In this candid, no-BS episode of the Freedom Kickstarter podcast, I sit down with Stu McKenzie, a high-ticket
sales veteran and sales team builder for an unfiltered conversation about what it really takes to sell premium offers, scale your income through sales calls, and avoid the common traps most coaches fall into.
Stu unpacks the difference between objection handling and objection awareness, and why rapport isn't about talking football or the weather, and how to build a sales process that converts without relying on gimmicks or fake scripts.
This one’s a deep dive covering everything from beginner closers to elite-level persuasion tactics, frameworks vs scripts, UK vs US sales cultures, and how to sell without losing your soul.
What we Discussed:
* Why most people completely misunderstand what sales conversations are actually for
* The hidden fears behind most objections (and how to spot them early)
* The REAL reason “high-ticket” isn’t just about price and what matters more
* Why being a “friend” on a sales call might lose you the client
* How to lead conversations that challenge people without being pushy or fake
* What scripts are good for (and where they go wrong)
* Why Stu believes proof and *positioning* matter more than pitch decks
* How the UK and US markets think completely differently about buying
* Where to draw the line: when your offer should (and shouldn’t) involve a call
* What hiring a sales team actually looks like and why most business owners mess it up
Stu’s Take on Sales:
> "Sales is just a conversation between two adults, if you can’t challenge people, you shouldn’t be selling."
About Stu McKenzie:
Stu is a sales consultant and team builder who helps founders move from solo high-ticket closer to full-blown
sales team operator.
From closing on £99 challenges to scaling teams for 6- and 7-figure businesses, Stu’s known for his straight-talking
approach and deep expertise across the psychology of buyer behaviour, objection handling, and strategic team development.
Follow Stu on Instagram
✋ The Final Five:
1. Book recommendation:
Never Split the Difference by Chris Voss — for learning negotiation tactics that actually work.
2. Coffee order:
Cortado (addicted, in his own words).
3. Social media platform to kill:
Meta — no hesitation.
4. Dream dinner guests:
Jeffrey Epstein (for questions, not celebration), 50 Cent, and… an unnamed third who definitely shouldn’t be picked by Epstein.
5. One piece of advice:
> "You’re gonna have to eat some shit. Do the hard reps. Sales is still the easiest, lowest-risk path to making real money online,
but you’ve got to knock on doors before they open."
🎧 Listen now, take notes, and if you’re serious about improving your sales game this one’s unmissable.
