Learn
Learn
Close

They Ask, You Answer

A revolutionary approach to inbound sales, content marketing, and today’s digital consumer.

Learn MoreLearn More

Free Courses in IMPACT+

Dozens of sales, marketing, and content courses inside IMPACT+. Start learning now.

See all coursesSee all courses
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Coaching & Implementation Services
Coaching & Implementation Services
Close

Services Overview

See how you can dramatically increase your inbound leads and sales.

Services Overview

Digital Sales and Marketing Mastery

Fast track your team’s success with IMPACT's most popular service.

Digital Sales and Marketing Mastery

Web Design

Launch a beautiful website that consistently generates leads and revenue.

Web Design

Virtual Sales Training

Equip your sales team with comprehensive training designed to help them close more deals in today's virtual-first world.

Virtual Sales Training

HubSpot Training & Implementation

Train your company to take ownership of HubSpot and get the most out of your investment.

HubSpot Training & Implementation

Case Studies

See dozens of examples of companies succeeding with Digital Sales and Marketing Mastery and They Ask, You Answer.

Case Studies
Become a Coach
Become a Coach
Close
4 Ways to Make Your Own Luck in Sales Blog Feature

March 17th, 2016 min read

 The way luck is portrayed in movies and books can make you believe that it’s completely random, by chance, and extremely rare.

Yet, the truth is that to get lucky and hit the jackpot, you still have to buy a ticket

In other words, our actions heavily influence our chances of encountering luck, but still we usually attribute good fortune to some invisible force that we have no control over.

Luck can seem like a romantic notion and sales managers are definitely well-intentioned trying to minimize or even eliminate it from the equation, but what if there was a way to make your own?

There’s evidence to support the idea of provoked luck, especially in sales.

The concept of provoked luck is based on the notion that unexpected events come about because strategic behavior has maximized the opportunities. And what else is luck, but when preparation meets opportunity?

So, what can you do to create your own luck in sales? Here are 4 things you can do to make the dice roll in your favor.

1. Change your outlook

Believing that you have no control over things can be extremely discouraging. After all, what use is it even trying if things just aren’t meant to go your way anyway?

Ditch those beliefs now.

You can’t fool yourself into thinking you’ll be able to control everything because unfortunately that’ll never be the case. You won’t be able to force anything to happen, especially in sales where outcomes are so dependent on relationships and the free will of others. However, you definitely have a lot more influence in the way things turn out than you think.

Change your internal dialogue and start accepting the fact that things can and often will go your way, if you make them.

2. Be nice

You know that line about nice guys finishing last? Let’s take a look at it from a sales perspective.

Sure, sometimes someone who is more aggressive will get in the door faster, but they’ll soon push their prospects away by making it clear that everything is really only about them.

Being the person who doesn’t listen and bulldozes any questions or objections won’t get you the success you dream of.

Sellers that are consistently helpful, kind, and thoughtful, especially when they think with a mindset similar to that of an inbound marketer, are much more likely to succeed in the long run.

Being nice is the only sure way to get ahead. Serving as a consultant and confidant to your prospects will strengthen your relationship and serve you both equally.

Being nice ensures strong, healthy relationships with others that will definitely aid in increasing your luck.

3. Be persistent

Remember what we said earlier -- to win the lottery you still have to buy a ticket. Doing what you should be doing as a successful salesperson will only increase your chances of closing sales.

You can’t just sit back, relax, and wait for the deals to close for you. If you’re not writing engaging emails, scheduling timely follow-up calls, or effectively conveying your value proposition, you’re limiting your chances of being lucky.

Stay persistent and continue to do the things that will bring you closer to your sales goals. Make sure you’re doing adequate research, positioning your offering in a way that each individual prospect will connect to its benefits, and adding value to every interaction you have with a potential client.

If you persist in doing these things and progressively improve your strategies, luck will be on your side.

4. Stay on your toes

You don’t ever want to be someone who’s only looking for “what’s in it for them”, but you need to keep your eyes open for potential opportunities.

Sometimes sales come from unexpected places. You might get an unforeseen referral or your main contact changes jobs and wants to continue buying from you in their new position.

No matter what the situation, stay vigilant for new opportunities. Luck favors the prepared mind.

As a salesperson, it's essential to be prepared at each phase of the sales cycle. Whether you're just starting to work on an opportunity or whether you're getting ready to close the deal. Be prepared, even for something unexpected, like an objection at the end of the sales cycle.

Being ready in every scenario to cash out on your luck will ensure you’re doing everything in your power to make it work for you.

Key Takeaway

The harder you work, the more luck you have, right?

Don’t work harder, work smarter. You now know that you can influence your sales odds dramatically by changing your perspective, being nice, staying persistent, and keeping your eyes open.
Want to learn more about digital sales and marketing?

Master digital sales and marketing when you join IMPACT+ for FREE. Gain instant access to exclusive courses and keynotes taught by Marcus Sheridan, Brian Halligan, Liz Moorehead, Ann Handley, David Cancel, Carina Duffy, Zach Basner, and more.

Sign up for free
Take a peek

Access hundreds of FREE courses and keynotes

Free Course
Digital Sales & Marketing Framework for Today’s Buyers
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
A New Way to Compete & Win
By: Brian Halligan
View Course Preview View Course Preview
Free Virtual Keynote
How To Genuinely Feel Confident, Be Likable, And Build Trust On Camera
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
The Future of Marketing is Conversational​
By: David Cancel
View Course Preview View Course Preview
Free Deep Dive
HubSpot On a Budget: Getting Started with HubSpot Starter Hubs
By: Courtney Caldwell
View Course Preview View Course Preview
Free Course
Assignment Selling: Content is Your Greatest Sales Tool
By: Marcus Sheridan
View Course Preview View Course Preview
Free Keynote
The Big, Bold, Brave New World of Marketing​
By: Ann Handley
View Course Preview View Course Preview
Free Course
Investing in Incredible Digital Sales and Marketing Results
By: Chris Duprey
View Course Preview View Course Preview
Free Course
How To Show Your Content Makes Money With HubSpot Marketing and Sales Hubs
By: Liz Moorehead
View Course Preview View Course Preview
Free Virtual Keynote
The Visual Sale
By: Marcus Sheridan & Tyler Lessard
View Course Preview View Course Preview
Free Keynote
Marketing Tech: What’s Now, What’s Near and What’s Not Anytime Soon?​
By: Dharmesh Shah
View Course Preview View Course Preview
Free Course
Inbound Lead Generation & Conversion Optimization
By: Carina Duffy
View Course Preview View Course Preview
Free Virtual Keynote
Fundamentals of Videography: You Can Be a Great Videographer Too
By: Zach Basner
View Course Preview View Course Preview
Free Deep Dive
The Ultimate Customer Service Toolkit for Any Budget
By: Andriti Gulati
View Course Preview View Course Preview
Free Course
6 Topics Subject Matter Experts Need to Address
By: Kevin Phillips
View Course Preview View Course Preview
Free Keynote
Fanocracy: The Power of Making Business Personal​
By: David Meerman Scott
View Course Preview View Course Preview
Free Keynote
The Power of Pillar Content
By: Liz Moorehead
View Course Preview View Course Preview
Free Keynote
SEO for the Future
By: Franco Valentino
View Course Preview View Course Preview
Free Course
Fundamentals of Social Media Marketing
By: Stephanie Baiocchi
View Course Preview View Course Preview
Free Deep Dive
A Practical Guide To Video Graphics
By: Colton Trcic
View Course Preview View Course Preview
Free Session
How To Get Your Community To Know, Like, And Trust You With Video
By: Marki Lemons Rhyal
View Course Preview View Course Preview
Free Course
Video Sales and Marketing Strategy
By: Zach Basner
View Course Preview View Course Preview
Here Are Some Related Articles You May Find Interesting

Want to Contribute Content to impactplus.com? Click Here.

IMPACT+ Sign Up
A FREE online learning community with on-demand courses, hundreds of expert-led sessions, thousands of your peers ready to support you, and much more.
Check it out
Hundreds of courses and recorded keynotes, completely FREE
Check it out
Access hundreds of digital sales and marketing courses and recorded keynotes, completely FREE