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

Breaking Sales is a business podcast hosted by Dan Lappin, with 246 episodes on record and a Required Pod Score of 80.

Dan Lappin hosts Breaking Sales, a business show with 246 episodes published.

Our AI reads these to draft pitches. Use them as grounding for a pitch that cites a real guest and a specific topic.

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  Episode #206

  The Cost of Avoiding Discomfort with Jason Moser

  Sep 21, 20261h 3m

  If you're in sales, you may have noticed a familiar pattern: a hard question you soften before you ask it, a prospecting call you keep pushing out to tomorrow, or an observation you don't make because saying it feels risky. It's easy to chalk these behaviors up to busyness or a lack of discipline. Usually, the root cause is something else entirely. In this episode, Dan sits down with Dr. Jason Moser, a clinical psychologist and researcher at Michigan State University, to talk about what's actually happening in those moments, and why avoiding them tends to make things worse, not better. If discomfort has ever talked you out of doing something you knew you should do, you won't want to miss this episode. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos

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  Episode #205

  Your Value Doesn't Matter Yet

  Sep 7, 202631 min

  Sales professionals can spend enormous energy making sure a prospect understands their value, and it still isn't enough to move the deal. In this episode, Dan and Pam explore why that happens, and why demonstrating value is the wrong focus entirely. A prospect's brain reacts to change the same way it reacts to any perceived threat — and without a reason to think past the present moment, staying where they are will always feel safer than making a change. If you've ever been tempted to lean harder on your value or expertise when a deal started to stall, this episode is for you. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos

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  Episode #204

  The Skill That Rewrites How You Handle "No"

  Aug 17, 202659 min

  What if the thing holding back your performance isn't a problem with your abilities, but with how you think about the moments you're dreading? The outreach you avoid, the questions you hesitate to ask, the "no" you're bracing for before you pick up the phone — these are all examples of how your brain is wired to focus on what could go wrong instead of what could go right. But there's a skill that can help you change how you think about these situations: cognitive reframing. In this episode, Dan sits down with Ayelet Fishbach, a motivation scientist at the University of Chicago and author of Get It Done: Surprising Lessons from the Science of Motivation, to discuss why the path to any goal feels the way it does — and how to reframe the setbacks you encounter along the way. This conversation is relevant to anyone working towards a goal that takes sustained effort over time — particularly salespeople who face regular rejection as part of the job and are looking for better ways to manage it. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos

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  Episode #203

  Biases Dominate Your Prospect's Decision Process

  Aug 3, 202622 min

  Prospects don't enter sales conversations with a blank slate. They bring years of experiences, assumptions, loyalties, and fears that shape how they evaluate every option in front of them. Those biases influence the prospects willingness to change and how they filter your ability to help them change. In Part Two of their conversation, I and Pam explore why trying to convince someone they're wrong often strengthens the very beliefs you're trying to change. We discuss how, instead, great sales professionals create the kind of conversation that helps prospects examine those beliefs for themselves. If you've ever walked away from a meeting knowing your solution was the better choice—but still lost the opportunity—this episode will help you understand what kind of questions you'll need to ask to help your prospect minimize the impact of negative biases. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos

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  Episode #202

  Why We Stick to What's Not Working with Annie Duke

  Jul 20, 20261h 19m

  You probably don't think of yourself as resistant to change. But when something has worked for you before, it's easy to assume that's the reason for your success — and that habit makes it hard to notice when a different approach might actually work better. In this episode, Dan sits down with cognitive scientist, author, and former professional poker player Annie Duke. Together they explore what's really going on when someone won't let go of an approach that's not serving them — whether that's a sales professional or a prospect — and what it takes to move past it. If you've ever struggled to get a decision-maker to consider something new or held onto a deal that was dead a long time ago, this episode is for you. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos

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