The Law of Detachment

Problem: Jason was extremely excited when he finally got an appointment with one of the top prospects in his territory. The first meeting went extremely well. So well, in fact, that he felt that he was a lock to get the business. He saw this prospect as his ticket to making his quota for this year and the next. Finally, he’d be getting out of his sales manager’s “dog house” and even having a chance to make his company’s “Heavy Hitter’s Club.” He told everyone who would listen about his good luck. He was, to put it mildly, very attached to this piece of business. He just had to get it. However, it began to unravel and a competitor won the account. Sound familiar?

Analysis: Sometimes things fall apart because we want them too much. It’s called being “attached” to an outcome. It is based on fear and the insecurity of not having something. It does not mean that you give up the goal, the intention, or the desire. The unfortunate mindset is that we desperately want that piece of business and will be deeply disappointed if we don’t get it. That’s the surest way NOT to get it.

Solution: Detach yourself from the specific outcome, but have total faith that ultimately your goal will be achieved. That’s a sign of security. Understand that there are an indefinite number of possibilities between point A (today’s reality) and point B (tomorrow’s goals). If one opportunity does not materialize, another will. Try this for a belief system: “I will make my sales objectives, I just don’t know for sure exactly which of my prospects will be signing purchase orders, but it will happen.” As a belief system, this will empower you to maintain a positive attitude regardless of the outcome, and will keep you focused and motivated.