May 29th, 2024
Mastering High Ticket Sales: 3 Tips for Remote Closers
Hey, high ticket closers! If you're looking to boost your success and bank account in high ticket sales, you need to incorporate three crucial strategies into your sales process.
Whether you're handling inbound appointments for high-value investments or striving to make six figures a month, these tips will help you close deals more effectively and efficiently.
1. Talk About Price Upfront
One of the most counterintuitive yet effective strategies in high ticket sales is to discuss the price at the beginning of your sales pitch. Traditional sales methods often emphasize building rapport first, but in high ticket sales, time is money. Your potential clients don't want small talk; they want to know if your product or service is worth their investment.
Why Discuss Price Early?
Transparency: It establishes trust and transparency. By being upfront about the cost, you set clear expectations and avoid wasting time on prospects who can't afford your service.
Focus on Value: It allows you to frame your entire conversation around the value and ROI of your product. Once the price is out of the way, you can delve into how your offering meets their needs and justifies the investment.
Control the Conversation: It gives you control over the conversation, steering it towards the critical factors that influence their buying decision.
How to Do It:
Start by acknowledging the price of your service: "The investment for this program is $20,000."
Follow up with a soft statement to ease the pressure: "I’m not saying this will check all your boxes or that you should do this, but if you were to invest $20,000 today, what would you need from me to feel comfortable with that investment?"
This approach positions you as a professional who respects their time and is confident in the value of what you’re offering.
2. Focus on Emotions, Not Just Numbers
Numbers and statistics are essential, but they don't drive purchasing decisions on their own. Emotions play a significant role in high ticket sales.
Your goal is to connect emotionally with your prospects, making them feel the impact of your product or service.
Why Emotions Matter: Emotions drive decisions.
Prospects are more likely to buy when they feel a strong emotional connection to the potential benefits of your product.
Memorable: Emotional appeals make your pitch more memorable and impactful. Prospects remember how you made them feel more than the details of your pitch.
How to Do It:
Identify the emotions your product can evoke: relief, excitement, confidence, etc. Ask questions that elicit these emotions: "How would it feel to achieve a 200% ROI within six months?" or "Imagine the relief of having a fully automated e-commerce store generating passive income."By focusing on the emotional benefits, you make your product more appealing and relatable.
3. Wrap It Up Efficiently
High net worth individuals value their time. Keeping your pitch concise and to the point shows respect for their time and positions you as a professional who understands their needs.
Why Efficiency is Key:
Attention Span: The average attention span is short. You need to make your point quickly before you lose their interest.
Decision-Making: Clear and concise communication helps prospects make quicker decisions. Long, drawn-out pitches can lead to decision fatigue and lost interest.
How to Do It:
Summarize key points quickly: Highlight the main benefits and unique selling points.Use soft close questions: "What did you like most about what you've heard today?" and "Is there anyone else who would benefit from this?"
End with a direct close: "How soon do you want to get started?"This method helps you close the deal efficiently and effectively, minimizing the chances of objections and delays.
By incorporating these three strategies into your high ticket sales process, you can significantly increase your closing rate and revenue. Talk about price upfront, focus on emotions, and keep your pitch concise.
Remember, your goal is to make your prospects feel confident and excited about investing in your product or service.For more in-depth training and resources, check out the links in the description and consider joining one of my programs.
About Stupar Enterprises
Stupar Enterprises is dedicated to helping sales professionals and organizations elevate their sales game. With over 20 years of experience, we offer training, consulting, and resources to help you succeed in the competitive world of sales.
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Written by Jordan Stupar
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