17 March 2026
The Science of Selling | How Your Nervous System Impacts Every Sales Call
Revenue Rascals | Sales Strategies for Business Growth
About
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 performance psychology, Michelle explores what actually happens in the body during high-stakes sales conversations. Elevated cortisol levels, fight-or-flight responses, and cognitive overload can subtly shape a seller’s tone, pacing, and decision-making in ways prospects immediately perceive. Instead of focusing only on scripts and frameworks, this episode reframes sales success as a state-management skill.
Michelle explains how regulated sellers create psychological safety for prospects—an essential prerequisite for any buying decision. She also shares a simple pre-call regulation protocol that helps sellers show up grounded, focused, and ready to lead the conversation. The result is not only better discovery and objection handling, but also more authentic and confident sales interactions overall.
Chapters
[Start] The First 60 Seconds of a Sales Call: Michelle explains how nervous system regulation, not scripts or decks, often determines whether a sales conversation succeeds.
05:57 The Neuroscience Behind Sales Performance: A look at how cortisol, the amygdala, and fight-or-flight responses influence listening, decision-making, and emotional presence during calls.
07:20 What Dysregulated Sellers Sound Like: Common signals that a seller is operating from stress rather than presence, including rushed pacing, filler language, and reactive listening.
09:52 The Pre-Call Regulation Protocol: Michelle introduces a practical five-step system for regulating your nervous system before high-stakes sales conversations.
13:20 Coaching Regulation on Sales Teams: Advice for leaders on how to coach state management without attacking confidence or personality.
Links & Resources
High Performance Workshop (Live with Michelle)
Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout.
You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
revenuerascals.com/highperformanceworkshop
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy
Drawing on neuroscience and performance psychology, Michelle explores what actually happens in the body during high-stakes sales conversations. Elevated cortisol levels, fight-or-flight responses, and cognitive overload can subtly shape a seller’s tone, pacing, and decision-making in ways prospects immediately perceive. Instead of focusing only on scripts and frameworks, this episode reframes sales success as a state-management skill.
Michelle explains how regulated sellers create psychological safety for prospects—an essential prerequisite for any buying decision. She also shares a simple pre-call regulation protocol that helps sellers show up grounded, focused, and ready to lead the conversation. The result is not only better discovery and objection handling, but also more authentic and confident sales interactions overall.
Chapters
[Start] The First 60 Seconds of a Sales Call: Michelle explains how nervous system regulation, not scripts or decks, often determines whether a sales conversation succeeds.
05:57 The Neuroscience Behind Sales Performance: A look at how cortisol, the amygdala, and fight-or-flight responses influence listening, decision-making, and emotional presence during calls.
07:20 What Dysregulated Sellers Sound Like: Common signals that a seller is operating from stress rather than presence, including rushed pacing, filler language, and reactive listening.
09:52 The Pre-Call Regulation Protocol: Michelle introduces a practical five-step system for regulating your nervous system before high-stakes sales conversations.
13:20 Coaching Regulation on Sales Teams: Advice for leaders on how to coach state management without attacking confidence or personality.
Links & Resources
High Performance Workshop (Live with Michelle)
Join Michelle Terpstra for a 2-part live workshop designed for founders, sales leaders, and high performers who want sustainable performance without burnout.
You’ll learn the High Performance Framework covering Fuel, Freedom, Thought Leadership, Leverage, Discipline, and Resilience—plus leave with your own 90-day high performance action plan.
- Session 1: April 30 · 1:00–5:00 PMSession 2: May 19 · 1:00–5:00 PMLocation: Kiln · Holladay, UT (30 minutes from SLC Airport)
revenuerascals.com/highperformanceworkshop
Access All Revenue Rascals Resources for FREE at www.revenuerascals.com
One-time sign-up gives you everything you need.
Got a question for Michelle? Fill out this form for a chance to have your question answered during the coaching corner that drops inside each episode on Tuesdays.
Submit a Question to Michelle
Want my eyes on your revenue strategy? Grab a call with Michelle.
Revenue Rascals Discovery Call with Michelle Terpstra
Check out three ways Michelle and her team can support your path to predictable growth.
Uncover your Sales Leadership IQ and get your personalized plan for leading through change. quiz.revenuerascals.com
Connect with Michelle:
- MichelleTerpstra.comLinkedInInstagram
Disclaimer: Some episodes of Revenue Rascals may include paid sponsorships or affiliate partnerships. We only feature brands, products, or services that align with our values and are relevant to helping founders, revenue leaders, and entrepreneurs grow. Sponsorships help support the show—opinions shared are always our own.
Michelle Terpstra's Privacy Policy