In a recent training session – number 2 of 6 at one of the dealerships I do business with – I was following up with the team on some invaluable techniques I had covered during our first session one month earlier.
During that first session, I explained that the technique was guaranteed to deliver results, and we all agreed that we would be prepared to nail the techniques on demand when I returned for my second visit – the visit I conducted today.
What happened next was, honestly, not shocking to me at all.
You see, I teach salespeople how to win. Period. I am able to do so by delivering sound, principle-based teachings that guarantee success, and one of the countless principles I share is the FACT that luck is what happens when preparation meets opportunity.
So, when I arrived, I wanted to reward winning, and especially those that commit themselves to winning!
It was about five minutes into our session, and I reached into my pocket to pull out all the cash I had on me – about $400.
I put it on the table, and then said to the team: “Luck is what happens when preparation meets opportunity. Today, as promised during our last session, we’re going to prove this principle.”
Then I threw down the gauntlet.
“Anyone who can perform the technique we covered last visit, flawlessly, gets to keep all of the cash I have on me today. However, if you decide to play, it will cost you $20. Put your twenty on the table, I’ll say GO, and when you successfully complete the challenge, you not only get to keep your money, but mine as well.’
This is where you could hear a pin drop.
I hear salespeople rage about money so often – pretty much every day. And yet here, when simply preparing themselves for the income and results they deserve would have resulted in a wad of FREE, EASY, MONEY…..
Nothing. Nobody had the courage to step up and capture such an easy win.
Instead, through lack of preparation, opportunity was lost, and luck was out.
Luck is what happens when preparation meets opportunity.
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