Don't count on prospects to perceive your relationship the same way you do. Every time you enter a prospect conversation looking for signs of approval or the chance to prove your expertise, find pain, or get a commitment on next steps – you're pushing a sales experience. Even if the prospect likes you, it doesn't necessarily mean they trust you. In this episode, learn two simple conversation approaches to help you develop a prospect relationship based on trust and competitive advantage.

Prospecting isn't about giving away your character – it's about finding it. When it comes to business development, one of the worst traps is tying your self-worth to outcome. The pressure you feel to deliver results works against you as you buckle under the weight of self-perceived humiliation of rejection.

Lappin180 team member, Tom Short, has built an impressive prospecting machine that consistently delivers four or more conversations every week. But that wasn't always the case. In this episode, Tom shares his struggles with self-doubt and poor results before changing his mindset and his definition of success to produce high-level BD results.

2020 is closing quickly and 2021 is right around the corner. If you want to have a different experience and create different results, you will need to think, plan, and execute differently.

In this episode we talk with Bob Wierema, Executive Vice President of Lockton Companies. Bob has been through the ups and downs – the second guessing and self-doubt – and has come out the other side as a top performer at his company and in his field. Listen as Bob shares some of the tactics that he uses to set up his day and week for success, as well as the philosophies and mindset that keep him constantly moving forward and evolving.

Are you prepared to prospect in a virtual environment? We're taking a deep dive into prospecting for the next few episodes and what you need to know to rejuvenate and sustain your pipeline. Pam Evanson of the Lappin180 team joins the conversation to discuss the importance of process and its impact on prospecting. Are your processes propelling you forward, or is the lack thereof causing you to waste energy and time playing pipeline catch up?

In today's Breaking Sales episode, we're featuring two conversations, one with Pro Bowl Center Nick Hardwick, and Erica Ballard, a health and wellness expert. They join Dan Lappin to discuss the impact sleep, nutrition, and exercise have on your ability to perform in the clutch. You'll learn how you work towards your success – or against it – by the way you take care of your health both mentally and physically.

• Connect with Nick Hardwick: https://hardwick.life/
• Connect with Erica Ballard: https://www.ericaballardhealth.com/about-me
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/
• Learn more about Lappin180: https://www.lappin180.com/

Preparation is critical to perform at the highest level. Whether it's for an important prospect meeting or facing an immovable human wall in the NFL, what you do before the game matters most. In this episode, former NFL Pro Bowl Center Nick Hardwick from the San Diego Chargers joins Dan Lappin for a powerful lesson in preparation and performance.

After You Listen:

• Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/
• Learn more about Lappin180: https://www.lappin180.com/

Mindset is essential to succeeding in sales. Whether it's preparation or detaching from outcomes, putting yourself in the right state of mind will significantly impact your ability to perform. Mindset also plays a crucial role in successful relationships. Dr. Karin Anderson Abrell, psychologist, author, and relationship expert joins Dan in this episode of Breaking Sales to address the mindset similarities between dating and sales.

After You Listen:

• Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/
• Learn more about Lappin180: https://www.lappin180.com/

As pandemic uncertainty continues, you're either frozen in place waiting for external events to dictate your next move, or you've assessed the risk and decided to take action in anticipation of a better business climate. This episode addresses the reality of both situations with ideas to get unstuck so you can move your business forward.

After You Listen:

• Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243
• Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/
• Learn more about Lappin180: https://www.lappin180.com/

Flow is the mental state of optimal performance. With flow, you execute an activity with complete focus and intentional control, unhindered by distraction, doubt, or negative internal chatter.

In this second of two-part series, Indianapolis Colts' Brian Decker reveals how to achieve this high-functioning state of mind and how flow applies to your sales practice. Learn about the three combined elements that make up flow – preparation, visualization, and mindset - and how it drives high performance.

After You Listen:

• Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243
• Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/
• Learn more about Lappin180: https://www.lappin180.com/

What's the biggest indicator of success? For Brian Decker, Director of Team Development for the Indianapolis Colts and a former US Army Special Forces Officer, it always comes back to resilience. Brian shares lessons gained from his experience identifying and preparing men for combat, both on the football field and in the military. He talks about the difference between natural and learned resilience, and how you can improve and evolve it.

In this first of two-part series, Brian shares his insights on resilience, and Dan applies it to sales performance. Learn how to embrace obstacles as part of the process for improving your resilience, so you can take your performance to a new level.

After You Listen:

• Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243
• Take this assessment to determine how and where you can improve your sales results. https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Connect with Kiley Schmitz: https://www.linkedin.com/in/kileyschmitz/
• Learn more about Lappin180: https://www.lappin180.com/