Written by Sean McPheat |
Just how much of selling success is luck? Some will say that selling has absolutely nothing to do with luck; instead it is all a matter of skill. Others however, will maintain that, of course there is some element of luck involved in selling. While still some sales professionals (as I have noted on this site) define luck as Labour Under Correct Knowledge. So, let me first begin by defining exactly what IS luck?
Merriam-Webster defines luck as…
1. a. A force that brings good fortune or adversity
b. The events or circumstances that operate for or against an individual
c. Favouring chance
If luck is indeed a type of force, then is it possible to create your own luck?
Yes! Below is a prescription you can use to create your own luck!
#1. Definiteness of Purpose
First you add the main ingredient which is “Definiteness of Purpose.” You must know exactly what you are aiming for and precisely where you are going. This includes your goals, both personal and professional, your objectives with each prospective client, your objective for each sales call, meeting or sales activity and your motives for everything that you do. Why do you do what you do?
#2. Expert Knowledge
The second ingredient is “Expert Knowledge.” Understanding the sales training manual given to you by your management is not enough. You need to know everything there is to know about your product or service, as well as your entire industry–past, present and future.
#3. A Consistent Work Ethic
Expert knowledge and definiteness of purpose are useless without consistent action. You must develop a plan to produce a steady work flow consisting of all of the necessary sales activities; day in and day out, week in and week out, and without fail.
#4. A Passionate Belief in What You Sell and Do
The fourth and final ingredient is the glue that holds it all together. You must have a deep and heartfelt conviction in your product or service and its value to your customers. You have to believe that the benefits to your customer far outweigh the benefits to you and your company. You have to know that the client is the true winner in every sale you close.
Now, when you go out and perform all of the above ingredients simultaneously, right where they intersect is where you will get extremely lucky!
Go out there and make your own luck!
Originally published: 18 November, 2011
Search For More