Sales Techniques for High-Ticket Items

I recently closed a $15,000 deal with the potential of being a $100K deal. We had 3 discovery calls w/ 2 presentations. Here are 6 strategies I did to close this in less than 30 days that you can copy: 1/ Shared My Research: I did my homework on the company, industry, and buyer persona. I got to the call and shared my notes about my research and how I connected the dots. E.g. "Btw, from my understanding, you're dealing with a really antiquated buyer persona for the most part who is either using a competitor or some old school method of doing things, like managing their tasks on Excel..." Don't keep your notes private. 2/ Be Radically Transparent: Most salespeople try to hide that they're taking notes and looking at another screen, but prospects want to feel like you're taking their problems/goals seriously. E.g. "Btw, if you see me look at another screen, it's because I am. I'm writing some notes and ideas down as we talk through this, which I'll share at the end." Be candid. 3/ Looked For Problems: Salespeople hate opening a can of objections during a call, but I'd argue that is your best bet for maintaining control of the deal. I asked questions that would get me and my business in trouble. The prospect ends up selling you on why you'd be a better fit. E.g. "You mentioned you used to use [COMPETITOR] training program, why not just continue with them since the team is sold on it already?" Unsell yourself. 4/ Gave Value Before The Pitch: Most prospects expect you to spend more time pitching your services or product, but I flipped it on its head. I spent more time giving them strategies and advice on how to better run their department. E.g. "Whether you go with me, another provider, or none at all, here's what I recommend you do in the next 30-60 days.. [INSERT VALUE ADD]." Always teach something new. 5/ Set Up Next Steps Upfront: Most salespeople set up next steps at the end of the call, but that's when prospects are out the door. I like to set them up front because there's the least amount of resistance. E.g. "Assuming this would be fit, you'd probably want another call to dive deeper into your process so we can scope out the work and proposal, so let's set some time in the end to do that later this week for 30 minutes, sound good?" Make next steps worth it for them to agree. 6/ Recapped In The Beginning: At the beginning of our follow-up discovery call, I recapped their challenges/goals from our last call, but I did it by sharing my screens and showing them my notes. E.g. "Based on our last call, these were top of mind for you [LIST CHALLENGES/GOALS] - 1) What's missing from here? 2) And are these still top of mind? Use slides strategically. The takeaway: prospects don't want to be sold to, they want to be helped. #helpmedontsellme P.S. Here are my top 24 discovery questions to quantify pain that helped me close this deal: https://lnkd.in/edAVrn2v

This Is How to Effortlessly Spot High-Ticket Clients on LinkedIn. These are subtle signals that you may have missed. One thing about landing high-ticket clients on LinkedIn that's often overlooked is the power of 'social listening'. It's not just about who you talk to; it's about what you hear and observe. ____________________________________________ While most high-ticket clients typically have no time to build their profiles or get active on this platform (they typically just message you honestly😂); High-ticket clients often leave subtle clues about their needs and frustrations in their posts and comments. ____________________________________________ By genuinely engaging with and analyzing their content, you can tailor your approach, offering solutions directly aligned with their challenges. This method requires patience and keen observation, but it's incredibly effective in establishing your relevance and value to potential high-ticket clients in a way that feels personal and deeply attuned to their needs. And you may ask, “How do you know they are high ticket clients” Let’s break it down with an example: ____________________________________________ Imagine you're a software engineer specializing in developing custom solutions for startups. You come across a LinkedIn post from a CTO of an emerging fintech company. They've just posted about the challenges they face in integrating advanced AI into their existing systems. This CTO is likely a high-ticket client because they're leading a tech initiative in a growing sector, indicating they have the budget and the need for specialized software development. Now, the power of social listening comes into play. Instead of directly pitching your services, you start by engaging with their post. Leave a thoughtful comment that shows your expertise without selling – something like, ____________________________________________ "Great post! Honestly, AI integration can be a wild ride. I Just wrapped up a project where we concentrated on streamlining data workflows and integrating machine learning algorithms. It seriously smoothed out the whole process and amped up our system's efficiency. It's amazing what targeted tweaks can achieve" This approach achieves two things: First, it demonstrates your understanding and expertise in their specific challenge. Second, it starts a conversation in a non-salesy way. By actively listening and engaging thoughtfully, you're positioning yourself as a resource, not just a service provider. ____________________________________________ Following this, keep an eye on their future posts and interactions. Offer insights or share relevant suggestions that speak to their interests and challenges. This builds rapport and positions you as a go-to expert in their mind. ____________________________________________ It’s all about paying attention to your surroundings. LinkedIn is definitely a place to be☺️🙌 Did you learn something new today?

Price anchor as high as you can. Dead wrong. Your prospect comes into a meeting with a price range in their mind. No different than you going to pick out an engagement ring, a car or whatever big purchase you have. Your initial price point ideally is inside your Buyer's range. This allows your prospect to enter into negotiations with you and start justifying the pricing in their head as well. They feel it is fair and reasonable. They will continue the conversation and negotiations. If you anchor so high that it falls to the left of the red bar below of your Buyer and outside of the range that the prospect thought was reasonable, you risk the prospect pulling completely out of negotiations and looking to find another vendor. Now your product will not be for everyone. You cannot go below a certain price point as well. The secret is to try to understand what range your prospect has going into negotiations and then start the pricing there. You will shorten your deal cycles and win more deals. As a side note - I have found when I check my ego at the door when negotiating, things go a lot smoother for all parties. #sales #negotiation #happyfriday

Selling high-ticket products and services is about building TRUST and starting CONVERSATIONS over a period of time. If you've got a massive ad budget and are Ogilvy-reincarnate, then by all means, treat it like plain old direct advertising with an ad and a sales page. But the fact is... MOST companies do not have the marketing chops for that, and their customers don't care about that approach either. Quality, long-term buyers care about their relationship with the seller. They want to know they can trust you, they want to chat about their needs, and they want to understand the THINKING behind the product. They don't buy on impulse (and the ones who do usually ask for a refund anyway). This is why, as an email marketer, I love reply-based emails. When I'm selling an expensive product or service, asking for people to reply to an email or start a chat is a fantastic way to start the sales process. Build trust, start conversations. That's the high-ticket marketing strategy.