Today, we’re diving into Detachment — one of the most important (and hardest) principles for sales professionals to master.
What Is Detachment?
If you’ve been around sales long enough, you know how it goes:
Sometimes people say yes.
Sometimes they say no.
Sometimes they say maybe.
And sometimes… they say nothing at all.
(For the record, we have multiple tools ready to deal with the third response, learn more here!)
Detachment is about being okay with any of those outcomes.
Yes is great.
No stings a little, but it’s still a clean outcome.
Maybe needs more clarity.
And nothing? We keep pursuing and seek a straight answer.
The point is: you can’t carry these outcomes with you.
Letting Go So You Can Move Forward
One crucial reminder when dealing with detachment is:
Don’t let one loss become two.
You lose a deal — fine. It happens.
But if you let it impact your next call, your next meeting, your next prospect?
Now you’re carrying that loss into the next opportunity.
That’s a bigger problem than the no itself.
We have to let it go.
Even when it’s a huge logo.
Even when it’s a deal everyone on your team is buzzing about.
Even when it feels like the big break you’ve been waiting for.
It’s nothing until it’s something.
Until it’s signed and live, it’s just potential. And potential doesn’t pay the bills.
Detachment isn’t about not caring.
It’s about caring enough to show up fully for every opportunity — without dragging the ghosts of old ones behind you.
Why We Live This Way
Detachment makes sales simpler because it keeps your mind clear.
You stay objective.
You focus on the process instead of clinging to outcomes you can’t fully control.
When you’re detached, you sell better because you’re free.
Free from neediness.
Free from desperation.
Free to truly help — without a hidden agenda.
And ironically? That freedom makes more people want to say yes.