  

Saturday, September 25 – Sunday, September 26

Not much to say about this weekend … I worked a few hours on Saturday and did decently enough, on the down side I didn’t go to the gym or yoga at all.  No ambition, too lazy, that sort of thing.

Published in: on September 29, 2011 at 1:39 am  Leave a Comment  

Wednesday, September 21 – Friday, September 23

I suppose I shouldn’t complain too much

All in all these were three decent if not outstanding days.  Wednesday’s sales location was one where I had been to many times during my first several weeks in the field, but not at all since the beginning of August.  It was sort of nice getting back to familiar ground, especially since it was the site of my very first sale and thus had some nostalgia value.  What wasn’t so nice is that today’s results were definitely on the mediocre side.  Not terrible, but not as good as yesterday’s and not where I wanted them to be.  At least I can take solace in the fact that I didn’t blow any potential sales.  It’s more that potential customers were very thin on the ground, so to speak.  Thursday turned out to be a better day, I was at the same location where I had been on Saturday and had similarly satisfactory results.  This location wasn’t especially busy, and it serves a generally non-affluent area, but for some reason people were especially amenable to my approaches.

Friday saw me making a lengthy drive to the easternmost sales location in Suffolk County.  I was there once before a few weeks ago, and at that time it had seemed fairly promising.  That theme appeared to continue today, as soon after arriving I made a quick sale.  Things then took a strange turn for the worse, unfortunately.  I spoke to a potential customer who expressed genuine interest in the products and/or services I had to offer.  It looked just like a Guaranteed Sure Thing. In a case of snatching defeat from the jaws of victory, however, I then proceeded to keep babbling on about what I was offering rather than just going right to the close … understand, there was no need to keep touting any virtues given that the customer was clearly ready to buy.  Sure enough, he uttered the dreaded phrase “do you have a card you can give me?”  When a customer asks for a card it’s a sure sign that no sale is in the offing.

Fear not!  Literally within ten seconds of slinking away from that customer in defeat I approached another one just a short different away and, to my amazement, she expressed considerable and genuine interest in my offerings.  Now this time I wasn’t going to blow the deal!  Or was I?  Yep, lightning struck twice, and I talked myself out of yet another sale!  This time, the customer’s reply was the equally dismaying “I think I’m going to hold off a bit.”  One thing about this business is that a lost sale is lost forever, I cannot go back to the customer and try again.  Two customers, two blown deals.

Now, understand that I did not lose two commissions; if I had signed up the first “do you have a card?” customer, the second, “hold off a bit” customer would have been long gone by the time I was done with the first one.  Even so, I was extremely frustrated with myself for performing so poorly in such a short time.  Being angry with myself is of course a non-productive thing, and in any event I did well enough with other customers that the day wasn’t a bust.  But I’m still frustrated, and that’s the way it is.

Published in: on September 26, 2011 at 1:20 am  Leave a Comment  

Monday, September 19 – Tuesday, September 20

Better late than never

Tuesday was a strange day.  I was at a close-by work location that’s always been pretty good for me.  It’s not as if I do fantastically when at this location, but I always have a decent day.  Today I thought things were going to be very in-decent.  I got to the location in the early afternoon and was hoping for a quick start.  That most assuredly did not happen.  The hours went by, like pages flying off a calendar in an old movie, with zero results. It sure looked as if my old faithful location was going to let me down big time.  But then, after I’d been there for several hours, my luck did a 180 and I started having some really nice results.  If any day illustrated the maxim that patience is a virtue, it was today.  Somehow having a day like today was more satisfying than it would have been had I gotten on the boards early and then did little for the rest of the day.

Hey, you’re asking, what about Monday?  Please recall that I had expressed a wish that last Friday could be expunged from memory. That applied to Monday, even more so,  Now you will understand why it was so very important for me to do well on Tuesday.

Published in: on September 22, 2011 at 11:11 pm  Leave a Comment  

Saturday, September 17 – Sunday, September 18

Now that was a nice turnaround.  I really needed a boost after Friday’s, ahem, sub-optimal performance, and I got just that on Saturday.  In only a couple of hours I made some decent sales, enough to make the week a pretty good one.  Inspired by this, I had a fairly good gym session in the evening.  Bench press: 6 x 135, 6 x 165, 6 x 185, 6 x 205, 2 x 4 x 225, 3 x 225, 8 x 185.  Cable curls: 4 x 10 x 120.  Hammer Strength MTS shoulder press: 3 x 8 x 110/110.  Each of these represents progress over last time.

Sunday featured exercise of a different sort, as I went to a “hot yoga” session in the morning.  I’ve done yoga before, but not for 90 minutes in a room heated to 105 degrees.  The heat actually wasn’t as fearsome as I thought it would be, the main issues were my relatively poor flexibility and balance.  Those will get better with time, of course.

Published in: on September 22, 2011 at 1:26 am  Leave a Comment  

Thursday, September 15 – Friday, September 16

One out of two isn’t bad

Thursday wasn’t a bad day, as these things go.  I had to drive into the Nassau office, which does get expensive in gasoline terms but was otherwise tolerable today thanks to a fairly useful training session.  Following the session I went to sales location that I’ve been to only once before.  It wasn’t a bad day as these things go, although one of the sales I made too a huge amount of work.  No joke: the customer had such a dizzying array of questions that it took over four times the normal length for me to complete the sale.  Hey, at least it makes me appreciate quick-‘n-easy sales.

Friday?  Let’s just say that I would be eternally grateful if a new drug or treatment allowed me to expunge the day from memory forever.  It was that bad.

Published in: on September 19, 2011 at 12:20 am  Leave a Comment  

Monday, September 12 – Wednesday, September 14

Three peas in a pod, sort of

There were many differences between these three days.  For one thing, I spent each one in a different sales location.  For another, on Monday I went to the Nassau County office before going to the sales location, on Tuesday I went directly to that day’s location, and on Wednesday I made an unusually early trip to the Suffolk County office – technically my home base although I seldom go there anymore – before going to the sales location.  I worked solo on Monday but with another person on the two other days.  Despite all these differences, there is one very important thing that was identical on each day: my sales results.  Yep, I earned the exact same amount of money three days in a row, which in my field is pretty rare.  Note that while the amount earned each day was not what you’d call munificent, it was within the realm of tolerability.  Guess I can’t complain.

Published in: on September 16, 2011 at 12:23 am  Leave a Comment  

Saturday, September 10 – Sunday, September 11

I did just a few hours’ work early on Saturday, at a location where I haven’t previously been.  It turned out okay, not quite as successful as last Saturday but not a bad amount of money for a short period of time.  Later on Saturday I went to the gym for a bench session, determined to show some progress over last week.  Bench press: 6 x 135, 6 x 165, 6 x 185, 6 x 205, 4 x 225, 2 x 3 x 225, 8 x 185.  In terms of progress, I did one more rep on the first set at 225, and two more reps on the 185 cooldown set.  Cable curls: 4 x 10 x 120.  This was up from 110 last time.  Hammer Strength MTS shoulder press: 3 x 8 x 105/105.  Last week it was 100/100.

On Sunday, I did some one-arm dumbbell rows for the first time since forever … unfortunately, due to some upper-back soreness, I had to keep the weight very light: 5 x 10 x 70/70.  Life Fitness lower back extensions: 4 x 10 x 205.

Published in: on September 12, 2011 at 1:53 am  Leave a Comment  

Friday, September 9

Better late than never

It was a weird day today. I spent it at what’s usually a reliable work location, yet for most of the day everything was going completely wrong.  Every potential sale went right down the drain, sometimes at the last moment when I was practically counting my money.  For a bit of variety I kept a tally sheet to keep track of the number of potential customers I approached.  Fifty, 75, 90, the numbers kept getting higher and higher and I still had nothing.  It was especially disheartening when I spoke to customer no. 100 with no success.  But then things turned around quite nicely: I made a sale to customer no. 101, and then about ten later (I stopped keeping count) I got one more.  Two sales in a day won’t make me rich, but it’s enough to bring in a decent amount of income.

Published in: on September 12, 2011 at 1:42 am  Leave a Comment  

Tuesday, September 6 – Thursday, September 8

Really, it’s a very easy word to say

My present sales and marketing job with JKL Sales is very different in many respects from what I did when I was selling insurance.  For one thing, I’m at one location all day, albeit at a different location each day, rather than being constantly on the road.  You can imagine that this is a big relief given today’s gasoline prices.  A bigger difference, however, is that the products and/or services I now sell are things which customers actually want to buy (assuming they’re interested, of course).  Insurance isn’t like that at all.  No one wants to buy insurance, instead they buy it somewhat reluctantly, because they need the protection it accords.  This want-vs.-need distinction manifests itself in many ways.

Yet in one very important sense, the people I approach today are pretty much the same as those I encountered in the insurance business.  What they share is a very deep aversion to saying the word “no.”  I mean, “no” is an easy thing to say, right?  It’s just one syllable, and uttering it ends further discussion.  From the way people act, however, you’d get the idea that saying “no” is more difficult than reciting the complete works of Shakespeare … backwards … in Sanskrit.  What this means is that I hear a constant litany of often-convoluted ways of saying no without actually saying it.  There’s the classic “let me think about it,” which of course serves as this blog’s title.  One thing I hear a lot today is “do you have a card I can take?”  [Note: for the uninitiated, giving a potential customer your business card is a guarantee that you won’t be making a sale.]  Others say “I’ll talk to you the next time I’m at [the current sales location.]”  I’ve even heard, on a few occasions, “My mind is fixed on [item A], I can’t think about [what you are offering.]”

So really, the next time you are approached by a salesperson offering a product and/or service you don’t want, display a bit of courage and just say “no.”  I offer you my assurance that your tongue won’t fall out or anything.  Nor will the salesperson be offended, as no matter what he or she is selling at least a 98% rejection rate is fully expected.  Thank you.

By the way, these three days were fairly slow, especially considering how well I did on Saturday, but not disastrous.

Published in: on September 10, 2011 at 1:40 am  Leave a Comment