Most coaches and consultants can’t sell high tickets, and there’s a clear reason why. In this episode, I’ll talk about what I believe is the biggest reason why they can’t sell high ticket and how to solve it (the reason and solution are not what you think). Listen to this episode now to discover how to shift into the mind of a high ticket seller and close more high ticket deals.
Timestamps:
[0:40] The answer most experts believe why 99% fail when selling high ticket that is false.
[1:06] What Dan Lok learned after training hundreds of experts and producing $34.2 billion in revenue for his clients and students.
[1:50] How can you sell high ticket if you’re not a high ticket buyer yourself? Here’s an example.
[2:48] What a very important for yourself to remember when closing high ticket deals.
Welcome back. Today, we are going to talk about something that’s not very popular: why 99% will fail when selling high ticket. I’ll tell you the answer that most people believe that is completely false, that I hear again and again and again from experts, thought leaders, coaches, and consultants. They would say, “I don’t know how. I don’t know how to sell high ticket. I don’t know what to say. I don’t understand the mechanics of it.” That is completely false.
After training hundreds of thousands of business owners and experts and professionals on how to sell high ticket, after producing $34.2 billion in documented revenue from my clients and students; I learned about one thing. It has nothing to do with the how, it has everything to do with the who.
That means 99% will fail when it comes to selling high ticket, because they’re not high ticket buyers themselves. It is a who problem, it’s not a how problem. Because selling and closing is a transfer of emotions. You need conviction when you sell. How could you have conviction when you’re not even a high ticket buyer yourself? Think about it. If you are selling Porsche, you’re working at a dealership and you’re driving a Honda or a Toyota; you’re going to have a tough time selling Porsche. I don’t even care if you have a lower model and a more affordable model of Porsche, but you need to be a product of the product. How do you get a prospect to come into your dealership and say, “Hey, you buy a Porsche,” and you’re not driving one? And you’re saying how great this car is, how amazing this car is. You are being a hypocrite.
How can you offer your prospect a $10,000 program when you have not invested in a $10,000 program yourself? How can you sell them something for $100,000 when you have not invested $100,000 in yourself? You’re being a hypocrite. It makes no sense. And that conviction, you can’t fake it. They will know it and they will feel it. The mechanics come afterwards. The what to say, how to say it; that is all learnable, but that conviction has to come from you.
Remember, you cannot expect others to invest in themselves through you, through your program, through your coaching at a level greater than you have invested in yourself. Until next time, go high ticket.
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