Stop caring whether you make a sale or not. That's the secret to making more sales.
I know it sounds ridiculous, but it's the truth. If you're worried about closing sales, you will close fewer sales.
During my years as a Hall of Fame sales coach at JP Business Academy, I've observed that great salespeople understand this paradox: The less they care about making any individual sale, the more likely they are to make that sale.
The Fear Factor:
When you desperately need a sale, you'll avoid doing the things that might "cost" you that deal:
You won't ask tough qualifying questions
You won't challenge their thinking
You won't push back on unrealistic expectations
You won't ask for the price you deserve
Ironically, these are exactly the things needed to make the sale.
The Law of Averages Connection:
How can you possibly not care about making sales? It's simple when you understand the Law of Averages from our previous tip.
When you meet with someone, they're either going to buy or they're going to be one of the people who don't. Both outcomes are required for your business to move forward.
Once you recognize that you need people to buy, but it doesn't necessarily have to be the person sitting in front of you right now, it frees you up to do what's needed.
The Commission Breath Problem:
People can sense when you need a sale. It's called "commission breath" – that desperate energy that screams "I NEED this deal!"
The moment prospects sense you feel you have to sell them, it seems desperate and makes them less likely to buy. They start wondering:
"What's wrong with this product that they're so desperate?"
"Are they trying to manipulate me?"
"Why do they need this sale so badly?"
The Detached Professional:
When you're not emotionally attached to any single outcome:
You ask better qualifying questions
You present with confidence, not desperation
You handle objections without panic
You're willing to walk away from bad-fit prospects
You command respect and premium pricing
The Abundance Mindset:
Scarcity Thinking: "I need THIS sale"
Abundance Thinking: "I need sales, and they'll come from the right prospects"
Scarcity Behavior: Desperate, pushy, accommodating
Abundance Behavior: Confident, consultative, selective
The Practical Application:
Before Each Meeting: Remind yourself that this is just one of many opportunities
During Presentations: Focus on helping, not selling
When Handling Objections: Stay curious, not defensive
At Decision Time: Be willing to accept "no" gracefully
The Confidence Catalyst:
When you stop caring about individual sales, you start caring about the right things:
Solving genuine problems
Building long-term relationships
Maintaining your professional standards
Creating value for qualified prospects
The Results Reality:
This approach leads to:
Higher closing rates (because you're more authentic)
Better client relationships (because you're not pushy)
Premium pricing (because you're not desperate)
Sustainable success (because you attract the right clients)
Your Detachment Challenge:
This week, go into each sales conversation with this mindset: "I'm here to help. If we're a good fit, great. If not, that's okay too."
Notice how this changes your energy, your questions, and your prospects' responses.
Remember: The sale you're not attached to is often the one you'll close.
Comment HELP if you're struggling with commission breath and want to learn how to sell from a place of confidence instead of desperation.
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