Once you have developed the right kind of habits in managing how you spend your time during the day will help determine how many sales you make. First, you must know what you are not supposed to do on the sales floor. You may notice your co-workers standing around together talking and joking with nothing to do while waiting for customers. They are in a huddle, this means standing around together like a football team. When you come on the sales floor, you first survey the sales floor and look for any free customers.
You never drop your attention on making sales happen. Do not fall into the pitfalls of being a mediocre salesman by losing your focus. Remember you are there to make money and you must get into the habit of using every minute productively. Take no more than half-hour for lunch unless you are forced to. Taking your lunch at a busy time is the wrong time; do not talk on the phone or text when it’s not necessary; do not remove yourself from the front door where customers come in; do not spend too much time behind the counter and do not take frequent or long brakes.
You cannot forget even for a moment that you are a commission sales person, and how you spend your time with customers who are “just looking” is essential. Develop strict working habits. With the right frame of mind, you will be much more satisfied making sales and money rather than taking long brakes or misusing your time. This will only distract you from your goal. I often heard many sales people saying, “I know the labor laws. I am entitled to so many brakes during the day.” You can imagine this just made me laugh. The more they were off the sales floor, talking on the phone, taking brakes and so on, the more customers I got. Most of these sales people are weak producers, have no fixed goals and are usually transitory in this type of job. It takes discipline discipline discipline to develop the right habits in sales. Those who make the right habits early in their career and stick to it will have a successful profession. The next step for beginners is learning how to ask for the sale.
