Let’s face it, some telephone reps seem to be consistently luckier than others. The stars always seem to be aligned for them and they forever seem to get more sales … and bigger sales, to boot.
But scratch the surface of these so-called lucky tele-reps and you’ll discover a number of common traits. Coincidence? Not likely. Lucky reps are lucky because they consistently DO things that other reps do not. Put another way, lucky reps MAKE their own luck. They draw opportunities to themselves like magnets.
Here are 18 traits of lucky reps. See how you compare.
#1. The number one trait of lucky reps is personal accountability. Lucky reps know that at the end of the day they are personally responsible for their success or lack thereof. They don’t blame or point fingers at their manager or prospect list or their products and prices or customer service department or their competitors. They depend on no one. They are never, ever victims. When faced with a challenge they simply say, “So what am I going to do about it?”
#2. Lucky reps believe they are lucky. Maybe because they take personal responsibility and are masters of their own fate, lucky reps have positive attitudes. They seize the day. They are optimistic. They see the positives of their activities and thrive on small victories. They genuinely believe they are lucky and good things will happen. Because they feel fortunate they ARE fortunate
#3. Lucky reps fail. In other words, lucky reps will take risks, try new things and look for angles. Sometimes they fail. But to paraphrase basketball great Michael Jordan, they succeed because they fail. As a result of the risk they took, they know what works and what doesn’t work. And because of that, they’re always ahead of the pack.
#4. Lucky reps are clever little thieves. They steal good ideas and tactics that help them in selling. They are open and willing to try a new technique or approach. They are flexible and adaptable. They change and adjust. Dust does not settle on lucky reps. They don’t dismiss anything that might give them an edge
#5. Lucky reps absolutely avoid “dementors” and naysayers. They don’t hang out with negative people who can drag their spirits down. They don’t huddle together and whine and complain. Lucky reps know negative talk saps energy and effort. While others lament, they prospect and sell.
#6. Lucky reps typically arrive a little earlier for work. It’s a simple thing: they get started a little sooner and as a result, create more opportunities for themselves. Not luck, just a little bit of elbow grease. Harder work.
#7. Lucky reps almost always stay a little later at work. Not long. Just enough to clear up e-mails and clean off their desk. Seems small but the next day the rep can start with the important stuff: prospecting and selling. There’s no clutter; no distraction.
#8.Lucky reps are network builders. They tend to develop “Luck Lists” of individuals from all walks of life (associates, former coaches, bosses, teachers, vendors, friends, customers etc.) who can help in them in their business and personal lives. Call them mentors or guides, these people can act as resources with their expertise, knowledge, experience, savvy and insights or they can act as centers of influence and refer business.
#9. Lucky reps are builders of relationships. Lucky reps intuitively know that it is not enough to have a ‘lucky list.’ That network of individuals needs to be groomed and nurtured. Consequently, they build equity with their list by staying in touch. Sometimes it’s a card or an e-mail or a phone call. Sometimes they send an article or link. Whatever it might be, lucky reps communicate and build value on a regular and continuous basis.
#10. Lucky reps have a built-in compass. The luckiest of reps have written goals for the year that guide them; give them focus, direction. They break their goals down by quarter, by month, by week and by day. Their work efforts emanate from these goals; dictates their priorities. They know where they stand at any given moment. They’re always gauging and monitoring and adjusting their course.
#11. Lucky reps talk less, question more and listen closely . By effectively using questions, lucky reps get the client to open up, share more information, be more candid, identify their problems or concerns or opportunities. And because they are better at understanding the needs of the client, they sell more.
#12. Lucky reps prospect daily. Prospecting is like a good exercise program: it keeps them sales fit. What looks like luck is simply an unrelenting adherence to business development so that their funnel is forever being filled. What looks like luck is really just fundamentals in action.
#13. Lucky reps have a propensity for action. Lucky telephone selling reps are doers. They don’t procrastinate. They would rather do something –anything – than nothing. And because they DO things instead of sitting around on their butts and waiting, things happen. They take steps to initiate ‘luck.’
#14. Lucky reps are invariably process driven. This means they look for processes and methods that making them a little more efficient and a little more effective. They know that other successful reps have gone before them and develop steps that make selling faster and easier.
#15. A lucky rep is a good planner. Maybe it stems from goal setting but ask a top rep what he or she has planned for the day and they’ll give you an itemized list of what and when. They schedule their time for prospecting, relationship building, follow up and paperwork. When it comes to a phone call they have a game plan: objectives defined, opening statements prepared, questions to be asked etc. When they hang up they have the next 3 or 4 steps already figured out in order to move the sale ahead.
#16. Lucky reps invest in themselves. Lucky reps will buy books and magazines to help them sell. They do homework. They’ll buy thank you cards. They’ll purchase on-line products. They’ll research a little more. They’ll occasionally send small gifts to their luck list. They use their own time and money. They get some skin in the game. When they invest in themselves they push a little harder to get an ROI. And to think, some call them lucky…
#17. Lucky reps say thanks. When a lucky telephone rep gets a sale, a lead or referral they go out of their way to say thank you. Often it’s with a personal card; something that shows they took the time and effort to show appreciation. Put another way, lucky reps don’t take for granted the help they get and the good fortune they derive.
#18. Lucky reps don’t quit. They’re politely persistent. They don’t give up easily. They take a few more shots than most. They’re not always successful but when they do land a big sale with their dogged persistence, we say their lucky. But they know better.
So, based on these 18 traits how do you stack up? Are you a luck magnet? Chances are you have some of these traits but probably not all. Work on them. Implement them. Practice them. Make your own luck!