7 Sales Superstitions and Why Your Team Believes in Them

Jay Mays
Jay Mays
Oct 31, 2017 · 3 min read

We’ve all been there; you have the opportunity to pitch your dream client.

You take your time during discovery. You gain access to all the decision-makers. You expertly differentiate from the competition. The numbers make sense. Your entire team rallies around the pitch — and you crush it.

But then… nothing. Your dream client goes dark.

Not long after comes the “no.” And it’s over. There’s little consolation. No second prize for “Closed Lost” in Salesforce.

Sales Is Full of Uncertainty

That’s the thing with sales. Even when you work hard and do everything right, sometimes it feels like winning needs a pinch of luck.

So we try to capture that luck. Manufacture that luck.

The belief that we can win is what keeps the wind in our sails, even though deep down we know we can’t control the outcome.

But science shows us that the feeling of control, even an illusory feeling of control, can reduce stress and thereby increase performance.

Why Superstitions Work

Superstitions help us because they provide a feeling of control, and that feeling of control actually helps salespeople perform better under pressure.

I have my own rituals and started to wonder, does everyone? I reached out to my favorite salespeople that I’ve worked with over the years, and here’s what they had to say about superstitions:

Getting Lucky Takes Work

If rituals and superstitions provide you a feeling of control, by all means, use them to combat the stress that comes with the territory (pun intended).

We all welcome a pinch of luck. Unfortunately, it’s not predictable, repeatable or scalable. An even better strategy to feel in control is to develop a winning sales approach.

Lucky for you, Pitch Lab returns to General Assembly on November 6th for our next workshop: Every Great Sales Team Needs A Great Strategy. Here’s Yours.

You’ll leave with insight on how to ask the right questions to understand client motivation, differentiate yourself from the competition and close the right deals.

Contact us to learn more about how Pitch Lab can help your sales team.

Until then, good luck… I mean, break a leg!

Jay Mays

Written by

Jay Mays

Sales Consultant @_Mozman & Managing Partner @ Pitch Lab, helping you be a more confident, engaging speaker www.PitchLab.io