You hear this word used a lot and I often chuckle when I hear someone say to me as I go out to sell “Good luck out there today.”
We have all heard these two phrases: “ The harder I work, the luckier I get.” “Luck is when preparation meets opportunity.”
Let’s explore this word “luck.” Is closing the sale a matter of circumstance? How about running into the right prospect at the right time? Some will say that selling is all a matter of luck. Others will say that luck has nothing to do with success in sales and it’s all a matter of skill and effort.
OK, perhaps there may be a little luck involved. I did some research this week and found a nice breakdown of luck.
If we want to be successful in sales, it requires a consistent and persistent work ethic. It’s important that you have self-discipline and you put in your best effort on a consistent basis.
If we started slacking off, for example, on the amount of cold calls we make, the entire sales process begins to break down. Unfortunately, this is when we begin to lose more momentum.
As you are working hard, you must know exactly why you are doing what you are doing. You have to have a clear and definite purpose for what you do. This cannot just be about making money. There has to be a reason why. Your reason and purpose needs to be defined.
Once you’ve established your purpose, it’s important to know that what you are doing is correct. It’s important that you believe in your products and the service you are giving to your merchants. You have to believe in what you’re doing. If you put the merchant first, everything else will fall into place. As we always say, do not sell or try to convince. Help the merchant! Believe in what you’re doing, and you will find the merchants you encounter will believe in what you’re doing.
Along with everything else, you have to know everything there is to know about what you do. I admit, I am under construction in this area also. There are a lot of new products and services and they can be overwhelming, but if we just keep learning and presenting, we’ll keep getting better. Knowledge breeds confidence. Get more knowledge and you will have more confidence in yourself.
Is there luck in sales? When you break it down and you—Labour Under Correct Knowledge, you will get lucky all the time!
Have a super fantastic week!