Some people have all the luck

Hi [name] and welcome to your Weekly Sales Tip from Ian Keightley @ Salescoach for [date]

Some people have all the luck.

I recently had the good fortune to spend a day with several top flight salespeople who were making a real success of the current market. One lady was in fact 40% up so far this year and she was loving this market.  All were very generous with their time and strategies.

They were also very clear that there was the typical in-house colleague envy - the tall poppy syndrome - "You are just lucky", was their colleagues defence for their own lack of production.  

All of these successful people had several elements or behaviours in common and today is about sharing some of those with you. Maybe one or more could be a tool you could make use of this week.

Every one of them expected to do business. They were not prepared to accept less. If there is business to be done, they wanted to do it.

Everyone of them was clear on what they had to do. The most inspiring was one lady who said, "I just do what I have always done, what you taught me in the beginning! "

Business was always in sight. It was NO mystery to any of them as to where the business was to be found. Their own databases, networks and strict adherence to following up every lead, contained more than enough leads to people who needed to do business.  

Not one of them discounted. All these sales stars were very strong negotiators, just what the current market needs. They walked away from business that was offering no value to them as they understood that type of business was of no value to their clients either.

They all are strong believers in vendor marketing investment (VMI).   They all understood the need to market their listings strongly, the need to have a "campaign mentality", to make sure their sellers knew that everything that could be done WAS done and so the seller had confidence when the right offer arrived.

They all knew they made their luck. Yes the harder they worked the luckier they got. They all understood the need to engage in the right tasks, the right activities and with the right attitude. They also knew that those who watched their successes,  looked for excuses or someone/something to blame.

Pace and urgency are critical. They all talked of the need to act with immediacy, to make every call the MOMENT they were aware of the potential for business. No time like NOW to make that call. Later was too late.