Kat Millar

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3 Important Sales Psychology Secrets

If you’re a business owner or you’re wanting to be in business, it’s so important that you learn how to sell properly.

In this video and blog post, I share 3 important sales psychology secrets.

 

There are two main things that people get wrong when it comes to selling.

The first thing is that they don’t do enough of it, they don’t get in front of enough people and they don’t sell themselves. They avoid it.

The second thing that people get wrong is that they sell too much – they come across too strong.

Now there is only one reason that businesses fail and that is not enough sales.

And there’s one reason that businesses succeed. And that is because they have enough sales.

If you don’t have enough sales, if you don’t have the skill of selling genuinely, then your business isn’t going to last…

…and you’re going to be back working for someone else, potentially doing something that you don’t like and not living your dreams.

So if you want to help more people, if you want to make a bigger difference in the world, sales is one of the most important skills that you can develop.

Learning sales has helped me improve my confidence and help me improve and grow as a person.

It’s helped me to help more people because I’m able to build a genuine connection with people.

I’m assuming a few things here when I’m sharing these psychology tips is that you genuinely want to help people and you want to make a difference.

You’re only selling something that people need and want, you’re not selling trying to convince people or sell them something that they don’t want.

We’re not trying to persuade and convince people they should buy what we’re offering, we’re helping them to come to the right decision for them.

When you redefine the way the sales from sleazy cheesy, pushy, car salesman-ish, to:

* Sales is healing

* Sales is service

* Sales is match-making

* Sales is helping someone go from where they are to where they want to be

* Sales is improving the quality of people’s lives

 

…you have great conversations with people and help them get more of what they want, in a way that is compelling, appealing, and it’s not pushing people away.

There is so much I can teach when it comes to sales – how we can overcome objections, how to frame, how to set up the sale, how to sell on video, email through Facebook and all of that is selling – but in this video I want to talk about 3 mindsets you need to go into a sale with.

A lot of people aren’t applying these, they’re not doing a great job of that, so if you get this right, you’re going to really position yourself in the marketplace as valuable, as the authority and as the expert in your niche.

I’m sharing from the point of view of having a one-on-one conversation.

1. Questions are the answer

I was trained in sales in the Les Mills system where I worked in NZ as a Personal Trainer. They shared a script with us that converted really high and the majority of the script was powerful questions.

80% of your conversation should be questions.

When you’re selling your service, you really need to ask the person a lot of questions because you don’t want to start talking about what you’re talking about what you offer before you really understand the person.

And the biggest mistake that most people make is that they don’t get to know the person they don’t understand the person thoroughly.

They start talking about the product and what they offer rather than getting to know the person.

I want to give you some examples of really powerful questions that you can use in your sale.

1. What is most important to you? Or What is your priority?

You’re going to find that they will really open up to you.

I don’t recommend you start by asking “What’s the goal”, which is a mistake that I used to make, but not everyone has a goal.

But if you talk to them about the biggest challenge, they will know their challenge pretty intimately. They will be able to talk about it. So ask questions that are easy to answer.

The thing that most people think about is their biggest problem.

And they will easily be able to talk to you about it.

2. Describe your current situation

3. Tell me more

I keep going deeper and deeper and getting more and more information.

You don’t want to talk about all of their problems. Talk about the most important problem.

4. What are you looking for in a … (e.g. a Coach/Psychologist/Trainer/What are you looking for in a solution …)

5. Why is that important to you?

6. How would that improve the quality of your life?

7. What are the consequences if you don’t change?

e.g. what’s it going to look like in the next six or twelve months, what’s going to look like if you don’t change…

Because, if you can remind people of why it is important for them right now you put that top of mind. Then they sell themselves into it, I don’t talk them into anything because they are reminding themselves why it’s so important to get from where they are to where they want to be. And it will help them with that challenge.

There is a really simple formula that I use which is ABC.

A – Where are you now?

Tell me about it, tell me what is it costing you. How’s it affecting you in your mind? How is it affecting your family, how’s it affecting your work?

And get a really good picture of their situation from loads of questions, like “Describe it to me, paint a picture for me… Tell me, once you solve this problem, what will it be like for you when you achieve it…”

B – Where do you want to be?

C – What’s the challenge, what is in the way?

What is that mountain that they have to climb?

Think – how can I support them to climb that mountain?

 

2. You are the prize

Write it down and say it – I’m the prize.

Remember there are thousands of people that you could potentially help. But there’s only one of you. Your time is limited.

If you’re working with people one on one, you’ve only got a certain amount of appointments in your calendar.

You don’t want to get in there people who muck you around, people aren’t going to take you seriously, people who aren’t committed.

You don’t want your calendar filled with what I call ‘no’ clients.

You only want to fill your calendar with the people who really love to work with you, who respect you and trust you.

Money is a commodity, money you can get from any ATM in the world.

But no one can get you anywhere – except from you.

So, I want you to remember that you are the prize. You’re the prize.

If you’re coming in with the energy of chasing them, then as the prey they’re going to run away.

But if you come in totally neutral, and you’re not chasing, you’re the magnet.

And they are attracted to you, because you’re not pushing.

The biggest thing people say to me about sales is that they don’t want to come across as pushy. So don’t be pushy. Please don’t be pushy.

But you want to think “I’m the prize”.

Be a cat, not a dog.

Cats know they’re the prize.

They don’t bound up over-enthusiastically as dogs do.

(unless they’re slightly crazy!)

So stay grounded and remember that the goal is not to try and convince people, but meet them where they’re at.

You want to find people who are already convinced, and that you’re just helping them move through any kind of fears or limiting beliefs that are stopping them from improving their life.

3. Sales is match-making

The goal is matchmaking, the goal isn’t to try and sign everyone, your ideal client is not everyone you know, or take on people just for the money.

You want to take people who you know you can really help, people you can actually get a transformation with.

So this is why it is SO important that you know who your ideal client is.

I don’t mean women in Sydney from 30 to 40. That’s not an ideal client.

Your ideal client you know intimately – you know their fears and frustrations that dreams and desires. You know their problems well – better than they do, you can describe it to them better than they can.

The person who understands their ideal clients the best, wins.

If you can understand your ideal client, better than your competitors, you will win – hands down.

If you can show them and communicate that you understand them, you win.

So the goal is matchmaking.

Your goal is to see if you are a match made in heaven.

Remember, if they are your ideal client, they need you. There is only one of you.

 

So to recap the 3 Important Sales Psychology Secrets…

  1. Questions are the answer
  2. You are the prize
  3. Sales is match-making

Sales is about you getting to present to people the opportunity to improve the quality of their life.

If you’re not improving the quality of their life, you should be selling to them.

So, selling can be fun. It doesn’t need to be stressful.

I used to really stress about sales. Now I love sales.

I love any opportunity that I get to help change people’s lives.

And some people that I talk to, I don’t make them offers, because I can sense that they’re not my ideal client.

I know that there’s a certain amount of one-on-one clients that fit the criteria I have in order to be offered space in my calendar.

They have to be committed. They have to be willing to learn and change. They have to be open-minded.

And I’m going to give everything I can to people if it’s a match.

Coming into a sales conversation with this mindset will help you be more relaxed, more comfortable, more yourself, more genuine and you’ll find that sales can actually be really fun.

 

Would you like to know how to attract and sign up new clients?

Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August

‘How To Attract Your Ideal Clients’

 

 

This event is for people who are ready to roll up their sleeves and grow their business.

ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.

All you need is the right system to attract them into your business.

You’ll learn the best marketing tools and a proven system to attract them.

If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.

Earlybird offer available until Sunday, 11th August

So if you are building a business or wanting to build a business – check it out.

Learn More

 

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2 Compelling Traits You Need In Order To Influence People

In this video and blog post, I share with you 2 compelling traits you need in order to influence people.

 

What are the compelling traits that you need in order to influence people?

We’re not born with the skill of being able to influence people, it’s something that we need to practice and master. And we can keep getting better for the rest of our lives.

Authentic influence is about helping people to get what they want, to understand what are the limiting beliefs, some of the mindsets that are stopping them from getting what they want, and becoming the most awesome version of themselves.

If you want to grow your business, attract more clients, make more money and help more people, then you need to learn how to be a compelling person and how to magnetise people towards you.

You need to know how to be charismatic, how to be confident, how to be attractive to the people that you’re serving, that you’re helping.

So think about right now, think about the people in your life that you are influencing, that you’re having an influence over, and the people that you want to have more fun with.

Whether that is your tribe, your community.

It might be your followers on Instagram or Facebook.

The people that are watching your life – maybe people that your clients are coming to see your workshop.

It could be people that you want to attract into your business.

Maybe it’s your peers or colleagues or joint venture partners with – there are so many different people that we influence.

We also influence our friends and our family.

You’re already an influencer, you’re already influencing people as it is.

So if you want to get better at it, there are two traits that you really need to have in balance.

There’s always an equal and opposite reaction.

Whenever there is light there is dark, whenever there is good, there is bad.

That opposite, that polarisation happens all throughout the laws of the universe if you think male: female, masculine: feminine.

And these are the two traits that we need.

Number one, we need strength.

And number two, we need warmth.

Strength and warmth are key attributes that define the quality of our relationships with others.

If you think about it, if we have the strength and we don’t have any warmth, we’re not particularly compelling and attractive and influential.

Imagine someone really strong, direct, blunt, really kind of forceful, with no warmth – that can be a real turnoff.

And then imagine someone really warm, really loving, very feminine energy. But it’s not strong at all, it’s just too much on the warmth end of the spectrum. It can be too fluffy and overly ‘nice’.

They also are not compelling, because we don’t always feel safe with them or that they are going to give us a result.

To be compelling, we need both.

Strength

Strong people exude a sense of inner ability, strength and confidence. We can be influenced by them and follow them (so they are often in leadership positions). But strength alone is not the key to leadership. Without the warmth we may respect them, but we may not like nor trust them.

Strength is about competency. You all know those people that are super competent, and super confident. And you just feel safe, when you’ve got that strength, you can help people feel safe around you.

When you’re competent, when you can help them to get what they want, when you can show them that you are the person that can get them from A to B, you’re the person that can make them feel secure and safe and supported in your strength, you know, because you’re strong.

Strength is about competency. It’s about respect.

So often we command respect by being competent, by being confident, by being strong.

Strength is usually more testosterone-driven.

So more men tend to have this, but there are definitely women that have this down this end of the spectrum, but it’s more of a feminine rather than a male-female thing.

If you’ve got a lot of testosterone in that energy, then you’ll have that strength. We need to have that strength when we are influencing people.

Think about when you’re in a sale, you cannot just be warm, you cannot just be lovely and nice. And what do you think and what do you want, and we’ve got to actually have that strength, we’ve got to be strong, we’ve got to show people we can help you, I can help you.

We are reliable we, you know, you’ve got to draw their respect from people because and I know as an adult teacher, I had to always walk into the classroom and get respect from them rather than love and friendship from them.

I learned that from my teacher friends, I asked them, “How do I be a good teacher?” and they said, “Don’t try and be friends with the students”. Get their respect first. That’s the strength.

They need to respect you and know you have that strength first.

And then you add that flavor of warmth once you’ve got that.

So, you probably sit somewhere along that end of the spectrum.

If you’re more on the strength side, you’re probably quite direct, quite blunt, you probably use quite a big movement.

Someone who is very strong, they use big movements, they have very open space, they command attention, they command respect, they have a big presence. They are usually quite big in their gestures, and quite open.

So if you’re too much in your strength energy, and you’re wanting to be a little bit warmer, (because we need both), bring it in a little bit with your body language.

So maybe touch that person on the shoulder, maybe sit closer to them, actually pull them in closer to your proximity.

If you are really strong energy already, just to bring a little bit more warmth. And you might just match and mirror that person a little bit more. So that you’re getting more warmth because they’re feeling kind of getting that emotional feeling going.

If you are very direct already, and you want to be more of a warm person because you maybe feel that being too strong and too direct and blunt, and too in your masculine energy.  Like let’s just get the job done, the fastest way from A to B, let’s not worry about, you know, all the feel-good stuff.

If you don’t have any feel-good stuff, you’ve got zero, then people can feel like it’s all about the task. We want to check more into our warmth if we’re in that in that kind of mode.

Warmth

Warmth is the perception someone cares for us. They listen, understand us, even empathise with us.

We distrust people’s motives who lack warmth. They put us on our guard and we try to avoid them.

Warmth is empathy. Empathising with that person. And we do that by nodding, by agreeing with someone, by validating their emotions, by helping them feel really safe. It’s a really different kind of safety.

With strength, with that energy, you feel safe because it’s results-driven. You’re safe because I’m going to get the job done for you, you’re very confident.

The warmth is more about showing – you’re safe with me because you can open up, you can be vulnerable.

The warmth is very vulnerable. It’s our feminine, it’s our nurturer. It’s about making people feel really accepted and loved.

Warm people tend to be smaller with their gestures, their body language is usually softer and there’s more smiling.  It can be a little bit more tilted, so we go asymmetrical to be warmth, where strong energy is very symmetrical.

If you think about it when you say something and you’re certain, and you’re strong, you say it in symmetry, feet together, not one foot forward. Hands-on the hips, very strong.

The warmth is with open palms.

So if you’re wanting to bring out more warmth, then we do more open palms, plus a tilt of the head which is very vulnerable.

In terms of body language, with the strength, it’s usually big actions, very open, they’re not matching or mirroring, they’re being strong, and they command respect.

We respect those people, if there is enough warmth.

The warmth is the love. The strength is the respect.

We need both, we need both types of energy. If we’re too much on this end of the spectrum, people aren’t going to feel a connection to us, They’re not going to necessarily feel drawn to us and be compelled, they might not even like us.

They might respect us, but they probably really don’t like us.

And on this side, on the warmth side, we can really feel like someone’s really loving and warm, where you just feel the love and feel looked after.

But we probably wouldn’t trust them to help us buy a house or to help us manage our money or to help us solve our problems. Right?

In addition, when you’re in a sales conversation, for example, we need to go back and forth, kind of like the infinity symbol, we go into our strength, then we go into our warmth. And we need to adjust where we fit in on the spectrum.

It’s basically Yin and Yang.

Competency, empathy.

Respect, connection.

We need to balance and go back and forth.

We need to actually show the person that we’re influencing or that we’re working with, that we’re connecting with, that we are both –  that we can be both.

So when I’m in a sales conversation, the majority is warmth – questioning, building rapport, matching body language. The matching of body language is very much the warmth, it’s making the person feel very comfortable and very connected, very validated in their feelings.

And then when it gets to the results part of the sale, when I’m actually going to share with them how I can help them, I turn on my strength.

I say things like “Look, I know you’re sick and tired of xyz, let’s just get rid of that, let’s just move on, like, why don’t we get started?

I’ll go into that strong energy because if you stay in the warmth in that sales conversation and say things like “How do you feel. what would you like to do, you know, have a think about it” etc. and you go all passive it doesn’t work, it kills the sale.

Whereas if you start the sales conversation too strong and you’re really dictator-like and very direct and blunt, you’re also going kill the sale before it’s really even begun.

So, in a sales conversation where you want to influence someone. I recommend that you come in with your warmth, and then you, you dip and out of your strength – you say to someone “Look, I can absolutely help you with that” and you say it with certainty and conviction.

You go into this strong energy, you feel it – you’re tonality is strong it’s not questioning.

Whenever we’re communicating with people we’ve got to be thinking, what is needed more right now? Strength or warmth? Respect or connection? Competence, or compassion?

We’ve all got access those two compelling traits that you need to really effectively influence people. When you have both of these and a beautiful balance, which takes time and practice and skill, you can influence anyway.

You can use this on videos, you can use in your writing, you can use it in your workshops, you can use it in all of your communication and you will be incredibly influential and you’ll be perceived as an incredibly compelling and influential person.

And then I leave you with a quote that I love, which is, ” If you want to be liked, you need to like people”. And when you like people genuinely like people, you want to serve them, you want to help them you want to give them the best of you.

And the best of you is when you can get a really good balance between being really strong and being really warm.

If we get those two things right and balance, you will be absolutely unstoppable my friend.

So my question to you is, where do you sit on the spectrum? Are you naturally more in your strength or in your warmth?

And what can you do to move a little bit closer to the other side, or to just be in a little bit of more of a balance and a flow?

I hope it’s really helped knowing the two compelling traits that you need for influence.

Go and practice them this week, and let me know how you go.

 

 

Would you like to know how to attract and sign up new clients?

Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August

‘How To Attract Your Ideal Clients’

 

 

This event is for people who are ready to roll up their sleeves and grow their business.

ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.

All you need is the right system to attract them into your business.

You’ll learn the best marketing tools and a proven system to attract them.

If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.

Earlybird offer available until Sunday, 11th August

So if you are building a business or wanting to build a business – check it out.

Learn More

 

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3 Reasons Why People Aren’t Willing To Pay You Money

Struggling to get people to pay you what you’re worth?

This is really important to overcome. In business, cash flow is king.

If you don’t have enough money coming in, you can have the prettiest website, you can have an amazing Facebook page, you can have 5000 followers – but if you don’t actually have people paying you, then you’re not going to be profitable, you’re not going to be able to stay in business, right??

In this video I share with you some really cool tips about how to get clients who are actually going to pay you money. And I specifically talk about three reasons that people AREN’T willing to pay you money.

Find out the 3 biggest mistakes people make that stops them getting paid clients.

 

P.S. Webinar replay available for a limited time!

Watch now before it comes down:

bit.ly/attract-webinar-replay

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7 Reasons You May Be Struggling To Get New Clients

Would you like to build a profitable business doing what you love?

I believe it's currently the best time in history for you to create a lifestyle business. There are opportunities everywhere for you to connect with your ideal clients and help them solve their problems.

There are more entrepreneurs than ever out there absolutely smashing it and earning a huge income helping people, and of course there are a huge amount of entrepreneurs who are broke.

I know you're probably reading this because you want to share your message in a meaningful way. You want to make a difference doing what you love and help more people. And you want to work with your ideal clients and build a business that aligns with your ideal lifestyle.

If so, this is for you. I want to show you 7 potential roadblocks that are currently tripping you up or could trip you up in the future if you're not aware of them.

Here are 7 reasons you may be struggling to get new clients:

1. Not enough focus on D.P.A - Dollar-producing activities

This was by far my biggest problem when I first started my business.

In my recent blog 'How to Avoid the Perfectionism Trap' I shared a story about when I moved to London and started working at a new gym. I had no clients and no money and it was in the recession.

I'll always remember that lesson about how getting clients is about focusing on the dollar producing activities, like making offers, not the fun stuff like creating a logo, business cards, brochures or hanging out on social media.

The single defining factor in your success is how you spend or invest your time.

Sometimes we can feel that we're doing things that matter, but really we're just doing 'busy' work. Productivity means you actually produced something. Dollar producing activities directly lead to you making dollars.

2. No clear goals with deadlines

One of the main reasons I see people not producing the results they want is that they don't have clear, specific goals with deadlines attached.

We all know that when our brain is left to its own devices without clear commands and instruction, it takes the path of least resistance.

I had 'Write a blog' on my to-do list for years (still do) and barely managed to get it done consistently.

The single thing that got me to take action to produce regular content for my ideal clients was booking workshops. I'd book the venue, pay a deposit and then I HAD to run the workshop.

Or I'd decide on a date for a webinar, make it public, and that would give me the incentive to produce the content. I'll easily let myself down but I don't like to let others down.

Once you create contents for things like workshops and webinars you can leverage it everywhere.

If you struggle with inspiration for your organic content, create an event, book a date, set some deadlines and you’ll create more amazing content than you ever have before.

You need to fail fast, get things out the door as fast as possible and refine as fast as possible. A lot of people won't do this because they're scared of looking bad. But you can't be afraid of failure. It's the only way to truly learn and grow fast.

3. Lack of structure, systems, and support

Something I see a lot is incredibly well-educated people who have a lot of experience and knowledge in a range of modalities, but where they get stuck is joining all the dots together and making it work.

They don't have the structure or the systems in place behind the scenes.

If you lack structure, systems or support, you’ll struggle to be successful. Business is too hard to do without these things. They are crucial. All profitable business owners know this.

4. Being unwilling to invest enough time or money

I’ve had so many people over the years tell me that they’re not getting clients. I ask what their marketing strategies are and discover they haven’t spent a cent on Facebook ads, or they’ve put down $20 for one campaign, it didn’t work so they gave up.

A lot of people are brilliant at the modalities they teach, but not brilliant at business. Unless you want to work for someone else for the rest of your life, you must invest the time and money on learning business skills.

You need to know how to market yourself effectively, use social media profitably, write influential content, position yourself and your brand properly, know how to invest time and money and a range of other different skills.

The good thing is, everything is what I called overcomable. It's all workoutable!

Every skill you need to learn in business, you can learn. Business is a skill just like learning to cook or drive.

5. Not working with enough clients

There are two categories that most people fall into that are struggling to attract enough clients. Firstly, they haven't worked with enough people and they want to charge too much from the get-go without having enough experience or skills to charge that amount. So people don't end up signing up.

On the other end of the spectrum, there are people who are severely under-valuing themselves.

They wonder "Who am I to charge for this? I love it! It comes easily and naturally to me!"

The main reason they do this is because they have unconscious competence around their genius zone. They assume everyone can do or knows what they do and so they don't value it enough.

Another reason people don't work with enough clients is that they are scared of rejection. So they offer cheap prices or don't charge at all, then people don't value them. Or they can't make enough profit to sustain their business so they end up stuck in a job they're not passionate about.

6. Having too broad a niche

Having a vague or broad niche is definitely one of the biggest reasons why people struggle to get clients. They try to be all things to all people. They don't understand that marketing is about attracting some people and repelling the rest.

You know the old saying - if you try to chase 2 rabbits you'll catch none.

If you want to get great results for people, it's better to be a specialist rather a generalist.

Here are some examples of the difference between a broad niche and a micro niche.

Broad Niche:

“I help people improve their mindset and motivation”

“I help people improve their health and fitness and create a happier life”

“I help people create a thriving business”

Micro Niche:

“I help busy women declutter their homes in 6 weeks or less”

“I help busy Mum’s to improve their energy and reduce their stress with simple-to-follow exercise programs they can do at home”

“I help Coaches and Trainers to build a 6-figure lifestyle business”

One word of caution - don't let choosing your micro niche be another trap that stops you staying in action.

It takes time to develop your micro niche. It took me years. But don't let that stop you from moving forward.

If in doubt, choose 'you' a few years ago, before you learned what you learned to overcome a problem you'd love to help people solve.

Just decide and get out there and help people.

7. Giving up too easily

Business can be simple, but it's not always easy.

I bumped into a friend recently who had done her coaching course at the same time as me back in 2014. I ask her how her coaching is going and she says “Oh, I have a lot going on at the moment” which we all know is really code for “I’ve given up for now”

The truth is, it's never really the right time. I procrastinated for years on creating a lead magnet and a funnel and kept buying into the story that I didn't have time. But that's not true.

The reality was that I did have the time, it’s just that I didn't think I did.

I've been running my own business since 2003 and I estimate literally thousands of challenges that I've had to overcome and hundreds and hundreds of little things I've had to learn. You simply have to make one decision - to not give up!

When you delay your decisions, you delay your dreams. Life is always going to be busy.

If you think it's going to get easier the longer you wait, it's not. Things get harder not easier when you delay them.

If you know that having a business you love helping people is part of your destiny, and you feel you have it in you to do it, do it now!

The world is waiting for you

Would you like help to overcome these client-attraction challenges?

I am running a NEW 1-day course in Sydney on Saturday, 16th March.

This event is a MUST for service-based small business owners who want to know the best client attraction strategies for 2019.
 
You''ll learn how to build a profitable service-based business you love, without sacrificing your lifestyle.
Spaces are filling fast, so don't miss out.
 
Details Here:
Yes! Tell Me More

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What Is Ethical Influence?

If you’re a business owner, you no doubt understand the importance of influence.

It’s a major key in sharing with people how you can help them.

But there's a difference between influencing to manipulate people to get what you want, and ethical influence.

What is Ethical Influence?

1. Ethical Influence is about helping people get what they want.

It’s a meaningful conversation that is enjoyable by both parties.

It’s a caring process of supporting someone to make a decision that is going to get them a better life.

Once you really believe that, you will have the boldness to use ethical influence to help people to get what they want.

It’s a win-win for you and your potential client.

A lot of business owners I meet don’t enjoy the process of influence when it comes to selling their services or programs.

They are often scared of rejecting or sabotaging the relationship with the person.

They often avoid having sales conversations or asking for what they’re worth because they don’t want to come across as one of those pushy people, who uses cheesy tactics to try and get people to buy.

Then, their business suffers. Pushiness and cheesy tactics are not using ethical influence.

2. Ethical Influence is about discovery and match-making


It’s all about really connecting with people.

It’s about getting to know them through genuine discovery questions and seeing whether you’re a match for them.

It takes so much pressure off!

You can just relax and have meaningful conversations with people.

IF you’re a match, THEN (and only then) you can show them how you can help them.

This does 3 main things:

1. Reduces any anxiety of you trying to come up with ways to ‘convince’ people to buy, or wonder how to say all the right things

2. Reduces people feeling like you’re being pushy, annoying or only after their money

3. Reduces you being rejected over and over, because you only make offers to people who are interested.

3. Ethical influence helps protect your reputation

Ethical influence is about protecting your reputation - which ultimately comes through helping and sharing, giving and caring.

Compare this to what we see in many spheres of life.

Pushy sales techniques are everywhere.

I recently bought a new car from a dealer. Having learned ethical selling skills, I was curious to see how I would be sold.

The guy was friendly and had a good sense of humour, but a few things caused him to live up to the reputation that some car salespeople have.

One of the first things he said to me was “How much can you put down right now to secure the sale?”

I understand that urgency can be a key factor in decision-making, but this was said very prematurely.

I hadn’t even had a test drive or discussed what I wanted!

The second thing that felt a bit 'yechhh' about was when he walked off to make a phone call to his boss in private about the price.

He said to me “I’ll do some aggressive negotiating on your behalf”.

I’m thinking... ‘Yeah right... Why would you do that? Give yourself less commission??’ It just seemed so inauthentic!

When we were negotiating on the price, I asked if I paid cash that day, could he throw in something for free?

He said he could give me some samples of his network marketing beauty range. Hmmm... As if these aren’t a lead magnet to sell his products. Hardly valuable.

These approaches, in my opinion, aren’t using ethical influence.

Ethical influence to me is not focusing on money in the conversation, but how you can help that person.

It’s more of a long-term approach. It might not get you instant results every time, but gives you a good reputation, which in my opinion is one of the most important business assets that you have.

Once I stopped focusing on myself and my fears and invested into this skill, I realised that I could I make a difference to more people’s lives and help more people to make their dreams come true.

My results soared, along with my confidence and I was able to help many more people to.

I see so many business owners struggling to sign up clients or sell their programs because of fear and because they don't have the right structure or skills to sell authentically.

Which is why I created a sales template that doesn't feel at ALL like you're selling because it is a natural, enjoyable conversation.

For a limited time, I'm offering a FREE 45-minute 1-1 session, where I’ll help you attract your ideal clients and know exactly how to make your offers to them.

My client Aimee Campos, Director at Latin Dance Australia recently applied the template that we tailored to her business, and her conversion rate went from 50% to 92% in just 3 weeks!

Click here to book your free 'get more clients' session:

www.calendly.com/kmillar/getmoreclients

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