Hi Leader,
Let me tell you something about December: it likes drama.
This is the month where you are trying to finish your Q4 numbers…
while also remembering who you promised to bring a batch of your famous cookies to…
what’s on everyone’s wish lists…
what you’re wearing to that one themed christmas party that you wish you could just show up in PJ’s to…
December humbles everybody.
Clients disappear.
Calendars explode.
Your inbox doubles overnight like it’s auditioning for a holiday horror film.
And suddenly every conversation feels like it matters just a little too much.
But here is the part no one tells you:
Your nervous system knows December is messy before your brain does.
And it shows up in your sales conversations…loudly.
Let me show you what I mean.
The Brain Does Not Care How Prepared You Are
You can walk into a meeting:
prepared
caffeinated
confident
wearing your “I’m about to close this deal” blazer
And still feel something shift the moment the buyer sighs, pauses, or tilts their head in that way that screams, “I’m about to ask a question you’re not going to like.”
Your shoulders tighten.
Your smile strains.
Your internal monologue goes from “Stay present” to “Lord, please let this go well.”
Meanwhile the buyer is just… thinking.
Not rejecting you.
Not judging your deck.
Not plotting against your commission check.
They’re simply processing.
But your nervous system?
Oh, it’s sprinting.
Because here is the truth no one in corporate ever wants to admit:
Your body reacts to the conversation before your brain even interprets it.
You think you’re responding to the client.
You’re actually responding to:
their tone
their pause
their energy shift
the vibe (yes, that’s a real thing)
Your brain is scanning for safety faster than you can finish your opening line.
So What Does That Have To Do With Sales?
Everything.
Buyers aren’t sitting around analyzing your product sheet like it’s a final exam.
They’re responding to what their nervous system feels in the first 90 seconds.
That’s why some conversations feel effortless and others feel like you’re emotionally dragging a refrigerator uphill.
You know exactly what I’m talking about:
the calls where you’re vibing → trust
the calls where something feels “off” → threat
the calls where the buyer suddenly lights up → reward
You feel these shifts in your gut before you ever name them.
The problem is:
Most sellers don’t recognize what these shifts mean,
so they react instead of lead.
And that reaction, your instinctive wiring, tells the buyer’s brain exactly what to do next.
(Which is usually: retreat politely.)
This Month, We’re Going Inside the Brain
Not in a scary way.
Not in a textbook way.
But in a “finally this makes sense” kind of way.
Because every week this month, I’m breaking down a real sales scenario so you can see exactly:
what the buyer’s nervous system is doing
what your nervous system is doing
and how those two things are secretly running the entire conversation
No scripts.
No tricks.
No “try this magic phrase.”
Just the science of why people say yes…and why they pull away, so you can stop guessing and start leading.
But before we go deeper…
I want you to know your own wiring.
Because reading the buyer is important, but reading yourself is the difference between intention and impact.
So before we get into all the juicy brain science:
👉 Take the Top Performer Advantage Quiz
It will show you exactly which selling pattern your nervous system defaults to, especially under December pressure.
Once you understand your pattern, everything else this month will click into place.
See you in the next issue.
Stephanie
Your Ally in Leadership
