Events 2019-11-11T15:33:07+00:00

The #1 Barrier
to Sales is Sales

two business men pushing against a cement ball

Events

Events

November 13, 2019
8:30 – 10:30 AM CT
Dallas, TX

Here’s What You Will Learn

  • A mindset shift that empowers you to challenge your prospect as a peer.
  • How to help your prospects become less burdened by loyalties and more objective in their decision process.
  • How to avoid triggering your prospects’ decision biases.
  • How to differentiate yourself through your conversations – by changing them.
  • Why your sales approach is detrimental to making the sale.
  • The difference between a “sales” vs. a “change” conversation.
  • How to build a very different level of trust.

No matter what your title, experience, or opinion of sales, if you’re rewarded financially or emotionally when someone decides to use your services, this is one breakthrough you won’t want to miss. For some of you, this will be a painful disruption of everything you’ve learned and practiced about sales. For others, it will be the path that you’ve always known was there, but never knew how to access – until now.

The #1 barrier to making the sale is the sale. Why? Because the conversation that ensues between you and the prospect inherently lacks objectivity on both sides. Neither of you are able to see and assess things for what they are without an emotional bias that serves each of you.

Let’s take “sales” out of this. If your approach in trying to influence another human being to do something different includes the actions of proving, presenting, pitching or promising your expertise, then this webinar will help you break loose from these overused tactics that do little more then leave you with your fingers crossed after each conversation.

Your biases as a sales professional are created by a whole history of unrewarded effort from past sales experiences and hopeful anticipation of future validation and reward that you carry into every conversation. These biases affect your conversation objectivity and what you listen for, what you ask, and how you engage the prospect. You’re that sales guy.

Your prospect’s biases inherently cause them to struggle with objectivity during your conversation. Their biases are framed by their past effort, lessons, relationships, and experiences of what they’ve created. This is what allows them to filter the conversation with you, so they can justify maintaining their status quo.

The result is a collision, not a conversation. This is why sales is the barrier: you are having the wrong type of conversation. The prospect isn’t trying to think of ways to work with you. Why? Because human nature is to overestimate what we have in place and underestimate what could be gained by doing something different.

As a sales professional trying to replace or initiate a new solution, this is what you are challenged with.

The long tedious sales cycles, the shock when the prospect decides to do nothing different, the loss of time chasing decisions, and then mistakenly chalking your loss up to a numbers game – these are the hallmarks of the wrong sales conversation.

The webinar will teach you three mindset shifts that will help you change the conversation with your prospect. With your new conversation techniques, you will allow your prospect to safely and objectively debate the features, benefits, and value of your expertise so they can make a change decision – instead of resisting your “sales” approach. You’ll be able to skillfully disrupt the prospect’s routine conversation approach and their inherent avoidance of change, and help them embrace the positive tension of change.

The workshops are an extension and deeper dive into this mindset and conversation shift. Here you will learn specific tactics that will help you guide your prospect past their biases and to a more objective decision.

It’s not about your sales – it’s about the prospect accepting change. Join me and learn how.

Meet the Speaker

Dan Lappin

Professional Business Coach

Dan Lappin is a high-performance sales consultant and coach whose company disrupts conventional sales and conversation standards by teaching advanced skills – debate, objectivity, and creative tension – that replace the typcial sales techniques of persuasion, providing, or promising value. His team of coaches delivers the Lappin180 method to hundreds of clients in 19 major cities from Prague to LA.

With 25 years of sales and sales leadership experience, he has invested 12 years weaving each lesson learned into the fabric of his company, Lappin180.

Dan’s core philosphies are based on two principles – mindset and conversation. He shares with audiences that selling is the barrier to make the sale. Human beings don’t struggle to assess facts, features, and benefits, they struggle to debate and accept the uncertainties and risks of change. The actions conducive to pursuing a sale are in conflict with the action and thinking of helping someone make a change. His message weaves psychology, human nature, and practical experience into his teaching.

sales training program head icon

Are your conversations creating a sales or consultative experience for your prospects?

sales training program conversation bubble icon

Lets Talk

Our role is to help you decide “how” and “if” you’re ready for that next level of performance. We won’t make that decision for you.

Contact Us

Sign up for our E-Newsletter

If you are looking to shake free from the sales paralysis that you compete with and in every day, sign up for content that will help you along the way.

sales training program conversation bubble icon

Lets Talk

Our role is to help you decide “how” and “if” you’re ready for that next level of performance. We won’t make that decision for you.

Contact Us

Sign up for our E-Newsletter

If you are looking to shake free from the sales paralysis that you compete with and in every day, sign up for content that will help you along the way.