Share This Episode Now!

Episode 76: The Relationship between Trust and Risk

Your prospects don’t know you. They don’t know if you’re there to really help them or just make a sale. Before you can even think about pitching them some kind of solution, they need to trust you and know that you’ve got their back. Doing this out of order can cause distrust and actually add to the potential risk that they perceive. Ultimately, it will result in them staying the course and maintaining the status quo without making a change—even if they really do need to do something different. Listen in as Dan and Kiley discuss the relationship between trust and risk and how to keep this top of mind in your prospect meetings.

Subscribe to Breaking Sales

Breaking Sales Podcast on Apple Podcasts
Breaking Sales Podcast on Spotify

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.

If you found this podcast helpful, please share it with others and consider rating it on Apple Podcasts.

We welcome all thoughts, comments, and guest suggestions.

  • This field is for validation purposes and should be left unchanged.