1. See and talk to more people who may need your products or services – most sales professionals – new and not so new, don’t call on enough prospective customers. By having a more full pipeline, one can have more options for potential opportunities to come to closure.
When I get feeling like I don’t have enough “possibilities” of deals happening, I make some phone calls, set some appointments, and get out there and talk to people. In addition to this being a really good habit to get into, it is a powerful feeling to know you are in charge of your destiny, and that you control how much happens or not.
2. Be tenacious and persistent. Most sales professionals – new and not so new, follow up with prospective customers too few times. if a prospect says no, find out why – and still check in with them down the road. If they don’t say no, keep following up until you get an answer, and offer compelling reasons for them to work with you.
3. Be prepared. They say “luck” is where preparation meets opportunity. Ask any Broadway understudy how “lucky” they are when they fill-in for a sick performer. They must be ready! Are you preparing as if you may be going on stage at any time>