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.
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.
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.