Don’t Chase The Outcome

I was on a sales call recently with one of my teammates. Before we walked in, he said, “Since you’re coming, maybe we can try and close this.”

I smiled and told him something I’ve learned the hard way: I never enter a conversation with the intention to close.

The moment you fixate on an outcome, your presence changes. You stop listening fully. You start steering instead of understanding. You react from expectation, not awareness. And customers feel that, instantly.

For me, the real work is simpler and harder at the same time. Be fully present. Listen without agenda. Understand what the customer is actually trying to solve. Respond honestly, clearly, and without force.

Have a direction, yes. But don’t carry the weight of the result into the room.

When you focus on the quality of the interaction, asking the right questions, offering the right perspective, and staying grounded, the outcome takes care of itself.

The great mistake is to anticipate the result. Success and/or loss are distractions.

Presence is the real advantage.

I am reminded of this beautiful quote…If you spend your time chasing the butterflies, they’ll fly away. But if you spend time making a beautiful garden, the butterflies will come. Don’t chase, attract !!