Does this “ luck” factor really exist in the business world? Our answer is that it does, but it is just one element among many other attributes that a good salesperson must have. The sales process requires competence and opportunities only arise for those who seek them.
Imagine relying solely on luck to close a big deal? It's like a student not preparing for an exam and expecting to get an A. He might get that grade, of course, but the chances are slim, let's face it. To be successful, you need to have competence, knowledge, empathy, attitude, confidence, credibility and resilience. If you combine these factors, then you can count on luck in the sales process.
Below, we list the importance of these characteristics in taiwan email list the world of sales. See how each requirement helps you attract more luck:
– Competence: it is usually innate and is the result of behavior, feelings and thoughts, which help to develop an innate talent. A competent person has the ability to be a leader, organized, work in a team, communicate, ask questions and relate to others.
– Knowledge: brings together lessons learned and applied in everyday life. An example is speaking a foreign language, having a technique, knowing a certain product or subject, etc.
– Empathy: it is very important to put yourself in someone else’s shoes to better understand people and get closer to them. An empathetic person finds it easier to relate to others because they understand other people’s points of view;
– Attitude: is present in the person who makes things happen. It is not enough to just plan. Putting plans into practice is essential for success;
– Trust: instill trust in the customer and gain their credibility. This is halfway to a good sale, because when the professional shows preparation and knowledge about what they sell, the buyer feels much more confident in closing a deal with them;
– Credibility: this characteristic is essential for a good salesperson. Being trustworthy, serious and honest makes you admired and respected by everyone. A good reputation is priceless;
– Resilience: also very important, as it is the ability to overcome difficulties and problems without losing motivation. Knowing how to deal with “no” and negative situations without becoming demotivated is part of life and sales processes;
– Luck: when a professional has the characteristics mentioned above, it becomes much easier to be lucky, as it appears to crown success. Luck means being in the right place at the right time and with a client won over thanks to your skills.
To prove these claims, Joël Le Bon, a professor of Marketing at the University of Houston, conducted a survey – which can be seen here – and brought together 19 people, including successful sales professionals and sales students, in addition to a study with 250 students in this discipline who sold sponsorships to golf players. According to him, most of the successful salespeople attributed their results to luck produced by their strategic behavior, which maximized opportunities.
The survey of students showed that more than two-thirds of the 70 students who sold more than $132,000 in sponsorship shares for the golf tournament attributed their achievement to luck. The rest said that their achievement was due to traditional sales processes, or “induced luck.” According to the author, the conclusion that can be drawn from this survey is that luck is indeed an important component, but it should never be used alone.
All of these professionals or students interviewed had the skills mentioned above, as well as ambition (very important in sales processes) and the ability to change in the face of unforeseen circumstances. A fundamental skill of a good salesperson is the ability to learn and recognize when the chosen path is not the best. In short: luck does not come for free. You have to work hard to attract it and keep it with you. Good luck in business!