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Tough Questions Build Trust

Breaking Sales

Release Date: 08/19/2024

SNIPPET: Demos Are Often a Crutch show art SNIPPET: Demos Are Often a Crutch

Breaking Sales

Has this ever happened to you? You walk into a sales conversation with your product demo ready. You’ve rehearsed your presentation to perfection, knowing every line and figure by heart, only to find your prospect is disengaged and uninterested in your production. There’s a reason this didn’t work: You made the conversation about yourself. Instead of approaching the prospect with curiosity and asking questions about their business, you relied on a rehearsed demo presentation that didn’t require you to step out of your comfort zone and engage with the prospect on their level. So how do...

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If You’re Selling, You’re Not Differentiating show art If You’re Selling, You’re Not Differentiating

Breaking Sales

Sales leaders often stress the importance of differentiation. But what if I told you that the conventional wisdom on how to stand out in sales conversations actually makes you sound more like everyone else? When have you ever heard a competitor of yours say to the prospect, “our resources aren’t that good?”  Differentiation isn't about having the most offices, the smartest people, or even the best product. True differentiation has to come from within you - how you show up mentally. In this episode of Breaking Sales, Dan and Kristie dive deep into what it takes to stand out in a...

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Turning RFP Presentations Upside Down show art Turning RFP Presentations Upside Down

Breaking Sales

When was the last time you actually enjoyed responding to an RFP? The harsh reality is that buyer expectations are through the roof. The old playbook just doesn't cut it anymore. But what if there was a way to completely flip the script on RFPs? To turn them from a soul-crushing exercise into a chance to truly connect with your prospects? In this episode, Kristie and Dan dive into the mindset shift that can help you disrupt the RFP game, challenging everything you think you know about the process. What if instead of a scripted song and dance, you could have a real dialogue? What if you could...

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SNIPPET: Asking Tough Questions show art SNIPPET: Asking Tough Questions

Breaking Sales

Are you brave enough to ask a prospect if they've tried fixing their problem with their current provider? Or does the risk that you could potentially lose a deal fill you with dread?  Sales professionals often struggle with getting too attached in these situations, especially when they’re excited about closing a deal. If you want to improve your sales conversations, you have to become very self-aware about this tendency, and remind yourself that your attachments and insecurities aren’t serving anyone’s best interests. In this Snippet, Dan explores how adopting this mindset can help...

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What Are Your Prospects Actually Saying? show art What Are Your Prospects Actually Saying?

Breaking Sales

Have you ever felt a rush of excitement when a prospect says something positive about your sales conversation? That moment when you are sure you have it in the bag? Not so fast. In this episode, Dan and Pam explore a dangerous pitfall in sales - the temptation to hear what you want to believe, not what your prospect is actually saying. They’ll dive into why labeling interactions as "good" or "bad" can sabotage your efforts, and how to stay objective even when things feel optimistic. You'll learn why "buying signals" might not mean what you think they do, and how to keep pushing for deeper...

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SNIPPET: The Right Way to Build Rapport show art SNIPPET: The Right Way to Build Rapport

Breaking Sales

Most salespeople approach rapport-building wrong, and here's why: they rely on superficial small talk that prospects can see right through, they abruptly switch from "rapport mode" to "sales mode," creating a jarring experience, or they assume rapport is only about finding common ground, when it's really about creating a much deeper connection. These mistakes don't just fail to build trust – they actively damage it. In this snippet, we revisit Dan’s conversation with David Thompson, a master interrogator who shares his expert insights on building rapport. David reveals how to weave rapport...

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Tough Questions Build Trust show art Tough Questions Build Trust

Breaking Sales

What if the key to your success is hidden in the words you probably dread hearing most: "Can I give you some feedback?" For most people, those six words might cause your defenses to rise and your mind to race. But what if your mindset around feedback is actually a predictor of your future success? In this episode of Breaking Sales, Dan and Pam challenge the way professionals respond to feedback. We're diving deep into why most people run from criticism, while the top 1% of performers crave it. You'll discover how your instinctive reaction to feedback might be sabotaging your career, why you're...

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It’s Time To Create Positive Tension show art It’s Time To Create Positive Tension

Breaking Sales

Think about the most valuable feedback you've ever received, or that question that really helped you solve a problem by thinking both objectively and differently. Was there some level of discomfort at first? Did you have to lower your guard a little bit so you could objectively receive and debate either the feedback or the question? And more importantly, how did the experience impact how you felt about the person giving the feedback or asking the question?  This experience is called positive tension. It's the art of asking questions and making observations that may be at first...

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SNIPPET: Helping Your Prospects Think Critically show art SNIPPET: Helping Your Prospects Think Critically

Breaking Sales

Are you comfortable asking the tough questions? Or do you find yourself holding back, afraid to rock the boat? That hesitation can be counterintuitive, as the ability to ask challenging questions may be the difference between closing a deal and watching it slip away.  So how do you develop the confidence to push past your comfort zone and take the conversation into uncharted waters? In this snippet, Quinn Damon and Dan explore the art of asking tough questions, and Quinn shares a pivotal moment in his career where a single, well-crafted question turned the tide in a sales conversation. If...

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Mindset Should Come From Within show art Mindset Should Come From Within

Breaking Sales

What would happen if excuses and insecurities no longer held you back, and you were able to approach your prospecting with calm, confidence, and conviction? In this episode of Breaking Sales, Dan and Pam talk about how you can evolve your mindset and minimize annoying insecurities that hold you back. They cover conviction and how it can transform your performance, including why waiting for external factors to boost your confidence is a losing game, and how you can get results by manufacturing that "I don't give a sh*t" attitude.  This conversation might just be the wake-up call you need...

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More Episodes

What if the key to your success is hidden in the words you probably dread hearing most: "Can I give you some feedback?"

For most people, those six words might cause your defenses to rise and your mind to race. But what if your mindset around feedback is actually a predictor of your future success?

In this episode of Breaking Sales, Dan and Pam challenge the way professionals respond to feedback. We're diving deep into why most people run from criticism, while the top 1% of performers crave it. You'll discover how your instinctive reaction to feedback might be sabotaging your career, why you're probably not as self-aware as you think, and how to transform criticism from a threat into your secret weapon for growth.

If you're ready to embrace discomfort and unlock a new level of performance, this episode is for you. It's time to stop running from feedback and start running towards it.