In this monologue, Matt Ryder argues that salespeople cannot truly force a prospect to buy; any perceived control over outcomes is an illusion. He explains that detaching from the result is not merely a mindset shift but a recognition that no action can guarantee a sale. Instead, success depends on a repeatable process that yields a certain conversion rate—a numbers game. Ryder emphasizes that the quality of a call is independent of its outcome, and that striving for perfection (a 100% close rate) is futile. By focusing on mastering the process rather than craving the sale, a salesperson can improve their conversion percentages, become less "thirsty" for deals, and ultimately achieve more consistent results.
Chapters
In order to truly get better at sales, you have to realize that you really cannot convince anyone to do anything. And what that does is it alleviates you from the pressure. So when people say you need to detach from the outcome, they sort of explain that wrong. It means that you have to realize there's nothing that you can do to actually affect the outcome. So there's no sales training, there's no nothing. You cannot make somebody do anything. All you can do is a process that leads them down a pathway that a certain percentage of the time gets those people to buy. Now you can do everything perfectly and they don't buy, and you can do everything poorly, totally shit the bed. Stumble your way into a sale. We've all had those moments. So what that means is there's nothing that you can do in order to guarantee a sale. Therefore, the quality of a call that closes or the quality of a call that doesn't close, there's no difference. The outcome bears no difference in the actual end state or the actual quality of that call. So once you realize that, then all you have to do is realize that it's a numbers game. And the better you get, the better the numbers get. Right now, if you're a newbie and 1 out of 10 close doing the process, the better you get, then 4 out of 10 close doing the process. But there's nothing that can be done to get 10 out of 10. So chasing Perfection is retarded. So the moment you realize there's nothing that you can do to convince anyone to do anything, there's only a process that will work a percentage of the time, you stop chasing an outcome and you start trying to perfect and master a process. And then you will actually be able to start selling people because you won't be like thirsty for the sale. You're just going to want to do the process perfectly every time, and that will result in more sales.
