Written by Sean McPheat |
Does selling have anything to do with luck? Is closing a sale a matter of circumstance and running into the right prospect at the right time? Some will say that selling is all a matter of luck, and one week you got it and one week you don’t. Then others will claim that luck or happenstance has nothing to do with success in sales and it is all a matter of skill and effort.
While I am a proponent of the latter, and preach the “Science of Selling” all the time, I do believe there is an element of luck in sales. That is luck as in, L.U.C.K.
L – Labour
Success in sales requires a consistent and unyielding work ethic. Selling is unlike some professions where you can “slack off” occasionally. As a professional sales person, you must input an uninterrupted work stream consisting of nothing less than your best effort.
Slack off on any one sales activity, such as the amount of cold calls you make or emails you send out, and the entire sales process begins to break down. It causes a chain reaction that is often difficult to quantify.
U – Under
As you work hard, you must know exactly what you are aiming for and precisely where you are going. You have to have a clear and definite purpose for what you do. 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 overall motives for everything that you do. WHY are you doing what you do? Your reasoning and purpose needs to be a bit more in-depth than just wanting to make some money.
C – Correct
As you work hard, under a definiteness of purpose, you must KNOW that what you are doing is correct. You need to work under the guidance and influence of your personal conviction. 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. You have to believe that what you are doing is the correct thing to do.
K – Knowledge
Finally, with all of the above, you have to know everything there is to know about what you do. You need to posses “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.
Labour Under Correct Knowledge and you will get lucky all of the time!
Originally published: 24 July, 2012