Lappin180 2024 Webinar Series: Disrupting Conversations and Your Prospect's Budget

September 12, 2024

👉️ After 17 quiet years of coaching hundreds of individuals and organizations and clients investing tens of millions of dollars in our approach, it’s time to let the cat out of the bag: 

You're sales strategy and approach are working against you.

I can remember what several of my clients went through two and three years ago:
The pressures of hitting their growth numbers when many of their prospects and clients froze budgets and delayed projects.

Then came the mandate for each individual to “get busy”: to reach out to their network and solicit projects—even though the approach didn’t fit their primary expertise or growth strategy.

My clients were simply following a well-documented playbook of leveraging personal networks, pitching solutions, and hoping that the pitch would motivate the prospect enough to find some budget.

Now, this approach never looks or sounds this rudimentary in the boardroom or on a business development call. No, this is branded as a real strategy and any success that comes from it is hailed as a big win—blinding everyone to reality.

The reality:

👉️ It’s time to get out of the business of pursuing “qualified leads.” 

Qualified leads are how you define opportunities to make a sale, but they have nothing to do with how your prospect assesses and debates change.

Our research shows that two out of ten prospects are actively debating change (qualified) before a sales professional ever shows up for that first conversation.

This means that only 20% may have the budget, need, and timeline to make a decision, and less than that have the authority to decide.

Think about the other eight of ten in this equation. Is there a chance that some of them would benefit greatly from making a change? Maybe even to you?

👉️ What if your growth wasn’t held hostage by your prospect’s limited budget, uncertainty, and innate avoidance of change?

Check out our upcoming three-part webinar series as we dive deep into:

â—Ź The evolutionary psychology behind trust, and how sharing expertise and challenging often backfires in your attempt to persuade them to change.

â—Ź The psychology of how your prospects make decisions and the conflict they experience as they try to overcome their innate biases and fears.

â—Ź How to build executive poise that shifts the conversation paradigm from pitching expertise to helping your prospects identify and take ownership of change.

We’ve decided to offer this webinar series at no cost—too many hardworking professionals are being completely misled about what "selling" really means and requires—but attendance will be limited.

Sales isn’t about being right, it's about getting it right.

Think about the most valuable feedback you've ever received.

For me, one example happened 30 years ago when my boss told me , “No one cares about your expertise or service until you invest the time and effort to understand them. People want to know that you get them.”

This moment is etched in my brain forever. I had just finished what I thought was a really successful and important sales call with my boss. I went into the meeting fully prepared to show the prospect how our service could really impact his business. However, I didn’t prepare or ask a single question. That’s not even the worst part. The worst part: the prospect could have legitimately used our service.

My boss went on to tell me that I would have a really hard time being successful in sales or in life if I didn’t learn how to slow down and prioritize listening and learning.

👉 This experience is called positive tension. It's the art of asking questions and making observations that may be uncomfortable for the recipient at first, but the exchange is invaluable because it helps the other person think differently about their situation, experience, and/or results.

Listen to episode #142: It’s Time To Create Positive Tension. Link to episode above!