Nicole Laino (00:30)
Hello and welcome to Unshakable with Human Design. I’m your host, Nicole Laino and I am so excited to talk about this topic today. Because when I talk to entrepreneurs, and maybe you feel this way too, check in with yourself as I go through this. Most entrepreneurs think that sales are icky, or they feel like they’re not good at them. But that’s only true if you one don’t believe in what you sell.

Sales are icky. So if you’re selling things and you don’t believe in them, sales feel really bad. If you don’t believe that what you do or what you offer can truly serve the person that you’re sitting across, then sales will feel icky if that is the vibe that you’re bringing in.

And then the third thing is if you try to manipulate people into buying using persuasive tactics, like not letting them get off the phone without buying on the spot, making them take out their credit card and buy while they’re on the phone, all of that feels very manipulative. And I don’t like any of that either. I don’t do any of that. So this is why sales feel very different to me and to many of my friends when I talk about this, my friends that have success with sales.

They don’t do any of this stuff either. And a lot of times when I talk with these same entrepreneurs and they’re wanting to improve their sales skills or their closing rate, most people think that they need to get like the perfect sales script, which is so funny to me. Because that’s exactly why this feels bad. It feels bad because scripts and

This calculated process and making sales this game to get people to do what you want, that’s what makes sales feel icky in the first place. Because it’s inauthentic and we never want to sell like that. We never want to do it like that. I remember there was a time where I was buying sales scripts or I was taking them from people. You do need to understand how to run a sales call, but it’s not a script, there is a process.

But there’s something even more important, and that’s what this episode is about. When we are in funky sales energy, when we are selling in a way that doesn’t feel good to us, and when we are inauthentic, we bring funky energy into the sales process, right? So last week we talked about manifesting as belief plus.

aligned action. We were talking about the energy of getting what we want both on the physical plane and the energetics around it. And in today’s episode, what I want to talk about is the energetics specifically around sales and bringing in clients. So that’s what this episode is going to be about. Because I don’t think that enough entrepreneurs really appreciate the energetics behind sales and their business overall. Okay?

I want to ask you right now to think back to some of the best results that you’ve ever gotten. What’s a time where something just went so incredibly well, even when like everything wasn’t perfect, right? Where like the client came in or something happened, you had a great launch, or something just felt like it was all just singing.

you’re getting those opportunities, things are just happening. And then think, can you connect with how you felt at the time that that happened? The energy around you at that time. And take a second to do that. Now I want you to take another moment and think back to some of the moments or one particular moment that went terribly wrong.

Where you did everything right, but the results just weren’t there. So I can think back to launches where and and this was one of the things that really tuned me into this. Because I have run workshops where I run the same one. I rewrite it, I rework it, but it’s the same general structure, it’s the same marketing, it’s the same everything. So the only thing that really changes a lot of times is me. So that’s a really good kind of

Case study for energy versus strategy. Because the strategy is staying the same. So why is it that I have a launch where we make $90,000 and then I have another launch where we make $25? It’s a huge difference. Now, of course, not everything is always going to have the same outcome. Different people come, all of that. But what I have been able to tie it to.

Is how much of my energy has been in the launch. Like what my energy was like while I was in it. Because the feeling is everything. That feeling that I’m asking you to think back to and see if you can connect with. And if you can’t, that’s okay. Think about it going forward. Notice now. As we’ve had this conversation and you have this awareness now, think about it going forward. But

I I want to break this down in greater detail in this episode. I want to talk about this concept in more depth. So so buckle up. We’re this is where we’re going with this, okay? So y you’ve probably heard manifestation people say, get into the energy of what you want. Maybe you’ve heard that. Get into the energy of what you want. That’s like a very manifestation sort of statement that’s been put out there. You just have to get into the energy of what you want.

And very few people will tell you how to do this or why it doesn’t work when you try. Because a lot of people will feel like they’re in the energy of what they want, but they’re still not getting what they want. I want to fine-tune this a little bit. So, Neville Goddard, who was like a mystic sort of godfather of the manifestation world and law of attraction, Neville Goddard would say, assume the feeling of the wish fulfilled. I think that’s

A little bit easier and closer to getting to understand what we really mean when we say get into the energy of what you want. Okay? Now I’m gonna tell you a little story about something that happened to me recently. During our last launch, our last workshop, we were enrolling into business by design. And I did a really wonderful clarity call with this amazing woman, and we totally vibed.

The problems that she had, I really felt like are the problems that we solve. I really felt like the human design piece would add a whole lot to her journey. I just felt like we would work really well together. I got from the call that she felt the same way and she was just like, I know we’re gonna work together in. So we got kind of a verbal yes on the on the phone. I was very excited, not because of the sale, because I was like, this is gonna be really fun. She’s gonna be an amazing client to

work with.

Because you know, if you’re an entrepreneur who works with clients closely like I do in business by design and my other programs, that there is nothing that is more exciting than when you work with somebody who you really are helping to expand or move their life in the direction that they’re choosing. Like it is like drugs. It’s so exciting and it’s so awesome. So I was like, this is gonna be so great. So I was felt like I was in the energy of it. And

we were getting sales and all these things were happening, but we come to the last day of the open cart period and we’re gonna close the doors to the program. And she hadn’t signed up. And I went to bed that night and I was like, okay, well, we close the cart at midnight. I will I she’s just gonna sign up while I’m asleep. Like that’s how it’s gonna be. And I’ve done that before and woken up to the sale. Like and this is gonna be part of the story too. So

but for this one, I just said I was like, yeah, I’m gonna wake up and she’ll have signed up. And I woke up the next morning and she didn’t. Now, this is where we have a choice. And I’m gonna take a moment here to explain that there’s a concept in quantum physics called superposition. Superposition is the state where something holds every possible outcome at once. Nothing

Has been decided there are millions of possibilities, and we are in just a state of possibility in superposition. And every outcome is possible at once until it’s observed and settles into one possibility. Okay? So when I woke up, I had a choice. Do I settle into the possibility?

That this hasn’t happened because the world told me it didn’t happen. Do I say okay? Do I allow that?

And I said no. So when I woke up and she hadn’t bought, I didn’t let it settle into a no. I said, it just hasn’t happened yet. I’m going to stay in the wish fulfilled. I’m going to stay in the energy of not that I want her to sign up, because that’s hope. That’s different. No, I am going to stay in the energy of it’s already done. We are working together and it’s going fabulously.

So I went about my morning and I was just playing with, it’s done. Playing with, we’re working together, playing with, and it has to be playful. And it has to be, your energy has to be clear enough and clean enough that you’re able to do that. If I’m scared, if I’m in the energy of fear or lack or despair or I guess criticizing myself or my results or my performance or wondering why it didn’t work.

That’s not the energy of it, then that would be me thinking good thoughts and being in the energy of I lost. If you can’t get there and you can’t create that energetic vibration of it’s done, then that’s where deeper deconditioning work comes in. That’s where we do the tapping work. That’s where we do the deconditioning work that we do with people inside business by design. It’s how do we get you to be able to hold the state of it is done. So

now

I’m going through my morning and I’m in the state of and I was totally in it. I was very proud of myself because I was like throughout this whole launch, I’ve really stayed in the energy of it’s all happening. I’ve really been able to truly be there. And I know the difference between when I’m telling myself I’m there versus when I’m actually there. And I have the tools to help me get there even in those other moments. Now I’m not saying I’m always perfect with it because I’m not. Don’t always get the result that I want. I’m not always able to connect.

energetically with the thing that I want to the level that I need to. And that’s what tells me there’s more work to be done. But so I go out about my morning and I do my morning routine. I did breath work that morning and I decided I did breath work and I just sat there with like it’s done. I’m gonna play with these visualizations and I have a process for visualization that we give our clients. I’m gonna do all of these visualizations and do my process for it’s done. And I did my breath work and I got done and I looked at my phone.

She signed up. Now it doesn’t always happen quite so immediately or quite so on the nose because we just happened to not have closed the cart down overnight. It was supposed to be closed at midnight. My team didn’t get to it yet. They didn’t actually take the link down. So she was able to. So the door was open. It should have been closed. The world told me, circumstance told me it was closed because she didn’t sign up and the deadline hit.

And she didn’t write me, I didn’t have an email from her, I didn’t have anything. And she’s in the program and it’s going amazing. So the reason I tell you this story is to give you an illustration of how this works. But you’ve probably heard stuff like this before, but maybe you haven’t been able to hold the vibration of it’s done. That’s the work, that’s the inner work. We have to be able to meet ourselves in the not believing.

To be to be able to meet ourselves in the fear because that’s what sets us free.

Emotions are the key to how we connect with a possibility. When you’re scared, you’re in the possibility of shit, something bad’s gonna happen. When you’re scared, when you are in lack, when you are in survival mode, you are in the vibration of things aren’t going well. Why? Because you’re afraid. You have to deal with that fear.

you can’t talk your way out of it. You can we can say affirmations and do things, of course, that lift it a bit, that keep us from feeding the negative. But that’s sort of like I I look at it like the deep clean, right? So if I move into a new house and the old owners left a bunch of gunk and there’s just like residue and

all of this stuff, I’m probably gonna need to deep clean the house in order for it to ever really be clean. Because if I move in and it isn’t deep cleaned, then I just have more dirt on top of it. And when I’m tidying up and doing my regular cleaning maintenance, I’m never getting to that gunk that was left behind, right? That’s sort of like how I look at this. We’re not able to reach a new height because we didn’t dare to clean out the things that are keeping us

glued to a lower vibration.

So, this is how you can shift a no or a not now to a new possibility, to stay in the energy of the yes, even when the no comes through. And even if it didn’t come through that day, I was prepared to hold the vibration and the energy of we are working together for as long as it took for her to come around. I was in the energy of that.

And when you play this game and you’re able to connect with this and play, and play is really the key word, because playful energy is where manifestation happens. Playful energy is where miracles happen because we’re dancing with the universe. We are not trying to control it. That doesn’t work. We don’t get to control it. But we can co-create. But we have to connect with possibility. You’re connecting with possibility all the time, the possibility that it won’t happen and the possibility that it will.

Or the possibility that it did. Hope and it’s done are not the same thing. If you are reaching for something, you do not have it. But if in your energy you’ve got it already, that is when you even if you can hold that, that is when things change. That is when you start getting different results. And that is a practice that people don’t give enough energy to.

attention to. They think that manifesting is like, I did these affirmations or I did this clearing or I did this thing. This is a practice. This is a daily practice. This is something that we have to notice what energy am I in? Am I in the energy of the thing that I want or the thing that I don’t want? It’s a moment to moment thing. And that’s something that we’re we train people on in all of my programs because it’s so essential to playing the energetic game. When

you are playing

The physical reality game all the time, which is, I just need to hustle harder and work harder. If you’re saying to yourself that you don’t want to work harder, you want to figure out how to make life and abundance come with ease and flow, some people will gaslight themselves into thinking that just by following human design, that will happen. But they turn h human design into something that they’re trying to control or fix themselves with.

That’s not the energy you need to be in to have a good experience with human design. You need to let go. You have to surrender to it a bit. And surrender does not mean giving up.

Surrender is letting go. Letting go is not the same thing as giving up. And these are these things that seem so simple, but they are not easy to do. Because it means you have to master your inner world just as much as you master your outer world. If you think that the reason that you’re not showing up in your business, you’re not showing up to your sales calls, people aren’t saying yes.

You’re not being productive. You’re avoiding the work that you need to do. If you think that that’s purely like a time management problem or a productivity problem or something to do with your sales script or something, I hope that this episode is showing you that it almost most certainly is not. If you have a pattern with any of these things, you are the common denominator. And you have to look inwardly at

How you are creating these results, how the way that you are operating and the state that you are in. And mastering your state becomes a part of your job. And human design absolutely helps with that. But it depends on the energy that you are in when you pursue the human design journey. Is it an energy of being in lack and feeling like you’re not enough and hoping that the chart validates you in some way?

And that feels desperate, that is desperate energy. I don’t care what modality you are trying to work with it with, that is not the vibe. And that becomes the work. How can we come to this with an open heart? How can we come to this in clean energy? And that is to me the way that we work in my world is to do the deep can deconditioning.

To really dig through that stuff and make that part of your practice so that clearing your energy and being in a state of neutrality every day is your norm. And then you can reach for the stars with your energy and you can actually touch them. That’s what’s possible. So we have two places where all of this stuff plays out. We have the free deconditioning guide if you’re interested in that.

This is really comprehensive guide that I just redid. It’s completely brand new. We had a previous deconditioning guide. This is not the same thing. This is completely new. So if you would like that, DM me decondition on Instagram. I’m at Nicole Lano Official or go to Nicole Lano.com forward slash decondition. You can get it there. Or if you want to go on this journey of embodying your design and starting to integrate some of this deconditioning work into your practice so that this becomes your life, not just something that you learn about.

Then join us in the Human Design Authority Lab. Just DM me the word lab on Instagram or go to Nicole Leno.com forward slash lab, and you can get all the details there. I hope to see you inside. Thank you so much for being here. I appreciate you. And remember, in order to have an unshakable business, you must first become an unshakable human. So thanks for letting us help you become unshakable with human design. We will see you next time.