You Don’t Hate Sales – You Hate Bad Sales: How Speakers and Coaches Sell High-Ticket Offers Without the Sleaze (Katie Nelson)

SUMMARY

Many speakers, coaches, and consultants say they hate sales. In reality, what they hate is manipulative, impersonal, high-pressure selling that feels out of alignment with who they are.

In this episode of Present Influence, sales expert Katie Nelson dismantles the myth that selling high-ticket offers has to feel sleazy. We explore why sales is fundamentally human, not transactional, and why relationship, curiosity, and courage matter far more than funnels, scripts, or AI shortcuts.

We cover how speakers and coaches can sell premium services ethically, why relying solely on referrals is risky, how fear and rejection really work in sales, and why the founder must stay involved in selling longer than they think. Katie also challenges the overuse of “sales mindset” rhetoric and explains why action, not affirmation, is what actually builds confidence and cash flow.

If you sell your expertise, your voice, or your presence and want a sales process that feels honest, effective, and sustainable, this episode will change how you think about selling.

Find Katie on LinkedIn https://www.linkedin.com/in/thesalescatalyst/ or go to SalesUprising.com

Here's the link for Katie's video series Feed The Fire: https://youtu.be/WfYrsNgSRoA?si=PaL5n0tRByqnJiOY

Takeaways

Sales is not a personality flaw; it's a human process.

Embracing sales leads to quicker business success.

Referrals should be seen as gifts, not strategies.

Sales is about people before it's about systems.

Mindset is important, but action is crucial in sales.

You can't outsource your courage as a business owner.

Sales is a service in both directions.

Understanding your target audience is key to sales success.

Fear and rejection are part of the sales journey; learn to overcome them.

Building relationships is essential for effective sales.

CHAPTERS

00:00 The Human Element in Sales

06:57 Reframing Sales: From Fear to Service

10:47 Sales as a Reflection of Humanity

17:27 Building Resilience in Sales

21:20 The Evolution of Sales Models

26:48 Simplifying Sales Funnels for Success

32:25 Sales Strategies for Speakers

35:17 The Power of Referrals in Business

40:04 Mindset vs. Action in Sales

43:54 Embracing Sales as a Business Owner

44:45 The Importance of Referrals and Stability in Sales

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