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What is at stakes…

One of the fundamental principles at OSE Coaching can be described as "don't be attached to the outcome". This principle dictates that when negotiating or presenting, the broker must be detached from the outcome and accept the possibility that he may not obtain the signature.

Many brokers ask me, "Samir, I don't get it. How can I not be attached to the outcome when all my life I was taught to WIN, not to let go, not to quit, pursuing until I get victory?". Great question. Are these two points contradictory? Not at all.

As a seller, as a boxer, you must do everything in order to accomplish your mission; get the signature. The best way to get what you want is… not to fear; not to be afraid of failing. If a boxer enters the ring and all he can think about is… not getting punched in the nose, what do you think will happen? If he concentrates on the negative… what he fears most will happen.

More specifically, most brokers are stressed about what "they might lose". They imagine their yet-to-be-earned commission flying out the window. This fear paralyzes them and prevents them from being commanding.

One of my favorite expressions is "get out of your way so that you can get the job done". By eliminating your fears, your apprehensions… of not getting what is not already earned, you will be able to concentrate on what is important to your customer. In fact, the only way to win is, not to try… not losing. If your product is good… and it is, if your services and added value are essential… and they are, don't get attached to the outcome and present powerfully.

Be focused on what is really important.