Why You Should Throw Away Your Sales Call Strategy – Nervous System & Trauma Healing For Profitable Businesses 

Most of us want to squirm our way out of getting better at selling. We think it needs to be icky. We think it needs to be like some magic formula that I need to learn from Gary V.

Not true.

Selling can feel natural, fun and easy.

The pathway there lies in your body. Deep inside you hold a Somatic Sales Strategy.

Clients who implement this framework have experienced:

Making sales that seem “too good to be true” because they were just themselves on their sales call!! (not icky, not pushy – just themselves).

Created marketing plans they can actually execute AND lead to clients – without feeling overwhelmed by their todo lists

Have client’s “drop into their lap” – even after releasing them to other coaches!

The Somatic Sales Strategy is what makes Body Based Business so effective at making sure you receive a return on your investment.

Create 5k months by learning to read your own Body Based Business compass – a skill anyone can learn.

First, you’ll start with The Embodied Entrepreneur – The Immersive Workshop.

Inside this *free* immersive workshop, you’ll learn…⁠

-The ONE question you need to ask yourself to find more ease and less anxiety throughout your day

-What you MUST know if you want to create sustainable income in 2023 without chronic burnout or overworking

-The UNPOPULAR advice that helped me save thousands of dollars and hours in becoming a full-time coach

-The ONLY strategy you need to 2x your income and impact

-The 4 nervous system foundations to create more pleasure and ease and success in business

https://sheridanruth.ck.page/embodied

TRANSCRIPT:

[00:00:00] Sheridan: Your sales calls don’t feel sticky because they’re not in alignment or because you’ve got the wrong script. They feel sticky because you were trying to stick to a strategy that wasn’t made for you.

[00:00:10] By the end of this episode, you will know the one and only way your future clients make decisions. It’s not what you think, what you must know about sales. If you want to make them without feeling icky, pushy, or guilty, and the three questions to ask yourself to feel more confidence in all of your sales conversations.

[00:00:44] Sheridan: There was a time during the more new parts of my entrepreneurial journey, particularly online when I brought all of my work online and I started really doing sales calls where I would [00:01:00] show up to these sales calls feeling anxious or I would kind of avoid them. Avoid them and I would pursue like sales in the DMS or I would think I don’t need to prove myself I don’t have conversations with people about sales or I would show up and I would always end these calls Feeling icky because one part of me felt like if they said yes to working with me That I had like done something wrong.

[00:01:30] It doesn’t make logical sense But I had like done something wrong or that this was just a one time thing and the other shoe was about to drop. Or if the person that I was thinking about working with didn’t end up working with me, I would kind of berate myself afterwards. And all of this happened to kind of feed this part of me that felt increasing amounts of anxiety and discomfort around sales conversations to the point where I stopped having [00:02:00] them because I stopped speaking. I stopped inviting people to have these conversations. So I stopped making sales and I burnt out. Oh, I. It took a really long time to unpack this one. I also went through a period where I tried to perfect the sales script. I thought, you know, if I could just say these specific things and if I could just be this specific way, and if I had the right amount of availability in my calendar, and if my product was this, and I spoke about this beforehand and I spoke about this afterwards, I should just kind of get all of the things right, then, then I would, would, I would make the sale and then I would be a success and then everything would be okay.

[00:02:39] And this seemed kind of normal, right, because I’ve noticed so many other people go through this and in fact, there’s so many tools and resources on the internet where we can. Like the people sell you their sales script or people ask about them when they talk about them while they sell you messaging and say that it’s everything is easier when you have better messaging and

[00:03:00] all of these things, the environment that a lot of entrepreneurs find themselves in, especially if you’re on the internet, kind of tends towards invoking or inviting us to consume and spend more money on perfecting this sales problem.

[00:03:18] And. Yeah. I’m not saying there’s anything wrong with that. I think they’re really valuable resources. I don’t know if they’re always the most helpful. And the reason that I say this is speaking both from personal experience and then the experience of hundreds of colleagues and dozens of clients who have had this exact same problem.

[00:03:41] The amount of sales calls that I was doing was rising, sorry, it was staying the same and but the amount of people who are actually ended up working with me was lowering, but my anxiety was rising around it and you and I are both smart enough to know that there’s something

[00:04:00] kind of beneath the surface if everything seems like it’s supposed to be going well, yet it’s not.

[00:04:07] And you have anxiety. At that point, that anxiety was making my sales calls really awkward and ineffective.

[00:04:20] I’m going to talk in a little while about what I truly believe sales calls are for and, and what your job is on a sales call, but just to give some context first, so I did what I often do. Sometimes I avoid it first, sometimes I procrastinate it, but I do what I often do. And. I took one of the therapeutic practices that I had have learned in many of my trainings.

[00:04:49] It’s the one that I teach my clients. I took myself to my bedroom and I did this somatic inquiry and I found that there was this. This wounded

[00:05:00] inner child that was running the show the more inquiry that I did towards this inner child, I found that she was. Really worried about not having money. that was just because of her past experience, you know, I didn’t grow up with a lot of money.

[00:05:18] Um, it was difficult at a lot of times for me and my family. And, uh, as. I became closer to having money come in, what would normally happen, what was happening at this time was his inner child was always coming in and kind of taking control of the steering wheel because she was so anxious that we weren’t going to have money again, that we were going to have to rely on the government for food support and things like that.

[00:05:48] She was so nervous. That she felt that she couldn’t trust me to do sales calls. And so that’s why she pursued the scripts and the marketing. She spent money on these and she like worked with that coach and XYZ [00:06:00] didn’t trust me to bring that money in and hold it and keep it so that she would be safe. . That’s how I really discovered what sales is for me. I discovered it through a little bit of anxiety, through some pain, through some trauma healing, and I’ve completely transformed the way that I see sales. Sales for me now is. Oh, we’ll talk about it more in a sec, but just fun and nourishment and curiosity and innocence.

[00:06:29] And it feels glittery and it just feels like talking to friends, which is really awesome. And it feels like helping people, whether or not they end up working with me or not. It feels like the most natural thing in the world. But I got to this point through a little bit of pain. So the first thing I want you to know is like, if you are experiencing a little bit of discomfort around your income and your sales, then I want you to know that that’s normal and that’s okay.

[00:06:55] You haven’t done anything wrong. You’re in the right place and you’re right on time.

[00:07:00] You’re right on time. So, when we use sales scripts, what often happens is it actually creates kind of this pressure in your system, your nervous system that can lead to a fight or flight response. It adds this, and what happens is kind of this external, um, quality of like, okay, I’m going to use, I’m going to use this trick.

[00:07:29] The script I’ve learned this thing, and we then have internal dialogues and experiences that can activate this fight or flight response. And now a fight response, when you are using a sales script, looks like being that pushy salesperson, something that I know you really want to avoid. That flight response often looks like.

[00:07:56] Um, completely avoiding sales conversations,

[00:08:00] feeling anxious on the calls. That was kind of more my, that was more what happened to me. Then we have the freeze response, which can also happen because we still have pressure in the system. If it doesn’t get out through a fight or flight response, it comes into, it manifests as a freeze response and the freeze response with sales often looks like procrastination.

[00:08:27] So it’s all just kind of like, it’s like you in your business. It’s doing everything, but the thing that’s going to get you a sales call. And I think, you know, if you know, when you’re doing that, you’re doing everything, but the thing that’s going to make sales, your content’s awesome. Your business plan’s awesome.

[00:08:45] You’ve made your product. You’ve like figured it all out, but you’re not making sales. It also looks and feels like being full of shame. When you’re on sales calls, you’re having sales conversations. This [00:09:00] one sometimes you don’t even notice that you’re that you’re actually embodying shame because you’re so used to it I’ve definitely been there and it’s a tricky place to be because your animal body is communicating to somebody else’s animal body That, oh, hey, I’m, I’m in shame over here.

[00:09:20] Here we have, we have shame. What their animal body does, which everyone’s animal body does, which is do everything it possibly can to avoid shame. And unfortunately it means that no matter how perfect you get everything, they’re not going to want to work with you. It’s not going to feel right. Cause they want to avoid shame.

[00:09:40] You guys are both probably going to walk away from the call. Like. Almost in confusion of like, yeah, like we’re just going to see what happens. And you guys don’t work together. And it was crappy for both of you. What’s important to know. And this is what is really how I have come to [00:10:00] believe. And I’m inviting you to try this belief on for yourself.

[00:10:03] See how it feels. Through my experience, having many, many sales calls and doing a large amount of somatic inquiry around it, I have come to the belief that your job as a salesperson isn’t to make somebody say yes to you. It is to support, to support them in their decision making process and share your services with confidence.

[00:10:25] I’m going to say that again. Your job as a salesperson is not to make somebody say yes to you. It is to support them in their decision making process and share your services with confidence. So why is it so important that we pay attention to the nervous system while we’re doing this? Because if you are in one of those stress responses, you are thinking about the outcome.

[00:10:54] You are thinking about yourself. You are thinking about what you need. [00:11:00] And how to make it to go the right way, either through pushing, through being anxious, through avoidance, through procrastination, or for just showing up with shame. Cause we show up with shame really because we think shame is going to protect us.

[00:11:17] And so a regulated nervous system on the flip side actually wants to connect with others and support them. We have that engagement system inside of a regulated, sorry, we have inside of, yeah. Inside of our nervous system we have a We have a, an engagement system when the body perceives stress, it wants to run away or wants to fight or wants to freeze.

[00:11:46] It doesn’t want to engage when you are making connection through sales in order for them to feel embodied and anxiety free. And for order for you to do them consistently without burning out or without feeling off, you need to be coming

[00:12:00] from a regulated nervous system. Where engagement is a natural by product of just being who you are.

[00:12:08] Where connecting with others is a natural by product of just being who you are. And where supporting them is a natural by product of being who you are. And where feeling confident in what you can support them with and what you cannot. It’s just a natural product because then when you are in that really regulated space and you’re coming from that wise self, you recognize yourself as an expert and you want to guide people to your tools when it makes sense.

[00:12:39] And if it ever makes sense to guide them somewhere else, then you will do that because your goal, when you are coming from a regulated nervous system into sales and you’re not coming in with any sneaky little parts of you trying to manipulate the situation for some underlying reason that they believe is necessary.

[00:12:57] You’re coming in as an expert. [00:13:00] I know what I’m good at. I’m really awesome at this. You recognize yourself as an expert. You embody the expert. You embody that authority. You know what you’re great at,

[00:13:15] and you know how to support people, and you want to support people, and you want to guide them to the correct support. It’s not about trying to make them say yes, or work through objections, or say the right things, or like, like, no, that’s important, I guess, we’ll, we’ll speak about it when we work together a bit.

[00:13:33] You showing up ready to connect to another human being and what they need and how you can support them while recognizing yourself fully as an expert is the key to more sales. It is not another sales script. Think about that right now. What would happen to yourselves if you could fully Without a shadow of a doubt, recognize yourself as an expert, feel [00:14:00] into that authority in your body and hold it, hold it in difficult conversations.

[00:14:05] When somebody says, I don’t know if I can afford that. I don’t know if I could have time. What would happen if you could hold that embodiment of, I know who I am. I know what I’m great at, and I have enough space and resiliency and regulation and wisdom inside to support you. In working through your concerns about money or your concerns about time and really helping you make the best decision for you because a concern about money.

[00:14:43] That’s a thought. It may or may not be objectively true. We would have to have more conversation to find out. But if my anxiety or my procrastination or my shame or my avoidance doesn’t allow me to have those difficult conversations with love and

[00:15:00] connection and engagement and ease and, and fun, then how am I ever going to help you make a decision about what you’re going to do for the rest of your life?

[00:15:07] I can’t. Because my wounded parts are taking over. So if you could show up 100 percent fully recognizing yourself as an expert, what would change? What would change? What would change is you could have sales conversations with so much clarity and pride and regulation and no anxiety at all. No anxiety at all.

[00:15:32] What if you felt fully embodied in those sales conversations? What would happen? And here’s another question. What do you need to overcome or to experience or to release in order to do so? What old story is your body holding that is telling you that you cannot support more people? What old story is your body holding about money, about receiving, about nourishment, or about

[00:16:00] responsibility that is running the show?

[00:16:05] And how are you going to go beyond mindset work? And trying to logic or argue with your mind? Which is a losing fight. Just to tell it that it is nothing to worry about. How will you go beyond just the back and forth in your head? To release these stories, to embody the expert, to regulate your nervous system and to do the inner work that allows you to show up as a space holder for sales conversations.

[00:16:32] Because sales conversations are conversations that change lives.

[00:16:40] Sales conversations are conversations where you exchange your expertise, your confidence, your guidance in order to support somebody else and you have fun doing it. And it has to come from your body. It has to come from your

[00:17:00] nervous system. Otherwise your animal body is going to communicate with the other person’s animal body.

[00:17:04] Even though you guys are talking forever, it may say something completely different. And your sales calls are going to feel out of alignment because in a way they are, they’re out of, there’s no congruency, your animal body, your nervous system isn’t congruent with the offer that you’re sharing or with the thing that you’re saying.

[00:17:24] And this is why we use a somatic cell strategy. We pull it down into the body, into the primal parts of the nervous system. The somatic sales strategy is a sales and marketing strategy that leverages the power of your body, your nervous system, plus strategic actions to support you getting your services in front of the right people and helping them decide that they are ready to work with you.

[00:17:48] This is the somatic sales strategy that has helped clients of mine make sales that feel too good to be true. Um, because they were like literally just themselves, not Nicky, not pushy, just [00:18:00] themselves. It has helped my clients create marketing plans that they can execute and lead to clients without feeling overwhelmed by their to do lists.

[00:18:08] And it has had clients drop into their lap even after inviting them to work with other coaches. This somatic style strategy is a key component because you are an entrepreneur because. You need. You like money, you want, you like eating your food, you like paying your rent, you like buying things for other people.

[00:18:27] You like supporting your charities. So the somatic sales strategy is what makes my program body-based business so effective at making sure that you can receive a return on your investment. You can start exploring some of the elements that are related to the somatic cell strategy by. Um, starting with my immersive masterclass, the embodied entrepreneur, this is a nervous system training where you are going to learn the one question you need to ask yourself to find more ease [00:19:00] and less anxiety throughout your day.

[00:19:03] What you must know to create a sustainable income this year, the unpopular advice that helped me save thousands of dollars and hours in becoming a full time coach. The only strategy that you need to double your income and impact this month and the four nervous system foundations to create more pleasure.

[00:19:21] Is and success in business. You will find a link for that in the show notes to recap what we’ve discussed today. We need to create space inside of you to come into your sales conversations or to come into your business without fight, flight or freeze responses. Your animal body will continue connecting with the animal body of the person that you are speaking to.

[00:19:45] And it is from there that they. We’ll make sales and purchase and buy decisions. And your job as a salesperson is not to make somebody say yes to you. It is support decision making process and share your services with confidence. This is

[00:20:00] something that is only going to be truly available when you can show up leaving your trauma around money, leaving your concerns, your anxiety, and your fears at the door and show up with a regulated nervous system that wants to connect with others and support them.