Susan welcomes Pete Scott from the Sales Spotlight Academy, who shares his insights on transforming the beauty industry by empowering therapists and salon owners to charge what they are truly worth. With a background that spans from personal training on cruise ships to consulting for various industries, Pete discusses the importance of effective consultations and the psychology behind selling high-value services. He emphasizes the need for therapists to shift their mindset from commoditized treatments to offering genuine transformations for clients, ultimately positioning themselves as trusted advisors. Throughout the conversation, Pete provides practical strategies for overcoming limiting beliefs and enhancing client relationships, making this episode a must-listen for anyone in the beauty business looking to elevate their practice and increase their revenue. KEY TAKEAWAYS Transformational Selling: The focus should be on helping clients achieve real change and transformation rather than just selling treatments. Consultation Importance: A well-structured consultation is crucial for success in the beauty industry. Asking the right questions can lead to deeper conversations, allowing clients to realize the value of long-term investments in their beauty and wellness. Mindset Shift: Many therapists and salon owners limit themselves by assuming clients won't pay higher prices. It's essential to challenge these beliefs and recognize that clients often want to invest in their well-being when they see the value in the service offered. Team Empowerment: For salon owners, it's vital to support and empower their teams through training and practice. BEST MOMENTS "If a client walked into your business tomorrow and said, 'Here's £10,000,' not one therapist has said they wouldn't take the money. They all reply, 'I would figure it out.'" - Pete "You always say it is down to the consultation. And of course, it very much is." - Susan "Clients want to buy. They want you to be their trusted advisor. They love the idea of saying, 'my skin advisor.'"- Pete "The less you charge, the more clients will pay for the product. The more they pay, the more they pay for you."- Pete HOST BIO Susan Routledge is a distinguished figure in the beauty industry with over 38 years of experience. As a multi-award-winning salon owner and international business consultant, she's recognized among the top UK industry influencers for her passion and dedication. Known for her down-to-earth, light-hearted approach, Susan is an international speaker and established awards judge. She founded the exclusive Beauty Directors Club, a global membership community for salon, clinic, and spa owners, offering business resources and multi-expert advice. Susan also created the online "Salon Success Freedom" program to help beauty businesses thrive. Susan founded and has grown her clinic of 36 years in Co. Durham into the largest independent beauty salon in Northeast England. She is the creator of the trademarked STABLE business formula and author of "The Little Book of Client Retention" and the world's No. 1 bestsellers "Beauty And the Best" 1 and 2. She serves on the Professional Board for BABTAC, helping to represent and raise industry standards, and on the advisory board for the prestigious PHAB Service Stars. Susan's expertise continues to shape and elevate the beauty industry worldwide. USEFUL LINKS https://susanroutledge.com https://www.instagram.com/susan_routledge/ Instagram: @petejscottTikTok: @petejscottwww.youtube.com/petescott https://www.facebook.com/pete.scott.sales

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