Latest / Revenue Rascals | Sales Strategies for Business Growth
The Science of Selling | How Your Nervous System Impacts Every Sales Call
In this episode, Michelle Terpstra breaks down a hidden factor influencing sales performance that most training programs overlook: your nervous system. After reviewing hundreds of sales calls, Michelle explains how she can often predict the outcome of a deal within the first minute —not based on the pitch, script, or offer, but on the seller’s physiological state. When a seller enters a call stressed, rushed, or reactive, their brain shifts into survival mode, making it harder to listen deeply, ask strong questions, or guide the conversation with confidence.
Drawing on neuroscience and…
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