Showtime - A Day In The Life! part 1

I woke up at 4:30am the other day for travel.  I was groggy and disheveled and the look on my face was not that of a vibrant international author, speaker and trainer.    Looking in the mirror it reminded me of Roy Scheider in the movie "All That Jazz".  Despite being weary and a little worn down, he always exclaimed,   "Showtime!"   Lights...Camera...Action!   For people in sales, that's the way each day should start.   Regardless of how you feel, you have to get ready for your "close up".  I dressed, got packed and headed out the door excited about the opportunities that were in front of me...it was a great day!   Speaking of great days, I got a call from a young man I have been mentoring that just got started in sales.  He is bright, enthusiastic and willing to do whatever it takes to be successful.  Newly licensed and totally green in sales, he had gotten his first day of leads.   He was nervous and called me to ask for words of encouragement and advice.  He listens, so I never have a problem talking to him.  I told him that this was not his "moment of truth" but more like the opening act to a great play.   That was the encouragement...then I hit him with the "real world" advice.    He had 5 appointments and I told him that there were 5 possible "shows" he would be a part of and that the best thing he could do was to be prepared for them if/when they happened.  I told him he as about to embark on a journey that would become his new normal...a day in the life of a professional sales person.   I began;   The No Show - "There are few things more disheartening than getting ready, driving an hour, ringing the doorbell, with thoughts of a sale on your mind, only to find out...no one is home!  The No Show is the first "harsh reality" of the life a professional sales person - the road warrior."   "The office set a bad appointment." "I bet they are really home, let me go around back." "Did I get the wrong time?"   I told him, "It would be easy to let that ruin your day, but you can't afford to contaminate the rest of your day with negative energy.  Get a supply of 'Sorry I Missed You' door hangers, call them back later in the day and get ready for your next appointment.   The No Show is a part of your life...it is a part of the metrics that will get you to the target income you have established.  It is not good...but it is not over!"   He answered, "If I am prepared for the worst then nothing should surprise me or throw me off...what's next?"   The Dog and Pony Show - "Your next appointment will be home and actually waiting for you to arrive.  They will offer you a drink and a snack and make you feel at home.  You will get to do a full demonstration and show them all the benefits you learned in training."   "That's a good thing, right?" he asked.   "Of course.  You will get to experience what an interactive sales transaction looks and feels like.  You will ask questions, they will answer and the process moves logically toward a positive conclusion..."   "A sale!" he said enthusiastically.   "Yes, and one where you feel you did all you could do to educate, enlighten, and engage the prospect.  They will tell others about you and you will get referrals."   "The day is getting better," he said.   "Ahhh, but the day is not over.  You have three more appointments to run and three more "shows" to do.  Get used to the highs and lows, the good, the bad and the ugly.  All of this is a part of..."   Showtime...A Day In The Life!    Until tomorrow, I wish you Money, Power, Success!