Contact

Luck = Preparation + Opportunity: The Real Formula Behind Great Selling

In business, people often credit success to “luck”. But scratch the surface, and you’ll find something very different. Whether you’re selling consultancy, hospitality, property services or technology, real wins come from a powerful combination of training, planning, preparation, and execution.

At Uncommon Sense Ltd, we work with professionals across hospitality, the built environment, and professional services to develop a relationship-first approach to B2B sales—what we call story-selling.

It’s about more than sales techniques. It’s about the mindset, behaviours, and emotional intelligence that help people connect, influence, and ultimately, win.

Because when preparation meets opportunity, that’s when so-called “luck” shows up.

Training: More Than Sales Scripts – It’s Human Connection

We’re not interested in cold calls, cookie-cutter pitches or buzzword-laden slide decks. Training at Uncommon Sense is about confidence, curiosity, and communication.

We help our clients become comfortable with silence, skilled at asking the right questions, and grounded enough to let the client speak first.

“What Simon helped me realise was that I didn’t need to sound like everyone else. I needed to sound like myself – but informed, prepared and bold. I now sell our hotel proposition with clarity and authenticity.”

— N. Patel, Group Sales Manager, Boutique Hotel Collection

“After a few sessions with Uncommon Sense, I started to enjoy business development again. I stopped ‘selling’ and started listening. That’s when the doors began to open.”

— H. Mitchell, Client Director, Workplace Design Consultancy

Planning: Know Their Business Like It’s Your Own

Every client has different challenges, priorities, and pressures. Whether it’s ESG goals, talent retention, or cost control, your ability to understand their world is what sets you apart.

We help our clients craft strategies that align with the why, not just the what. That means stakeholder mapping, timing strategy, and tailoring proposals to resonate on a human level.

“Simon encouraged us to ditch the generic slide deck. Instead, we planned around what the client cared about most—employee wellbeing, brand culture, and experience. We won the contract, and more importantly, built a partnership.”

— A. Grant, Head of Strategic Accounts, Built Environment Services Provider

Preparation: The Quiet Discipline Behind Every Confident Pitch

Preparation is everything. And yet, it’s often what gets skipped. We help teams drill into the unseen detail—objection handling, cultural nuance, rehearsal, and mindset. That level of readiness creates ease, control, and presence in the room.

“Before I met Simon, I thought preparation meant knowing your figures. He taught me it also means knowing the personalities, the politics, the timing, and the subtle cues in the room. Game-changing.”

— E. Rudd, Commercial Manager, Boutique Developer

Execution: Sell the Story, Not Just the Service

When it’s time to deliver, the best sellers don’t just talk features. They create stories—about impact, transformation, and legacy. That’s the core of our story-selling approach. It’s emotional intelligence meets commercial acumen.

Clients want to feel heard, understood, and inspired. When you can create that connection, selling stops being a hard sell—it becomes a natural step.

Learn more about how story-selling works in practice:

Story Selling

“I used to feel uncomfortable selling. Now, I tell the story of why we do what we do, and people get it. They trust me. And they buy.”

— K. Morrison, Director of Sales, Independent Hotel & Venue Group

When Preparation Meets Opportunity – That’s ‘Luck’

The image of two hands shaking—one labelled Preparation, the other Opportunity—says it all. When the groundwork is done right, and the moment arrives, you don’t get lucky. You get results.

Want Your Career or Business to Soar?

If you’re ready to move beyond cold sales and into relationship-led growth, let’s talk.

Whether you’re:

  • Building a commercial team in hospitality or the built environment
  • Leading sales in a professional services firm
  • Looking to grow your own influence as a business leader

…Uncommon Sense Ltd can help you create more meaningful impact, revenue, and trust.

Let’s help you make your own “luck”.

Contact Simon Esner today: