Timing Is Everything

I worked for years as a salesman for Jostens of Minnesota calling on high schools to sell graduation gowns, announcements, diplomas and school rings.  It was a competitive business with other companies offering the same products and Jostens paid me no salary,  just straight commission on what I sold.  My assigned territory was southern Oregon and one week I was working all the schools north of my home in Grants Pass.

I had a 9:00 A.M. appointment with a Principal at a school in Sutherlin and on my arrival I was told my man was ill and would not be in his office that day.  My next appointment was two hours later in Roseburg and when you work on commission time is money so you don't waste it.  I would use the time to make a courtesy call on another school in the area. Entering the administration office the Principal's  secretary announced me and when he came out of his office he had a strange look on his face. He said to me, "How do you people do that?  I had no idea what he was talking about but I made some innocuous comment and he continued, "The Herff Jones salesman was supposed to take our senior gown orders two hours ago and he apparently forgot the appointment so I'm giving you the gown business.  Meet me in the gym and I'll get the seniors down there."  The seniors arrived with their Herff Jones order forms filled out which I gathered up to transfer to our forms.  Then I thanked the Principal for his business and headed down the road to my next appointment without a clue as to what just happened.

I found out later that an hour before I arrived in his office he had called my boss in Portland and told him he was giving the gown business to us and to have me make an appointment to take the orders.  Then I walk in his door.

You don't have to be a great salesman if your timing is excellent.