Breaking Sales

When we make assumptions about things that we think we know, we deceive ourselves with a false sense of security and control. Once we begin picking apart the details, that sense of security begins to go away. What can we do to make sure that we are actively listening and learning in a way that helps us perform at a higher level? Listen to this snippet, and if you enjoy it, scroll back to episode 2...

While we often discuss the shortcomings of low-intent mindsets, what does this look like in practice? Why does low intent get the better of so many professionals? In this episode, recorded live at a speaking event, Dan presents a fictional scenario to demonstrate how low intent mindset turns prospects away and lets down those who use it.

When engaging with prospects that are already inundated with computer-generated emails and phone calls, how can we give something of value without coming off like we're asking for something in return?    In this snippet, I sit down with Jeremy Donovan, Senior VP of Sales Strategy at Salesloft, who shares a simple, actionable tip for how you can provide something of value to your prospect in your i...

Benevolence is central to building trust, so why do so many professionals ruin their outreach by making it about themselves? In this 180 Conversation, Dan and Pam examine an email where the writer makes this crucial mistake and jeopardizes their potential for success, as well as other examples where outreach messaging misses the mark in putting the prospect's interests first.

High performers have a tendency to develop attachments to their successes, failures, and clients. Attaching your personal identity to metrics and people can be a major hurdle to overcome as you try and figure out who you are as a person.    Ken Mossman has seen the catastrophic role attachment to the wrong thing can play in shaping and understanding our identity. As the head of Cirrus Leadership,...

Failure can be painful, but it's actually one of the most important tools we have for learning. However, traditional definitions of success and failure leave little room for nuance, which prevents people from applying the knowledge they've learned from their failures to be more successful. Listen to this snippet, and if you enjoyed it, scroll back to episode 60, Failure: The Building Blocks of Suc...

High performers have a tendency to confuse their performance results with their identity. Labeling yourself can be catastrophic as you try and figure out who you are as a person. If you play the labeling game – you are going to lose.    Ken Mossman knows this well. As the head of Cirrus Leadership, Ken has been coaching men who have lost sight of their personal identity to help them realign and, a...

When it comes to setting goals, the amount of effort we put in affects our outcome. However, psychological and neurochemical factors can keep us from achieving goals when gratification is far off. How do we overcome this? Listen to this snippet, and if you want to hear this full conversation, scroll back to episode 56: Why Your Process is More Important than Your Goals.

"I need to learn about you" isn't a trendy catchphrase. It's one of the core components of building trust. Saying this phrase and not executing on it is one of the quickest ways to deteriorate trust.    In this episode, Kristie shares a recent experience with Dan where she was the prospect being sold to. She shares how the sales professional emphasized learning, but was only concerned with sharing...

When faced with adversity, it is common to want to retreat into our comfort zones. We revert back to what we can control. When we do this, we end up exerting more energy trying to get out of the uncomfortable situation than we would by facing it head-on. In this snippet, we'll listen to a story Pam shares where how she realized that excuses build upon each other and directly impact the results we...

As we face uncertain economic conditions, many of Lappin180's clients find themselves discussing rate increases with clients. It can be an awkward and daunting interaction, informing your client of a rate increase knowing that they might be slashing budgets, downsizing, or  placing new projects on hold. In the end, you can only control the controllables - your mindset and how you approach the conv...

Nobody likes to fail. But when you strip away the emotion, plenty can be learned and gained from disappointment. In this episode, Dan and Pam explore the topic of disappointment, including why we avoid it, why our expectations and attachments often betray us, and why the most seasoned professionals are often the least equipped to deal with disappointment.

If you want to avoid your prospect's innate reaction to treat you like a salesperson, you'll need to stop chasing results. It may sound odd, but that burning intensity that drives you to pursue that new prospect appointment often stands in the way of setting it.   Listen to this quick snippet and if you want to hear the full-length conversation, scroll back to Episode 5: Maybe It's Time to Rethink...

You already know this, so why do you do it? The more you try and position your value and convince someone that you're credible - the more caution and distrust you create. When trying to establish credibility, many professionals get confused about whether they should rely on demonstrating their expertise or asking good questions. In this topic discussion, Dan and Pam break down the pitfalls that sa...

Although scarcity is an effective sales tool, it can come off desperate and needy when utilized incorrectly. In this 180 Conversation, Dan and Pam break down three outreach messages from the same industry (outsourced prospecting - appointment setting) that are poorly written and emphasize scarcity. Listen in and learn how to spot this inferior approach from those promising to be the best at it.

Do your prospects trust you enough to invite you in, give you honest answers, or put their reputation on the line? Not all trust is the same. It varies depending on the person, environment, and situation. As a leading expert on neuroscience and the medical industry, Dr. Nicole Fisher Roberts can attest to the role our neurochemistry plays in forming real, lasting trust. Nicole is the Executive Dir...

High performers take a different approach. Dan's work over the past 25 years has led him to the conclusion that it begins with how they think. In order to win, your prospects will need to evaluate and debate change objectively. Assessing your solution is easy – generating the courage to do something different (with you) is hard.   To hear the full-length conversation, listen to episode 4: High-Per...

Whether the goal is to find common ground or show our merit through raw expertise, salespeople need to meet prospects at their level in order to be successful. As a senior non-profit leader and contributor to Forbes, Dr. Nicole Fisher Roberts knows this well. Nicole is the Executive Director of Feed A Billion, an international nonprofit that feeds girls around the world to prevent food insecurity,...

People buy from people they like, right? No. They buy from people they trust. In this snippet, Dan explores the different levels of trust that are needed to help your prospect decide on change – doing business with you. The more complex and unexpected the change – the more trust is needed. Not all trust is the same.   To hear the full-length conversation, listen to episode 2: Building Trust .

Trust is at the center of how our society functions, and nobody knows this better than Kent Grayson. Kent is an expert on trust and authenticity in the marketplace who has conducted substantial research on how consumer habits are affected by their perception of a company/industry. In this one-on-one interview, Kent and Dan discuss the origins of trust in early human society, risk tolerance, and ho...

In this 180 Conversation, Dan and Pam break down an email outreach that attempts to use buzzwords words that reflect trust, but because of the way they are misused they end up deteriorating trust quickly and create a sleazy email outreach experience. If you have to state that you're trying to be clear - you're probable not being clear.

The old adage still holds true, first impressions matter. Poor outreach tells your potential customer everything they need to know about your intent and value. Remember that they're not looking for a reason to spend time with you, they're looking for a reason not to spend time with you. Poor attention to details and mismanaged automation is the only excuse your recipient needs. Listen in as Dan an...

Filler words, rambling questions, and feelings of hesitation are just some of the symptoms you'll experience by not being in the moment during your conversations. In this snippet, Dan revisits episode 46, where he shares a process to help you intensify your questions, improve your learning, and take your conversations to the next level. To hear the rest of this conversation, listen to Episode 46:...

Your mindset impacts your results. There are a lot of people out there giving "advice" on how to be a better sales professional. But guess what? A lot of their well-intentioned advice is outcomes-based—not mindset-based. In the third and final episode of a three-part series, Dan and Pam build off the previous two episodes and discuss how much time we spend chasing prospects, our ability to compart...

Effective outreach is hard. You must be consistent, confident, and courageous to connect with people. The best outreach also includes honesty and transparency.   Join Dan and Pam on this week's podcast as they break down an attempt to get Dan interested in a service, where flattery and hyperbole were used, and why it didn't work. Remember, when it comes to outreach, you get what you put in.