Don't Be Married to the Outcome: Staying Resilient in a Results-Driven Career

Rethink The Way You Sell

While we’re on hiatus preparing for a new season of Rethink the Way You Sell, we wanted to bring you some content from Jeff you probably haven’t heard before. Jeff produced a premium podcast called Deeper Thought from 2020-2022 and you’re about to hear one of those episodes. Enjoy!

In this episode, Jeff Bajorek discusses the importance of not being too attached to outcomes in sales. He explains that while sales is a results-oriented profession, paradoxically you often perform your best when you aren't overly fixated on the outcome itself. Jeff uses the analogy of a golf swing - if you care too little, you won't take it seriously enough to perform well. But if you care too much and get tense trying to force an outcome, you'll get in your own way and underperform. The key is caring enough to fully prepare and give your best effort, while still maintaining a relaxed state of "flow" where you aren't paralyzed by how important the outcome feels.

Jeff argues that adopting this mindset allows you to take calculated risks, ask probing questions, and have dynamic conversations that boring, overly cautious discovery calls lack. When you aren't as emotionally invested in any single deal, you can be bolder and expose new needs that lead to solving bigger problems for the customer. Ultimately, Jeff encourages developing the resilience to trust your process, keep a full pipeline so no single opportunity makes or breaks you, and maintain the perspective that sometimes factors outside your control determine outcomes no matter how well you execute.