Breaking Sales

Goals: Why do they frustrate so many of us?

In this episode, Dan shares a different approach to setting goals designed to help you break free from the traditional goal-setting trap. We'll explore why the word "goal" itself might be holding you back, and discover a powerful framework that focuses on achievement, creation, and experience instead. If you're ready to transform how you think about and pursue what you want in life - whether that's in sales, leadership, or your personal growth - this episode will give you practical tools and mindset shifts to make it happen.

When was the last time you sat comfortably in silence during a sales conversation?

In this episode, Dan Lappin and Pam Evanson explore the transformative power of giving prospects space to think. You’ll learn:

• Why jumping in to fill every pause can cost you valuable insights
• Practical techniques for creating space in your conversation, and
• How to practice the art of detachment from labeling interactions as "good" or "bad."

This episode will transform how you approach questioning in sales conversations and help you create the ideal conditions for prospects to share what's truly on their minds.

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.

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.

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.