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 244 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Dan Lappin hosts Breaking Sales, a business show with 244 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 #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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  Episode #201

  How you start does have a cost!

  Jul 6, 202625 min

  The opening minutes of a prospect meeting carry more weight than many sales professionals give them credit for. It can dictate whether you are starting from a position of strength or from behind. From that very first moment forward the prospect is trying to determine one thing: What does this person actually want from me? The question is - do you want your prospects thinking about where you're trying to take them, or how you will use their answers to advance a sale? Or do you want their energy and effort focused on answering your questions with honesty? All of this is determined by how you start your conversations. In this episode, Dan and Pam explore what it actually takes to create the conditions for an honest conversation — including what's required to help prospects examine their biases and challenge their beliefs. This episode is relevant for anyone who has walked out of a meeting thinking it went fine — and then never heard back. Follow and subscribe to our YouTube channel: https://www.youtube.com/@BreakingSalesPodcast/videos

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  Episode #200

  The Work Nobody Sees with Coach Urban Meyer

  Jun 15, 202654 minS0

  <p >There's a pattern that often appears in sales organizations: someone isn't performing, and the response is frustration, blame, or eventually, a conversation about whether they still belong on the team. What rarely happens is an honest look at whether that person was ever actually set up to succeed — whether they had the development, environment, and preparation to perform when the stakes were high.</p> <p >In the 200th episode of Breaking Sales, Dan sits down with three-time national championship-winning college football coach Urban Meyer for a conversation about what high performance actually requires. Coach Meyer spent decades putting other pe...

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