Building Confidence in Business: Why Your Brain Lies After Sales Calls and What to Do Instead

After a great sales call, silence can feel brutal. You were sure they were going to buy, maybe even that day, and then nothing. No reply. No decision. No payment. In this episode of The Sales Maven Show, Nikki Rausch breaks down what is actually happening in that moment and why it has everything to do with your brain's wiring and your confidence in business.

Nikki explains how the brain hates open loops. When you do not get closure after a sales conversation, your mind tries to create certainty where none exists. That is when the spiral starts. You replay the call, assume you said the wrong thing, decide the offer was too expensive, or conclude they did not like you. Nikki names this pattern for what it is: a drive for cognitive closure, the psychological need for a clear answer and the discomfort we feel when things are unresolved. The problem is that the "answer" your brain invents is often a story, not reality. And once you believe the story, you freeze. You stop following up, stop gathering information, and miss opportunities that were still very much alive.

This is where Nikki brings it back to strategy. The antidote to mental spiraling is curiosity. Instead of deciding what the silence means, ask better questions. Start with yourself: Is this story true? Is it useful? Then take action with the other person. Nikki shares a simple, effective follow up framework designed to reduce ambiguity and make it easy for the buyer to respond. She even gives you a ready to use subject line: "Did you see this?" The message is short and direct, and it removes the pressure while still keeping the conversation moving.

This episode is a reminder that confidence in business is not about never feeling uncertain. It is about recognizing when your brain is trying to protect you with made up certainty and choosing to stay in action anyway. Follow up. Offer clarity. Make it easy. And do not let a temporary open loop cost you a great client.

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

For more actionable sales tips, download the FREE Closing The Sale Ebook.

Find Nikki:

Nikki Rausch

nikki@yoursalesmaven.com

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