Of the most important nutrients are among the hardest to absorb. LiveOnLab's changed that by introducing the first supplements made with a liposome encapsulation technology, the goo. LiveOnLab's lipospheric supplements help my cells absorb and use the nutrients I need to nourish my nervous system, support my immune fight oxidative stress, maintain my cognitive health, and produce energy. Magoo is packed with brain supporting nutrient choline and no sugar, no glycerin, no artificial flavors, or
any other junk ingredients. Just the nutrients my body needs delivered in a way that I can finally absorb. When I take these, I can feel the difference. Sometimes I'm so stressed that it can be hard to absorb things and it just goes right in. Whether it's the vitamin c, the vitamin b, the glutathione, I feel an immediate state change. That's why I go for the goo and why you should
too. For listeners of this podcast only, Live On Labs is giving free samples of all six lipospheric supplements, which is a $30 value free with your first purchase. Go to liveonlabs.com/maston. That's liv0nlads.com/maston. Live on labs Com / maston and follow the instructions on the page. With the money back satisfaction guarantee, what's the risk of trying a smarter way to supplement? Join me in going for the goo and never looking back.
So it's important to understand that your state influences other people's state. If you have a sales resistance at all, okay, you could be helping people say no to you. Who follows? Does this make sense? What I want you to understand is neuroception is your body's unconscious detection of
threat. And if you think that sales are threatening or making money is threatening or not okay or undeserving or guilty, you're gonna have microexpressions and all kinds of shit happening in your body that's gonna be pushing people away like that. Who follows? Does this make sense? Right? Now Jen and I have a joke between us. Right? Because we know about neuroception. And, like, every once in a while, we disagree. Right? And usually, nine times out of
10, she's right in the disagreement. Like, it it's eventually. Like, I get that. Like, she knew it the whole time, but eventually, it kinda come around. Right? And sometimes when we disagree, you know, like, we're human beings. We have different faces that we make. Right? And one of our jokes is I'll be like, I'll make some face. Right? She might make some face. And then it's like, hey. Watch your face. Right? And it's like, I can't
see my face. It's my face. Right? But you because you can't see what's going on here when you're actually talking to somebody. Right? What does that mean? It means that, like, literally think about this in relationship for a second. Right? Right? Who here has somebody? Just the tone of their voice pisses you off sometimes. They have a certain tone, and all all of a sudden, you just activated or triggered. They say your name a certain way. Right?
Same person, different tone. Could they make you feel better? Who has that tone? Like, hi. Different different tone. Right? Or facial expressions. Right? Who here has ever been talking to somebody, you look at their face, and they're just like right? And you're just like, holy shit. Right? Like but the thing is, they don't know what's happening. They don't know. It's unconscious. Right? Here's what's fascinating. You could be triggered in the kitchen, right, and have something happen in
the kitchen, neuroceptively, where something happens in your body. You don't know it's you're triggered yet. You walk into the living room where your spouse is, and now you're aware that you're pissed and you're looking at your spouse and it's not their fault. Okay? Now this happens in relationship and it happens in sales, Okay? Most of the time, because more than anything, your state is going to be influential. The words you say are great. Right? The
things you say are powerful. There's lots of tactics on how to overcome rejections. But what I want you to understand is is that what changes people's decision making process is your consistency in your state, and you're gonna help them make an emotional decision and then justify it with logic from a rational place. Right? I'm talking very high level, but who here gets that when other people's states drop, you immediately probably go into
overthinking helper mode. Now, by the way, I have dozens of friends right now as I'm leading this who are in Los Angeles, who are in massive helper mode right now. But guess what? That's an appropriate response. Why? Because we're having a literal emergency in the city right now. Right? So it's appropriate for people to be in massive helper mode right now because the environment dictates it, who
follows. Does that make sense? But when you're on a sales call, when you're trying to make sales, when you're trying to bring in revenue, you wanna not need to help them in that moment the way a practitioner would, because you can actually help people too much without without thinking about it. Who's ever done this before? You, like, poured into people, and you're like, wait a minute. I helped you
so much. Why why aren't you paying me? Right? And then you have the audacity to ask for money, and then they get all offended or upset or something like that. Who knows what I'm talking about? Okay? So that's because your neuroception says, I can't stay regulated when people are dysregulated when it comes to sales. I had to be dysregulated and overcompensate for them too, And we wanna stop that. So who's down to stop that today? Let me see if I show your hands.
Are you ready to stop? Okay? Because ethical ethical neuroceptive sales strategies mirror therapy and coaching because they help you engage deeply with human behavior, emotions, and decision making, And they are probably more important, than, like, strategy because this this is about the state that you're in when somebody's making a pivotal decision. Right? And that pivotal decision to work with you in sales is to choose themselves. Okay? Now think about this for
a second. Right? Let's just say let's say, okay. I have a six month program. It's gonna be $20,000 for the six month program. You get all these benefits. You you bought it on it. Right? And you're like, I wanna do it. Right? Who here feels like it would be easier for you to find the money for somebody else to do it other than you? Right? Like, if you were like, oh, the person I love most, like, can I find the money for them? No problem. Or maybe you have a friend
who you care about who wants to invest in a program. And, like, I don't know. Should I do it? But you know they're good for it, and you can give them, like, 50 ideas on how to make the money. Who's I'm talking about? Right? But when it comes to you, you're like, I don't know how to and all your mind kinda goes blank. Because the practitioner and students come in and they say, hey. You can't actually put your needs first. The universe won't support you in that. The universe
will support you if you're last because that's developmental. And so literally helping people invest in themselves is part of helping them break cycles. And that same thing applies to you. Putting yourself first, feeling the dysregulation, and still choosing yourself and recognizing that the community, the mentorship that you're opting into is the part that's gonna help you is so powerful because, again, this is about choosing yourself. Okay? Now think about this for a second. Okay? Therapy
and coaching help people uncover internal barriers. Yes? Okay. And then there's solutions. Right? Yes or no? Come on y'all. Yes or no. You with me? Now what we're talking about here is the same thing. Because when we help people recognize, hey. These are your pain points. This is where you are. This is where you wanna be. These are your goals. Here's the gap, and here's a solution. It's the same thing, except it's probably even harder. I think it's harder to do sales than it is to do
therapy as a practitioner. I think it's harder to do sales than it is to do coaching as a practitioner. And guess what? When you get better at sales, you get better as a coach and as a therapist also. And the truth is, if you don't get good at sales, you're not gonna be able to be a coach or therapist very long because it's the sales that makes the therapy or coaching possible. Otherwise, you'll run out of money who follows. This makes sense? Okay? So it's so important to recognize that you're
guiding someone to say, I'm worth this. My goals are worth this. My growth is worth this. And that might be the first time in their life where they've actually been able to make that decision. Okay? But the problem is you get dysregulated the second they get dysregulated, and then you get so dysregulated that you prevent sales from happening. Right? And you're not here anymore. You get here and here. Right? But we don't want you to drop
when other people drop. Does that make I just wanna make sure this is making sense. Is this landing for you guys? Let me make sure this is making sense. Okay? It's important. Okay? Because, again, it's what the sale represents. Right? You're not just selling a product or service. I wish it was just Jimmy Choo shoes or something. It'd be so much easier to sell a a product or something like that. Right? What you're really selling is transformation.
Right? You're not even selling you. Right? When we get into your offer here a little bit, you're not selling you. So you're talking about what am I worth? I mean, we're all equally we're all worth I mean, in the eyes of our creator, we all have equal worth. Would you agree? If you believe in a creator, I I do. Right? So I believe in the eyes of the creator, we're all equally worthy. But in the marketplace, not so much. Right? And in the marketplace, it's not your worth. It's the
worth in the transformation that you're providing. Right? People will pay if you help them solve their pain, tell them shift states. Right? They'll pay they'll they will invest in that. So it's not even about you and your worth. Okay? This is about helping people transform their lives. Because in that moment, the sales process becomes more than a transaction. It becomes a profound act of service. Think about the service you're doing somebody when you're helping them
pick themselves maybe for the first time. Think about that. Who here feels that that would be valuable? Right? But if you get this regulated because they get this regulated about the price, then all of a sudden, everything goes out the window. Now one thing I wanna add about this, okay, there is a word that's been trending for the last few years, and we're happy it's trending. We've been a big part of helping it trend. Okay? Here's the word. Okay? Who's
heard this term? I gotta feel safe. Who's heard that word safe? Anybody? I don't feel safe. I don't feel safe. Right? Now here's the thing. Okay? I think, like, last year, we were watching the, one of the PolyBasell Institute's, broadcast, and, I was watching doctor Porter's talk, and he addressed this. He said, listen. I'm paraphrasing. He said, listen. And, you know, we don't we we want we wanna live in a world where it's safe enough. Right? Because
perfect safety doesn't exist. Right? Now my takeaway from that is how much safety do we need to make a decision? It's not a % because nowhere in the universe is there a % safety. Right? Doesn't exist. Okay? Not even 99%. I think you need 50.0000000000001% safety. Right? If you have enough so the question is it, am I safe? It's am I safe enough? Like, right now, am I surrounded by fires? Yes. Am I safe enough? I think so. Right? I think I'm at least 50.00001% safe. Right?
When I looked at the map of the fires and, like, the power grid and where the power grid was out, right, and all that type of stuff, I, like, looked. I was like, I think that place is safe enough. In fact, that's exactly my exact thinking when I decided where to go to be able to host this event with you this weekend is the place I thought I'd be safe enough. Right? Not perfectly safe because they got fires all around me and stuff like that.
Anything could happen at any time. The air quality is not that great, but I'm safe enough, and I'm here serving who follows. Right? And so this idea of perfect safety is not, a reality. Right? We want it to be safe enough. We wanna be safe enough, not perfectly safe. Because success in sales is not about convincing. It's about creating enough safety for people to say yes and just take the next step because all the other steps can be taken together. Right?
And decisions are made emotionally in this part of the brain. Right? And later, people will justify them with logic. And what happens is neuroceptions determines whether people feel safe enough to say yes or not. So if you're trying to just, like, you know, come at somebody just with just a strategy of sales strategy, they don't feel safe enough. Right? So that's why who here feels like you can drop it in pretty pretty good
noticing how people feel? You can kinda tune in to their attunement levels. Right? So we wanna be able to do that but not fix it. Okay? And scaling sustainably requires understanding and working with your client's nervous system, not against it. Right? And that includes during the sales process because once you're past the sales process, it's super easy. Right? But you don't need to sell. You just wanna create enough safety and enough connection, and the nervous system will do the rest.