If you had the cure for cancer and were in a sales meeting with a doctor, how would you feel? If you’re like me you’d feel confident. You’d feel excited to share it, and you’d keenly communicate how they could buy it from you. If after all that the doc said he or she wasn’t going to buy it, you’d feel assured knowing there are thousands of others who need to hear from you. Can you picture that sense of inner freedom from not being attached to the outcome of any one sale?
You can experience this same sense of freedom with all your sales when you put this one principle into practice: It’s called ‘detachment’.
Detachment is not exclusively a principle for sales. For thousands of years, Eastern philosophy has taught lessons such as ‘The root of suffering is attachment’, ‘You only lose what you cling to’ and that ‘Detachment is not that you should own nothing, but that nothing should own you’.
The opposite of detachment is attachment. In sales, attachment is when you, the sales pro, care more about the sale than the prospect does about getting his or her problem solved.
When this happens you put yourself at risk because you put so much pressure on the sale. You feel anxious about the outcome. In this mindset, you’re far more likely to take wrong actions and harm the sale, or worse, your relationship with your client.
Practise detachment by tapping into the feeling in the cancer-cure example above – where you’re not emotionally attached to the outcome.
To learn more about how detachment can help you close more deals and improve your client relationships, visit: www.influenceinstitute.com/sales-detachment
