DETACH

Marty’s been fly fishing three months a year for 52 years.

He took me with him to the Rainbow River in Utah.

It was my first time fly fishing.

Marty gets a strike and sets the hook.

After 13 minutes, the fish jumps in the air, thrashes around, and shakes the hook.

Here’s me: “I can’t believe it got away! After all that effort, 21 minutes for nothing! This is so frustrating!”

Marty said in a calm voice: “That’s fishing.”

Then he begins casting again.

Marty wasn’t attached to the outcome. There’s power in that. There’s confidence in that.

He tunes out what he doesn’t control (landing a fish). He tunes in to what he does control (casting, flies, location).

It’s the same with sales.

If you get an angry fish that says, “How the ‘f’ did you get this number?!?” you can lean back, detach, and say in a calm voice:

“We use a product called ZoomInfo, which has a list of people’s phone numbers. There are two numbers listed for you, a direct line and a cell. Seems like it’s inappropriate for me to have called this number.”

Then let what happens happen without expecting anything to happen.

Detach from the outcome. Cast again.