The Law of Average Draft Continued Section> What My Days Were Like
Every morning started out the same for me before I arrived at the office. Take a hot shower and every few days or so use the Wahl trimmers to shape up my small beard and mustache. At the time no goatee was involve, my facial hair was in the maturing stage. My hair didn’t need much but the removal of my due rag. The indented line that became part of my forhead due to the tight double rapping of the string attached to the fitting styling cap would be massaged out after washing up. Those braids were styled neatly, I frequently heard compliments by co- workers and female customers. The hair was maintained by a female friend who was a good beautician that graduated from hair school. I had already developed immaculate grooming skills to cut my own facial hair, whole head, also friend’s hair if I chose. A few years before sales, I attended barber college for only several months. A whole suit to work was not my style only on business trips. My wardrobe while applying the laws of averages and making money was neat and not to over dressy. I wore a nice pair of blue, or brown khaki pants, a button up shirt that sometimes had a loosely shaped tie around the collar that always matched giving compliment to my shoes. Breakfast was already eaten before I left my shared apartment in the morning, so I did not need any extra food, but in our meeting room a doughnut seemed to grab my attention more times than not.
My days actually varied this depended upon whether I would be taking one of my crew members with me, or if I would be doing sales alone that day. If one of my team members were present, we would spend half the day taking turns watching each other approach a potential customer with a unique sales pitch. After our lunch break, I would always recommend that we split up and drop sales separately. If that crew member was struggling prior to our day together, I would have given them solid advice on what I had noticed while we ate lunch. As a trainer, I had to maintain my team crew members individually on the job, and make money for myself using the law of averages. If we chose a territory I was familiar with fine, whether a territory where one of my team members struggled, I went there with the attitude to make money. I had team members that wanted to hang out and watch me pitch or work the same area where they had success. Of course, I did not mind this because I found myself as the passenger, I was invited to ride several times out of a month. A lot of my team members listened to rap and others played heavy rock music, I didn’t care what was on when I rode with someone else. We also had days where we actually paired up and accepted a challenged from another team. In a crazy ass game, the loser would receive some outrageous substance thrown in the face. We called the game “Sucker In The Eye”.
If my day consisted of me being alone, I was able to see more people. This consisted of old and new customers. I chose all different territories! I did not give a fuck where the money was. I chose the businesses in the hood, the suburbs, white, and black areas. These areas had to have a lot of businesses where I did not have to walk far to reach my next potential customer. I would be creative, I would speak to random strangers walking by and began selling them products right on the street. The law of averages has no barriers. Like I discussed in the presentation stage you could have customers that instantly ask you, “DeWayne what are you selling?” Let’s be realistic just because someone was a customer yesterday does not mean they will be a customer tomorrow. After leaving the office in the morning, I would stop and put gas in my car, grab a bite to eat and blast my radio, or CD player which ever I chose. By this time, if I ran into one of my team members, this would be our last stop before returning to the office in the evening; therefore, many last minute questions were answered inside of the gas station. Everyone including myself would be ready to make some money! As a trainer, you want to see your team make money that is what retains the team, money.
The money is why people get up and go to work, I made over a hundred and fifty dollars in a day several days in a row. Our office was strictly commission sales, so getting out there and making money had to be your reason for wanting to work as a salesperson. Once I arrived at my location, or city, I would look around and select an area where a lot of business were. A lot of times you could go to an area that is so big where if you are successful in the first day or two you could return and finish pitching to each business applying the law of averages. The more business I had around me in the area betters my chances making a lot of money. Next, I would load up my bag with the merchandise that I checked out the warehouse. I will say this again,” The law of averages are all about seeing people and applying the impulse factors. I don’t care how many people I came in contact with, if the impulse factors are not applied correctly, I would take a break and start fresh.” If I chose a city or town that was not use to seeing salespeople on a regular basis, I understood, I had to adjust. If a certain amount of money by lunch time was not made, I knew it would benefit me to pick up the pace.
To pick up the pace, I would not focus on where my car would be only on where the money could be. This actually works because I can remember times where it would be an hour close to quit time. By this time, I have made not one dollar and that last hour the law of averages would began to work. All I had to do was apply the factors and get people a little excited about what I was selling. That last hour and remaining focus could get you over a hundred dollars in your pocket. Also, I had those days where I would be consistent and confident and making money all day long. Those days were good when I didn’t have to search for the impulsive people.
Their was a signal that we used if we made certain amount of sales to notify the office that you just kicked ass out there. This signal became a regular gesture for me daily. It had gotten to the point where the teams and trainers started competing. Before leaving in the morning, the best trainers shook hands and named the penalty for the loser. I have never taken a loss. Yes, I’ve had dry spells, but when it came down to the contest I proved to be the most consistent salesperson inside of our office. I had a lot of fun in beauty salons, barber shops, doctor’s offices, clothing stores, hotels, motels, restaurants, and bars. Never judge an establishment by its building. I dropped a whole case of flashlights that performed multiple duties inside of a motel in Cleveland, Ohio. When I showed up for work the next morning, I had a message from the motel managers requesting another case of flashlights. Before I left the office, my customers already had impulse. And I was ready to use that sales call to start the law of averages, and that was my first customer of the day. This was a huge area with a lot of people to talk to so going back was not an issue. The area actually became one of my favorite locations.
Max AKA BraineMatter AKA DeWayne White
Max Pro Check Publishing® ©
