Sell More by Serving W/Allan Langer
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Episode Description
Welcome to the On The Rise Podcast! In this episode, Jeremy Dyer sits down with Allan Langer, nationally recognized sales performance coach and bestselling author of The Seven Secrets to Selling More by Selling Less. Allan shares how authenticity, psychology, and human connection consistently outperform scripted sales processes. They break down why objections are created by sales behavior, not buyers, and how body language reveals buying signals most professionals miss. The conversation also explores how AI will reshape sales while making genuine, human-first selling more valuable than ever. This episode is essential for anyone looking to improve influence, trust, and long-term sales performance.
Summary
Tip #1: People Don’t Hate Buying, They Hate Salespeople
“Nobody wants to meet with a salesperson because they’re expecting a terrible experience.”
Allan explains that buyers enter sales conversations with defensive expectations. The goal is to become the anti-salesperson by creating comfort, trust, and a genuine human experience.
Tip #2: Stop Selling the Process, Be the Person
“I wasn’t the process in the house, I was myself.”
Allan attributes his success to abandoning rigid scripts and showing up authentically. Robotic processes create resistance rather than trust.
Tip #3: Objections Are Created, Not Given
“You didn’t get an objection, you created it.”
Most objections stem from buyer anxiety caused by poor conversations. When trust is built correctly, objections largely disappear.
Tip #4: Closing Is Not a Moment
“Closing is just the extension of a great conversation.”
Allan reframes closing as a natural next step, not a pressure tactic. When pain and solutions are aligned, commitment becomes easy.
Tip #5: Body Language Tells the Real Story
“When the polite smile turns genuine, trust has been built.”
Allan breaks down subtle cues like polite smiles, pursed lips, and nose touching to identify comfort, hesitation, or dishonesty in real time.
Tip #6: Silence and Observation Save Deals
“I knew something was wrong because of one glance and pursed lips.”
By noticing body language and giving buyers space, Allan avoided a canceled deal and preserved trust.
Tip #7: Social Proof Must Be Specific
“Most of my customers do this isn’t social proof.”
True influence comes from referencing people who closely resemble the buyer, not vague generalities.
Tip #8: Ask Open-Ended Questions or Lose Control
“Closed-ended questions kill conversations.”
Open-ended questions uncover emotion, which drives buying decisions far more than features or pricing.
Tip #9: Genuineness Beats Commission Breath
“If you go in desperate, they’ll sense it immediately.”
Buyers can detect urgency rooted in quotas rather than service. Leading with help changes outcomes.
Tip #10: Human-First Selling Wins in an AI World
“Artificial is the opposite of what people want.”
As automation increases, real conversations, empathy, and authenticity become the ultimate differentiators.
Resources and Links
Website
https://allanger.com/
Book
The Seven Secrets to Selling More by Selling Less
Social Media
https://www.linkedin.com/in/allanlanger/
