Breaking Sales
Behind the scenes with one of America’s leading sales renegades, Dan Lappin, and his fanatic crew of disruptors from Lappin180. Listen as Dan, his sales training team, and their guests destroy everything you thought you knew about selling. A nonconformist take on rejecting the status quo, Lappin180 annihilates the tried-and-died sales tactics and techniques that have failed you, and your prospects. Here is your chance to break free of convention and tedious sales rules top earners never follow. In interviews with business leaders and industry insiders, Dan will inspire you to think different, stop selling, and break the sale. Join Dan on his unorthodox mission to shatter the dull monotony of performance stagnation.
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Exactly What Is Mindset?
09/25/2023
Exactly What Is Mindset?
In this episode of Breaking Sales, Dan and Pam discuss the concept of mindset as a setting. Expanding upon a definition provided by David Yeager and Andrew Huberman, which describes mindset as the way we collect, filter, and codify information, Dan and Pam take a deep dive into mindset and how it relates to routine, control, and safety. Listeners will also learn how to avoid common pitfalls that can lead us into a poor performance mindset, as well as why we need to practice the three foundations of a high-performance mindset regularly to make it a competitive strength.
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SNIPPET: How Commitment Builds Resilience
09/18/2023
SNIPPET: How Commitment Builds Resilience
You can develop and strengthen the muscle and skill of resilience, but many people don’t know how. Simply saying “I need to be more resilient” isn’t enough. So how do you become more resilient to achieve that next level of success? In this snippet, Pam shares why commitment is important to building resilience, and shares a personal story about how she was able to achieve a goal despite a major setback. Listen to this snippet, and if you enjoy it, scroll back to episode Ep. 83: “3 Ways to Build Resilience” to hear the full conversation.
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SNIPPET: Accomplish More by Being Thoughtful
07/17/2023
SNIPPET: Accomplish More by Being Thoughtful
Professionals struggle with creating work-life balance. How do we find it, and Is it even possible? In this snippet, Pam shares her own experience trying to create harmony between her personal and professional lives, and shares the tactics she uses to stay in the moment and make focused, quality time. Listen to this snippet, and if you enjoyed it, scroll back to episode 62, The Myth of Work-Life Balance, to hear the full conversation.
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Saving Your Asks with Chris Tuff
07/10/2023
Saving Your Asks with Chris Tuff
Here’s a scenario that happens all too often: somebody reaches out to me without doing any prior research, engages with me in a low-intent manner, and then makes a big ask of me. No effort was made to deepen our relationship or make a genuine connection, and I’m instantly turned off. Why do so many people conduct their outreach this way, and how can you ensure you don’t fall into this trap? Enter Chris Tuff, Author of “Save Your Asks” and “The Milennial Whisperer.” Chris is an expert in building connections with high-intent, and shares his methodology to help you deliver value and build authentic relationships. Listen in as Chris and I discuss the give and take relationship that you need to master in order to maximize your network’s value, and why “saving your asks” is a the cornerstone of activating your network effectively.
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How To Optimize Cross-Generational Connection with Chris Tuff
06/30/2023
How To Optimize Cross-Generational Connection with Chris Tuff
Every relationship requires the effort of both parties to work together effectively. While I’m not a big fan of customizing approaches to a particular generation, the reality is often that each generation’s set of values (in business and personal life) require professionals of all ages to understand one another and navigate differences. Enter Chris Tuff, Author of “Save Your Asks” and “The Milennial Whisperer.” Chris and I don’t come from the same philosophy, and we have diverging opinions on numerous topics. However, by engaging in this debate, we explore new avenues of thinking that open us up to disagreement, but also allow us to learn from one another. Listen in as Chris and I discuss millennial and Gen Z perspectives on technology, family, and interpersonal relationships, and share why you need to understand these to be effective in your business.
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SNIPPET: How Top Performers Deal with Emotional Pressure
06/20/2023
SNIPPET: How Top Performers Deal with Emotional Pressure
As professionals, we can sometimes be put in situations where we experience a physical and/or emotional response when there is conflict between job demands and the amount of control we have over meeting these demands.This phenomenon, which Neel Doshi describes as “emotional pressure,” can be harmful to adaptive performance. Where does this phenomenon show up, and how can we recognize the signs to avoid succumbing to it? Listen to this snippet, and if you enjoyed it, scroll back to episode Episode 24, “How Top Performers Self-Motivate with Neel Doshi,” to hear the full conversation.
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Positive Tension and Vulnerability with Colin Hunter
06/15/2023
Positive Tension and Vulnerability with Colin Hunter
When faced with uncomfortable situations, how do you respond? Do you go on the defensive, or do you show your vulnerability and use the opportunity to make a deeper connection? Colin Hunter is the Founder and CEO of PotentialSquared, a company dedicated to amplifying leaders’ intrinsic qualities to help them build a culture that is more thoughtful, innovative, and experimental. Colin’s approach is designed to help you overcome the discomfort of tough conversations and navigate the tension for positive outcomes. In this episode, Colin and I dive into the nitty gritty of how leaders can accomplish this, highlighting intent and vulnerability. We also discuss how roleplaying is an essential part of leadership development, and give input on how leaders can facilitate roleplaying effectively.
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Forming Relationships that Impact with Colin Hunter
06/07/2023
Forming Relationships that Impact with Colin Hunter
Having the right mindset and a strong sense of self is imperative to leading a team and scaling a business. Without the willingness to take risks or the tools to show up authentically, leaders and professionals can do a major disservice to themselves, their teams, and their clients. Colin Hunter is the Founder and CEO of PotentialSquared, a company dedicated to amplifying leaders’ intrinsic qualities to help them build a culture that is more thoughtful, innovative, and experimental. Colin’s approach is designed to create relationships with purpose by getting under people’s skin and advising them at a deeper level. In this episode, Colin shares his journey from being dissatisfied and unhappy in a corporate role to starting a business that fits with his core values: harnessing your creativity to make a difference and building playgrounds to disrupt leadership. We’ll discuss how PotentialSquared accomplishes this, and what challenges Colin has faced in helping others reach their full potential.
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Three Universal Poor Performance Triggers
05/22/2023
Three Universal Poor Performance Triggers
We are all creatures of habit, and all of us have our own set of thinking and reactionary routines. As a result, when someone enters a situation with a statement, question, or demeanor that rubs us the wrong way, it has a tendency to trigger scarcity and attachment. In this episode, Dan and Pam explore three common poor performance triggers (eagerness, demeanor, and competition), and discuss how to avoid the most common pitfalls that professionals experience when they encounter these triggers.
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Healthy vs Unhealthy Comparison
05/15/2023
Healthy vs Unhealthy Comparison
Often in life, we find ourselves comparing our accomplishments to those of others. In many cases, this takes the form of a bitter belief that we are entitled to the same things someone else has without considering if we’ve really earned them. However, if we approach this from the viewpoint of learning where we are and how we can get to that next step, there is actually a healthy way to compare ourselves to others. In this topic discussion, Dan and Pam share their thoughts on creating healthy comparisons and achieving this mindset.
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SNIPPET: Avoiding Confirmation Bias
05/08/2023
SNIPPET: Avoiding Confirmation Bias
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 29, 4 Assumptions that Hurt Your Performance & Limit Trust, to hear the full conversation.
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Dan Lappin Raw
05/01/2023
Dan Lappin Raw
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.
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SNIPPET: How To Be a Thoughtful Giver
04/24/2023
SNIPPET: How To Be a Thoughtful Giver
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 initial outreach. This will help to build trust not just with prospects, but with your clients and peers as well. If you enjoy this snippet, scroll back to Episode 33, Start Asking and Start Giving with Jeremy Donovan, to hear the full conversation.
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Don’t Make Your Outreach About You
04/17/2023
Don’t Make Your Outreach About You
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.
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Detach from Attachment with Ken Mossman
04/03/2023
Detach from Attachment with Ken Mossman
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, Ken has been coaching men who have lost sight of their personal identity to help them realign and, as he puts it, get their mojo back. In this episode, Dan and Ken discuss the role attachments play in the relationship between your personal identity and your professional life, and examine the different voices we listen to that influence our decision-making.
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SNIPPET: A Nuanced Definition of Failure
03/27/2023
SNIPPET: A Nuanced Definition of Failure
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 to hear the full conversation.
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Stop Confusing Your Drive, Performance, and Identity with Ken Mossman
03/20/2023
Stop Confusing Your Drive, Performance, and Identity with Ken Mossman
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, as he puts it, get their mojo back. In this episode, Dan and Ken talk about the game and the journey of trying to accomplish a major career milestone, and how to identify the voices that cause doubt, stress, and setbacks.
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SNIPPET: Why Process is More Important Than Goals
03/13/2023
SNIPPET: Why Process is More Important Than Goals
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 .
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On the Receiving End of a Bad Sales Call
03/06/2023
On the Receiving End of a Bad Sales Call
“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 their expertise and demo. Ironically, the salesperson’s frustration with not being able to align their solution could have been avoided if they had done simple research and learned about Kristie’s situation. This breakdown will help you avoid making the same mistakes.
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SNIPPET: Are Your Excuses Winning?
02/27/2023
SNIPPET: Are Your Excuses Winning?
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 create. Listen to this quick snippet, and if you want to listen to the full-length conversation, scroll back to .
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Four Methods of Detachment
02/20/2023
Four Methods of Detachment
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 conversation. In this episode, Dan and Pam discuss four tactical areas where detachment will help you perform in the clutch.
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Disappointment - The Gateway to High-Performance
02/13/2023
Disappointment - The Gateway to High-Performance
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.
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SNIPPET: Stop Chasing Results
02/06/2023
SNIPPET: Stop Chasing Results
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 .
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Building Credibility With Questions
01/30/2023
Building Credibility With Questions
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 sales professionals run into with credentials, as well as how salespeople can establish more credibility by asking the right types of questions in the right way.
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The Pros Aren’t Very Good
01/23/2023
The Pros Aren’t Very Good
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.
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Not All Trust Is The Same with Dr. Nicole Fisher Roberts
01/16/2023
Not All Trust Is The Same with Dr. Nicole Fisher Roberts
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 Director of Feed A Billion, an international nonprofit that feeds girls around the world to prevent food insecurity, exploitation, and trafficking, and the founder of Health & Human Rights Strategies, an international institute that works to promote the advancement of health care and human rights. In the second installment of this two-part one-on-one interview, Nicole and Dan discuss whether all trust is the same, what is at the core of trust, and the chemical reaction that happens within our brains that causes us to feel trust.
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SNIPPET: High-Performers Understand Something Different
01/09/2023
SNIPPET: High-Performers Understand Something Different
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.
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Giving People What They Need with Dr. Nicole Fisher Roberts
01/02/2023
Giving People What They Need with Dr. Nicole Fisher Roberts
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, exploitation, and trafficking, and the founder of Health & Human Rights Strategies, an international institute that works to promote the advancement of health care and human rights. In this two-part one-on-one interview, Dan continues his deep dive into the core attribute of sales—that often vague set of social behaviors we call trust. In this episode, Nicole and Dan discuss the relationship between risk and trust, the power of vulnerability, building trust through questions, and how that old sales pursuit of finding commonalities shouldn’t be your only trust tactic.
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SNIPPET: Like vs. Trust
12/26/2022
SNIPPET: Like vs. Trust
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 .
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Evolving Trust with Kent Grayson
12/19/2022
Evolving Trust with Kent Grayson
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 how sales professionals can build trust in their clients or potential clients.
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