When working as a salesperson, your day will fall into one of three categories:
- a good day
- a bad day
- an average day
In my experience, the good days and bad days will balance each other out.
As if by magic, this balance will tend to equal what you sell on your average days.
Therefore, what you sell in an average day will generally be your rolling average of sales.
We can then use this number to figure out how much money we’ll be making for our paycheck.
That said, the only way for this formula to work is if you follow my mantra of “work all day no matter what.”
What hidden dangers of having a good day
All salespeople LOVE their good days.
These are the days that it feels like you can do no wrong.
All of your jokes land.
Customers love you. They say “yes” easily, you break your old records, and they’re days that you’re happy with your career choice.
Even though you may expend more energy on good days, the end of the day doesn’t leave you feeling exhausted.
Is it because you were well-rested going into the day?
Or is it because the blast of dopamine after every sale made you high?
Either way, we love our good days.
That said, good days are not all good. There are some pitfalls you need to watch out for when having a good day.
As salespeople, we tend to have expectations of how much we should sell in a given day.
In the kiosk business, we like to make our first sale within the first hour or two of the day. This (called a siftach in Hebrew) helps get us in a good mood for the day.
Even though it’s possible to make several sales in a row at the end of the day and still close on a good number, psychology dictates that the sooner we make our first sale, the more on track we are to have a good day with lots of sales.
Occasionally though, we’ll make several sales in the first few hours of the day. And while this sounds great on paper, there are some problems that can arise from this.
Let’s imagine for a second that you’re a salesperson who averages around $700 a day in sales. Sometimes you sell for $500, sometimes $1000.
Dealing with good days – beginner/intermediate vs advanced strategies
Now let’s pretend that in your first two hours of work, you’ve already sold for $600. You still have 6 more hours in the day.
At first, you are excited to have made so much money so early in the day. It seems like the day has a ton of potential.
After all, the day before you grinded all day and barely hit your average of $700.
But now with 75% of the day still left, you have nearly hit your number.
Many beginner and intermediate salespeople are tempted to take a break and coast for a bit after selling so much in such a short period of time.
I think that’s a MASSIVE mistake.
I also believe that veteran salespeople know that good days need to be squeezed of every drop of their miracle juice – because you never know what tomorrow will bring.
Following with our example, let’s say that in the four hours following your first $600, you sell for another $600.
Now at $1200, you’ve nearly doubled your daily average.
The temptation to take a break, walk around, call friends, and discard your blessings will be stronger than ever.
But like I mentioned before, good days need to be squeezed of every last drop.
The CORRECT move is to continue to work all day no matter what (my favorite Power Phrase).
After all, “work all day no matter what” DOESN’T just refer to working all day even if you are having a BAD day.
Sometimes we lose the motivation to work when we’re having a good day.
I noticed this phenomenon most when I had my own kiosk in Australia.
In Australia, Thursdays are “long shopping day” – a day where the malls are open from 9-9 instead of 9-5.
Oftentimes, I would have made $1500 in sales by the early evening – far beyond my daily average.
In fact, I would sell so much that I would start to wonder when the day would end.
Selling became so easy for me that it became tedious.
What I would have valued IMMENSELY on days where I was struggling I began to look at almost as an inconvenience.
I had already hit my daily nut. I wanted to go home.
Fortunately, by then I had enough experience that I didn’t let this affect my activity.
I had already burnt my favorite Power Phrase into my mind.
Even when you’re having a good day, you need to keep working.
Keep going through the same motions all day, every day. Don’t quit just because you’re having a good day and have hit your average.
If you do that, then your overall average will drop. Because remember, we still have bad days.
The obvious dangers of having a bad day
Bad days are equally as sinister – but for a different (and more obvious) reason.
I’ve written a separate article about what to do when you have a bad day, but to briefly recap:
When you’re having a bad day, the solution is the same: work all day no matter what.
I said it there and I’ll say it again: you should always work all day no matter what.
One good customer is all it takes to turn it all around.
One smile, one laugh, one friendly comment – they’re all enough to put you in a good enough mood for long enough to make a sale.
And one sale can lead to another sale, and another, and another.
But when we have a bad day, we don’t realize this. We feel flat.
I occasionally feel a sort of “depression.”
I actually feel like I am being “depressed” – like there is a heavy force pressing down on me from above.
It’s almost like a heavy blanket weighing me down.
My movements become more difficult. My brain doesn’t work as well. It’s not a pleasant state to be in.
And while this may occasionally have to do with your Gas Tank being empty, in all likelihood it’s just because you don’t feel like selling.
In order to sell, you have to be in the mood to sell.
And if you’re selling a lot, then you’re going to be in the mood to sell.
If you’re NOT selling, then you won’t.
So the solution is to sell.
I’ll write another article about it, but there’s Power Phrase called “selling yourself out of a slump.”
Getting out of a sales slump deserves another article on its own, but for now understand that concept.
The unlikely importance of your average days
We never really realize we’re having an average day until it’s over.
Most of the time, average days look like bad days in the beginning.
In the kiosk business, average days generally start out like bad days – we don’t sell a lot in the morning or the afternoon, only to rescue ourselves daily number by the evening.
Here’s the thing you need to understand about average days:
If you don’t work hard during an average day, it’s going to be a bad day.
Occasionally we’ll have a day that starts out looking like it’ll be a good day with lots of sales early on, only to peter out by the end of the day.
But that’s more of an intermediate problem of not adhering to the King Of Power Phrases (work all day no matter what).
More often than not, what leads to an average day is a poor beginning to the day which is then rescued by several sales in the evening.
This can happen to even the most experienced of salespeople.
The reason for this is that watching people make sales when you aren’t making any can be demoralizing.
I could have summed up this entire article with my favorite Power Phrase:
“Work all day no matter what.”
But would that really drive the point home?
Even after reading all this, it’s still something you need to experience in order to understand the logic behind it.
- When you’re having a good day, you need to keep working in order to take your lucky streak and run with it.
- When you’re having a bad day, you need to keep working so you don’t completely negate the benefits of a good day.
- And when you’re having an average day, you need to keep working so that it doesn’t turn into a bad day and drop your average further.
Long story short: work all day no matter what.