High Ticket Closing

Dec 18, 2019

High ticket closing is a popular niche within sales that many Sales Professionals are moving towards, because when done correctly – it can be very profitable.

But what is high ticket closing; and what is the step by step system needed to make your high ticket closing journey successful?

In this article, we’ll explore what is the definition of high ticket closing, as well as the exact step by step process required to sell high ticket products on a consistent basis.

Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease

High Ticket Closing – Your Step By Step Guide

What Is High Ticket Closing?

High ticket closing, is the step by step system you need to systematically follow to close high ticket products or services.

As per Business Dictionary’s definition; a high ticket product or service is something that has a high value or cost attached.

Some examples include, but aren’t limited to are:

Property or large property loans
Expensive watches and jewellery
B2B Consulting
Done for you services
Vehicles

To be successful at high ticket closing, you need to follow a step by step system that’ll qualify the right type of clients for your products or services, and then arouse enough desire using a sales process for them to want to buy.

Related article: High Ticket Sales – Your Definitive Guide

The Difference Between Low Cost Sales & High Ticket Closing

There is a distinct difference between low cost sales, and high ticket closing.

Products that aren’t considered high ticket and aren’t particularly expensive, don’t necessarily require a consultative approach when selling to potential clients.

According to sales psychology, whenever a purchasing decision is about to be made, a person subconsciously juggles whether it’ll cause more pain to part ways with their money, versus the reward they’ll get when they own the new product.

People buy for two reasons; to avoid pain, and to gain pleasure.

If someone is buying something relatively economical or cost effective, there isn’t a lot of particular tension felt in their mind, prior to making a purchasing decision.

When you’re selling high ticket products though – there is a lot more tension, and potential pain associated with buying your products or services, because owning the product may not give them the satisfaction they desire, versus the money they’ll spend.

That’s why with high ticket closing, you need a more consultative sales approach.

With cheaper options, you can risk being an order taker.

When you’re selling expensive products and wanting to learn high ticket closing techniques, you need a different type of approach. We’ll be covering how in this article.

Your Step By Step Guide To High Ticket Closing

At The 5% Institute, we’ve created an online program to guide Sales Professionals and Business Owners with their high ticket closing efforts.

Our online program called The 5% Sales Blueprint; consistent of a number of steps to show high ticket closer’s exactly what they need to know to be successful at high ticket closing and consultative selling.

The 5% Sales Blueprint prescribes the following successful steps:

Build rapport
Successfully pre-frame
Ask questions that find pain
Find out their desires and outcomes
Talk about budget, and learn implications of inaction
Presenting effectively
Objection handling
Asking for the sale

Below is a step by step breakdown to demonstrate how each of these modules work, and how it’ll help you with your high ticket closing efforts.

Building Rapport

The first foundational step you need to master if you want to be successful with your high ticket closing efforts, is to be able to build strong rapport.

Although there are many definitions for what rapport building means, at The 5% Institute we go a little deeper.

It’s important not to only build rapport on a conscious level; but also, a subconscious level too.

Rapport is the art of building commonality between people.

And to build commonality, there are a number of things you need to do to execute this correctly and successfully.

Firstly, your appearance needs to be on point.

Dressing for success is very real, and it is imperative to present yourself in a way that’ll not only build trust, but only formulate a bond of commonality.

You can learn more about dressing for sales success by reading the article below.

Related article: How To Dress For Sales Success – A Guide

The next important part of building rapport is displaying a sense of relaxation, empathy, and matching and mirroring.

Matching and mirroring is the step by step process to communicate with a person subconsciously; and build rapport on a deeper level.

This is crucial is you want to be successful at high ticket closing, because you want every edge you possibly can have.

To learn how to build rapport on a deeper level, read the related article below.

Further reading: A Guide To Building Sales Relationships / Building Rapport

Pre-Frame

A pre-frame is a process you use once you’ve built rapport and is an absolutely must do prior to starting your high ticket closing conversations.

The aim of your pre-frame is to set up front what they can expect from you as Sales Professional, and also what you would like to expect from them.

This does a number of things:

It positions you as a Specialist
You’re in control
Counter objections up front
Get permission to ask deep diving questions

The aim of the pre-frame is to not only help you from a positioning point of view, but also let them know you’ll be asking a lot of deep diving questions, and to also cut out the two main sales objections up front.

One of these sales objections is the ‘I need to speak to’ objection.

The second is the ‘I need to think about’ objection.

To learn how to do this systematically, read the article below.

Further reading: How To Overcome The Two Main Sales Objections In Two Minutes

A Must Needed Ingredient For High Ticket Closing – Pain

If you want to be consistently successful at high ticket closing, you’ll need to be an absolute master at finding pain.

As mentioned earlier; people buy for two reasons – to escape pain, and to attain desire.

In a sales context; pain points are things that cause discomfort in your potential client’s life on a daily basis.

It may be in their business or personal life – and it’s your job to find it.

Generally, there are three types of pain points to find:

Technical issues
An impact on their business or personal life
Their deeper personal impact

By going three layers deep, you’ll have a structure for finding pain.

Read the article below to learn exactly how.

Related article: Pain Points & Sales – Your Ultimate Guide

Pleasure & Desire

Once you’ve asked sales probing questions to find pain, the next step to be successful at high ticket closing is to balance your questioning to learn their desired result.

Now that you’ve learnt their pain points – what do they want to achieve?

People don’t buy products, services and things – they buy what it will mean when they own it.

What outcomes and results are they looking for, and more importantly, why?

Money Talk

In The 5% Sales Blueprint, we speak about the importance of talking about money.

To be successful at high ticket closing, you’ll be required to learn what budget they have to buy your product or service.

Leaving this until the end like other sales methodologies out there, can actually spell disaster.

We like to cover this after learning about their pain points and desires, because now we can find out what they’ve put aside to fix their problem.

Do not get this confused with presenting your idea – we’re not there yet.

Many Salespeople get confused here and do something called Premature Presentation.

As per our article in Entrepreneur, Premature Presentation is the act of presenting and pitching too early, before finding out everything you need to know to be successful at high ticket closing.

In this section, you need to find out what they’ve put aside to fix their problem, and what it will cost if they take no action.

Related article: 10 x Questions To Ask A Potential Client

Presenting For High Ticket Closing Success

There are two ways in which Sales Professionals present and pitch.

The first makes up 95% of the sales world.

They present their product or service, and then hope that something will stick; with fingers crossed the potential client will buy.

The other 5% present effectively.

At The 5% Institute, we’d like you to do the same.

To be successful at high ticket closing, it is imperative to present you product or service in a way that positions your product or service as the only option, that bridges the gap from where they’re at – to where they need to be.

To be effective at sales presentations and high ticket closing, focus on the following:

Present to the right people
Use stories
Bridge to pain
Use desire
Show proof
Be visual

We’ve created a step by step article detailing how to do this.

Check it out below to learn how.

Further reading: 10 x Effective Sales presentation Tips You Need To Use

Overcoming Objections

So many Sales Trainers out there teach that you should be using scripts. This always be closing mantra is not only old-school, but actually damages your sales efforts.

To be successful at high ticket closing – stay away from scripts and follow structure instead.

As per our article here in Entrepreneur; we go into detail as to why scripts actually hurt your sales results, instead of enhancing them.

Structure is crucial to high ticket closing, because it’ll allow you to use the same formula and foundation with all of your potential clients.

To learn how to successfully overcome objections in a non-pushy way, read the article below to help you with your high ticket closing endeavours.

Further reading: Overcoming Objections In Sales – A Step By Step Guide

Once you’ve done all of the above; you’re ready to ask for the sale.

In order to be successful at high ticket closing, you must follow each of the steps mentioned above. You won’t be successful at high ticket closing, unless you’ve gone through each of the mentioned steps.

This is because sales are founded on emotion; and the process above in this article will bring your potential client to a point, where they’ll want to take action.

Below are our five favourite high ticket closing questions we’d like you to use:

“Would you like my help with this/ insert fixing problem?”
“If we could find a way to deal with your *insert area of concern*, would you be happy to proceed?”
“Based on your feedback and our solutions to your issues, it looks like our *insert your product or solution* is the right fit for *insert their company*. Would you agree/ what do you think?”
“Would you agree that it’s worth giving us a try, to solve your *insert their problems and pain points*?”
“What happens next?”

To learn how to use these questions in detail, check out the related article below.