Superhuman Selling: The Neuroscience of Sales Success with Elyse Archer

0:01Boom! Shake the room, Fire Nation. JLD here and welcome to Entrepreneurs on Fire. brought to you by the HubSpot Podcast Network, the audio destination for business professionals with great shows like Talking Too Loud. Today, we'll be breaking down superhuman selling, the neuroscience of sales success. To drop these value bombs, I brought Elise Archer into EO Fire Studios. Elise is the founder of Superhuman Selling and She Sells Movements, which empowers entrepreneurs and sales professionals to revolutionize how they sell, explode their income, and achieve quantum leaps in all areas of life. In today's Foundation, we'll talk about the financial set point, superhuman selling.

0:41We'll talk about breakthrough success and so much more. And a big thank you for sponsoring today's episode goes to Elise and our sponsors. Marketing Made Simple, hosted by my friend, Dr. JJ Peterson, is brought to you by the HubSpot Podcast Network, the audio destination for business professionals. Marketing Made Simple brings you practical tips to make your marketing easy and more importantly, make it work. A recent episode all about how Liquid IV is using marketing to shake up the beverage world, dives deep into the strategies that have propelled Liquid IV to remarkable success, a must listen.

1:11Listen to Marketing Makes Simple wherever you get your podcasts. The less your business spends, the more margin you keep. NestSuite by Oracle brings accounting, finance, inventory, and HR into one proven platform, helping you reduce costs everywhere. Now through April 15th, NestSuite is offering a one-of-a-kind flexible financing program. Head to NestSuite.com slash fire right now. Elise, say what's up to Fire Nation and share something that you believe about becoming successful that most people disagree with. Oh my gosh, John. I'm so excited. Hello, hello, Fire Nation. This is going to be such a fun conversation.

1:49Here is what I believe about becoming successful that most people disagree with. I think most people think you have to sacrifice big time to achieve your goals. And for many of us as parents, that can mean either I can be successful at business or I can feel successful at home, but I can't be both. I think you can have it all. I think it's just a matter of prioritizing. And I used to think I had to sacrifice one or the other. Um, and when I became a mom, I decided there has to be a way where I can feel really successful in my career as well as at home and definitely not saying I'm perfect with it, but I think I've found a pretty good balance of both.

2:26So I think we can build wildly successful businesses while also building really happy, healthy families. Well, that's very comforting for me because as a lot of people within Fire Nation know, Beau Arthur Dumas has officially entered the world as of November 14th. So I'm now living that dad life and looking forward to still rocking it entrepreneurially and business-wise and all that stuff while still being a great father and really enjoying family life. And Fire Nation, as I mentioned in the intro, we're talking about superhuman selling, the neuroscience of sales success. Now, superhuman selling, it's a cool alliterative phrase, but what the heck does it mean, Elise?

3:11What does it actually mean? I love it. Absolutely. Here is what it means. So superhuman selling is doing the uncommon and making true quantum leaps in our business and our sales results. And I'll share if it's helpful, I can share a little backstory and dive deeper into this. Because I think most entrepreneurs and most sales professionals, we set our goals based on what we've done in the past. So we set our goals based on achieving just a little bit more than what we did the year before. And for I had over a decade in corporate sales, and then went on to become an entrepreneur. And I did that myself for years and years.

3:50And of course, no matter how hard I worked, I always stayed stuck at the same level. And when I learned what I now teach our clients and applied the superhuman selling methodology, and there's four components of it that I'll share with your audience today, I was able to go from being stuck and struggling at the same level of sales for over a decade, um, with selling consistently feeling uncomfortable, icky hard to within six weeks, being able to turn my annual income into my monthly income without working harder. And it sounds crazy. It sounds like it's not possible, but it is. And it happened.

4:29And we've had clients in our community go on to apply these same principles to go from similar to me, maybe having been stuck at the same level for a long time to suddenly doubling their income, even in corporate or going from, we've had women go from consistent 10 K months to making$270 ,000 in 90 days. So at the end of the day, John, superhuman selling is it's what happens when we stop setting goals based on what we think we can achieve. And we start setting goals based on what we really want. And then we use this four quadrants process that we teach our clients now to help back that up and to help just absolutely quantum leap.

5:08Now, one thing that I found very interesting checking you out, Elise, is that you are stuck at the same income level for over 10 years, which is where a lot of people find themselves very plateaued. And then you had a breakthrough and your annual income was turned into your monthly income in just six weeks, which meant, you know, you started making every month what you used to make in a year. So how the heck did you do that? Yeah. Oh my gosh. Well, it's, so it's what we now teach our clients and it's a process that I've developed looking backwards, But yeah, I'll just say for anyone who's listening, John, who's like frustrated, stuck, struggling, I so feel that.

5:48And I know sometimes it's it can almost be frustrating to hear these stories of breakthrough when you feel like you're working so hard. I used to listen to stories like this and say, well, that can happen for her. That can happen for him, but not for me. And I really did spend about a decade trying every strategic, tactical thing I could to grow my sales. And granted, I was living a good but not great life during this time. So that's kind of how I'll tee it up. I was living a life that many people on the outside, I think, would say was successful. And I checked a lot of boxes and was making the low six-figure income and had had a lot of personal growth in my life even at this point.

6:29But I'll share what really transformed my income and helped dramatically grow things was when our first son was four months old, which you can so relate to. I was up late nights with him. And what do you do when you're up late nights with your little, either you're scrolling or you're reading. And I was reading, uh, Bronnie wears top five regrets of the dying. Have you ever read that book? Oh, love that book. It's so good. I always think for someone who needs just a good, like motivator to go out there and go for it. It's so powerful. So I was reading that book and the top regret that she shares is I wish I had had the courage to live a life that's true to me rather than what everyone else expects of me.

7:17And there was just something about this, that moment, I promise I'm going to tie this back in with sales and how this can help quantum leap everyone's, everyone's income. But there was something about that moment, when I realized how much I was hiding in my life. And I had, again, I built a relatively successful business, but I was still stuck at the same level. I was partnered with amazing people who are some of my dear friends to this day, but frankly, I was hiding behind them and their notoriety. I was hiding behind not having the money for things, so I couldn't really go for what I wanted in life.

7:50And there was something so much bigger I wanted for my life. I wanted to be able to retire my husband from his job at the hospital so that he could pursue his dream of going back to school and becoming a doctor. I wanted to create a different lifestyle for our family. I wanted to give and donate in a bigger way. And I just realized in that moment of reading that book that I'd been waiting for someone else to come tell me I was good enough. Come tell me it was time. Come give me permission to be powerful. And it sounds very matrixy, but what I realized was I was the one I'd been waiting for that whole time.

8:22So I made a commitment in that moment, late night in that dark nursery, all by myself, I said, I will do what it takes to finally step out of the box I've been keeping myself in and figure out what is that fullest expression for my life in all areas, financially and otherwise. And of course, when we make a declaration like this, you know, often nothing happened at the moment, but I think we get nudges. And the next day I felt nudged to go listen to a podcast from a woman I like loosely followed who helped coach moms to become millionaires. I listened to the podcast. She, of course, says she's got an opening for a private coaching client.

9:03So I'm like, all right, universe, I'll bite. I'll apply. Get on the application call. It's yes, yes, yes. This is great. Like, I know I need to work with her. And then I find out that the investment for six months of coaching is half of what I made the whole year before. It's$50 ,000 for six months. Yeah. And I was petrified. And of course, all the limiting beliefs pop in like, no, you can't invest that. You're the breadwinner. What are you going to do to your family? But there was a knowing for anyone who's listening where you've had that intuitive nudge like, I have to do this. I have to take this risk, even though it feels so uncomfortable.

9:37There was a knowing that I had to move forward in it because I had made that commitment. I would do what it takes to get out of the box. So I found a way to scrape together a deposit on a credit card, petrified. I hit order, I submitted the invoice. And then I went into a period of about three weeks of honestly pure hell of having to look at every limiting belief I'd ever had in my life about who I was, what I was capable of, what was possible for me, all of my limiting money beliefs, which at the time I didn't realize how much that related to sales, but now I understand. and had to kind of face all my demons in a really intense way because I had to figure out how to even pay for this coaching for the next installment.

10:19But what happened through that, was in that process, I literally became someone different because I had to strip the old limiting beliefs, show up in different ways, take much bigger, riskier types of action in my business. And in six weeks of doing that, I went from having been stuck at$100 ,000 years for over a decade to having$100 ,000 months. And it wasn't about more of the same. It wasn't about working harder. In fact, I worked less. But when I looked back and reverse engineered the process, I found there were these four things that really, actually three things that shifted, but we call it and teach the four quadrants of quantum sales growth.

11:00And we've been able to teach this to our clients now and have them go in and have their own quantum leap. So tell me, I'm happy to go into them now or later, but that's a bit of the backstory and how it happened. I think that's a great teaser and we are going to dive into that Fire Nation when we get back from thanking our sponsors. There are plenty of things to worry about when trying to grow your business. Don't let tech be one of them. If you're looking for the right tools and a platform that connects your team seamlessly, then look no further than HubSpot's customer platform. With HubSpot's customer platform, you can spend less time switching between systems and more time on growing your business.

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14:21netsuite.com slash fire. All right, Elise, we're back and we gave that little teaser before the break about the four quadrants. Take it away. Amazing. Amazing. So like I said, when I had this breakthrough experience, it happened so fast. I thought, gosh, this shouldn't be possible to have this type of growth, but it is. And I've seen people replicate it in our community. So these four quadrants are really what developed as I look back and put the pieces together. So I call them the four Ms. They all start with Ms. So hopefully it's a little easier for people to remember. Um, and it's, it's also a helpful visual.

14:55So we're going to do a free training for your audience and your listeners as well. So they can see the visual of this. We can share that at the end, but the first quadrant is mind over matter. Now, when, when you hear that phrase, it's not what people think. So we've been, what have we been taught? Mind over matter means we've been taught push through grind hustle, right? When I say mind over matter, what I mean is literally mind over physical 3D matter. So this is where we actually incorporate neuroscience. We incorporate quantum physics. And one of the first places that we start with clients is helping them create the identity of the person who has their goals accomplished.

15:38Because a big misconception is that we get what we want in life. You don't get what you want. You get what you are. And so in that process of making that quantum leap, I had to become a different person and start literally thinking different thoughts, breaking past old emotional addictions to lack and doubt and insecurity and not enoughness. And I had to start feeling abundant, feeling worthy, because something else I learned along the way is your level of income will never exceed your level of self-worth. And I had to start taking action in different ways. So an actionable thing that your audience could do tied to this quadrant is to really look at if there were no consequences or limitations, what results would I be creating in my business and in my life?

16:26and then this is going to sound super sexy, pull out a spreadsheet, make a spreadsheet, this is what we have our clients do, and then map out and write out what are the thoughts, what are the feelings, and then what are the actions that someone would be taking at that level. And this is the power of mentorship. This is the power of getting in your energy, listening to the podcast, listening to your guests, because you can start guessing and figuring out a lot of this stuff just by being in proximity with other people who have done that. and then we want to look at with no judgment but we just want to have a massive amount of self-awareness how am I not currently showing up in that way so we have a new personality part of the spreadsheet that we're going to map out and then we have an old personality part of the spreadsheet and this is the process of metacognition which is the process of literally becoming conscious to the old thoughts the old paradigms the old feelings and the old actions that aren't in alignment with where you want to go.

17:25Now, one thing I'll say with this too, is that this doesn't just get handed to you on a silver platter. So if someone's listening and they really want a quantum leap, there has to be a level of intensity to their decision where they are willing to get massively uncomfortable in order to start being that new personality. So for example, my mentor had me start doing things that I, the old me would have been petrified of. So I sang publicly for a long time. I stopped singing when I was sexually assaulted in college and she challenged me to go on social media and sing. And I was like, Oh, this feels so uncomfortable, but it was it.

18:05And the old me wouldn't have done it, but I pushed myself and I got out of my comfort zone and I did it. And in that process, it stretched my capacity for how visible I felt comfortable being and how much attention I was able to garner. So it's things like that where we're literally starting to show up and act in a different way. So that's the fourth quadrant. There's a lot more there. And again, we can go into it deeper in the training, but it's figuring out who is that identity of the person who has the results I want and then literally stepping into that. The second quadrant, the second M is money.

18:41Now, most people have massive limiting beliefs around money and often aren't aware of it. Now, this is hugely impactful for our sales because you will only allow yourself, and I want you to hear the language I'm using. You will only allow yourself to sell and receive the amount of money that you feel comfortable and worthy of receiving, which for most of us is what we saw our parents making. Okay. And we'll, we'll talk a little bit more about the programming that happens early in life around this and how we set a financial set point for ourselves. But with money, you can, if anyone else on the planet is making it, you can make it too.

19:21However, again, most of us, we have blocks and we have limitations. And if you, um, if you're curious what that is, just look at what you've made historically. So what I didn't realize about myself was I was literally programmed to earn$10 ,000 a month. That's what I saw my dad making. So that's what I went out and made. And I made that quickly in corporate. And then again, as an entrepreneur, but then I can never break past it. So if we want to elevate our sales, we have to develop the capacity to receive more money and be comfortable doing that. And so that's all about, um, that's all about upping your financial set point, which we can speak more to if that's helpful for your audience, but that's a core piece of it as well.

20:01And then something that I find, I find this, it's different with different types of people I coach often for women, there's discomfort around receiving money. So if you deflect compliments, you're also deflecting money. A lot of times for the men I work with, there's a fair amount of validation that they're seeking by earning a certain amount of money. And that's actually not the energy that attracts more money either. So we really want to, we want to raise our financial set point, but do it from a place of worthiness and validation already within ourselves. So that's the second, the third quadrant.

20:33Now you got to bear with me on this one, because if I heard this, even just a couple of years ago, I would have said this is bogus, but it's masculine and feminine energy and learning how to integrate both. So if someone isn't familiar with what that means, it's, it's not about being a man or a woman. We both have both types of energies within us. So masculine is going to be structure. It's goal oriented. It's outcome oriented. It's driven in the sales world. It's a, it's your CRM. It's your sales scripts. It's your process. It's super important. We have to have that. However, most people, and especially a lot of the clients who come into our community, they have been so far in their masculine for so long that they are burnt out.

21:21They're exhausted. They're overwhelmed. They're depleted. and that's always how I know that someone is out of balance there. So when I started working with incredible female mentors, this is where I really learned what feminine energy even was. And if that phrase doesn't resonate with someone, you can think about the word flow state. That's also another way of saying it, tapping into flow state. So this is the other side of the coin where when we're in balance, we're able to, it's the being and the doing. So this is about receiving, This is about enjoying the process. This is about, like we said at the beginning, actually letting yourself be present and be there for your family and developing maybe a belief that the more successful I am in my family life, the more successful I am in my business.

22:04So it's all, again, it's all about our beliefs and our identity. But you can kind of think of the two as like a cup of water where the cup is the masculine energy. It's the container. It's the structure. We need that. But the feminine is the water inside. And if we don't have water in the cup, then we are parched and we ultimately die, right? So we need that blend of both. And with the women who we coach in our community, there's also nuances to how they line up their business activities with their energy cycles that are different for men that actually make them far more successful. So that's the third quadrant.

22:39The fourth is method. So this is the strategic and tactical. and over the course of my career, I've been honored to coach and train some of the top entrepreneurs in the world, top 50 podcasters, New York Times bestselling authors. I've been honored to coach people like the number one rep for Salesforce. And I've got a lot of method, strategic, tactical background. So we really customize that and apply that depending on what the client is looking to achieve. But here's the thing with strategy. any strategy can work and you need a strategy what it really is going to come down to though is your belief system in it um that's going to determine the effectiveness of it so those are the four quadrants the first three the mind over matter money and method we call those the big three because again that that's the foundation so according to neuroscience 95 to 98 of your results are going to be composed of and driven by your subconscious identity, your beliefs, how you feel about yourself, what you believe to be true about the world and how it operates for you.

23:45And only two to 5 % is the strategic tactical. So the piece that I see missing as I close out this part, the piece that I see missing in most sales and business coaching is it's all about that fourth quadrant, the strategic tactical, which again is important. But if you do that without the foundation of the big three, then it's like trying to build a skyscraper without having a strong foundation. And that's where I had been stuck in my own life for so long, just focused on the strategic tactical, doing the right things, but building it on a foundation of lack of self-worth, low money, consciousness, insecurity, et cetera.

24:20So when we couple those, when we combine those four and achieve our goals from that place, it's a concept I call selling from wholeness. And it's an incredible way to approach your business and your sales and people truly quantum leap from that approach. All right, Elise, I think you've earned a breath or two to kind of catch up with everything that's been going on here. And Fire Nation, I know you've been taking notes furiously as she's been going through these four quadrants. And there's a lot more within this, of course, that Elise has or could expound upon. And we We talked a lot about the financial set point.

24:57I know people in Fire Nation are really curious more on that topic. But if you were to just bring this home, Elise, with the one clear theme, the one big takeaway that you wanna make sure Fire Nation gets from our entire conversation today, what would that be? Sure thing. I would say the biggest thing, John, is that your results will never supersede your identity. So if you're looking to create a different level of results in sales, in your business, in life, then it really is about that first quadrant, that mind over matter and mapping out who is the identity of the person who has those results and then practicing living as that.

25:38And it will feel like acting. It will feel uncomfortable. It will feel stretchy, but you can absolutely step into a new version of yourself who has those results with that firm commitment that you really are ready for change and you're ready to go full throttle into that. Now, Lisa, Fire Nation wants to learn more from you, wants to connect with you and with what you have going on. What is your call to action for our listeners today? Absolutely, John. So I would love to connect further with your listeners. I so appreciate this. We have a much deeper dive training put together for your listeners if they want to go deeper into the four quadrants, get a sense of which one or which ones they should focus on to help them quantum leap and earn way more money and improve their sales, but not from that place of overwhelm or burnout.