Episode 50: Do You Emphasize the Negative or the Positive? (7 min)

Do your thoughts lean negative or positive before reaching out to a prospect or asking a tough question? How much time do you waste debating the consequences of screwing it up versus getting it right? Do you torture yourself crafting round after round of the perfect email? Welcome to loss aversion, a common human bias where the urge to avoid pain is twice as strong as the pleasure of what you could gain. In this episode, Dan shares how this mindset impacted a recent result – and how this bias translates into your daily sales experience.

After You Listen:

• Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243
• Take this assessment to determine how and where you can improve your sales results: https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Learn more about Lappin180: https://www.lappin180.com/

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.