Closing high ticket sales requires asking for money, and it is often an uncomfortable experience. Before asking for money, however, you should prepare. You should know your fundamental truths, such as Price anchoring, Personalization, and Exclusiveness. Then, you will have a much easier time closing high ticket sales.
Eight fundamental truths
When it comes to closing high ticket sales, one of the most important keys to success is organization. You must have a pre-sales routine and develop habits for success. The best salespeople don’t wing it. They know what to do and when to do it. They are well-prepared and have a strategy for closing a sale.
High ticket closers are ruthless in the pursuit of success. They treat their work like an art form. They never stop trying to move up, and they always push themselves to the next level. Even when it’s not financially feasible, they keep pushing themselves to the limit. This mindset makes it easier to close a high ticket sale.
Personalization
Personalization is crucial when closing high ticket sales. This type of sale often involves follow-ups with customers, and the profits are higher than with average purchases. These sales also often involve loyal customers who spend more than new customers. The purpose of follow-ups is not to press leads into making a purchase, but to build a relationship and provide additional information. High-ticket sales are often profitable and are a sign of brand loyalty.
Closing high ticket sales is different from traditional sales, and it requires salespeople who are highly trained and understand the mindset of high-end customers. In addition, this type of sale requires a highly personalized shopping experience that matches the price tag. Personalization allows salespeople to make the sale without sacrificing reputation, and it boosts bottom-line profits.
Price anchoring
Price anchoring is a common cognitive bias that leads people to base their decisions on the first piece of information they see. For example, if a person sees a $100/month service at a discounted price, they may automatically assume that it is more expensive. Conversely, if they see a $150/month service and are unsure of the value, they are likely to think highly of the cheaper price.
While social media ads and email newsletters can convert low-ticket shoppers, closing high ticket sales is an entirely different process. Premium customers need a personalized shopping experience to justify the price. That experience requires an undivided attention from the customer.
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Exclusiveness
Creating an exclusive shopping experience is essential for closing high ticket sales. Buyers weigh their desire for a product or service against their fear of missing out, and exclusivity can help them decide. A great salesperson understands how to create an exclusive shopping experience. This can be done through personalization and the use of email newsletters.
When closing high ticket sales, make sure you have the confidence to ask for a higher price. The higher the price, the more money you make. It is also important to work to ensure your client is satisfied with the transaction.
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Long-term relationships
The goal of a high-ticket sales funnel is to increase the value of the product or service. These sales are significant because they increase revenue from individual clients. In sales, the concept of building a long-term relationship with a client is critical. The 6A framework developed by Mike Killen applies to this type of sales funnel. During this process, you should work to ensure that the client is satisfied with the product or service you’re offering.
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