I used to work as a professional salesman, selling sleep. My commission earnings were over $86,900, and I accumulated all that cash in under 9 months, my first year on the job.
That year, it was unbelievable. I had to put in a lot of hard work, long hours, and I even missed out on some family gatherings, major holidays, plus friends time.
We were all happy when my vacation time came around, though. I took the whole family and a couple of really close friends on our very first luxury cruise.
All inclusive, I didn’t know that meant including the sea-sickness and almost getting left behind in a foreign country. They should make it mandatory that everyone takes a foreign language in school.
By the way, the Spanish we speak in America does not work that great in Spain. But you’re not here to read how I got lost in Spain.
I promised you a story about the year I earned Over $86,900 Selling Sleep. And you’re expecting to see how I did I it, right? I better start from the beginning.
Selling Sleep for Good Reasons
The year was 2002. I had resigned from a few employers because we could no longer see eye to eye. Our expectations concerning what was expected of an employer and from an employee, that contract could not be met. So, I fried them and gave myself a raise.
I was fed up with working hard for established companies only to end up holding the nasty end of the plunger. Don’t miss understand me, I’m not afraid of work. It just that, I’ve worked for too many companies that if they could pay you less then minimum wage, they would.
(it on a stick and a mouth full of flies)
Bravely, I walked away from all the promises or should I say lies.
I was finished, fed-up, completely done with upper management using me, allowing me to make them richer. I was off to find a better way.
Extra, Extra, LeNard Selling Sleep
I decided I would become a professional salesman – I would use some of the skills and knowledge I’ve learned in my yesteryears.
I’m going to be selling sleep, WOW!
Selling Sleep to the Movie Camara
A few friends and I, we found out about this company that was just about giving away their money. Giving it away in high commission payouts, to their professional salesperson.
The catch was that they were only selecting extra-ordinary talented sellers.
We had to go through three interviews, and a vigorous background-check, plus drug check(s).
After the personality psychology tests, if you were skilled enough to get selected; We got to attend and participate in a six week filmed, role-playing training course. Goooolly! (say it like Gomer Pyle) I’m going to film.
The Rules of Selling Sleep
Four weeks later, I hit the sales floor in a hunter green suit and men’s patterned tie. The kind of like the suit I’m in, in the image on the sidebar of this website.
I looked and felt like a millionaire, back in my younger years.
I called it my money suit.
The clock was ticking…
No more than five minutes after hitting the sales floor on my first day approaches another salesperson, to inform me of the rules of selling sleep.
Don’t expect to make the kind of money we make around here, until you’ve been here at least a year. Also, rookies have a choice for the first three months to split their commission’s sales, choose now, you’ll up first.
He said what he needed to say with a smirk on his face:)
Yea right, I’ll take my chance, I thought to myself. “I choose not to split,” I said with a nervous look on my face ):
The first patron walks in, I gave him a friendly welcome and asked if he needed a moment to look around. He said yes, so I thought I would give the customer some space.
The other sales person asked what the
F**k I was doing, go sell a mattress, don’t let him walk.
Rookies, that was my thought.
I waited five more minutes, to the seconds. I took three good breaths, then I made my approach.
The Approach to Selling Sleep
I engaged the customer, told him my name was LeNard and that I sold the best sleep in town. The customer looked at me and laughed, right in my face. I didn’t mind. I expected.
He told me that he only had $500 to spend. He was looking to get a queen size mattress, a new box spring, a frame, plus delivery. And no, removal would not be needed.
“I want a lot for $500.” He said to me.
I asked him “Do you mind if I ask you a few questions”?
When I heard his answers to my questions, I discovered that he had a name, it’s Mike.
I learned that Mike is enjoying living a single life. He’s got no kids, is about 5’11” in height and was tossing and turning on a mattress set that was only 2 years old. Mike had purchased his fairly new mattress from a popular name store.
LOL! He called that sleeping.
Selling Sleep Becomes Personal
Mike weighed at 170 pounds and was sleeping on a firm mattress. He had neck stiffness and back pain. His arm would go completely numb when he slept on his side.
He stated he had aches all over and was tired of flopping around like a fish out of the water. Again, he called that sleeping.
I looked Mike straight in the eyes and said, “where and when would you like to have the delivery of your custom sleep suit?”
He asked me if I was new, because I haven’t shown him a single bed and that I’m in a hurry to get to his money.
Once again, I just listened to the point where he started to walk away and I said. “Mike, I’m not selling you a bed, I’m helping you to invest in some exceptional night sleep. I’m selling sleep, please follow me”.
Making a Lifetime Friend Selling Sleep
The Pre Close
Mike followed as I led him to a mattress set we can call it mattress set 1.
It was a handmade plush mattress, that came with a 25-year warranty, designed for his body type. He sat on the bed edge and rejected it. He didn’t even lay down, just set on it for about 45 seconds. His mind, it was made up in that short span of time.
If he only knew better, he would do better, were my thoughts.
I then took him to a firm mattress, he sat on it, laid down and said I like this one. “Where and when would you like to have me delivered it”? I asked him.
Selling Sleep With a Nap Close
Mike and I walked toward my showroom work desk, so I could close the deal. But rather than have him sit in the chair at the desk, I asked Mike to lay down on a bed similar to mattress number 1. I informed him I had to get the rest of the paperwork together. And that it would take about 10-15 minutes.
I came back about fifteen minutes later and had to wake sleepy Mike up. He looked at me all blurry eyes and asked me, what happened.
So I said to Mike. ” Follow me and I’ll tell you.”
I’m not like any other sleep consultant… I’m selling sleep, the last store sold you a mattress. They gave you what you wanted. I’m going to show you what you need.
Caring About Selling Sleep or Anything
There are people out there who just don’t have the time for whatever reason, to perform meticulous research on the key items before making a major purchase decision.
I like to take the time and find out what I can about an item that I’m selling or buying. Why? Because I get to be a teacher to the customer. I get to answer their questions and I get my chance to show off my skills.
I believe most customers like to know as much as they can about what they are about to spend their hard-earned money on.
Selling Sleep or Anything is About Being Honest
I also know there are salesmen who can’t wait to get their hands in the customer pocket, by making the customer buy something that will do the client no good.
As a professional salesman, I have to keep my mouth shut and my ears open. This way I can focus on what my clients want when I’m building their websites.
Selling Sleep is About Sharing
Mike ended up spending over $1500 in two visits and he made a purchase for his mother.
I never saw Mike much after his purchases, but for a while, people told me “Mike sent me, said to ask for Leo”
He sent me plenty of clients over the years, he never purchased another bed from me. I think that’s a good thing, right?
Believe it or not
Believe it or not, I had to let that boss go, he wrote me up because my returns and discount rate were nearly nonexistent.
Yelp, I reached back and patted myself on the back and said “great job making this mattress firm all that money, and then I fired myself. Who needs my kind of attitude in their workplace?
Now you know about the year I made over $86,900 selling sleep and how I earned it.
Did You Like My Selling Sleep Experience?
Have I told you the story about how I went from selling sleep to working my own business? I still writing it. You are more than welcome to be a part of my uplifting motivational short stories. Ask me how.