In the sales profession, there is so much we cannot control.

We can’t control if our prospect or customer answers the phone, for example, but we can control making our proactive call and leaving a good voicemail.

We cannot control if the customer will say yes, but we can control asking for the business, thereby greatly increasing our chances of closing the sale.

We cannot control if the customer needs what offer them, but we can control making sure they know about all the different things they can buy from us.

There is a reason we always hear athletes talking about how they only worry about what they can control: their effort and technique, for example, as opposed to whether the coach gives them playing time.

In baseball, you can’t control where the ball will fly when you hit it. But you can control where you stand in the batter’s box, as well as your swing mechanics, head positioning, and keeping your weight on your back foot.

In sales, we can’t control whether the customer will buy, or even our own pricing many times.

But we can control being present and trying hard to help our customer.

We can control picking up the phone and showing our customer we care.

We can control our perseverance, by trying again and not giving up.

Let’s focus on these things, because these are the mindsets and behaviors that determine sales success.

And luckily, we are in complete control of them!