uck is where preparation meets opportunity.

That famous quote from legendary football coach Vince Lombardi pretty much sums up the game of selling. How many times have you kicked yourself for missing an opportunity? Did you miss it because you weren't in the right place at the right time? Did you miss it because of someone else's actions? The real truth: You missed it because you either didn't recognize the opportunity or weren't prepared for it.

If your opportunity vision isn't as clear as you'd like, perhaps your definition of opportunity needs an adjustment. Do you see it as money falling off a truck as you cross a street? Or a merchant walking up to you and asking to buy your services? Wake up and lose the fantasy. Sure, those scenarios could happen, but they're not likely to happen.

While there may be times when fortuitous circumstances nudge you toward a sales opportunity, nothing can help you recognize and take advantage of an opportunity like the habit of preparing for one in advance.

In selling, you can't rely on luck. It really doesn't exist. What does exist is preparedness, if you make it so.

Do you know successful salespeople? People see them and say, "They're so lucky. Everything falls into place for them." But they're successful because they're prepared.

They planned for good fortune, anticipated it, learned how to recognize it and, most important, knew what to do when it did happen. They had a CLEAR image of how to succeed. They Communicated. They Listened. They were Efficient. They were Able. They were Ready.

When opportunity knocks, be prepared to answer. Fine-tune your communication and listening skills. Increase your efficiency by maximizing both your time and your efforts. Take part in ongoing education and training to better your abilities. And, above all, always be ready for that opportunity.