35 Ways to Sell Premium Without Chasing More Sales

I’ve sold premium for 20+ years.
I’ve helped 1,000+ clients in the online space.
Billion dollar brands trust me to transform their sales.

If you create real transformation for your clients, you shouldn’t NEED to chase 30 sales a month to earn properly (read this again).

The ONLY thing that matters:
Each client should reflect the depth of your work.

If you’re serious about becoming the trusted advisor and getting paid properly for the depth of your work, this is for you.

NOTE: Most won’t read this and this is exactly why the trusted advisor level of business has ZERO competition.

1.You can want to help someone with every cell in your body and not give AF if they say no.

Most need the sale more than the client needs the help.

They need the:
- Money
- Validation
- Full diary

This is precisely why they can’t sell.

Your energy quite literally goes with the products and services you sell.

AKA, duality exists.

• Have the desire to help your client with every cell in your body
• Not give AF if they say yes or no

When you’re selling premium, you’re not chasing the wrong clients, you’ve removed yourself from convincing.

You can finally operate from a true place of love, knowing your clients lives will change as a result of working with you, without you needing to force or control the situation.

This one point goes deep, I’ll save it for another time.

2.Their decision changes their life. It doesn’t change your day.

I used to sell body transformation as a personal trainer and I’d ask clients who were hesitating:

“You know this is the right solution for you, right?”

They’d say “absolutely”.
“Cool. Whether you say yes or no to me today, ZERO changes for me. But if you say yes or no to yourself, everything changes.”

Most don’t sell this way.
They sell from a place of insecurity and become far too attached to the outcomes.

“Oh I want to help people”.

I call BS.

Helping people means you’re not attached to their decision.

Ugggh, so much more I want to write on every point today.

3.You lose power when you keep giving people reasons to buy.

Most people hear hesitation and start listing benefits.
This is the mistake.

If the person isn’t bought into what you’re selling, more reasons will repel them infinitely more.
In fact, they’ll end up hating you for it.

4.The vegan and steak dilemma

If someone believes killing animals is wrong, telling them the steak is:

• Juicy
• The finest cut
• Organic and grass fed

Won’t change their mind…
It will make them HATE you though.

The irony is, they’ll walk away even further in their VEGAN beliefs than before.
Congrats, you just influenced them to eat more celery.

Knowing how to communicate in a way to those who are already onboard with your beliefs is one of the most underrated ways to sell.
But hey… More on this another day.

5.Premium buyers focus on the outcome.

They don’t give AF about:
- How many sessions they get with you
- Speaking to you every Thursday at 8.30 am for a therapy… I mean coaching call *yawn
- How many modules are in the course

All they care about:
- Will this decision transform the specific area of life/business I’m struggling with?
- Is this the expert to TRUST as my advisor on this journey?

I repeat, they do not give AF about long sales pages and garden gnomes.

6.Low ticket selling depends on volume.

I’ve sold plenty of 99 buck products. You need hundreds of sales to make any real profit.

I don’t like stress and I find needing 250 sales per month just to pay rent is stressful AF.
That’s literally 9 sales per day, 7 days per week.
That’s 1 sale per hour, ever working hour, 7 days per week (fu*k that shi*).

There’s ZERO wrong with low ticket sales, but unless you have systems and a boat load of leads, good luck.

7.Premium mean LESS sales, thank fu…

Do you want 100 new customers per month?
Or.
How about 3 new clients instead?

Even better, if you have a valuable expertise…
ONE client per month can pay a 12 month salary in one go.
I know this because this is exactly how I’ve operated for 15+ years.
Companies trust me to help them with sales transformation.

One of my clients last week made 17.4K with just 3 new clients in advisory work.
She’s not DELIVERING on anything.
She doesn’t have to clock in.
She doesn’t have to have weekly calls.
She’s purely being paid to ADVISE 3 clients.
It’s like 30 minutes work per week.

Meow.

8.One 8K client can be worth more than 30 lower priced clients.

For a beauty therapist, one 8K client brings in infinitely more PROFIT than 30 low ticket clients.

Whenever we sell anything, there’s something called TIME DEBT.
Sure you made money, but how much of your TIME do you have to give up?

Most beauty therapists (add consultants, coaches, PT’s to this list) LOVE selling all their time.

We only have 168 hours in a week, but it’s like we’ve been conditioned to pimp out 200 hours per week before we ever feel ‘successful’.

Meanwhile.
X1 8K client = Maybe 90 minutes work PER MONTH.

9.Pricing isn’t linear.

We assume the more we charge, the more we have to do.
This is the BS the Matrix has led us to believe.
It’s time to UNPLUG.

Truth is.
Lower price = Significantly more delivery, time and energy.

Good luck with that.

10.Lower priced clients focus more on getting their money’s worth.

I PAID YOU 50 BUCKS!!!! WHERE’S MY LIFE CHANGING RESULT??

When someone is in survival mode, every penny feels like the weight of the world.

The relationship often become about what they paid, what they got and what else they’re owed.
Fu*k that shi*.

I’m not saying it’s true for ALL low ticket sales, but it’s something I’ve seen 100s of times.

11.A serious investment changes how seriously someone takes the work.

Imagine paying $500 for an advisor.
Now imagine paying 15K.

Which one do you take seriously?
Which one do you automatically respect?
Which one will you brag about to your friends?
Which one do you see as more qualified?

Funny thing is, price is an automated creation of perception.

I want to write a post on this one point alone.

12.You become their most trusted advisor.

They pay for your judgement, your experience and what you see in their situation.
Not a bunch of deliverables and bookings in your diary.

13.You become an extension of the client’s team.

You have clients.
I have partnerships.

Here’s the thing…

I see myself as an extension of my client’s team.

Let’s see how this translates.

Do you want to pay someone for a product?
Or.
Do you want to pay for someone to be your remote sales director?

Which one is instantly and infinitely more valuable?

14.Information has been commoditised.

AI, YouTube and the internet offer more information than anyone could use in a lifetime.
People don’t need another ‘piles’ of information.
See what I pooped there?

15.People pay for depth and nuance.

Fu*k your coaching call I have to wait until next Friday for.

High value clients want to know they solve problems on the go.
They don’t need your time.
They just need an answer to a specific problem in the moment.

97.4% of my client work is done while I’m at the waterfall, buying a new motorbike or at the gym.
Almost all of my calls are 3 minutes while I’m walking around the supermarket.
And my clients pay 25K+ for this.
In my Private Advisory they pay 8K for it.

How do I get away with this?

They don’t pay for my time, they pay for the answer I will give them in the moment.

I teach my clients to operate the same way and this is why they’re undeniably the most highly paid in their respective industries.

16.Do the numbers on the business you want.

To make 150K a year at 200 per sale
You need 750 sales!

At $5K per client.
You need 30 clients.

What would you prefer?
Chasing 750 sales?
Or working with 30 fully aligned and ready to pay clients?
I know which one I would choose every single time.

17.100K is 20 clients at 5K each.

Okay, let’s scale back a little.
Perhaps 100K feels more realistic.

You need just 20 clients in a year.
You absolutely do NOT need a big audience.
You absolutely DO need a clear offer and a clear way to communicate its value.

Fu… I want to write so much more on this.

18.Your expertise is valuable to a COMPANY as well as an individual.

A company is an organised group of people.
If your expertise helps one person, it may also help a team, a department or an organisation.

I’ve personally helped 100+ experts take their skills to companies.
One I’ve already mentioned closed 17.4K in advisory work last week alone.

19.One company can bring your work to thousands of people.

I installed my sales methodology across a billion dollar company for 1,000 team members.

One conversation (while I was drinking coconut water in my condo in Thailand).
One agreement.
1000 team members = 1000 sales in one.

Would you like one conversation that converts to 1000 sales?

20.Low ticket selling turns you into a “I NEED EVERYONE TO BUY PLEASSSEEEE”

If you need hundreds of sales, every potential customer matters.

You need volume, so you keep looking for the next person.
It’s exhausting.
I’ve seen most burnout this way.

I fell for the seductive “you can make money while you sleep”.
Despite getting my monthly recurring to 10.4K per month.
All I did was lose sleep.
AKA, it’s not for everyone.

21.At 5K or 10K, you don’t want the wrong client.

Nobody talks about this.

The moment you charge properly for the transformation you provide.
You completely STOP working wit the wrong clients.
You become selective.

The funny thing is, it’s no longer about the money.
It’s about the quality of WHO you’re working with.

22.You’re no longer convincing clients. You’re selecting them.

Most are CHASING clients.
Charging premium you’ll now select the right ONES.
Simples.

23.Selectivity matters in life, too.

You don’t date everybody, unless you’re a _____ with no standards.
You don’t become close friends with everybody.
You choose who gets your time and energy.

Exact same energetics with clients too.
I wrote a book on this one topic, it’s called Sales Energetics.

24.Successful people are selective about who they spend time with.

I have a friend who sold half his company for 20 million.
He told me blatantly he’s extremely selective who he spends time with.
I’m honoured to be on his lunch list.

He also said he only gets involved in a company if he can see it paying 250K dividend per year.
Also, when it sells will he walk away with an additional 1 million+.

It’s all about levels.

Most are stuck because they hangout with others who are stuck.
So they become a group of sticky stucky stucks, all sticking together like some weird horror movie.

It’s also why my Private Advisory is only for those who are already in the right mindset.
Who are already succeeding.
I’m extremely selective because I only have 25 spaces.
See how this works?

25.A premium sales conversation is an interview.

Low ticket you’re trying to convince.
Premium you only have a few seats around the table, so you’re going to ensure it’s the right people.

I’ve had the wrong clients and it’s COSTLY.
I once paid a client off because she was just yapping and making empty threats.

From that moment I started being increasingly more selective who gets my time, attention and energy.

I’d rather go broke by saying “no” to the wrong clients.
Than get rich by saying “yes” to the same wrong ones.

The irony is, by interviewing instead of trying to convince, there is no longer an ounce of sales pressure.

26.Trying to prove why they should choose you gives away authority.

The second you feel you have to prove yourself.
You lose the exact authority you’ve been trying to build in the eyes of your market.

F….. I want to write more. Never mind.

27.Low ticket isn’t bad. It’s a different game.

Before the low ticket mafia come after me.
I’m not knocking it.
But look at most pushing it.

They already have a huge audience.
They have a bunch of leads.

I’ve never met anyone who’s crushing it with zero audience or lead generation system.
I never said low ticket was bad.
I said it’s an entirely different model which is NOT for most people.

28.Social media marketing has taught brilliant experts to chase attention and low priced sales.

Some of my clients are exceptional at what they do.
But they’ve been told to keep posting and finding more people to buy (gross).

They burnout doing a kind of business that doesn’t match the depth of their work.

Imagine you’re an expert delivering at the highest level.
But then you’re posting 8 times a day because some coach who coaches coaches told you to do so.
It’s low vibe energy.

29.My clients have one thing in common. They work at great depth with their clients.

They care about their work. They want to make a real difference.
They should be paid properly for that depth.
Enough said.

30.You grow into the amount you charge.

Charge small and you can grow into the worries and anxiety of someone who charges small.
Charge properly and grow into the confidence, certainty and calm of someone who charges properly.

Yep, you literally BECOME the amount you charge.

31.Would you rather make X3 sales a month or 50?

X3 sales a month is less than one a week.
Fifty is more than one sale a day on average.
Those targets create different businesses.
Ask yourself what state you’re in when you choose one.

32.Low ticket can work brilliantly if you have the leads and the system.

I’ve talked about this already.
This is purely a reminder.

33.A small audience and deep expertise can be a reason to sell premium.

There’s 3 rules when you have a small audience and deep expertise.

1. Quality
2. Quality
3. Quality

AKA, your work is NOT for 95%.
But for the 5% you’re absolute GOLD.

34.People like having “their person.”

“My personal trainer.”
“My skin therapist.”
“My advisor.”

People like knowing they have someone good in their corner.
Someone they trust and want to keep working with.

This is how I’ve operated for 15+ years with big companies and entrepreneurs.
The rewards are beyond measure.

35.People like being able to say, “They’re expensive, but worth it.”

Clients take pride in choosing someone they believe is worth the investment.
When people pay more, they pay attention.
They’re more invested in the experience. They’re more in it.

AKA, nobody wants to brag about having the CHEAPEST personal trainer or ______ (fill in the blank with what you do).