06 May ANYTHING’S POSSIBLE – OR IS IT?
The Myth of “Anything’s Possible”
Can an amateur golfer sink a 50-foot putt while blindfolded?
Sure. It’s also possible to survive going over Niagara Falls—and a small number of people actually have.1 But in both cases, the keyword is possible, not probable.
A professional golfer sinks a 50-foot putt only about 3 percent of the time.2 What do you think the odds are for an amateur to do it blindfolded?
Slim to none.
And that’s where sales is different.
Sales Is Not a Game of Luck
In enterprise sales, “anything’s possible” is not a strategy. Success is not random, and it certainly isn’t accidental.
In my experience, sales success rarely comes down to talent alone. What separates top performers from the rest is the consistent execution of fundamentals.
When a sales pro:
- Shows up unprepared
- Fails to ask thoughtful, open-ended questions
- Neglects purposeful follow-up
- Doesn’t earn the buyer’s trust
- Avoids directly asking for the business
…the outcome is almost predetermined.
The Core Disciplines of Winning
Each fundamental plays a critical role:
Preparation signals professionalism and respect.
Insightful questions uncover real business pain and position you as a problem-solver—not a product pusher.
Consistent, value-driven follow-up maintains momentum and shows commitment.
Trust lowers resistance and enables honest dialogue.
Asking for the business—clearly and confidently—is what converts effort into results.
Remove even one of these elements, and your probability of winning drops. Remove several, and success becomes a long shot.
In fact, without these core disciplines in place, a sales professional is unlikely to win even 3 percent of the time.
Sales Excellence Is Predictable
There’s nothing mysterious about high performance in sales.
It comes from doing the right things, the right way, every time.
Without that consistency, outcomes become random—and “getting lucky” might happen 3 percent of the time…while failure dominates the other 97 percent.
So the real question is: Is that how you want to operate?
Because no serious sales organization builds a team around luck.
Fixing the Fundamentals
If results are falling short, the solution isn’t complicated—but it does require discipline.
Start with your target.
Focus on high-probability prospects. Many losses stem from poor qualification and pursuing the wrong opportunities.
Follow a proven process.
A defined sales methodology creates structure, consistency, and momentum throughout the sales cycle.
The Prospect Has Responsibilities Too
Sales success isn’t one-sided.
Your prospect must also:
- Come prepared to meetings
- Actively engage in discovery
- Provide clear, specific information about their needs
- Identify and involve stakeholders
- Provide access to the decision-maker
- Maintain timelines and commitments
- Approve and authorize decisions
It is your responsibility to set these expectations—and hold them accountable.
Sharpen Your Skills Relentlessly
Practice matters. Role-playing is one of the most effective ways to improve performance.
Embrace objections. The best sales professionals don’t avoid them—they welcome them as opportunities to advance the conversation.
And most importantly: nothing changes until you do.
Turn Your Sales Cycle Into a 2-Foot Putt
Consider this: professional golfers make nearly all 2-foot putts,3 while amateurs convert only about half.4
The goal in sales isn’t to attempt miracle shots—it’s to consistently create high-probability opportunities.
Make your next sales cycle a 2-foot putt.
Because success shouldn’t depend on luck.
1 https://en.wikipedia.org/wiki/List_of_people_who_have_gone_over_Niagara_Falls
2 https://myavidgolfer.com/golf-science-putting-numbers-that-might-surprise-you/
3 Ibid.