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It’s Only Common Sense: Seeking the Possibility of Opportunity

We are often so immersed in what we are doing that we don’t have time to lift our heads and open our eyes to the possibility of opportunity. Why is this a problem? It’s because being open to opportunities is crucial for success in sales (as it is in all of business and in). Over the years, I have found there are several ways to take advantage of opportunities.

The absolute best way is to always have an open mind. I like to listen to people, especially those who are passionate about what they do because I always learn something. I really listen and absorb what they are telling me, no matter the topic. In the end, all businesses are about people, and we all have a lot of things in common—whether it’s business or their interests.

I also recommend seeking out and networking with those who can help you. I curate my network so I can learn something new. I have been known to take on clients just so I could learn more about their business. I like to call it “paid tuition” because they are paying me to help them while I’m learning something about them and their area of business.

You must also be able to connect the dots, to see something a company is doing that makes them successful and whether you can apply it to your own business—no matter the industry.

Here are some of the more unusual things I do to open my mind to the possibilities of opportunity:

• I walk through bookstores at least twice a week. I look at the titles, thumb through some books, and steal ideas. Of course, I buy and read a lot of books as well, but never without my handy pen and notebook to take down some of the ideas I glean from that reading. It’s not just business books either. I love books about art and design, and I am especially influenced by books about architects and chefs. These are some of the most creative people you will ever come across. Reading their words and learning how they go about doing what they do will help you open your mind to the possibilities.
• Stay curious and committed to learning. Attend seminars, workshops, and training sessions related to your industry and sales techniques. Read books and articles and listen to podcasts to stay updated with the latest trends and strategies.
• As I mentioned earlier, build and nurture relationships with a diverse range of people within and outside your industry. Attend networking events, join professional associations, and engage in online forums to expand your network. You never know when a chance encounter or a connection might lead to a promising opportunity.
• Practice active listening during conversations with prospects, customers, and colleagues. Pay close attention to their needs, pain points, and aspirations. Often, opportunities arise from understanding their challenges and providing solutions that address them.
• Be flexible and adaptable in your approach to sales. Markets, customer preferences, and industry dynamics are constantly evolving. Embrace change and be willing to adjust your strategies and tactics accordingly to seize new opportunities as they arise. Study people and adapt to their needs. Be open to their way of looking at things. Steve Jobs said, “Great artists steal.” In fact, he stole that quote from Picasso, who stole it from someone else.
• Approach every challenge as an opportunity to innovate and add value. Instead of viewing obstacles as roadblocks, see them as chances to display your problem-solving skills and demonstrate your commitment to helping clients overcome their challenges. It can be fun as well. I do four crossword puzzles a day for example. The harder the better.
• Cultivate a mindset of creativity and innovation. Explore unconventional approaches to sales and brainstorm new ideas to differentiate yourself from competitors and capture the attention of potential clients. Make time to think. Walk and think, sit and think. The important thing is to take the time to think. I cannot tell you the number of times where I took off for a four-mile walk thinking about an issue or challenge or problem and it was solved by the end of the walk.
• Maintain a positive attitude even in the face of rejection or setbacks. Optimism and resilience are essential qualities that can help you stay motivated and open to exploring new opportunities. If you expect to find the possibility of opportunities in everything you do every single day, I can guarantee that you will in the end.

The important thing is to find your own way of stimulating your mind so you are always open to the possibility of opportunity. I know you will find it if you look for it.

It’s only common sense.

Dan Beaulieu is president of D.B. Management Group.