Your energy at this point is surrendered, allowing the prospect to make the decision. You are not attached to the outcome. You have handed over the moment to the client and are unattached.
You might want to work together, but you don’t need to. And there is a world of difference between the two.
We’ve all had the experience of being sold to by someone who was attached to the result. They needed the money, or they had a sales target they needed to hit. That desperation comes out through their pores, and we want to run a mile.
And most of us at some point have been there too, we are behind on our sales targets, or there is no money in the bank and there are bills to pay. Suddenly we are attached, and it really feels like we need this client.