Breaking Sales

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Your Value Doesn't Matter Yet

September 07, 2026

Sales professionals can spend enormous energy making sure a prospect understands their value, and it still isn't enough to move the deal. In this episode, Dan and Pam explore why that happens, and why demonstrating value is the wrong focus entirely. A prospect's brain reacts to change the same way it reacts to any perceived threat — and without a reason to think past the present moment, staying where they are will always feel safer than making a change. If you've ever been tempted to lean har...

The Skill That Rewrites How You Handle "No"

August 17, 2026

What if the thing holding back your performance isn't a problem with your abilities, but with how you think about the moments you're dreading? The outreach you avoid, the questions you hesitate to ask, the "no" you're bracing for before you pick up the phone — these are all examples of how your brain is wired to focus on what could go wrong instead of what could go right. But there's a skill that can help you change how you think about these situations: cognitive reframing.  In this episode, ...

Biases Dominate Your Prospect's Decision Process

August 03, 2026

Prospects don't enter sales conversations with a blank slate. They bring years of experiences, assumptions, loyalties, and fears that shape how they evaluate every option in front of them. Those biases influence the prospects willingness to change and how they filter your ability to help them change.  In Part Two of their conversation, I and Pam explore why trying to convince someone they're wrong often strengthens the very beliefs you're trying to change. We discuss how, instead, great sales...