The ugly truth about high ticket phone sales, Mark Twain says, it ain’t so much the things that people don’t know that makes trouble in this world as it is the things that people know that just aim. So when it comes to high ticket sales on the phone, everything that you know about traditional sales throw that out the window. They don’t apply. When it comes to selling high ticket, this is not selling volume. This is not selling low ticket item. This is not transactional sell. When you are selling high ticket, it is a transformational sale. It is  relational selling. So a lot of the hardcore or, uh, hot sell type techniques, they just don’t work. It turns people off when you’re trying to sell something for 10,000, 25,000, 30,000, a hundred thousand dollars. So what do you do first? Empty your cup, gotta empty their cup , whatever you are doing now, whatever you’ve learned from traditional sales books, get rid of it.

It does not work. It does not work. I’m gonna give you some examples because you are charging high ticket. It’s very, very normal. When your prospects, we on the phone with you, they’re asking you, Hey, what does it include? Tell me about the program. It’s a lot of money. Tell me about the program. And you would go on rambling on, oh, you get this and you get this and you get this and you get this and you get all this time. You get this thing, you get online courses, you get all this thing. Nobody cares. Nobody cares. You are unselling your program. Instead of selling your program to sell high ticket, you don’t want to talk about features and benefits. You wanna focus on the problems. In fact, the way I teach it, when you’re on the phone, you should be only doing 20% of the talking.

Yes. 20% of the talking, your prospects should be doing 80% of the talking. That’s number one. Number two, you do not talk about, yes, you do not talk about your program. You do not talk about your price until you have properly qualified the prospect. Now you might be thinking, what then? What do you mean by that? You do not talk about your program when they get on the phone with you. And they say, so how much is this program? What do I get? You do not answer those questions. You would redirect those questions and you would ask them, tell me about your problems. Tell me what you’re looking for. Tell me why this may be a good fit for you until you have properly qualified them. You do not review the offer. I know this is counterintuitive. Listen to me. The higher prices you charge, the more that you charge, the less you talk about the program.

Yes. The less you talk about the program and number three, the conversation should not be a pleasant experience for your prospect. Again, another mind blowing moment, you might think you want to be happy. You want to be like a bubbly that yes, Greg, thank you so much. Awesome. Can we help you? No. When you’re selling high ticket, no pain equals no sell. When you’re selling high ticket, that conversation should be a little bit awkward. Silence is good. The prospects need to feel the pain in order to pull the trigger. We have had prospects on the phone when they cry. It’s very, very normal because they have been experiencing this problem for so long and they don’t know how to solve it. And now finally, they found a solution. It’s tears of joy. Finally, someone and some company could help them. And that’s the ugly truth about high ticket phone sales.

This is not traditional sales. This is not get excited. Let’s be motivated and pick up the phone. This is not that type of sales. This is about asking very strategic questions, finding out what clients want, finding over the prospect one and position your high ticket offer in such a way that they want to buy it. You cannot come across as a slimy sales person. You cannot come across as someone that’s not authentic and you cannot come across as someone who is not listening. Your listening skill is way more important than your closing skill when it comes to high ticket and almost no one teaches it. No one knows how to do it. Well, do you understand? So that’s the ugly truth. Throw that out the window, empty the cup. Come on, empty the cup and learn this the proper way. If you actually want to master the skill of high ticket closing, give us a call. 8 3 3 4 3 2 6 5 6 5. 8 3 3 4 3 2 6 5 6 5 until then go high ticket.