St. Patrick’s Day is all about luck—but in sales, relying on luck is the fastest way to fail. If you believe that great salespeople are simply in the right place at the right time, you’ve already lost. The idea that some people are just “natural salespeople” is a dangerous myth that holds back even the most talented teams. Top closers don’t rely on luck—they create their own success through mindset, skill, and strategy.
It’s time for a wake-up call. If you’re waiting for the market to improve, for leads to get better, or for a “hot streak” to kick in—you’re stuck in a victim mindset. And victims don’t win in sales. Winners, the real Sales Warriors, understand that success isn’t about chance—it’s about choice.
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Average salespeople sit back and hope for the right customer to walk through the door. They say things like:
- “I’ll have a better month once the market picks up.”
- “That customer just wasn’t serious.”
- “I’m doing everything right, but the leads are weak.”
No. Stop it.
Those are excuses disguised as logic. Excuses are comforting because they let you off the hook. If you can blame external factors—market conditions, the economy, bad timing—you don’t have to face the real issue: you didn’t execute.
Top closers never hide behind excuses. They understand that the path to success is in their hands. Success in sales is not about luck—it’s about consistent, strategic action.
Why Luck Is an Excuse for Average Sales Performance
Let’s get one thing straight: Blaming luck is a cop-out. Average salespeople love to tell stories about how someone else got “lucky” with a big deal or landed an easy customer. But here’s the truth:
Luck is random. Success is predictable.
The problem with believing in luck is that it strips you of control. If your success depends on external circumstances, you’re powerless. If you believe that closing a deal depends on the customer being “in the right mood” or “ready to buy,” then you’ll naturally start blaming failure on bad luck.
Here’s how this mindset kills sales performance:
- It creates passivity. If you think success is a matter of timing, you’ll wait instead of act.
- It lowers your standards. If you believe success is out of your control, you won’t push to improve your skills.
- It breeds inconsistency. If you think success is luck-based, you’ll have good months and bad months without understanding why.
Top performers don’t believe in luck. They believe in results. They know that success in sales comes from following a process—not from crossing their fingers and hoping for the best.
The Hidden Formula Behind “Lucky” Salespeople
Ever notice how the same salespeople seem to “get lucky” over and over again? They always close the biggest deals, they always hit their numbers, and they always seem to be in the right place at the right time.
It’s not luck—it’s mastery.
Top performers follow a specific formula that makes success appear effortless to outsiders. When you understand the behaviors, habits, and mental frameworks behind consistent sales success, you’ll realize that luck is an illusion.
1. They Master Strategic Positioning
Elite salespeople don’t wait for customers to be ready to buy—they create readiness. They control the buying journey from the first interaction.
Positioning starts with:
- Framing the conversation – Top closers control the direction of the conversation from the start. They ask strategic questions that lead the customer toward the desired outcome.
- Pre-empting objections – Instead of waiting for the customer to object, top closers anticipate objections and address them before they arise.
- Controlling the emotional state – Buying decisions are emotional, not logical. Top closers know how to influence the customer’s emotional state by creating urgency, building desire, and reinforcing value.
2. They Manage Their Emotional State
Top performers don’t let their emotions control them—they control their emotions. When a customer pushes back, they don’t react with fear or defensiveness. They remain calm and in control.
How do they do it?
- They mentally rehearse success – Before every conversation, top closers visualize a successful outcome.
- They anchor confidence – Before walking into a meeting, top closers recall previous wins to boost their emotional state.
- They separate identity from outcome – Top closers know that a “no” isn’t personal. They detach from the outcome and focus on the process.
3. They Follow a Process Over Circumstances
Elite salespeople execute a defined sales process regardless of external conditions.
- Bad lead? Follow the process.
- Market down? Follow the process.
- Customer hesitant? Follow the process.
When you stick to a winning process, you eliminate luck from the equation. Top closers don’t change their strategy based on how they feel or what the customer says. They trust the process.
4. They Control the Customer’s Buying Journey
Average salespeople wait for the customer to make a decision. Top closers guide the customer toward a decision.
- They clarify confusion.
- They challenge indecision.
- They reinforce the cost of doing nothing.
Indecision is the enemy of sales. Top closers create urgency and make the cost of inaction clear. They control the decision-making process so the customer doesn’t drift toward “maybe.”
5. They Are Relentless About Follow-Up
Most deals are lost in the follow-up. Average salespeople give up after one or two touches. Top closers follow up relentlessly.
- They send strategic follow-ups, not just “checking in” messages.
- They create new value in every follow-up.
- They don’t stop until they get a yes—or a definitive no.
Top closers aren’t lucky—they’re prepared.
How to Make Success Automatic
Top closers don’t leave success to chance—they train themselves to win. Just like elite athletes train muscle memory, top salespeople condition themselves to close deals consistently.
Here’s how:
- Prime your mind before every call – Top closers visualize success before every conversation. They mentally rehearse the questions they’ll ask, the objections they’ll face, and the outcomes they want to create.
- Use anchoring techniques to condition confidence – Recall a previous win and anchor that feeling of success before every call.
- Repetition creates mastery – Elite salespeople train daily. They role-play. They practice objection handling. They refine their pitch until success becomes automatic.
- Detach from the outcome—focus on the process – When you trust the process, you stop being emotionally controlled by the outcome.
Success in sales isn’t about getting a lucky break—it’s about training yourself to close deals consistently.
Why Sales Warriors Never Rely on Luck
Jason Forrest teaches that sales is not a contract—it’s a covenant. A contract is conditional: “If you do this, I’ll do that.” A covenant is a commitment to serve at the highest level—regardless of the circumstances. Top closers operate from a covenant mindset.
- They commit to the process, not the outcome.
- They believe in their value.
- They take full ownership of results.
- They refuse to live in fear.
Stop Hoping. Start Winning.
If you’re ready to stop relying on luck and start closing like a top performer, it’s time to change how you sell. Luck is not a strategy. Hope is not a sales plan. Success comes from execution, not chance.
If you’re serious about leveling up your sales game, it’s time to train like an elite athlete. Master your mindset. Follow a proven process. Control the conversation. Execute with conviction. That’s how you win.
You can stay stuck hoping for a lucky break—or you can become a Sales Warrior and create your own success. The choice is yours.
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