You're knowledgeable. You're prepared. You know your offer inside and out. So why do you freeze, over-talk, or agree to things you didn't want to agree to on sales calls? In this episode, I share the neuroscience behind why confident, experienced professionals fumble sales—and it has nothing to do with your skills or preparation. It's your nervous system taking over. What we cover:
- The freeze response (and why it doesn't always look like being frozen)
- Why your nervous system can't distinguish between actual danger and a sales call
- The story of how I fumbled a $150K sale (and what I learned)
- Polyvagal theory basics: the vagus nerve and how it hijacks your executive function
- Why "just be more confident" doesn't work
- Missing red flags when you're dysregulated
- How to resource yourself before high-stakes conversations
- The practice: identifying where you're perceiving threats that aren't actually threats
Referenced in this episode:
- Story & Somatics program (link below)
- The Embodiment Lab experiment (email team@erintrafford.com for details)
This is Day 13 of the 31-day Transmission Series—daily episodes exploring embodied business practices.
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