In general, there are a lot of people who use – “D is for Desperation” which is a recipe for a lot of stress both for the salesperson and the prospect.
For me, D is for Detachment of the outcome. In the world of sales, this may sound like nuts at first but let me explain
A Message from the Scriptures
The famous quote from Bhagavad Gita goes like this:
Karmanye Vadhikaraste, Ma Phaleshou Kada Chana
Ma Karma Phala Hetur Burmatey Sangostva Akarmani
The above quote translates to:
You have the right to perform your actions, but you are not entitled to the fruits of your actions
Do not let the fruits of your actions be the purpose of your actions, and therefore you won’t be attached to not doing your duty.
Note that the detachment only refers to the outcome and not to the effort. In fact, the scriptures say that you should very much be attached to the efforts.
Focusing where you can influence most
All said and done if you could completely influence the outcome of anything, you would be bored to death in the journey to get that outcome. The uncertainty is where the challenge (and the fun) is.
However, you can totally influence the quality of your actions. When you are focused on the present actions, you have a better chance of increasing their effectiveness as compared to when you are focused on just the outcome.
They say it’s all about the journey but most people think only about the destination throughout the journey and later in life wonder what happened to all the time in their life. You enjoy the journey when you start loving what you do and get immersed in it completely. When you master that, positive results are automatic.
You NEED to be in the flow.
The definition of Flow from Wikipedia is as below:
Flow is the mental state of operation in which a person performing an activity is fully immersed in a feeling of energized focus, full involvement, and enjoyment in the process of the activity. In essence, flow is characterized by complete absorption in what one does.
According to Mihaly Csikszentmihalyi, when someone is in the state of flow, the emotions are not just contained and channeled, but positive, energized, and aligned with the task at hand.
As you can imagine, if your mind is occupied by the outcome, it is impossible to be in the state of FLOW.
Practicing detachment to the outcome does not mean that you are not interested in the outcome. It is just that the thinking about the outcome is not taking precedence over what needs focus right at this moment.
If you are interested in all the articles in the series so far, here they are:
A is for Alignment (title changed on Salesforce.com blog)
F is for Follow Up (On Huffington Post)
J is for Judgment (On Huffington Post)
N is for Nurturing (On Huffington Post)
R is for Resourcefulness (On Huffington Post)