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Episode 42: The Disqualifying You is Easier

What happens when someone tries to sell you something that you’re not sure you need? Do you spend energy trying to qualify their service, product, or offering? Or do you spend your time disqualifying it? If you qualify, you’re on the hook for spending money, trying something new, and possibly making a mistake – getting it wrong. If you disqualify, you maintain control of the story and avoid the discomfort of doing something different. How often do prospects make this choice? Listen in as Dan and Kiley provide insight into how to avoid your prospect’s innate desire to disqualify you.

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After You Listen:


dan lappin

Dan Lappin is a renowned sales disruptor with a simple message – stop selling.  As president and founder of Lappin180, his mission is to challenge status quo sales tactics and revolutionize the sales process entirely.  Dan is a prominent voice advocating for a consultative approach to sales, where pushing, persuading and promising are past tense.  A prolific writer, speaker, and host of the popular Breaking Sales podcast, Dan’s change message resonates with thousands from Prague to Los Angeles.


Kiley Schmitz Professional Business Coach at Lappin 180

Kiley Schmitz is a professional sales coach and runs the Talent Acquisition division at Lappin180, where she identifies and recruits top-performing individuals for client firms.  Her passion for emotional intelligence psychology drives her success in helping organizations solve tough business challenges.   She is a powerful motivator and innovative leader who speaks frequently on the topics of elite mindset development and self-awareness.

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