What Buyers Feel (and What to Do About It)

This month, our theme is Being Committed—and we’re exploring how to Secure the Sale or Schedule the Next Step.

This is the step where results are realized. It’s the moment where all the effort and intention of the sales process comes together to create a clear next move—whether that’s a sale or a scheduled follow-up. It's about leading every interaction with purpose and confidence.

This week, we're focusing on: Being committed to the outcome versus attached to the outcome.

There’s a big difference between being committed and being attached.
Being attached to an outcome means it must happen a specific way: now, with enthusiasm, exactly as you presented it.
Being committed to an outcome means that how or when it happens is secondary to that it happens.

Attachment tends to push.
It pressures the buyer toward an outcome that serves the seller—even if it’s not quite right for the buyer at the time. It creates conditions.
It becomes about what the seller wants to get, and it doesn’t feel good to the buyer.

Commitment, on the other hand, offers flexibility.
It adapts. It listens. It moves with the buyer’s readiness and priorities—today or tomorrow—unless a deadline genuinely requires urgency.
And it stays focused on serving the buyer, not satisfying the seller.

Take a good look at your targets and your approach to achieving them.
If it doesn’t disrupt your internal business model, ask yourself:

Can I be more flexible in my process to make it easier for the buyer to say yes?

And this:

Is making it easy for the buyer to buy baked into my process?

If not, maybe it’s time to rebuild so that it is.

Now, go practice being committed—and let go of being attached.