From Scripts to Authenticity: Allan Langer’s High-Impact Sales Method

On this episode of High Impact, host Josh Vanada sits down with sales trainer and author Allan Langer for a deeply insightful conversation about transforming the sales industry. Drawing on his extensive experience working across a variety of industries—but with special expertise in the remodeling world—Allan breaks down why the traditional “salesy” approach just doesn’t work anymore.

Allan shares the story behind his bestselling book, The Seven Secrets to Selling More by Selling Less, and explains how real sales success comes from listening, building trust, and truly helping customers solve their actual problems. Together, Josh and Allan unpack the science behind why high-pressure sales tactics turn people off, how the best salespeople act more like consultants or guides, and why asking genuine, open-ended questions can completely change the game.

The episode also explores how technology like AI is reshaping the sales process—sometimes for the better, sometimes for worse—and why authentic, human-to-human connection still matters most. Allan reflects on the critical role of strong leadership in the sales field, the dangers of focusing only on metrics, and the importance of learning from every customer interaction.

Whether you work in sales, lead a team, or ever found yourself wary of a “salesperson,” you’ll leave this episode with practical insights and a refreshed view on building trust, leading with integrity, and making your impact one person at a time.