You Can’t Lose What You Don’t Have

Do you ever catch yourself thinking:

• I can't afford to lose this deal.
• I need this client—this project could really change things for me.
• They hold all the power. I need them more than they need me.
• They're probably looking for a deal. I should come in low so I don't scare them off.

I used to have this toxic junk running through my head all the time.

And it costs us. This mindset piles pressure on us to control three things that are completely outside our control:

1. Whether they truly need what we're offering
2. Whether they can afford to pay for it
3. Whether it's even their decision

Even worse, when we focus on the sale instead of the client, it shows. It changes our body language, our tone, our pace, and even the words we use.

If you want to land more opportunities, shift your mindset from your needs to the client's. Work with them to figure out—together—if a partnership even makes sense.

Remember: You can't lose what you don't have. You didn’t have a client when the meeting started. If you don’t have one when it ends, nothing has changed.

Focus on the other person—their goals, their needs, their values. Let go of the urge to control the uncontrollable. Instead, master what is in your control: your mindset, your actions, your technique.