Selling Skills - How to "Get Lucky" by Controlling Your Actions

How many people do you know who hand over the control of part or all of their lives to others? Now, kids have to – until they are old enough to truly look after themselves. But, how many adults do you hear saying things like: “My boss forces me to…” – “I’ve got no choice because xxx wants this done”? Although these folk won’t (or can’t) admit it, they have given over control of part of their lives to someone else. Yet, in reality, they do have a choice e.g. refuse, resign etc. It might simply be a choice they don’t want to contemplate!

An example of control: you can decide when to give up. Yet most sales tend to be made by the most persistent – not the most gifted. Why do they clinch the greatest number of deals? Because they try harder; and by the time the Prospect is ready to say “yes”, the persistent are the only ones still talking to them!


Key ways to control your own actions:


# Consider occasions where you have been less successful than you wanted to be. Now, make a list of the things you could have said or actions you might have taken to gain a better result. Now, use that list the next time!

# Mentally play back some situations that went wrong because of something you said and did (often inadvertently). Now, stop the tape just before the crucial point. What could you have said or done to achieve the result you wanted? How can you give yourself another chance to do it right this time?

# Are you nervous about an up-coming call or meeting? If so, here’s a radical action to take when preparing. Ask yourself these two key questions: what’s the worst thing that could possibly happen? And, if it did, how can I plan to handle this? Once you’ve answered these two questions, you are ready to handle anything in that situation. And, don’t forget, 99 times out of a hundred the “worst-case scenario” never happens. Therefore, you’ll be asked to deal with something less worrying than those you’ve already learned how to stop worrying about!

# Be willing to “rehearse success”. Often, in preparing for meetings or calls, people only deal with what might go wrong, objections that might be raised etc. and that was covered in the previous point. However, if you want to be lucky, spend as much time rehearsing a successful outcome. Imagine a happy, nodding, smiling Customer – or a smoothly-run meeting. Take time to picture the actions you’ve taken to achieve this. Enjoy the feeling of getting it right. And, play this picture to yourself again and again Now, with optimism, you can cheerfully make that call or chair that meeting


Finally, consider what Langston Coleman said: "Luck is what you have left over after you give 100 percent"



Selling Skills - How to "Get Lucky" by Controlling Your Actions - To learn more about this author, visit Gordon Veniard's Website.

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