Think of the high-end ticket sale as the golden goose of business development; hard to get a hold of, but massively impactful when you do.
Not many know how to land ultra high-ticket sales out of fear of the big NO (because the cost is so high). And even if your funnel is effective, the task of finding those leads that are absolutely qualified for such a big purchase is just about as difficult as closing them with the ultimate ask of the century: “READY TO BUY?”
It’s a Scary Thought: Asking Someone to Spend Thousands of Dollars
But the concept is actually very easy. So simple. You’re asking someone to believe in what you’re saying. And belief is a powerful motivator. So really you’re not asking someone to give you money; you’re asking someone to believe you enough to give you money! We know, easier said than done.
The good news is we’ve broken the process down for you, but first, take note: your tone, your demeanor, all of that, plays a massive role in getting your prospects so interested in what you have to say. Tonality is about 60% of what happens on the phone. Be elegant, give eye contact, show confidence, and that’s the first task to getting your foot in the door.
But more importantly, you need more qualified prospects than you can actually talk to each day. Make it a goal to do that. You, of course, qualify those prospects by the simple ask: their budget for what they need from you. Will it be enough? Can they handle the cost?
Those are the first details you want to nail down before you get into the gritty of these steps in the process of closing your first high-end ticket sale:
Here’s What You Need to Know About Closing That High-End Ticket Sale to Propel Your Business
There are five steps, but before step one you need to know where your weak spots and strong points are, and the gaps you need to fill in order to convert high-ticket sales successfully. Request a free Gap Analysis Strategy Session with one of our experts by clicking here.
Your next step is preparing yourself even before the sales call with a prospect.
1. Properly Position Your Prospects BEFORE You Have a Conversation
Qualifying your prospects before you actually try to sell them is one thing; your prospects qualifying you, however, is a different story. You’re a game-changer if you manage to develop a brilliant video introduction essentially stating that you’re “looking forward to the meeting” as that prepares those prospects with more details on what you offer.
In short, position and posture means power. Don’t “build credibility” over the phone or on a video; show credibility even before you talk on the phone. You’re proven to double the number of your qualified prospects by doing that.
2. Know the Who, What, How, Where and When
You need to know what problem your prospect is trying to solve. And the more you know the better; every nuance or detail counts. Once you’re inside your prospect’s head, you’ll be able to speak to the solution that he/she specifically needs.
You do this by asking five power questions:
- “If you could change one thing in the world right now, what would it be?”
- “On a scale of 1 to 10, how important is it for you to create generational wealth?
- “What is your pain level?”
- “How important is it for you to do what you are trying to do?”
- And then finally…. “Why does it matter to you?”
You’re trying to figure out exactly what that prospect wants down to their core. The very center. Find that out, and you can then make the simple ask.
3. Don’t Be Afraid to Ask Questions – Then Simply Wait for Each Answer
Pause after you make each and every ask. Be completely silent. You’ll notice these inquiries are a lot like interview questions. You’re asking your prospect to dig deep. You might notice several prospects even shrugging, which then you simply say, “Hey, listen, you actually reached out and asked to speak to me today, so you’re already on the right track.”
The biggest point of the pause is this: you’re looking for that personal impact. Are they moved enough by what you’ve got them thinking about? If so, you’ve steered them exactly where you want. If there is no passion at all with their answers, that’s when you do this…
4. Take Away the Opportunity and Move On
This process is like a deck of cards. Don’t stress. You have to consider that as you go through each card—your chances of getting to the ace get better and better. Your ace is the big YES when you ask for the sale.
Walk away and move on even before they give you any kind of answer. Simply say that it sounds like the time is not right for him/her to take advantage of what you’re offering and remove the opportunity off their table. They’re not going to get it.
Watch them scramble and figure out in their heads to not miss out on the opportunity! When you emanate that air of confidence that you don’t “need” their business, and instead plant the seed in their head that THEY NEED YOU, you stand a much better chance of them pulling the trigger.
5. And Lastly, Get Them to Pay RIGHT NOW
Just ask. Immediately. Simply say, “Will that be by wire, ACH, credit, debit, or PayPal?” Put them on the spot and then, of course, pause. Let them think about it. If they’re not ready, take the opportunity away and leave.
Prospects are more afraid of losing an opportunity than getting sold on one.
Get It Down to a Science, and You’ll Secure High-End Sales Like an Expert
There is a formula to it. After quite a few sessions, you’ll notice the pattern. Then your job is as easy as it has ever been. You simply need to find the prospects that can buy. This process then ensures you close them so that they will buy.
Listen to the Podcast on Your Phone
Do you wonder whether you’re using all the tax, entity and wealth strategies available to you and if your investments are truly producing all they could be? Get in on the only conversation about money you need to be having with Real Money Talks.
Search for “Loral’s Real Money Talks” in your preferred podcast app or platform
Hit the “Subscribe” button