When Sales Magic Isn’t Scripted
Most sales strategies are built on precision, structure, and process. But here’s what top reps know:
Some of your best deals won’t come from that forecasted pipeline.
They come from conversations you didn’t plan, people you didn’t expect, and moments you couldn’t have engineered.
That’s not luck. That’s serendipity… and it favors the prepared.
Here’s how PRECISE sellers make room for it:
Stay visible, not just strategic. Serendipity doesn’t show up in your inbox. It shows up in side chats, shared Ubers, and hallway conversations. Are you putting yourself in rooms where it can find you?
Show up curious, not just competent. The best unplanned moments happen when you’re not pitching—you're listening. Let the conversation go off-script. That’s often where the trust builds.
Keep your radar on. A question in a Q&A, a LinkedIn comment, a casual mention on a Zoom call—these are signals. Are you catching them or brushing past them?
Treat every touchpoint as a door, not a transaction. The call that “goes nowhere” might lead to a referral. The deal that stalls might open the door to something even better. But only if you’re open enough to notice.
Words to ponder:
PRECISE Selling isn’t just about frameworks and close rates. It’s about building enough margin in your process for real human connection to take root.
Because in a world of automation and scripts, serendipity becomes your edge.
Have a story where something unexpected led to a sale? Hit reply… we might feature it in our next issue.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
