Sometimes, being lucky is the only thing that matters...

Most successful sales reps are just lucky.

Most successful sales teams are just lucky. 

Their luck seems effortless.

Yet...

They are lucky because they seem to work the smartest. 

They are lucky because they seem to be the go-to experts. 

They are lucky because they seem to have the best solutions. 

They are lucky because they seem to know how to help their clients. 

They are lucky because they seem to have the best coaches and managers. 

Sales takes luck. 

Luck takes courage. Courage is doing the right thing at the right time, for the right reasons – no matter the fear, pain, or grief you face. 

Luck is created. 

To get lucky, set goals. 

To get lucky, work hard.

To get lucky, help others. 

To get lucky, study more. 

To get lucky, keep moving. 

To get lucky, become an expert. 

To get lucky, focus on serving others. 

To get lucky, change your environment. 

To get lucky, practice, practice, practice. 

To get lucky, make and keep commitments.

To get lucky, be grateful, and show appreciation. 

To get lucky, surround yourself with a great team. 

To get lucky, create emotional awareness and empathy.

To get lucky, never quit. 

The luckiest people are always the most prepared. They are prepared to face challenges and solve problems. They are prepared to serve and lead. Besides listening, asking questions, dedicated practice, industry training, and coaching, the best way to get prepared is to study. If you are in sales or lead a sales team, this is what to study – 

If you an individual producer, study these books first:

1.  The Outward Mindset by The Arbinger Institute
2. It’s Time To Sell by Chris Spurvey
3. The Greatest Salesman in The World by Og Mandino
4. The Only Sales Guide You Will Ever Need by Anthony Iannarino
5. Fanatical Prospecting by Jeb Blount
6. A Mind For Sales by Mark Hunter
7. New Sales. Simplified. by Mike Weinberg
8. Sales Manifesto by Jeffrey Gitomer
9. The Go-Giver by Bob Burg & John David Mann
10. Give & Take by Adam Grant
11. Smart Calling by Art Sobczak
12. The Seller’s Challenge by Thomas Williams & Thomas Saine
13. Sales Influence by Victor Antonio

If your sales cycle is longer than 6 months, then these are the books to study and master:

1. It Starts With Clients by Andrew Sobel
2. Eat Their Lunch by Anthony Iannarino
3. Gap Selling by Keenan
4. The Perfect Close by James Muir
5. Selling From The Heart by Larry Levine
6. Whale Hunting (both of them) by Barbara Weaver Smith, Jill Konrath, and Tom Searcy 
7. MegaDeals by Johan Aberg & Christopher Engman
8. The Outward Mindset by The Arbinger Institute
9. The Amare Wave by Moshe Engelberg
10. Same Side Selling by Ian Altman & Jack Quarles
11. Selling Above & Below The Line by William “Skip” Miller
12. Sales Differentiation by Lee Salz
13. How To Get A Meeting With Anyone by Stu Heinecke

If you are a sales leader (VP, Director, etc.) then these are the books to study and master:

1. Sales Management. Simplified. by Mike Weinberg
2. Sales Leadership by Keith Rosen
3. Beyond The Sales Process by Steve Anderson & Dave Stein
4. ProActive Sales Management by William “Skip” Miller
5. The Intentional Sales Manager by Pat McManamon
6. The Outward Mindset by The Arbinger Institute
7. The Sales Manager’s Survival Guide by David Brock
8. Your Stories Don’t Define You by Sarah Elkins
9. Brave Leadership by Kimberly Davis
10. Stop Selling & Start Leading by Deb Calvert, James Kouzes, & Barry Posner
11. Combo Prospecting by Tony J. Hughes
12. The Challenger Customer by Brent Adamson, Matthew Dixon, Pat Spenner, & Nick Toman
13. Revenue Growth Engine by Darrell Amy

Good luck getting lucky! (The lucky ones are committed. When you are committed, nothing stops you.)

Also, if you want to read a great book on creating luck, I highly recommend Conscious Luck by Gay Hendricks & Carol Kline. 

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Your Turn:

**How do you get lucky? What books do you suggest?

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