Do You Want To Be A High Ticket Closer? Find Out How
So, you want to be a high ticket closer?
High ticket closing is becoming very popular in the world of sales, and for good reason.
Being a high ticket closer can have some pretty awesome benefits.
In this article, we’ll explore what a high ticket closer is, the benefits of being a high ticket closer, and what your sales process should look like if you’re selling high ticket products or services.
What Is A High Ticket Closer?
A high ticket closer is a type of sales role, that sells high ticket products and services.
High ticket items are either high value products, high priced products or services, or potentially both.
Some examples may include (but not limited to):
- Cars and vehicles
- Real estate
- Coaching and training
- Enterprise software and solutions
- Business development
Generally – a high ticket closer would categorise a sales professional who meets with potential clients face to face or on the phone, and sells products or services valued over $1000.
Although many high-ticket items can be sold online; a high ticket closer will generally speak to their potential clients using a discovery call prior to them making a purchasing decision.
The Benefits Of Being A High Ticket Closer
Being a high ticket closer can have many benefits.
Firstly – it doesn’t necessarily mean you have to be selling your own products or services.
Many high ticket closer’s purely work on a commission basis, selling other people’s products or services to a list of potential clients who have already shown interest.
This means that once you learn how to sell effectively, you can potentially get involved in selling high ticket solutions.
Secondly, your overheads can generally be quite low.
Because so many high ticket closer’s sell other people’s products or services, you don’t necessarily need a lot of technology or overhead expenses to close sales.
Finally, many high ticket sales roles as mentioned are calling people who have already shown interest.
This means you can save a lot of time from having to warm people through engagement, compared to cold calling people in your sales targeting strategy.
The High Ticket Closer Sales Process
If you’re interested in becoming or already are a high ticket closer, the most fundamental ingredient you must learn to be successful – is following a consistent sales process.
The sales process is key to your high ticket closer success, because it gives you a number of key benefits as well as leverage over your competition.
Some benefits of using a sales process are:
- Consistency; once you have a framework, you’ll have a proven guide to take you from qualifying, all the way through to asking for the sale
- Diagnosis; if your sales are suffering, you’ll be able to diagnose which part of the sales process you need to fix
- Positioning; by using a consistent process, you’ll separate yourself from the competition and position yourself as a trusted adviser
Although there are various sales methodologies out there, we recommend using a consultative approach when speaking with your potential clients.
The consultative approach is perfect for the high ticket closer, because when used correctly – it’ll help your potential clients sell themselves, rather than use outdated tactics such as the ‘always be closing’ ideology.
A Breakdown Of The High Ticket Closer Sales Process
The eight step sales process works wonders for the high ticket closer, because it gives you all the ingredients needed to successfully close deals on a consistent basis.
The eight step sales process, also known as The 5% Sales Blueprint covers the following steps:
- Building Rapport
- Discussing money
- Handling objections and asking for the sale
#1 – Prospecting
The first part of the 8 step sales process for the high ticket closer, is finding out who your ideal prospects are, and then targeting them using prospecting strategies.
Prospecting can generally be two-fold – inbound and outbound.
Inbound prospecting is putting together systems that drive traffic into your business.
Generally, it includes pay per click advertising, print media, SEO, and social media.
Outbound prospecting is proactively reaching out to your potential clients with social media, email, cold calling and networking events.
Related article: The Two Types Of Sales Prospecting
#2 – The High Ticket Closer Guide To Building Rapport
The first part of any sales conversation, and next step in the 8 step sales process for the high ticket closer is building rapport with your potential clients.
Rapport us crucial if you wish to hold a consultative sales conversation with your potential clients.
It’s also important because people buy from people they like and trust.
By building rapport, you’ll be able to ask deep diving questions that can ultimately lead to a buying decision.
Related article: A Guide To Building Sales Rapport
#3 – Qualifying Your Potential Clients Early
The third part of the 8 step sales process for the high ticket closer, is qualifying your potential clients early in the consultation or discovery call.
A lot of Sales Professionals and Business Owners make the error of speaking with people they think are potential clients – but end up not being qualified to either afford their product or service or aren’t the decision maker.
Qualifying early saves you time, energy, and money.
The qualifying framework to add to your 8 step sales process, is borrowed from an acronym called BANT.
Originally designed by IBM, it’s an easy to remember framework to remember what you need to ask to qualify your potential clients correctly.
BANT stands for:
- Time frame
Further reading: Qualifying Sales Leads – A Step By Step Guide
#4 – Pre-Framing The Conversation
The fourth segment of the 8 step sales process for the high ticket closer, is what makes our sales process very different from the others out there.
We teach something called a pre-frame. When used correctly, this truly will help by positioning you as the go to source for their enquiry.
The pre-frame happens prior to your deep dive sales conversation.
The deep diving sales conversation you will have with your potential client, is called the frame.
You’ll have the opportunity to ask questions, and ‘frame the conversation’ in a way which will ultimately lead to a decision being made – either proceeding with a sale or deciding you may not be the right fit for one another.
The pre-frame is the conversation you have prior to the frame; in this case, it is what’s discussed prior to going into your deep dive sales conversation.
During the pre-frame, you want to cover three important things:
- Ensure all decision makers are present
- Let them know that you’ll be asking a lot of questions, to work out whether you can in fact help and serve them and their needs
- Give them comfort that at the end of the conversation, it is more than OK to say no if they’re not interested. Also let them know that many people use the “I need to think about it” as a way of covering for no. By giving them comfort, they’ll be more transparent.
The reason the pre-frame is key, is for two reasons.
Firstly, you’re removing two core sales objections up front – the I need to think about it objection, and I need to speak to objection.
Secondly – you’re getting permission to ask deep diving questions, which is the next part of our 8 step sales process for the high ticket closer.
Using a pre-frame will be a game changer for your business and overall sales process, because you’ll get to the underlying truth faster than using a traditional sales methodology.
Read the liked article below to learn how to do this in more detail.
Further reading: Positioning In Sales – How To Sell Effectively
#5 – Questions: The Most Powerful High Ticket Closer Tool
The most important part of the 8 step sales process for the high ticket closer – is the art of asking the right questions – and then diving deeper when you actively listen to their responses.
At The 5% Institute, we emphasise the importance of asking questions because we believe in using a consultative sales approach.
By asking the right questions – you’ll be able to help guide your potential client toward the sale and help them sell themselves on the need for a solution.
During your 8 step sales process, we recommend asking the following question examples:
- Finding pain
- Learning about their ideal outcome
- How they make buying decisions
- Why they’re speaking with you
- How long they’ve had their issue
We’ve written numerous articles on questioning and question categories, and recommend you read them to learn more. Check out the linked articles below to find out how.
- Sales Probing Questions
- Open Ended Sales Questions
- 10 x Questions To Ask A Potential Client
- 5 x Closing Questions To Win More Sales
Furthermore; if you’d like to learn about helping people sell themselves using questions and hack sales faster, we recommend learning about tie-down sales techniques.
Tie-down sales techniques are questions you ask that get an ‘agreed’ response.
Also known as trial closes – tie-down sales techniques help your potential clients sell themselves prior to having to ask for the sale.
Further reading: Tie-Down Sales Techniques – Your Ultimate Guide
An important note: finding pain is one of the most important ingredients for your questions and 8 step sales process.
This is because if you can’t find friction or any issues with their current situation – they won’t need to make a change.
The article below details how to do so effectively, without being pushy or breaking rapport.
Further reading: Pain Points & Sales – Your Ultimate Guide
#6 – Discussing Money
Discussing money is another important part of the 8 step sales process particularly for high ticket sales and closing, because you can use the discussion to build monetary value around what a solution for their problem and pain points will mean.
When you’re discussing money, you ultimately want to understand two important things:
- What is it costing them by having these issues? Learn the financial and personal impact of what the pain points mean.
- How much would they pay to fix it, and have a solution?
Discussing this here makes asking for the sale, and your closing questions a breeze.
#7 – Presenting
Once money has been clearly discussed, the next stage of the 8 step sales process for the high ticket closer is presenting your solution.
Many Sales Professionals handle presenting incorrectly and do something we call ‘premature presentation’.
As per our article in Entrepreneur, premature presentation is when you present your product or service prior to understanding what they need solved and hope that something you say sticks and resonates.
The spray and pray methods are outdated and won’t help your closing rate.
Instead – when you’re presenting your product or service, we recommend you do so by prescribing it to their pain points and demonstrate how each of their problems will be solved with specific features and benefits you have.
Using a prescription approach as a specialist would, will align you as a trusted adviser, rather than just another salesperson trying to make a quick sale.
#8 – Handling Objections & Asking For The Sale
Finally, the last stage of the 8 step sales process for the high ticket closer is handling their areas of concern and asking for the sale.
Instead – we recommend using a simple and easy to remember objections framework.
The framework is:
- Listen carefully
- Repeat back the objection, and ask them to expand
- Validate the area of concern
- Re-frame the concern
- Confirm you’re on the same page
To learn how to do this in detail, read the article here to find out how.
Once you’ve handled all their areas of concern, simply ask if they’d like you to help them achieve what they intend to have solved and have them sign any agreements you may have in place.
The High Ticket Closer Sales Process – Final Thoughts
The 8 step sales process for the high ticket closer is a great framework to use to close more sales, because it gives you consistency, as well as an easy to follow road map.
By following the 8 step sales process, you’ll lead your potential clients on a journey and positive sales experience, rather than position yourself as just another salesperson or commodity.
The sales process is the most fundamental, and important thing to master in sales if you wish to close more consistently.
If you’d like to learn about our sales process in more detail, you can join the 7 Day Sales Challenge for free here.