One of the most exciting ways the internet has revolutionized sales is that it has enabled high-ticket closers to connect with clients globally—from anywhere in the world.
But every great high-ticket closer must follow an important process.
In this video, I’m going to show you the exact process for how to sell high-ticket products and services—for closers. Check it out:
1. Research your prospects up front.
Even though high-ticket closers typically have their calendars filled for them, it’s essential that you conduct thorough research on your prospects before getting on a call or Zoom meeting with them. This is crucial because demonstrating prior knowledge about them helps build immediate trust, which is vital in the limited time we have for sales.
2. Use a script.
One of the characteristics that distinguish a successful high-ticket closer is the use of a well-prepared script. If you refuse to use a script, you will not close deals. You must use a high-caliber script to get you through each conversation in an organized fashion. This ensures your conversation stays structured and on track, enabling you to cover all necessary points while maintaining control of the discussion. Even the best high-ticket closers keep their script right in front of them. So use a script.
3. Leverage video if at all possible.
The data is unequivocal: The visual connection created through direct eye contact in video enhances your chances of closing deals more successfully. Whenever feasible, incorporate video communication into your strategy. This approach provides a personal touch that can be incredibly effective for selling high-ticket products.
4. Get them talking.
Encouraging your prospects to actively engage and share their thoughts is a powerful strategy for selling high-ticket products and services. By asking targeted questions from your script, you can spark emotional involvement and genuine interest in the conversation, which is essential for selling high-ticket products.
5. Dig deep.
What truly sets exceptional high-ticket closers apart is their ability to delve deeper into their prospects’ needs. Instead of moving on after receiving basic answers, utilize follow-up questions to uncover their underlying motivations and concerns. This level of understanding is critical when you want to know how to sell high-ticket products effectively. Great high-ticket closers dig really, really deep. Remember that you’re asking your prospects to make a serious investment in their life or business. In order to do that successfully, you must understand what’s really going on in their world.
A shift from trying to convince prospects to qualifying them is a crucial mindset change. Your focus should be on determining if the prospect is genuinely aligned with what you offer. Swiftly disqualifying those who aren’t a good fit ensures you concentrate your efforts where they matter most when you’re trying to understand how to sell high-ticket products. Your goal is not to convince prospects to do business with you. Instead, it’s to determine whether they’re actually a fit for your high-ticket product or service.
7. Get their drive.
Understanding the personal motivations driving your prospects is a fundamental step in the disqualification process. High-ticket decisions often hinge on emotional connections, making it vital to grasp prospects’ true desires and objectives. What is the real drive behind accomplishing whatever it is that they want to accomplish? What is their real personal agenda? What’s the objective for them? What’s in it for them if they can accomplish this? This emotional insight is essential when learning how to sell high-ticket products successfully.
8. Solve their challenges.
Typically, in a high-ticket selling situation, you don’t have a lot of time. As a result, it’s imperative that your presentation is focused only on the challenges that your prospects mentioned. Avoid overwhelming them with unnecessary information. Instead, concentrate on solutions tailored to directly address their concerns, a crucial approach when considering how to sell high-ticket products. Craft your presentation around the specific challenges your prospects have expressed. Don’t feel like you have to present everything; just focus on the stuff that’s most relevant to your prospect.
9. Keep the presentation short.
In the context of high-ticket sales presentations, brevity is key. The sale is really won or lost during the disqualification phase. So, the presentation should be really, really short. In fact, short to the point of piquing their interest.
10. Let their questions drive the rest.
By keeping the presentation really short, you can let your prospects’ questions drive the rest of the conversation. Respond to their questions with more questions, continuing to dig deeper: “Tell me why you ask that. What other questions do you have about the program?” This approach is invaluable when understanding how to sell high-ticket products.
11. Hold your ground.
One of the keys to being a successful high-ticket closer is holding strong to your process. If you let the prospect dictate the sales process, you’re not going to close deals. You must be committed to holding your ground at all costs, because that’s going to win you more sales in the long run. If you’re just catering to the prospect’s whim, you’re never going to learn how to sell high-ticket products and services. Hold your ground.
So there you have it. Now you know How to Sell High-Ticket Products and Services [For CLOSERS]. Which of these steps will you work on including in your own high-ticket sales strategy? Be sure to share your thoughts in the comments section below to join the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.