Watch for These Warning Signs!
Let’s talk about something that’s likely flying under the radar during your sales calls: the fight-or-flight response. It sounds dramatic, right? But it’s very real—and it could be sabotaging your deals without you even realizing it.
Wait, what does that have to do with sales?
The fight-or-flight reaction isn’t just for jungle chases or action movies. It’s an automatic response from our brains when we sense a threat—even subtle ones. And in a sales context, that “threat” might just be your tone, your slide deck, or your barrage of product features.
Your prospect’s brain is subconsciously scanning: “Is this safe? Am I in control? Can I trust this?”
If anything feels off—too aggressive, too confusing, or too much—it can cause them to mentally check out. They won’t flip the conference table or sprint out of the Zoom meeting, but you'll notice things like:
- Glazed-over expressions
- Constantly checking the time or their phone
- Shorter responses or long silences
- Fidgeting or distractions
- Sudden urge to “get back to you”
💡 The Brain Behind the Reaction
This reaction is triggered by the amygdala, the part of your brain that’s responsible for detecting threats and keeping you safe. It’s fast, emotional, and doesn’t wait for logic. So even if everything you’re saying makes perfect sense, it won’t matter if your message sets off a red flag emotionally. The amygdala reacts first—and once it does, your prospect’s logical brain is basically sidelined.
And once this defense mechanism kicks in? Re-engaging your prospect gets exponentially harder.
So how do you avoid triggering it?
The good news: small changes in how you show up can have a massive impact.
💡 Start with Empathy
Sales is human-first. That means ditching the robotic intros and leaning into curiosity.
- “What’s top of mind for you right now?”
- “Can I share something that might be helpful based on similar challenges I’ve heard?”
💡 Avoid Overloading with Info
Too many slides. Too many stats. Too many buzzwords. All of that can overwhelm your prospect and spike anxiety.
Stick to:
- One core idea per conversation
- Clear, jargon-free language
- Stories over specs
💡 Make It Collaborative, Not Pushy
If your pitch feels like a monologue or an interrogation, you’re not in a conversation—you’re in a standoff.
Instead:
- Ask open-ended questions
- Invite feedback and interruptions
- Pause regularly to check for reactions
💡 Create a Sense of Psychological Safety
People don’t buy when they’re on edge. They buy when they feel heard, understood, and supported.
Reinforce that by:
- Validating their challenges
- Offering insights, not pressure
- Letting them set the pace
💡 Pain-Based Discovery: Questions to Calm, Not Alarm
Here are a few pain-oriented discovery questions that get you closer to truth without triggering defense mechanisms:
- “What’s causing the most frustration in your process right now?”
- “When was the last time you felt like something really worked—and what made that different?”
- “What’s at risk if this doesn’t get solved in the next quarter?”
- “What would make this feel like a win for your team, realistically?”
💡 Final Thought: Lead Like a Guide, Not a Threat
Your prospects aren’t looking for a hero, they’re looking for someone who understands the battlefield and can walk them through it safely. If you show up with empathy, clarity, and calm confidence, you won’t just avoid triggering fight-or-flight… you’ll start to build real trust.
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