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.

Breaking Sales

Three Universal Poor Performance Triggers

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.

Healthy vs Unhealthy Comparison

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.

SNIPPET: Avoiding Confirmation Bias

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.

Dan Lappin Raw

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.

SNIPPET: How To Be a Thoughtful Giver

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.

Don’t Make Your Outreach About You

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.  

Detach from Attachment with Ken Mossman

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 to hear the full conversation.   

SNIPPET: A Nuanced Definition of Failure

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.  

Stop Confusing Your Drive, Performance, and Identity with Ken Mossman

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.

SNIPPET: Why Process is More Important Than 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 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.  

On the Receiving End of a Bad Sales Call

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 episode 20.

SNIPPET: Are Your Excuses Winning?

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. 

Four Methods of Detachment

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.

Disappointment - The Gateway to High-Performance

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.

SNIPPET: Stop Chasing Results

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 differently, stop selling, and break the sale. Join Dan on his unorthodox mission to shatter the dull monotony of performance stagnation.

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Breaking Sales

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