Humility Drives High Performance
Breaking Sales
Today, people feel pressure to prove themselves on social media—sharing every win and accomplishment. Yet, the most successful people rarely feel the need to broadcast their achievements. When looking at who actually makes it in business long-term, there's one quality that stands out above all others: humility. In this episode, Dan and Pam explore why humility is the hidden key to high performance. You'll learn what true humility looks like in business and relationships, and why it actually has nothing to do with downplaying your talents. We'll break down the specific behaviors that set...
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Reshaping Your Inner High Performance Dialogue with Psychologist Rachel Turow
Breaking Sales
Sometimes, the thing that’s holding us back from achieving that next level of performance isn’t a lack of skill or ability – it's the voice inside our own head. However, with the right tools and practice, it is possible to strengthen your mindset so you can think clearly and decisively in almost any circumstance. In this episode of Breaking Sales, we’re continuing Dan’s conversation with Dr. Rachel Turow, a psychologist who studies how our inner dialogue impacts our ability to connect with others and perform under pressure. Rachel and Dan explore how that instinct to judge –...
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High Performance Self-Talk with Psychologist Rachel Turow
Breaking Sales
Have you ever noticed a little voice in your head right before a big meeting, saying "Don't mess this up. Don't say anything stupid. Make sure they know how smart you are." That voice isn't just an annoyance; it's actually sabotaging your performance. In this episode, Dan sits down with psychologist and researcher Rachel Turow to explore the science behind self-talk and how it affects everything from sales performance to our relationships. You'll learn why 94% of our thinking is routine, why most of it is negative, and most importantly what you can do to change those negative...
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Empathy is the Key to Building Trust
Breaking Sales
We've all been there – a conversation seems to be going well, when one comment or question causes everything to shift. The energy changes, walls go up, and what seemed like a productive discussion grinds to a halt. What made things go south? In many cases, it’s a lack of empathy. In this episode of Breaking Sales, Dan and Pam dive deep into why empathy is the foundation of meaningful business relationships. They’ll explore real examples of empathy in action, and how abandoning the empathetic approach can lead to disaster. They’ll also discuss why even experienced sales...
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Taking the First Step Toward High Performance with Dr. Eric Potterat and Alan Eagle
Breaking Sales
This week on Breaking Sales, we conclude our eye-opening conversation on the psychology of high performance with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers." In this final installment, we'll challenge some common misconceptions about excellence, explore the power of your social circle in shaping your success, and unpack the ABC model that top performers use to manage their thoughts and reactions. Eric and Alan also share their expert recommendations on how you can take those first steps towards...
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The Power of Mental Disciplines with Dr. Eric Potterat and Alan Eagle
Breaking Sales
What do Navy SEALs, professional athletes, and top sales professionals all have in common? On the surface, it may not seem like much. However, when you dig a little deeper, you’ll notice a crucial commonality: They actively cultivate and practice learned mental disciplines to optimize their performance under pressure. In part two of our conversation with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers,” we'll explore crucial topics like curiosity, reflective thinking, and adversity...
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Unlocking Learned Excellence with Dr. Eric Potterat and Alan Eagle
Breaking Sales
For the 150th episode of Breaking Sales, we’re welcoming “Learned Excellence” co-authors Dr. Eric Potterat, a leading performance psychologist who has worked with everyone from professional athletes to Navy SEALs; and Alan Eagle, a former Managing Director at Google and an executive communications consultant, to explore how excellence can be learned and is absolutely accessible to all of us, regardless of our field or stage in life. We'll examine the mental disciplines that drive high performance, how to strengthen adversity tolerance, and how the power of identity drives elite...
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Women Asserting in the Workplace
Breaking Sales
Have you ever found yourself walking a tightrope between being perceived as too aggressive or not assertive enough in the workplace? In this episode of Breaking Sales, Pam and Kristie share their perspective on assertiveness in the workplace. Drawing from their extensive experience as female leaders in male-dominated industries, they challenge common gender biases and explore the difference between assertiveness and aggression. You'll discover how personality type affects your natural level of assertiveness, and learn tactics designed to help you develop this essential leadership skill. Pam...
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SNIPPET: Preparation Over Talent
Breaking Sales
Have you ever wondered why some salespeople consistently outperform others, even those who, on the surface, appear equally talented? High performance is not just about natural ability - it’s also about the intensity and quality of preparation. Chances are, these top sales professionals are spending more time and energy preparing for their meetings than their peers. In this Snippet, Dan sits down with Nick Hardwick, former Center for the San Diego Chargers, to explore the parallels between preparing for a high-stakes football game and preparing for crucial sales meetings. They’ll dive...
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Familiarity Kills Performance
Breaking Sales
Have you reached your full potential? If you’re a high performer, the answer should be a resounding "not yet." There's always room for growth, always another level to reach. Personal growth is a never-ending journey where we are constantly working toward becoming the next version of ourselves.The secret is learning how to embrace that change. In this episode of Breaking Sales, Dan and Pam dive deep into the power of change and experimentation. They’ll explore why experimentation is crucial for personal and professional growth, and how it can help you reach that next level of performance....
info_outlineMost 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 throughout your entire conversation, how to be a human first and a salesperson second (and why this distinction matters), and techniques from high-stakes interrogations that can transform your sales approach. Plus, we'll explore the power of strategic questioning and why assuming you understand a prospect's needs is a dangerous game. After listening, scroll back to Episode 18, Questions that Build Trust with David Thompson, to hear our full conversation on dialogue and trust in sales.