Stop Selling and Start Closing With Dan Lappin

Wes Schaeffer
June 20, 2020

Detach from the outcome to grow your sales

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There is a lot of psychology that goes into selling
Breaking Sales is to help someone become objective
A lot of salespeople grind and hustle and struggle
They become attached to the outcome
“I hope they like me. I hope I get the business. I hope I get invited back.”
Professional athletes know to let go of the outcome
Golfers need to focus on the execution of the swing not the fact they just double-bogeyed the last hole
When you focus on the outcome you change the execution of the skill, and that creates too much struggle
Bring out peak performance
Sleep, eat right, be sharp, exercise, meditate
These are the new routines of top performers
Adults learn well but we’re attached to our history and efforts and past results so it’s hard to change our habits and actions
The key to a good sales conversation is your mindset
It’s not just who is asking the questions or giving more information

The new routines of top performers include sleeping, eating, exercising, and even meditating.”

We’re all guarded at first
Will this conversation help us or harm us?
Most salespeople want and need something from the prospect
Have a helping/serving mindset
You need to have a detached mindset
There are no good or bad answers
Don’t assign values to answers. Just accept them for what they are.
How many of your prospects have decided to make a change before you ever show up? Most salespeople admit only 10-30% are at that stage.
For those ready to make a change you can follow “old school” sales tactics.
To get exponential growth you need to get better at addressing the other 70-80%.
How many of those are even ready and/or need to change?
It’s human nature to overestimate and underestimate
You have to “spar” to gain more confidence. This is done in the deal dissection.
Hesitancy, anxiety, disappointment, frustration, etc. can show up and blow up your meeting
Detach so you’re not thrown off by “bad” answers
Those answers “don’t mean anything, yet.”
Turn into those “bad” answers
Role play with your teammates first (AI can help with your roleplaying)
This is a lifetime project because sales is a profession
Do a sales detox before you get on the phone
Your prospects become defensive when they detect sales patterns
Ask a lazy question, get a lazy answer
Have an advisor mindset, detach, ask meaningful questions
Can you help? How can you help? Are they ready for help?