A Tale of Two Sales

We all interact with salespeople on a daily basis, and for better or worse, our exchanges with these people help shape our perspective of the sales business and the people who make a living from it.

But between our morning coffee purchases and donation calls, our idea of what it takes to make it in the business of sales—being pushy, persistent, aggressive, even—are skewed.

We talked with two sales people who work in very different areas of the business to see what a typical work day is like, and to prove that salespeople are just people, after all.


Elizabeth Kessler

Inside Sales, ReminderMedia

I have been working in the inside sales department at ReminderMedia for a little over three years—helping business professionals stay connected with their past clients, spheres of influence, and prospects, on a relationship level to help them generate more repeat and referral business.

Morning

At the start of every new work day, I try and make an effort to feel excited about what lies ahead, and after feeding my two cats, I like to read the goals I have set for the year while getting ready for work. Once I get to work, I grab a cup of tea, and check my appointment schedule.

When making calls I like to have control over the follow up by giving options for when to call back, as well as setting up a time as soon as possible, so the conversation is still fresh. I follow a process, but I want my prospects and clients to know that I really do care about their success.

Afternoon

By the afternoon I have a ton of momentum built up, and I like to convert that energy into successful calls. Every action has a reaction, so I know that the hard work I put in at the beginning of the day or the day before will pay off by the afternoon.

A busy day for me typically means a series of follow up appointments and more calls to keep my pipeline full for the future. In addition to my own sales I have a team of callers to monitor and inspire, as well as webinar presentations to deliver to prospects nationwide.

Before I leave work, I like to remind myself to be thankful for the success I had throughout the day, or if I had a bad day, to remind myself that tomorrow is a new day and the “beginning of the rest of my life.”

Evening

The work day is never really over for me, as I think about work all the time. I’m constantly trying to learn and improve, which is something I don’t think a lot of people outside the world of sales understand. Salespeople have to be disciplined, focused, and driven. It can be an emotional roller coaster, but is also very rewarding.

That being said, it’s important to recharge, because the only person responsible for your success and failures is yourself. You need to have a burning desire and a plan to achieve your goals, and know that persistence and hard work always pays off.


Dan Jensen

REALTOR®, Keller Williams Realty, Beach Cities

I have been in the business of real estate sales for seventeen years—listing homes and representing buyers in investment properties and commercial properties.

Morning

I like to start every day by going to the gym, because a good, healthy body gives you a clear mind to be better prepared to help clients throughout the day. Besides the gym, I also like to read local newspapers to know what is happening in my community, as far as upcoming events and the economy.

The first thing I like to do when I get into the office is get organized. I will try and set up plans for the rest of my day based on what my clients need from me, and prioritize. If I’m calling a client, I start off by asking about their day and personal life, and after that I try to set up a lunch or dinner meeting that fits in their schedule. It is always a lot better to treat someone to a meal than it is to meet them at their office.

My sales approach is key. I always make sure my clients best interest is a priority. By having a calm demeanor to work through issues that arise during transactions, I make an effort to close deals smoothly, for both parties.

Afternoon

I will typically leave a few hours open in the afternoon to take care of last minute business, like construction meetings, for example. After that, I handle my prospecting, and introduce myself to new clients or meet with current clients to list and sell their property.

Before I leave I always check in with my team. It’s important to see if there is anything I can assist with or help with any issues they are having.

Evening

As a real estate agent, the work day is never really over. I try to make myself available to clients after traditional work hours, but after 7 p.m. is when I really like to relax and enjoy quality time with my wife.


Though it does take a concerted amount of persistence and dedication to make it in the business of sales, for most, it is not simply about aimlessly pushing a product until someone gives in. There is careful planning and thought that goes into each and every call and meeting, and, most importantly, a person who believes in what they’re selling enough to continue to sell it—day in and day out.

Written by Alexa Bricker

Creative writer who believes in the power of a well-told story and helpful content.