HOW TO SELL

"HIGH-TICKET"

 PRODUCTS

OR SERVICES

The question of “should I sell something that is lower priced and easier to sell” or “make more money by selling something that is High Ticket” - is no question at all in my mind. In my career I sold many “low ticket” and “high ticket” products and at least for me the effort it takes to sell something low priced vs something that is expensive is exactly the same.
At the end of the day, I am a firm believer that when you spend your time doing something (anything really) you should do it with a maximum payout as a goal. So if you are selling you might as well make as much money as you can possibly make.

The question of “should I sell something that is lower priced and easier to sell” or “make more money by selling something that is High Ticket” - is no question at all in my mind. In my career I sold many “low ticket” and “high ticket” products and at least for me the effort it takes to sell something low priced vs something that is expensive is exactly the same.

At the end of the day, I am a firm believer that when you spend your time doing something (anything really) you should do it with a maximum payout as a goal. So if you are selling you might as well make as much money as you can possibly make.

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I have seen many offer structures in the consulting and info product world. And pricing is very often a question when people are starting out with their offer.

So one consideration is to test different pricing levels for your offer until you start feeling a pushback from the marketplace (less people will start buying from you or resist buying).

That is what I would do if I had an offer to test - try selling it at higher and higher price points, until I would hit a limit.

But I digress ...

I have seen many offer structures in the consulting and info product world. And pricing is very often a question when people are starting out with their offer. So one consideration is to test different pricing levels for your offer until you start feeling a pushback from the marketplace (less people will start buying from you or resist buying). That is what I would do if I had an offer to test - try selling it at higher and higher price points, until I would hit a limit. But I digress ...

So what do you do if you have already reached that “high ticket” price point. How is selling to those clients different then selling to people at low price points.

The first thing we need to talk about is the fact that no one in the world buys products - people buy solutions to their problems. Even if it is a vanity purchase it is still a problem for them in the sense that they “want it”!

The more desperate they are for that solution, the more they will pay for it and the quicker they’ll open their wallets.

Doesn’t matter how much it costs!

If they are in real need for the solution - as in, their business is really hurting and they’ll be out of business in a matter of months if they don’t fix the problems; you are offering them a way out, price is irrelevant

And the clearer you make it for them that YOUR solution is their way out, the quicker they’ll jump in to take it.

With that said, the question now is how you present your solution to your prospect in a way that is a #nobrainer for them to buy from you.

I broke down this concept in 3 simple strategies

to help you land those high ticket clients:

SPEAKING WITH AUTHORITY

The first step to land any client is to get them to see you as an authority and expert in your field. This will build instant trust and allow you to communicate with that prospect in a simple and open manner.

People buy from people at the end of the day, and human beings are naturally drawn towards people they can relate to and connect with.

The secret to becoming an authority in your prospects eyes are just a few simple techniques:

- The tonality that you speak in, which basically means variating from low to high in different moments in order to keep your prospects attention;

- Showcasing your experience by highlighting clients success stories;

- Providing feedback (or giving them advice) - if you are seen as a person who is trying to troubleshoot their pain point with them, on the spot, and your advice is actually good and makes sense, just that alone will make you seem like a true authority in the field you are in. Think of it as a mini consulting session that gives a demo to your client or how it will be to work with you. I use that technique a lot.

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PRESENTING YOUR OFFER IN A WAY THAT SOLVES THEIR PROBLEM.

The next thing I'm going to talk about is mindset, because it is one of those things that’s going to be your pitfall 100% of your time. Because the bottom line is what we believe in is what stops us from succeeding.

So how do you overcome that? Well, you have to change your beliefs. And how do you do that? In our course, we actually have a method for doing this. But let’s say you don't have a method, so I'm going to recommend a couple of things

Number one, I'm a huge believer in NLP principles and just incorporating NLP— neuro linguistic programming, as part of your life. NLP is a library of cognitive processes that people accumulate, so it's very similar to CBT (Cognitive Behavioral Therapy). So they took best practices of all these psychological techniques that work really well, and then applied them to practical things that people struggle with, such as beliefs for example. If your beliefs are not constructive, as in, if they don't bring you any sort of benefits— they're going to stop you.

So what I would recommend is to find an NLP practitioner that can help you change your beliefs because there’s a specific process to it. Another thing you can do is to use a mindset coach or CBT (Cognitive Behavioral Therapy). It's very good to have a lot of tools that can help you achieve the same goal.

So those are the three things that I would recommend to allow you to move past those beliefs that may be stopping you and that will allow you to get to the next level.

CREATING A SENSE OF URGENCY FOR THEM TO BUY FROM YOU.

When we are talking about creating a sense of urgency on a sales call the first thing that comes to mind is using “we got this limited time special only available today” technique.

But I’m not talking about just saying you’ll raise your prices soon ...

Sure, that works. I’m talking about something else though … I am talking about showing the client what they are missing out on.

How much money is your client losing by not fixing their problem? How much are they suffering for not resolving that situation in their lives?

You want to highlight their pain - but not too much. There is a delicate balance how to do this.

Your job is to make the prospect realize everything they’re missing out on, if they don’t act fast to solve their problem. Just watch it - this shouldn’t be all you are focusing on. Mention this in passing and move on to the next topic. The prospect already knows that they are in pain - so reminding them too much of it is like pouring salt on an open wound.

These 3 techniques along with a proper sales framework will be your ticket to sell to “high-end” clients. The biggest difference of selling high-ticket and low ticket products is that expectation of excellence (meaning that you have to be on top of your game) in high ticket worlds is much higher from your client’s point of view. So make sure you pay attention to detail and master your craft before you delve into the high ticket sales world.

You want to highlight their pain - but not too much. There is a delicate balance how to do this.

Your job is to make the prospect realize everything they’re missing out on, if they don’t act fast to solve their problem. Just watch it - this shouldn’t be all you are focusing on. Mention this in passing and move on to the next topic. The prospect already knows that they are in pain - so reminding them too much of it is like pouring salt on an open wound.

These 3 techniques along with a proper sales framework will be your ticket to sell to “high-end” clients. The biggest difference of selling high-ticket and low ticket products is that expectation of excellence (meaning that you have to be on top of your game) in high ticket worlds is much higher from your client’s point of view. So make sure you pay attention to detail and master your craft before you delve into the high ticket sales world.

 Hope this helps - Alex

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