Breaking Sales Dan Lappin

It’s no secret: many salespeople dread participating in RFPs (request for proposals). Many feel they are unfair, unclear, inefficient, and otherwise difficult. However, with more businesses adopting RFPs as part of their decision-making process, it’s crucial that sales professionals know how to approach them. 
 
More importantly, the problem may be less about the process and more about your mindset. 
 
In this episode of Breaking Sales, Dan and Pam discuss adopting a mindset that will help you to disrupt RFPs, and what tools and tactics can be used to help organizations in their decision-making during the RFP process.
 

While control provides us with a sense of comfort and security, it doesn’t benefit us to keep an iron grip on every aspect of our lives. If you want to create something new, different, or special in your life, you’ll have to learn to embrace things that you can’t control and trust what you can. 
 
In this episode of Breaking Sales, Kristie and I discuss different perspectives on control, and how to develop a healthy mindset around it. The conversation also explores how trying to control too much can cloud our judgment and prevent us from making good objective decisions.
 

How do we make sure we remain accountable to ourselves and our commitments when faced with discomfort?
 
Continually evolving ourselves and our mindset is essential to propelling our lives, careers, and businesses forward. Sustainable change requires a steady adherence to processes and principles that may sometimes be uncomfortable, but encourage long-term personal growth. 
 
In this episode of Breaking Sales, Pam and Kristie explore what it takes to be accountable to oneself, and why this practice is one of the most important contributors to high performance.
 

Language is one of the single most important factors in shaping human behavior and psychology. The words we choose dictate how we think, how we behave, and what experiences we have, positive or negative. How do we use our words to control our own thoughts and approach new situations with clarity and confidence?
 
 
In this episode of Breaking Sales, Dan continues his discussion with Dr. George S. Everly Jr., a highly accomplished psychologist, researcher, and author. We discuss the relationship between language and psychology: How self-talk helps us find courage and strengthen our tolerance for rejection or failure. We also discuss how questions help build trust and create new possibilities.
 

High performers often cite their routines and sleep habits as essential ingredients to improving cognitive ability, productivity, and other aspects of performance. It’s no different when we think of having meaningful conversations as leaders, teammates, or sales professionals. Powerful communication is no accident, and it can be learned. 
 
In this episode of Breaking Sales, Dan continues his conversation with Dr. George S. Everly, Jr., a prolific researcher and author. George and Dan discuss how we can maximize our conversations and interactions with strong cognitive function through routine, sleep, exercise, and support.
 

Have you ever wondered what it would take to add some cognitive and behavioral horsepower to your routines and activities? Or what really influences the choices that you make? 
 
In this episode of Breaking Sales, Dan sits down with Dr. George S. Everly, Jr., a highly accomplished psychologist, researcher, and author whose work spans multiple scientific disciplines. The conversation explores the neuroscience behind decision-making, reframing your mindset to be more conducive to what you want to achieve, and what you can do to maximize your cognitive power.