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 improving performance, providing some surprisingly simple strategies that can make a big difference. Read “Learned Excellence” here: https://a.co/d/9vQiv2I

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 tolerance—skills that are essential for success in any field, but especially in sales and leadership.    We'll unpack how top performers use visualization techniques, breathing exercises, and pre-performance routines to prepare for high-stakes situations.    Whether you're gearing up for an important sales call, a crucial presentation, or leading your team through challenging times, Eric and Alan’s insights will help you elevate your game. Read “Learned Excellence” here: https://a.co/d/9vQiv2I

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 performers.   If you're ready to understand what truly drives excellence and how you can apply these principles in your own life and career, this episode is a must-listen.  Read “Learned Excellence” here: https://a.co/d/9vQiv2I

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 and Kristie share practical strategies for delivering confident, direct communication while maintaining authenticity and building trust. Listen in as we unpack the art of confident communication and learn how to match your assertiveness to any situation.  

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 deep into why talent alone isn’t enough to succeed in the long run, how to build systems that position you for greater success over time, and preparing for the unexpected so you can stay flexible when the game (or sales conversation) changes. Nick's insights from the world of professional football will challenge you to rethink your approach to sales preparation and give you practical strategies to elevate your game. Ready to transform your sales preparation and performance? Listen to this snippet, and then scroll back to Episode 10, Preparing to Win with NFL’s Nick Hardwick, to hear the full conversation on the power of preparation in high-stakes situations.

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. We'll break down the mindset shifts needed to embrace change, and why being willing to make mistakes is essential for learning and growth. You'll learn how to approach change as a game of creation, and discover practical exercises to visualize and work towards your future goals.  

It's no secret: many people in high-performance careers pride themselves on their work ethic. At first, the late nights, early mornings, and minimal sleep feel exciting and fulfilling. But as time goes on and they advance further in their careers, many begin to realize this approach isn't sustainable, or even productive in the long run. In this episode of Breaking Sales, Dan and Pam explore the critical importance of rejuvenation and grounding for high achievers and why taking time to recharge isn't just a luxury—it's a necessity for maintaining clarity and avoiding burnout. You'll discover how small, intentional habits can make a big difference in your overall well-being and productivity, the hard choices that come with prioritizing rejuvenation, and why being deliberate is so critical to avoiding burnout. Dan and Pam even share their personal methods of mental and physical rejuvenation, from evening walks and classical music to early morning workouts and prioritizing sleep, as inspiration on how you can make a change in your life. Tune in if you're ready to transform your mindset and boost your performance without sacrificing your well-being.  

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 we fix this? In this snippet, Dan shares why relying on your demo, though tempting, can hurt your ability to connect with your prospects and close the deal. We’ll explore why this leads to missed opportunities and misaligned solutions, and how you can adjust your mindset to better serve your prospect’s needs, not your own need for comfort and security. Listen to this snippet, and if you liked it, scroll back to episode 42, “Disqualifying You Is Easier” to hear the full conversation.  

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 crowded marketplace. They’ll challenge the conventional wisdom about differentiation and explore why your mindset matters more than any feature or benefit you can tout. How it’s often your ability and willingness to ask the questions others are afraid to ask.   

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 build trust by being radically honest? And what if setting clear boundaries actually led to more success? Dan and Kristie break down exactly how to approach RFPs in a whole new way. One that keeps you objective, strategic, and focused on what really matters: helping your prospects make the best decision possible. If you’re ready to throw out the old RFP rulebook and try something that might just transform your entire sales approach, listen in.  

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 you build trust with insurance industry leader Danielle Lombardo. You'll learn how to shift your focus from closing at all costs to truly serving and understanding potential clients, focusing on creating long-term trust instead of short-term gains. If you're ready to challenge what you think you know about sales tactics, listen to this snippet, then scroll back to Episode 3, Breaking the Sales Mindset with Danielle Lombardo, to hear the complete discussion on avoiding these common sales conversation pitfalls.

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 understanding instead of settling for surface-level positivity. Dan and Pam break down real examples of sales conversations gone wrong, and give you strategies to avoid the same mistakes. Prepare to challenge your assumptions, and learn how to avoid disappointment by listening with more curiosity.  

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 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.

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.

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 uncomfortable for the recipient, but the exchange is invaluable because it helps the other person to think differently about their situation, experience, and or results. If you want your prospect to make a change, the psychology would suggest that they will need to feel and work through positive tension.  In this episode of Breaking Sales, Dan and Pam dive deep into why creating positive tension is crucial for transformative conversations. You'll learn why your prospects need to feel tension to seriously consider change, techniques for framing tough questions in a way that builds trust, and how to find your authentic voice when discussing sensitive topics.  If you want to stop spending so much time chasing prospects for answers and you want to sell more, this episode is for you. Let's break down the psychology behind positive tension and how you can use it as a tool to help your prospects gain conviction toward change.   

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 you're ready to learn how to ask the questions that truly matter to your prospect, listen in, and then scroll back to episode 44, “No Shortcuts to Sales Success” to hear our full conversation on mastering the art of tough questions.

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 to break through to your next level of achievement.  

In this Snippet, Pam and Dan explore the power of process in transforming your sales results. You'll learn how to scale your prospecting efforts and build a consistent, high-performing sales machine. We'll break down how to tackle prospecting in an organized, consistent way, and why daily habits reduce stress.   If you're ready to take your sales game to the next level, listen to this snippet, and then scroll back to Episode 12, Prospecting: The Missing Link to hear the full conversation.

More and more salespeople are spending too much time and energy trying to find the perfect prospecting message—a silver bullet that guarantees success. The truth is that the real key to effective prospecting is not in the message itself, but in how we frame our goals and expectations.  You can’t control most things in life, including how your prospect responds to your messaging. However, there are four things you can control:  Your mindset, effort, actions, and consistency.  In this episode of Breaking Sales, Pam and Kristie dive deep into the mindset traps that hold us back, and the opportunities to change our approach—and thus, our results. Whether you’re a seasoned pro or just starting out, get ready to reconsider everything you think about prospecting.  

Are you spinning your wheels, feeling like you never have enough time? Think having a wide-open calendar would mean more freedom? Think again. Dan and Pam are about to challenge everything you thought you knew about managing your time.   Resident time-management expert Pam sits down with Dan to unpack two crucial questions:  1. Does your schedule represent where you are today, or where you want to be tomorrow?  2. Are your calendar practices an asset or hindrance?     They dive deep into how top performers use their calendars as powerful assets, common misconceptions about scheduling that might be sabotaging your success, and how to transform your relationship with time. You’ll find out why having the discipline to plan and stick to a schedule isn't just about getting more done. It's about safeguarding your promises—to yourself, your team, and your clients. Whether you're in sales, leadership, or any field where performance matters, this episode is your roadmap to next-level productivity.  

There will be a time where enough is enough. When all of us in sales look back and say, “What were we thinking?” And we ask, “Why would anyone accept a 20 percent win standard from 20 percent of the population?”    Let’s start questioning the sales norms and redefining how we measure success. It will be up to you to decide what level you’ll play at.    Will convention and the current misguided “expertise” keep you stuck, or will you have the conviction to challenge and carve your own path?   In this episode of Breaking Sales, Pam and Dan start to debunk the myth of sales. They move past the temptation to standardize and label prospects, push past closing ratios, and get to the heart of the matter—how to tear into that other 80 percent.  

If you had one chance to build trust with someone, would you choose the path of sharing your competency or seeking to understand their point of view?    Common sense would dictate that most will choose “seeking their point of view,” but why then during conversations does it so often switch? How many times have you caught yourself telling the other person what they should do, or sharing your expertise and experience hoping they adhere to your advice?  This snippet revisits Dan’s conversation with Kent Grayson, an associate professor and researcher at the Kellogg School of Management and an expert on trust and authenticity in the marketplace. Kent and Dan unpack an analogy that demonstrates why competence in and of itself is not enough to build trust. To hear the full episode, scroll back to episode 96: Evolving Trust with Kent Grayson.

It’s no secret: many salespeople dread participating in RFPs (request for proposals). Many feel they are unfair, unclear, inefficient, and otherwise difficult. However, with more businesses adopting RFPs as part of their decision-making process, it’s crucial that sales professionals know how to approach them.    More importantly, the problem may be less about the process and more about your mindset.    In this episode of Breaking Sales, Dan and Pam discuss adopting a mindset that will help you to disrupt RFPs, and what tools and tactics can be used to help organizations in their decision-making during the RFP process.  

While control provides us with a sense of comfort and security, it doesn’t benefit us to keep an iron grip on every aspect of our lives. If you want to create something new, different, or special in your life, you’ll have to learn to embrace things that you can’t control and trust what you can.    In this episode of Breaking Sales, Kristie and I discuss different perspectives on control, and how to develop a healthy mindset around it. The conversation also explores how trying to control too much can cloud our judgment and prevent us from making good objective decisions.  

How do we make sure we remain accountable to ourselves and our commitments when faced with discomfort?   Continually evolving ourselves and our mindset is essential to propelling our lives, careers, and businesses forward. Sustainable change requires a steady adherence to processes and principles that may sometimes be uncomfortable, but encourage long-term personal growth.    In this episode of Breaking Sales, Pam and Kristie explore what it takes to be accountable to oneself, and why this practice is one of the most important contributors to high performance.  

Language is one of the single most important factors in shaping human behavior and psychology. The words we choose dictate how we think, how we behave, and what experiences we have, positive or negative. How do we use our words to control our own thoughts and approach new situations with clarity and confidence?     In this episode of Breaking Sales, Dan continues his discussion with Dr. George S. Everly Jr., a highly accomplished psychologist, researcher, and author. We discuss the relationship between language and psychology: How self-talk helps us find courage and strengthen our tolerance for rejection or failure. We also discuss how questions help build trust and create new possibilities.  

High performers often cite their routines and sleep habits as essential ingredients to improving cognitive ability, productivity, and other aspects of performance. It’s no different when we think of having meaningful conversations as leaders, teammates, or sales professionals. Powerful communication is no accident, and it can be learned.    In this episode of Breaking Sales, Dan continues his conversation with Dr. George S. Everly, Jr., a prolific researcher and author. George and Dan discuss how we can maximize our conversations and interactions with strong cognitive function through routine, sleep, exercise, and support.  

Have you ever wondered what it would take to add some cognitive and behavioral horsepower to your routines and activities? Or what really influences the choices that you make?    In this episode of Breaking Sales, Dan sits down with Dr. George S. Everly, Jr., a highly accomplished psychologist, researcher, and author whose work spans multiple scientific disciplines. The conversation explores the neuroscience behind decision-making, reframing your mindset to be more conducive to what you want to achieve, and what you can do to maximize your cognitive power.  

How has honest but difficult feedback helped shape the individual members of the Lappin180 coaching team for the better? In this behind-the-scenes episode, Dan, Pam, and Kristie share the stories behind the toughest feedback they have ever received, and how it has helped them learn, grow, and achieve better outcomes. This conversation highlights why feedback is so essential to personal and professional growth at all stages of life.  

Our innate instinct to label things as bad may have worked to protect us 20,000 years ago, but it often works against us in today’s modern world. How are people that work in the most high-stakes roles able to keep their composure despite the elevated sense of urgency?    In this episode of Breaking Sales, Dan shares how his recent conversations with pediatricians treating the sickest children have continued to shape his thinking around the power of detachment.    Dan and Pam discuss how these extreme examples of using detachment can be very useful in helping us stay calm and poised in difficult conversations. They also examine why we label potential threats through the lens of evolutionary psychology, and why this runs counter to the demands of today’s conversations and experiences.  

How can you be certain that your day-to-day activities are helping you achieve your goals? Additionally, how do you identify opportunities that you may have missed, so you can capture them the next time around?   In this snippet, Pam shares why metrics are fundamental to knowing whether or not you are growing in your business, and what metrics you need to understand whether or not you are making progress. To hear the full episode, scroll back to Episode 71: You Can’t Grow Until You Measure.

High-performance is heavily influenced by your choices. There are studies that suggest that those who seek immediate gratification are less successful than those who delay gratification.    Do you sacrifice the present for the future? Or do you give up the future to indulge in the present? This is not an easy question.    Join Dan and Pam as they explore how our choices either promote or hinder our routines, commitments, and sense of fulfillment. In this episode, you’ll hear some interesting perspectives on the relationship between commitment and choices that will help you frame your thinking and decide what viewpoints you do and don’t agree with.  

Your prospects are constantly being sold to, and as a result, they have developed a series of biases that help them filter out what conversations are going to be helpful or harmful to them. This reaction is primal, based on instinct that dates back tens of thousands of years. Even a referral from a trusted source may not be enough for them to let down their guard. What can sales professionals do to ease the prospect’s initial uncertainty and innate lack of trust? In this episode of Breaking Sales, Dan and Pam explore how you can level the playing field with your prospects and clients so that both parties can enter the conversation with more courage and curiosity. They’ll explore the psychology behind the beginning of human interactions and what you can do to make a positive early impact.

Get to know the Lappin180 team in this bonus episode of Breaking Sales. In this candid conversation, you’ll get a behind-the-scenes look at coaching and gain insights on how teams operate and build relationships over time. Dan, Pam, and Kristie share their journeys to becoming coaches, the dynamics that allow them to function as a team, and reminisce about some of the successes and challenges they’ve faced together along the way.  

Sharing your credentials with prospects may seem like a strong way to demonstrate your value, but in reality, leaning on your past accomplishments to convey your worth stems from insecurity and scarcity. Worse, while your prospective clients may be able to gain a lot from your experience and expertise, putting it at the forefront of your conversations to prove your capability and worth may actually have a negative effect.   In this snippet, Dan explores why credentialing is a common pitfall for professionals, and how pitching your solution or expertise can unintentionally trigger the wrong reaction from your prospect. To hear the full conversation, scroll back to Episode 69,” Sharing Your Credentials Can Damage Your Credibility.”  

Assertiveness and persistence can add value to a conversation, but only if aligned with helping the other person assess their circumstances more honestly. Neither should be practiced to advance your agenda. How do you know when it is time to slow down and assert?    In this episode of Breaking Sales, Dan continues his conversation with management consultant Kirsten Markley, to explore how curiosity, assertiveness, slowing down, and persistence all work together to create conversations that build trust and differentiate.  

It’s human nature to revert to our routines when under pressure. If you’ve been taught to sell or position value, then you’ve grown accustomed to defaulting to your expertise when pressured by the prospect. You lead with competency in hopes the prospect will eventually “get” your point. Unfortunately, this doesn’t work as often as we’d like, and it often leaves us feeling disconnected and chasing the prospect for a decision.   On this episode of Breaking Sales, Dan sits down with management consultant veteran Kirsten Markley to explore how she uses curiosity to learn and build trust, and take share of wallet away from the better well known competitors in her space.

Explaining why your product, service, or expertise is a better alternative isn’t enough. Decisions are not made based on benefits alone. There might be many “pros” in your prospect choosing to do business with you, but it’s the perceived risks, discomfort, and hurdles that will hold them back.  In this episode of Breaking Sales, Dan and Pam continue their exploration into the psychology of decision-making. They share some personal experiences that have helped them better understand why it’s human nature to rationalize and avoid change, and provide examples of questions you can ask to slice through your prospect’s decision biases.

The purpose of any traditional sales conversation is to help the prospect objectively assess and debate how or if they should make a change to your product, service, or expertise. This requires enough self-awareness to minimize their biases, identify their attachments, and control their fears. Does your current conversation process and strategy account for this? In this episode of Breaking Sales, Dan and Pam discuss the psychology behind decision-making and explore how human beings approach and debate difficult choices. We’ll explore how facts alone are rarely enough to form a decision, and that it’s most often the relationship between perceived risks and gains that determine your fate.

In a world filled with endless distractions, willpower is our first line of defense against procrastination, and one of the greatest tools we have to accomplish our goals. But is willpower a finite resource, or one that we can learn to manage, grow, and expand?   In this snippet, Pam shares how she uses willpower to manage distraction, and offers an approach to discipline that you can use to stay focused and achieve your goals. To hear the full episode, scroll back to Episode 78: “Stress or Freedom—the Many Perspectives of Discipline.”

What you achieve, create, or experience in your professional and personal journey is reflective of your mindset. When decoding the world around you - your thoughts follow a thinking pattern. This routine dictates the actions you take, or don’t take. So if you want to achieve, create, or experience something more or different - strengthen your mindset. Gratitude is a simple and powerful place to start.    In the final part of my conversation with Chris Schembra, a gratitude expert and the author of Wall Street Journal bestseller Gratitude Through Hard Times, we explore the connection between gratitude and how we think and the actions we take. As well as the impact of negative biographical experiences, and how to shift them to positive.

Is gratitude simply an altruistic way of thinking? Does it have a tangible impact on the challenges we face, and the relationships we attract and build each day?    The answer - yes! It strengthens you and those around you.    In this episode of Breaking Sales, Dan sat down with Chris Schembra, a gratitude expert and the author of WSJ bestseller Gratitude Through Hard Times to discuss. Chris shares how and why you should begin your gratitude journey, and how a gratitude practice will strengthen your connection with prospects, clients, teammates, family, and friends.   

Rejection, self-doubt, imposter syndrome, or simple uncertainty—any one of them can cause anxiety, hesitation, and frustration. All of them reside in your mindset, and it’s often very difficult to consistently shake them.    Enter gratitude.    Whether preparing for a big sales call, leadership moment, or family dynamic, gratitude is a practice that can calm your nerves, instill conviction, and strengthen courage.    Meet my guest, Chris Schembra, a gratitude expert and the author of “Gratitude and Pasta,” along with his latest book, “Gratitude Through Hard Times.” In this episode of Breaking Sales, Chris enlightens us on how practicing gratitude can reshape one's mindset to foster resilience and help us become more resolute in our actions.  

When in a conversation, the process of seeking to understand the other person is core to building trust.     In this Snippet, Pam and Dan discuss how to use questions to help your prospect become more objective as they evaluate your value and expertise.   To hear the full conversation, scroll back to Episode 91—Your Mindset Impacts Your Results Pt 2.  

Changing your mindset is essential for growth, and yet it remains a vague process and destination for so many. Yes, the word is overused and misused.   It’s the absolute determining factor in how you perform and the trust you build in a conversation. It’s the crucial difference between the same results you’ve always experienced and moving into a realm of higher performance. In this episode, Dan continues his conversation with commercial real estate professional and Lappin180 client Jeff Vertun to explore what it took for him to analyze and evolve his mindset. They also look at how changing his mindset translated to the real world by breaking down a meeting that Jeff recently had between his team and a prospect.

Theory, methodology, ideology: life’s full of intriguing concepts, but in the end, success comes down to the risk (and reward) of taking action.    In this episode, Dan speaks with commercial real estate professional and Lappin180 client Jeff Vertun to explore what it means to change your mindset, and how this directly impacts your ability to connect with your prospects by being curious (instead of hiding behind your competencies).  

For the past three years, the Breaking Sales podcast has explored how sales professionals and leaders can develop a high-performance mindset. Now, we’re looking back at the most poignant moments to create the Best Of series, where we feature curated segments on select topics to help you approach your sales conversations and prospecting with more intentionality.    In this episode, we will take a look at several clips focused on how to conduct your sales conversations with the prospect’s best interests in mind, not your own. We call this high-intent or benevolence. It runs counter to the low-intent mindset that many sales professionals have as they try to persuade their way to closing the deal. We’ll visit conversations on asking tough and meaningful questions, the power of staying in the moment when listening, and give a real-world example with guest Stephen Shedletzky of how he applies benevolence in his own business.  

The Breaking Sales podcast has released hundreds of episodes exploring how sales professionals and leaders can develop a high-performance mindset. Now, we’re looking back at our favorite moments to create the Best Of series, where we feature curated segments on select topics to help you approach your conversations and relationships with more intentionality.    In this episode, we will take a look at several clips focused on the relationship between abundance and scarcity, and how mastering these tactics can help you in your prospecting. We’ll examine the psychology behind scarcity and abundance and how to avoid falling into common pitfalls that signal scarcity to your clients.