SPEAKER_00 0:00

My coaches, my service providers, my female entrepreneurs, do you have trouble selling? Does it kind of feel like give you the ick every time you have to sell your services or your products? This is the episode for you. We are interviewing Karina Klaus. She's a psychologist, a self-trust coach for women in business. She is a former corporate recruiter, turned entrepreneur, and now she can help you fall in love with sales. She blends psychology, nervous system science, and mindset work to make it feel safe and much more like you. So grab a cup of coffee and let's get moving. Hey Karina, welcome to Tribe of Unicorns. It's so nice to have you here. Hello, hello. Thank you so much for having me. Uh so where are you right now? Are you Portugal? Yes, I'm located in a beautiful Portugal in Europe. I've only been to Portugal because I missed a flight. And it was so we were in Lisbon and we had the best Indian dinner that evening. What part of Portugal are you in?

SPEAKER_01 1:03

I'm actually very close to Lisbon. Very nice. Yes, I can only recommend it. I came here about four years ago. I fell in love and I didn't want to leave, so I'm still here.

SPEAKER_00 1:12

So nice. So what is it actually that you do?

SPEAKER_01 1:26

I help service providers and coaches to fall in love with sales. There are so many amazing people out there with amazing offers and they can provide amazing services. But for some reason, most people feel very, very strange when they want to sell it. And so many people just don't get around to sell their products or don't get around to start their businesses or grow their businesses because they're scared of selling. So what I'm doing is helping them fall in love with sales.

SPEAKER_00 1:52

It's one thing to create a service line to start your business. But when you actually have to tell somebody what you do in a way that entices them to realize it's probably a solution that they need, it's such a tough thing sometimes. Why is that? Where why do we get stuck?

SPEAKER_01 2:06

I mean, there's so many different reasons for it, right? But I mean, when you think about sales, most of the people, I would say 99% of the people, especially women, have this icky feeling of the used car sales. So we all feel like, ugh, I don't want to be that. Most of us who who start our business, we want to want to help people, right? Especially women. I feel it's always women. I feel like I just want to help people. I'm here to make their lives better. And then we have this feeling of the used car sales, and we're like, oh, I don't want to manipulate them. It's more complex than that. But this is where it starts. We kind of have this negative connection, this negative association with sales.

SPEAKER_00 2:43

Here's a great example that happened to me recently. I was sitting in the car with somebody. I was taking her back from an event that we had been at, and it had nothing to do with my business or anything like that. But she knew what I did. And she asked, she was telling me about her business, and she has a real, very big need for a service that I offer. And the minute she asked me, Well, can you tell me, is this, you know, how would you, how would you do this? Or I froze because we were at an event together that was very like more um soul-based. And so then to switch gears into this, like, I do this and I can do that for you, and yeah. And I just absolutely froze. And I was stumbling, and she flat out said, She's like, you don't know how to sell yourself. I'm like, I swear to bad I do, but I can't like switch gears that fast.

SPEAKER_01 3:28

Feel that so much because I mean, I know it for myself in the beginning when I started my business. I mean, it took me years to even start my business because I hated sales.

SPEAKER_00 3:37

I admit it. Yeah. Well, I think the relationship is so important to me. And I don't ever want to have anyone feel like they're they're paying for something either that they don't need or I'm trying to convince them of something. My best sales are always when somebody has a specific need and I have a I can solve that problem in the best way, more better than any other option they have. Then it's easy for me to just say, look, I can solve that, rather than like the other way around, which I guess is the hard part.

SPEAKER_01 4:05

I mean, and if we just look at this example, maybe you can remember like what kind of thoughts and beliefs did you have, right? You said relationship is so important to me. It was such a soul event, and I didn't want you, I had to switch to that personality, that sales. So, you know, it's like I can already tell you so many different stories that are going on at the same time, which you probably notice, right? And then you notice you froze, you were all awkward, even though you love your product, even though you know you could have helped her because you just said, I had the solution to it, what exactly, you know, exactly what she needed. And it's it's so funny how our brains just switch and then we become someone else, and then it's all awkward, and then we feel awkward, the person feels awkward, and there we go. We hate sales.

SPEAKER_00 4:45

So, how do you help people work through this? I mean, because I know your background is psychology, is that right? Yeah. So from a psychological standpoint, what do we actually need to get over? Or where's the mind space that we need to be in?

SPEAKER_01 4:59

I mean, there's so many different layers to this, right? But just from a psychological perspective, I like to combine psychology, which is, you know, everything about the mind, but also the body. I learned the hard way I feel that in the beginning I was always, I thought, oh, I'm a psychologist, I can think my white outfit out of this. You know, it was all about mindset. And then what I noticed quickly, like, ah, I know better than this. Like, why am I not doing it? I know better. What's the next best thought I could think? And then I realized, okay, wait a minute. I'm not feeling it. I'm feeling awkward. This feels strange. As you said, I froze. And that's very much nervous system related, also. So I always combine the mind and the body regarding like the nervous system, because as soon as you notice you feel strange, you notice it's not, it's not just the mind, right? It's your body involved as well. And to me, it's always a combination. It's like these two go together. I always say that your body, your nervous system, if you think of a computer, it's the hardware and your mindset as the software. So I think here, like especially in sales, what I noticed it's not just the software, because we all read somewhere, oh, selling is serving. Yes, but you're not feeling it, do you? So the idea is always, okay, what is it that's stored in my body? What do I believe about sales? So I work a lot with the subconscious mind. What are the stories? It's very simple if you think about it. What are the stories you have about sales? Who do you think you have to be to sell? What are the the BS beliefs you have about sales? Who do you think you would be? Who do you think the others see you at? And so it's all about the subconscious belief, the relationship we have with sales, but then also how that shows in the body. So what I like to do is I really reprogram your whole relationship with sales. So that selling really becomes the most normal part of your business. Because if it's really just the most normal part of your business, it's no big deal. So you can just be who you are, and that energy, that just being who you are, usually sells for you anyway. So at the end of the day, you sell without even selling.

SPEAKER_00 6:52

That's where we all want to get to, right? So you said you reprogram, how does that even work?

SPEAKER_01 6:58

How exactly? I don't know. To me, it's still magic. I work a lot with energy psychology because I mean, if we if we think about psychology, we know that at some I mean, I don't know how deep I can go without confusing people. Um, but it's it's really about the beliefs you have in your subconscious mind, right? So if we think of of your conscious and your subconscious mind, there are, I mean, there are different studies out there. Some some studies say it's 80%, other people say it's 95% is your subconscious. So you're not even aware of it because we always, you know, the the awareness we have is that let's say the tiny 5%, or let's make it bigger, that the 20% is still tiny. That's our conscious mind, right? That's that's our thoughts, that's our beliefs. But then we notice that in the subconscious mind, that's where everything else is stored. Or the, you know, I like to it's it's called programming. So we have programs that run on autopilot. Um, if you go, if you go to it in a very, very, very basic level, it's like the the fact that you're breathing, you don't have to remember, right? You're just breathing. Or you have these automations like my assumption is you go brush your teeth every evening without even thinking about it. It's just of course you brush your teeth because it's a habit, right? So all of these programs you have within you, that it's it's millions of those that are running on autopilot all the time because your brain needs to conserve energy. So they're all running on autopilot. However, some of them are not very useful for you. For example, you have this idea that, well, selling is bad. I'm not I'm not a seller, I'm not manipulating people because I'm a good person. And that's when you run into that's when you run into problems when you have conflicting ideas, right? You want to sell, your your 5% wants to sell, and your 95% sales is uh tells you, no, we're not a bad person. So what I do is I'm I'm changing, I'm reprogramming your subconscious beliefs so that you can actually do what you want to do. Do you do that through like meditation exercises? I'm using energy psychology techniques. So it's not really meditation, it's more of a reprogramming. It's not really hypnosis, but it's based on hypnotic principles. So you're fully awake to doing that. But it's and that is like the idea is that your conscious mind is um, if you imagine that you you have you you're the you know, you're riding a horse. So maybe an elephant to have the size. The idea is that your subconscious mind is the elephant and you're the writer. And as the writer, uh the elephant would always want to to you know, it's it's like a faithful servant, let's put it that way. However, sometimes there are um misconception misconceptions, or there might sometimes there are um conflicting beliefs. So the elephant is confused, it doesn't really know what what you want because on the one hand the writer tells we're gonna go to the left now, but the program is, no, no, no, we have to keep going straight. So in the techniques I use, it's very, very simple, basically. You you um use the fact that you are the writer, that you make the decisions and you teach the elephant to go different ways. So it's not meditation, it's it's a little bit hypnotic, even though you're you're fully aware all the time.

SPEAKER_00 10:05

Okay. That is so cool. Um but uh the what is the thing that you hear most often that is wrong about sales and whether it be a story that like this is the best way to do it, or what is something that you hear all the time that you love to dispel?

SPEAKER_01 10:23

And there there are two things because if you if you look at this whole thing about we're all about the feminine energy and the masculine energy, and I'm an energy psychologist, I'm all about energy. It just drives drives me nuts when people are just being told, well, you just have to have a better strategy, you know, especially in that masculine energy world, you know, and that in that bros science. Everyone tells you, here's the here's the latest strategy. In 2026, the only way to sell is this. The algorithm has changed, so you have to do this. So it's driving me nuts that it's all about scripts, and you have to say this and you have to say that, because it that that leaves out this this big emotional part of it, right? And then many people who I see, they they feel like, okay, I just paid 10k for the best uh for the best sales coach in this industry, so I must use these scripts and they are gonna work for me. And then they read them, they they read the scripts, or they they try to use the strategy, and then I feel they they're not feeling it because they still think, oh, sales, uh, okay, and then they sound all awkward. And then, you know, as you said, they freeze and then they become a person. They're trying to become that salesperson and it's not gonna work for them. So that is really one thing is oh, you just need the next best strategy because let's face it, in online business, I feel like strategies, sales strategies change every other week. To me, it's always the extremes, right? The other hand is all of these, these all in feminine business coaches that tell you, oh, you don't need any structure, you don't need any strategy at all, you just need to get into receiving mode and you just have to have it, you know, it has to be easy, right? And I am all about that. Don't get me wrong. The thing is just that if you want to use that only, what people do is they hide in their little rooms with a little journal, and then they do their cute affirmations, and then they hope that people start recognizing them. It's also not gonna work, right? Because most of the, I mean, it might work for I would say 1% of the world, because you really need a nervous system that has the capacity to really receive that kind of energy. But let's face it, most of us don't have that because most of us still feel like, okay, am I using the right strategy? Is this, am I, you know, we're we're doubting all the time and we hear we we hear outside noises all the time, we're confused all the time, and we all kind of believe that sales is BS. So we're somewhere in the middle. And this is this is really what I'm against. That when when people feel like there's this only one strategy that's that's gonna work for you, or you cannot use a strategy at all because you have to be all about energy. It's really about finding your way. It's about finding, you know, what's most fun for you. If you can own it, if it's fun for you, I always say when you play, it's a win-win for everyone. Because when you play, it's fun for you, and it's so much fun for a client.

SPEAKER_00 13:03

I love that. Well, even on your website, I think the first thing I saw was like, you know, getting to a place where you can sell like you're talking about your favorite coffee shop. I love that because that I will talk to the moon about like a product I love that I have nothing to do with, but like, man, I'll sell that because I just I think it's such a great thing. And I want someone else to know, like, hey, there's this thing that you should definitely check out, or a book that I love. I I when I saw that messaging, I was like, oh, that makes so much sense.

SPEAKER_01 13:32

Yeah, and it's true, isn't it? We all know that we're raving fans about something, and we cannot, and we will sell it, right? Because we love it so much. That cafe, that book, and whatever, because there's no stakes in it, right? We don't, we won't be judged. It has nothing to do with us. And now you go, you know, it's it's it's a little bit of a different story, but that's possible to to read to see uh to to come to that point for your own services.

SPEAKER_00 13:55

That's true too, though, the idea of the judgment. Because the minute you flip it onto, oh, it's my service that I'm selling, even though you may feel like it's the best thing in the world for the person that it so you know serves, the judgment is is kind of hard to get past. Because, like, what if I, you know, sell this to somebody and they don't feel like they got their their value out of it? I've definitely been on the receiving end of that where I paid for something and then I've gone through the program and I'm like, this isn't really what I thought it was gonna be, or it didn't live up to what they were saying it was. Um, and I think that definitely affects anybody that's been in that position before when they're trying to sell their own.

SPEAKER_01 14:36

I mean, especially when you start your own business, right? It's it's it's you are your product in many ways. And I and I feel especially for all service providers, because it's not just like you sell a thing and here it is and have fun with it, but you will be part of the process the whole time for the implementation, for the whole, for the whole time of the project. So I feel for service providers is even more, I mean, but but coaches as well, right? It's more like a a long-term decision. And you really have to learn to sell yourself. And as you said, you have to be your own raving fan. That's very true.

SPEAKER_00 15:05

Yeah, I think the hard part for especially for somebody that's a coach, you know, you're working with a person. My main business, I work with corporate. So it's a little bit easier because it's a team that is motivated to get something done. And they know they have to do the work, and they're usually being directed by, you know, a senior level person who they have to do this. For a coach, I mean, it really is reliant on the person sitting across from you to actually do the work. And I think there's, at least for me, when I'm I'm working on that side of what I do, it's always such a hard thing to think like, is this person actually gonna do the thing that I'm I'm telling them could work for them? Because it's kind of, you know, you could be so confident about what you are offering, but there's still like this underlying, what if they don't do it? And then it's not gonna work. How do you get over that?

SPEAKER_01 15:57

It is so very true. I mean, when you have bought a product or when you have bought a service and you weren't, you know, it wasn't for you. My assumption is that you felt like, okay, I had a different expectation. Maybe I didn't go all in, I had my reasons, but that's you taking responsibility, you know. That's you taking responsibility for yourself and knowing, well, I am the one who has to actually do the work here. If I have a coach and I want to learn something, the coach can guide me, but I cannot give my whole power away to that person, I am the one who has signing, who actually has to do the work. So, yes, I have also worked with coaches where I felt like, okay, not for me, not worth it. But not once did I say, oh, but you are responsibility for my for my results, or I would I want my money back because I didn't get anywhere because I didn't move my butt, you know. So the idea is really for me there, I really feel is about speaking to the right clients because as much as you want to, you cannot save everyone. And you cannot, and you know, this is more in coaching, right? But you cannot, you cannot do the work for the people. They have to do the work themselves. So I really only work with people who are willing to take responsibility for themselves, which doesn't mean that I feel like I can do whatever I want to, and you know, they're responsible. It has to be a match. But I always tell my clients and my one-on-one especially, look, I go all in for you. I meet you wherever you are, but you have to meet me halfway because I cannot do this myself. And you, I feel you get a feeling for who will do the work and who will not. But I, you know, I believe it's it's a little bit like a fitness studio, you know, you can be a fitness trainer. You can provide the best, the best gym for them and people can go, but they have to do the work and you can motivate them, but if they if they don't do the exercises, then it's not gonna work, right?

SPEAKER_00 17:42

Yeah. Um do you include that in a part of your own personal sales process where there's more of like a vetting type of device so that you do know it's the right fit? If I had that on the more coaching types of things that I do, it would just be more I would be more confident about it. Like on my my marketing and and design side of things, I can spot a red flag client in a heartbeat. I know exactly what it is, I can hear it in their tone, I can hear even the questions that I ask um about the type of information that they have to provide me up front. If they don't have it, I know this is not gonna work. Is is there something you do?

SPEAKER_01 18:18

Yes and no. For the one-on-ones, yes, because that's also a longer process and uh you know you get to know each other a little bit. Yeah, I don't really do sales calls, but I do do uh get to know calls because I do feel that, especially in the in the in the one-on-one work where we do deep psychological work, it has to be a match. Therefore, I I feel like I'm a little bit like you, as you said, you can spot the red flags. And I'm I'm also very, very honest up front. I tell them, look, it's it's only gonna work if. And I feel that you notice that in people's language, right? So when in psychology you speak of uh the victim mentality, which is when you always, you know, is this is really how it's called. I I think it sounds a little bit judgmental, even though it's not, you know, but it's the the victim mentality, what it means in psychology is it's always someone else who's responsible if you're not taking your own responsibility. And if you talk to people and the language they use is about, well, this hasn't worked because that coach didn't do a good job, or it's always because this and it's because of that. It's never my own responsibility, then I already know, look, it's not, this is not gonna work.

SPEAKER_00 19:21

I've even felt the, you know, when I'm creating things and thinking about the sales process of it, sometimes that'll even affect what I'm actually creating to my detriment, where I'm like, actually, I don't even think, I don't know that I can sell this, so I'm not gonna do this part of it. And this would be really hard to sell. So I think I'm just gonna take that out too.

SPEAKER_01 19:42

Yeah. Well, I'm not a sales coach in that sense, right? I'm a sales confidence coach. I help people, but because most people who come to me already have done so many courses about sales, right? So I'm not teaching anyone strategy. However, as this is also part of the psychology behind it, because sometimes when you cannot get it done, when you're you know when when your perfectionism gets in the way, it's also an inside program, huh? Because if you don't get it done, you don't have to sell it. But but what I always say and what I do for myself, um, and what I always also say say to my client is really this idea of build this product for just one person. And I'm sure you've heard this before. You have that one dream client and you know exactly who who she is or who he is, you know exactly what they like. So build that product for them. Yes, there will be tons of people who won't be, won't be able to use it. It will not be for them, right? But if you build it just for that person, it always helps you to get it done because you know she's gonna be able to work with it.

SPEAKER_00 20:39

We were going back to talking about becoming a raving fan of your own product or service, whatever it is that you're selling, you know, and I do also believe in the play aspect of things. So I think if you can kind of combine those two things, like something that you love doing that's really fun, and then provide that experience for the person that you're selling it to, that's kind of where the magic lives, right?

SPEAKER_01 21:01

And that's what I say. I mean, I say I'm a sales confidence coach, but it's not really it's never really about selling, right? Because it's always about how can you own your energy to the point that your energy is selling for you. Because that's exactly you've been in a room and someone enters the room and you're like, oh, that person. I want to learn from them. Like whatever it is they're teaching, I want to learn it because that person just has something about them. It's about that energy.

SPEAKER_00 21:25

Yeah, yeah, totally. I've been at workshops and you know, somebody walks on the stage and I'm already looking, what's their website? What do they do? How can I be a part of their world? Like, it doesn't even matter what they're selling. There's just something about that person that you just want to be around them and you know something, even just if they don't offer something that you need between their words or you know, their writing, you just want to have that in your life. Some sort of influence.

SPEAKER_01 21:52

Sales, at the end of the day, sales is a skill, right? It's uh there are different strategies you can follow, and it helps. I'm not saying you don't need a strategy, right? It helps. If you have one, because it gives you some kind of structure. But you can have the best strategy in the world. If your energy doesn't carry it, it's not going to work for you because you'll be all awkward over the place and people will be like, who's that? You know? But if you have a really cool strategy and you have that energy around you, it will do the sales for you. And really, what I what I tell my people is, I want you to walk in that room and feel, I got something to sell here. And the best decision that you can make in your life is pay me to, you know, pay me to work with me. That's the best decision you can make. And I'm saying that in a most, you know, in the kindest way ever, right? I mean, obviously we don't want to be judgmental or we don't want to be uh be negative towards anyone. But if if you feel like you got that in your heart, you know, the idea of, you know, the best decision you can make for yourself is work with me, that does something with your energy. And it's like, look, if you you you can buy it or not, but yeah, you know, sucks for you if you don't. So that's that's kind of the idea. But this idea of I fully understand my product is not for everyone, but for the person who this is for, she will feel it because it's been created for her and because it's my energy that says, look, I got this amazing thing for you. And it's gonna be the best decision of your of your life to do that. And even if that's a little bit exaggerated, but if you have that, that's the energy, if you have that within you, it will radiate. And the people will, you know, at least they will pay attention. And then, yes, sales is a skill. And if you then know, if you think about your messaging, who are you talking to? We talked before about powerful clients, clients who take responsibility or clients who are a little bit more in a victim mode, the way you speak to people, the language you use addresses either one or the other. You know, you can use a language that's that repels your power client, and you can language that attracts attracts, you know, the wrong client or the right client. So it really also is a skill, 100%. But I believe you can only get to the point where you get to master that skill if at least, you know, if you're open to selling, if you're open to the idea that you get something really powerful and it's the best decision people can make to have that, because then you are at a completely different playground.

SPEAKER_00 24:03

Yeah. Fine that people get like kind of caught up in the ego all of all of it. Like that, what if they don't like me? Or the opposite side, like, oh, I sound overcome.

SPEAKER_01 24:13

People are so scared to be rejected. And this is, you know, at at part that this is our, you know, we are wired that way because, you know, um the human being is a social creature. And if we are rejected from the group, if we are abandoned, then we're we're in trouble, right? So it's also part, but this is this doesn't have to creep itself into every part of our lives, right? But we often combine it that way. So most people are very scared to be rejected, and people are very scared to be judged and then rejected, you know, it's like it's a little bit of a detour. But I see that, I see that all the time. And I mean, especially in sales, I mean, I'm I'm I've hired in my former life, I was a recruiter and I have si I've hired so many salespeople. It is always my specialty to work with salespeople. And, you know, when when you talk about those, the people who make outbound calls, like hundreds of calls per day, they count on, look, nine out of ten calls will be no's, but I know the tenth is gonna be yes. And it it doesn't bruise their ego anymore, right? But this is what so many people, when when they start their own business, it's not just the product they're selling, it's themselves they're selling in a way, and then it bruises your ego even more. Like so it's it's really also learning about, look, it's I like to say rejection is redirection. You know, we all have these little these little things, but it's it's really something that that uh you can learn.

SPEAKER_00 25:28

Yeah. When I started my business 25, some odd years ago, I was cold calling. And but I knew that I could I was calling printers because I knew a lot of printers didn't have in-house designers, and I was freelancing and I was just starting. So I was cold calling printers and I was so confident because I knew I was really good at what I did. I knew that they probably needed me, and if they didn't, great, and I didn't care. And I was calling um photographers because digital albums were not a thing. They were just starting to become a thing, and I was really good at layout, and I also super confident I knew this was like a no-brainer. You need me. Here I am.

unknown 26:08

Right.

SPEAKER_01 26:08

Um and that is so cool because so many people already have that in them. It's just when they're when they think about selling. I loved what you said in the beginning when you were in a car with that lady after that, after that workshop, you felt like you were switching, right? And that's the thing because you have this confidence in you. You just need to find a way to translate that from where it is to your sale situations because you're right, it's a no-brainer. It's and that's what I said. You go into the room and you're like, yeah, the best thing you can do for you know for yourself is work with me.

SPEAKER_00 26:39

It's a no-brainer. Well, all right. So then, you know, let's say you finally get to that point, you're confident, you then there's the point where you have to give them the price. And I often see people completely fall apart when that happens. So why is that different? Well, like, why can we say, like, yes, I can do this for you, and you you don't have it much of an issue with that. But then they say, okay, how much does it cost? And then you're like, because all the things, can they afford it? Am I too am I price too high? Um, you know, all of that starts to come into your head. It's it's definitely a different mountain, I feel like, to get over than the initial, this is what I do.

SPEAKER_01 27:18

What a prize with a no-brainer, too. Because sometimes people I when I ask people about their pricing, I feel like my my clients, for example, have many service providers, but also in the coaching and the coaching uh industry, and it's always the price you can get behind, right? If if you cannot get your your whole system, if you cannot get behind your price, then yes, then it's gonna be really weird to say it, right? But if that price is as much a no-brainer as is your whole service is, then there you go. You know, then then it will be the most normal part as well. But you can feel already, as you said, there are stories behind that. What if they cannot afford it? What if they feel it's not worth it? So those are all the stories that we will rewire or that that I am rewiring in the programs is really the idea of, and and it's so funny how you can tell just from this conversation. I think we came already up with like 15, 20 different stories that people have. And it's crazy how many stories there are, you know, and this is if you rewire all of that, because my understanding is people love to buy. People just hate being sold to. You notice like when you receive these cold messages and you're like, ah, you want to get me. I don't want you to get me, you know. That's this is the idea of not we I don't want you to sell to me. Oh, but I love your product, you know. So that's the idea. So it's a game, it's a dance. And if you can learn to play, there we are again, if it's to play, if it's the most normal part of your business, if you get if you can price your services in a way that for you is a complete no-brainer. For you that feel when you feel like, yeah, that's my price. And if you don't want to pay it, that's completely fine. You're loss, you know. If you can get that kind of energy, obviously in a friendly social way. I'm not I'm not trying to teach people to be arrogant, not at all, but I think it needs a little bit of a sassy, bold energy to to come to that play and to come to that energy that's like, ooh, look at her.

SPEAKER_00 29:01

Well, I mean, it almost sounds similar to how you need to show up as a leader, you know. How how do you see the two of those, being a leader and a salesperson?

SPEAKER_01 29:09

I feel at the end of the day, everything is self-leadership, right? And it's I feel especially for the for the people who start their own business, you know, I come out of corporate as well. And most people who quit corporate is because they they want to quit the structure. They wanna they feel like I want to, I want to be my own boss, I want to do my own thing. And then they get out of corporate and I realize there's no structure, there's no leadership, and then they have to learn to lead themselves, right? And just, I mean, this is for the whole business, obviously, but if you think about sales, if you cannot guide yourself, if you cannot lead yourself, then you'll be all wobbly, right? So if you think of the person who has a problem and they want a solution, they want leadership. And if if we're talking about the victim clients and we talk about the the um the powerful clients, leaders pay leaders, you know? Because if you know you have a you have a problem and you want a solution, you feel like, oh, I would like a coach in in let's say sales, just because we're at a sales topic, would you consider working with someone who seems all wobbly in their energy? You'd be like, no, how are you supposed to take me by the hand and lead me into the light? How are you supposed to lead me? So it always starts with yourself. If you can lead yourself, which means can you regulate your emotions? Can you can you tell your own story? And you know, can do you believe your own story? Do you follow your own energy? And then then you're the leader that other people love to pay. Because I would not, you know, and even the price can be the cheapest on the market. I'd be like, I'm not gonna work with you if you were all wobbly. But if there is someone who is double the price that I that I thought I would pay, but I love their energy and I feel their leadership radiates, I'm like, you are the right person for me because I feel I'm in the dark, you're in your light, and I want your leadership to get out of the out of the dark into the light. I want to be where you are. Please take me by the hand. So sales is leadership at the end of the day.

SPEAKER_00 31:02

You have a couple different ways that people can work with you. Um, do you want to talk about the how, you know, first off, your website in instantly you have that sales quiz. So if you're listening to this and you're not sure like where you fit in, I would definitely recommend going there and taking that. But what other ways can people work with you?

SPEAKER_01 31:22

It's it the quiz is meant to show people, look, there's already so much you got. Let's let's take that, work with it, and then let's let's make that your superpower, right? I do, I do my the quiz is just to get to know each other and for you to to play a little bit. The way I work with people is I have uh I have a course people can take that is it's called confidence selling. And that's really to like, you know, very, very simple beginner level for people who have never done anything with sales or never done anything with psychology behind sales. It's really to teach people about what does your nervous system have to do with sales? Like how does it show up in your day-to-day business? And like for it's it's really for understanding, but then also a very practical way to start rewiring. It's a very practical way to shift your energy within minutes so you can already, you know, so you can already start playing with your own sales strategy. So that that's one course I have, and I also do the one-on-ones that people can apply for. So that's when you want to go really deep and actually really rewire your relationship with sales at the root so that you can become that person that we talked about. As you I love the picture you had of that woman that came on stage and you were like, ooh, I'm immediately gonna look her up because there's something about her. So that's that's the one-on-one for the for the longer. But I also have an intensive that people can book in case they just want like one little notch and okay, let's let's look at where I'm at. We can map your nervous system together and see what are what are your stories, you know, what are stories you tell. Where is it that you could start to rewire your relationship with sales? Sales doesn't have to be serious. People always, as you said, they freeze, they tense up, they feel they have to be someone. To me, it's really about play. If you play, it's gonna be a win-win. It's a win for you because you get to play and your clients are gonna love you when you're in a playful energy. And that does have at least have the work for you in sales.

SPEAKER_00 33:04

One last thing. We have it's called a lift kit. It's for, you know, you wake up and you're just like, I just can't today. And you need some little five-minute device to help you snap out of the energy you're in to raise into a higher vibration so that you can go and take on your day. We've had a bunch of people share, you know, somatic movements or meditative things. What would you recommend?

SPEAKER_01 33:28

The simplest thing I can do is I turn on my favorite song and I start shaking my body. I start dancing like crazy. Just, you know, either, you know what it is for the shaking, it really helps your nervous system to relax. It's funny enough, maybe you've seen that when you have an animal that has been in stress. They start shaking, you know, and then they they shake off the stress. And it's the same for humans. We just forgot. So sometimes it can feel weird. So I just turn on my favorite song and I shake and I dance, just go crazy. And usually after those two, three minutes, I'm in a completely different state.

SPEAKER_00 33:59

Karina, thank you so much. Guys, all of Karina's links will be in the show notes. Please go over and check her out because you will be better at sales and love it and your business will thrive. Thank you, Karina. I want to thank Karina for coming on the show. It was such a pleasure having you on the show and hearing all about how we can get more confident with our sales. Guys, if you want to connect with Karina, you can go to Karina Klaus.com and I have all her links in the show notes. Have a great day. I'll see you next time.