A high ticket closer is a person who can sell high ticket items. Unlike a regular salesperson, the high ticket closer has to sell items that are high in value and harder to get out the door. Like everything else you need to succeed in sales, high ticket closing is a professional skill you must learn and develop.
High ticket closing is a high-income skill to develop if you want to succeed in sales. That said, it is a hard skill to grow and will take some time to develop. You will also have to pay attention to other high ticket closers, strategize, and continue to learn. While high ticket closing is a work skill, it is also an art that you can utilize in many other parts of your life.
The High Ticket Closer Mindset
Before you can start closing sales on anything, especially high ticket items, you have to adopt the proper mindset. A positive, adaptive, and curious attitude is essential. Just because something happens in your day, you can not let go of this mindset, don’t let a setback or bad sale change your attitude. Instead, use it as fuel to be more positive because every failure is only a chance to learn to be a better closer.
You don’t want to be a pushy salesman’s traditional image and merely looking to make money. Being a person who is doing their job in a friendly manner and showing that you genuinely care for the client is essential to high ticket closing. A client that has an excellent buying experience can become a client for life.
Another part of the high ticket closer mindset is to be flexible. You don’t want your attitude set in stone with one approach to selling. No one customer is the same, whether it is a business or a person because we do not all value the same things.
Listen to the Client
An essential part of being a high ticket closer is not pushing the sale.
You aren’t there to convince the person that they need to buy. You are there to help them get what is right for them. To do that, you need to listen to the client and learn what they are looking for. Find what suits their needs and then work with them to see how the item fits their needs.
It is essential to know that listening is more than using your ears. Listening includes observing your client and watching how they talk to you. The body language they use, the emotions they display can be essential to the sale. No matter what kind of business you are in, it is a great idea to learn about body language and read some of the excellent material out there. It can help you close sales and even save ones that you might have thought were doomed.
It may also help to develop ways to remember points that your client hits. Suppose you are taking a while with closing because you are developing rapport and learning about your client. In that case, it can be challenging to remember everything you know about them. Some salespeople can get away with taking notes, but that is rare and can harm the sale. Look up some books on memorization or learn to create mental lists of the essential points mentioned.
Rapport Building
Part of listening is getting to know the client and, along with that, is developing a sense of rapport. Any good salesman should be developing rapport, but this connection isn’t as crucial for lower ticket offers. With high ticket offers, it is vital. A good part of rapport comes from listening to someone and talking to them. A lack of rapport will result in the inability to develop trust and a relationship.
Another part of rapport is fitting the role that you are playing. In the case of a high ticket closing, you are playing the part of a refined salesperson. Dressing the part will help to give you an authority in your position and thus further develop rapport. Dress for success is a real saying.
While it may be possible to make a high ticket sale here and there without rapport, it won’t be many. The rapport building helps to make that initial sale by developing a relationship with the client. If you successfully create a relationship with the client, it can turn into something even more. Rapport helps build a long-term relationship, which means that they will come back to you when they need to make another purchase and potentially refer people to you.
Know Buying Motivations
There are two buying motivations pain and desire. Desire is simply the want for a product. Pain is the problem, discomfort, or need in their life or business that necessitates the purchase. Learning everything you can about your client’s desires and pain can help you ensure that you get the right product and know how to market that product to them.
An excellent question to ask yourself is. Is that this person buying the product for the purpose it will fulfill, or just for the sake of having it. You are tailoring your pitch to the purpose of the purchase, not to the product.
Talk About Money
Many of us learned from a young age that money is a topic that we should avoid talking about until necessary. This common trait can spell disaster for a salesperson, especially for a high ticket closer. Talking about finance should happen relatively early in the conversation with the client. You want to be able to offer them the product that matches their needs.
There are various ways you can work money into the conversation with the client, but a good time to do so is after getting an idea of the client’s needs. Knowing their needs, their price point, and having built some rapport, you have the right amount of what you need to influence a decision.
When talking about money, it is essential to keep in mind how your product can save them money in the future. Keeping this in mind can help to breakdown issues with budgets. For example, if it will save the business money on working hours or save a person time on their work at home, you can quickly translate it into cash.
Use Imagery
You know everything there is to know about your products, but that isn’t what people want to hear. They don’t want to see the products fine print (at least most of the time). Instead of talking about specifications and details on the product to convince the customer, you want to use imagery. Don’t tell them; show them how the product will make a difference in their lives.
Better than just showing them, if you have stories of how the product or service has made a difference in similar situations, that can make a big difference. The crucial part is making the story sound authentic and moving. We want to emphasize that you aren’t trying to lie to the customer or spin a false tale. You are telling the truth and showing proof wherever you can.
Learn to develop a rich vocabulary of words and phrases to describe your product. Doing this will help to make it feel real and to pull heartstrings when describing it. You want your client to be able to picture themselves using your product or service.
Work To Overcome Objections
No matter how good their sales skills are, even those best at high ticket closing encounter objections during their sales. Where high ticket closers do it differently, they practice overcoming objections and doing so in ways that sway buyers. They do not use scripts to try and make sales.
Creating a structure for your sales process allows you to overcome objections easily. If you do it correctly, you have already set yourself up for doing so in a way that isn’t pushy because the argument has already presented itself. You are just covering points that you have talked about before and adding some details while doing so.
The Key Skill of High Ticket Closing
At the end of most high ticket sales, a closer needs to utilize a skillful way of asking for the sale. Up until this point, you have played the role of educator, friend, and listener. Now you are taking what you have learned from the client during the conversation to close the sale.
In most cases, you don’t want to ask if it is time to buy. You want to bring it back to how you are adding a solution to the client’s life. An excellent example of this is asking whether they would agree if the product you have would meet their needs and provide a suitable solution based on your conversation. Make sure to mention at least one of the specific requirements.
Dan Lok
If you want a more traditional education in high ticket closing, you can try an online course by Dan Lok. Dan Lok is the leading authority on high ticket closing. As one of the most successful high ticket closers of all time, Dan Lok decided to share his knowledge and opened the high ticket closer program. As you would expect from an experienced entrepreneur Dan Lok has also made a fair amount of money on this program.
Conclusion
High ticket closing exists in a variety of industries selling a wide variety of items. No matter where you are, these tips will help you to start developing your own sales plan.
Keep in mind that every salesperson tweaks the process so that it works for them. You can learn the necessary skills from an article like this, and even some of the advanced skills, but how you deploy them effectively comes down to you and your client. Do not be afraid to be flexible in the skills and approach to help meet the client in the middle.
Like most high-income skills, this is not a get rich quick scheme. Closing high ticket sales of products or services, potentially worth millions of dollars, is not easy and takes years of training and experience.
There is no college course on how to be able to close deals on high ticket products or services. The best thing to do is work full time in sales and work your way up.
If you are a successful high ticket closer and would like to share your tips and insights, please leave your take on the art of high ticket closing in the comments below.