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Become successful as a high-ticket closer by learning the skills and strategies needed for success. Find out what it takes to close deals fast!
March 18, 2023
If you're a business owner looking for help generating more income, you may wonder what a high ticket closer is. A high ticket closer is a salesperson specializing in getting clients to buy products or services worth a lot of money. Often, these types of sales involve contracts worth thousands or even tens of thousands of dollars. If you're interested in becoming a high ticket closer, read! This blog post will discuss what it takes to become one and how you can start making more high ticket sales today!
A high ticket closer is a sales professional specializing in closing large deals, typically valued at $1,000 or more.
They are highly skilled negotiators and strategists who understand the psychology of buying and selling, and they can structure complicated deals successfully.
High ticket closers need to have an intimate understanding of their prospect and how the product or service can help them achieve their goals. They must also employ effective sales tactics such as using social proof, offering incentives, demonstrating value, and cultivating relationships with prospects.
You might not find high ticket closers easily when hiring but using a service like The Sales Connection gives you immediate access to highly-qualified individuals.
A high ticket closer’s typical workday involves researching their target markets, building relationships with prospects, and closing high ticket sales. They use various methods such as cold-calling, emailing or webinars to reach out to potential customers and persuade them to purchase their product or service.
High ticket closers work closely with other departments, such as marketing or sales, to ensure they have enough information to solve a prospect's problems. They discuss strategies with other departments to analyze which sources of leads yield the best results. Targeted campaigns are then developed that drive conversions. In the best-case scenario, a high ticket closer provides feedback on how the product or service can be improved to meet customer demands better.
High ticket closers generally possess several key traits that make them successful. While not all high ticket closers will exhibit the same characteristics, they are general attributes you can look for when hiring for a high ticket closer.
First, you'll notice a high degree of analytical problem-solving. When ticket prices are higher for your service or product, the sales process is almost always more complex than if you were selling $10 cleaning supplies.
Multiple touchpoints, constant communication, and a vast understanding of the product or service are necessary. High ticket closers must determine which aspects of a purchase decision require more attention- and how best to address those needs.
Second, high ticket closers possess excellent communication skills, both verbal and written. To build rapport with a prospect, a closer must earn their trust and build a relationship.
Lastly, high ticket closers are self-driven people who don't need a boss watching their every move. They don't need to see the sales team's calendar to start working. They have ambitions that exceed the company's goals, and each sale becomes a personal challenge. Finding high ticket closers through a service like The Sales Connection is much faster than hiring in-house, where it can take a while to find someone with the above traits.
To possess the sales skills necessary to close big money deals, you'll need to follow a few steps that will guide you toward success. Here is the process of becoming a high ticket closer, along with some tips to help you along the way.
No high ticket closer ever became successful without having a list of leads to sell from. While some companies provide leads to high-ticket closers, it helps to have your own methods.
Cold calling is as old as sales itself and the easiest way to start making phone calls. The only downside is it's probably the least successful method of converting leads into sales. You'll need high outreach numbers to make a single sale.
An easier way of generating high-quality leads is by attending industry-specific events and conferences. It's easier to build rapport right away, leading to high conversions.
A higher price tag on a product or service means a high ticket closer needs to generate more goodwill with a prospect. You'll have to convince high-interest paid leads that the service or product you're offering is the exact solution to the prospect's problems.
The only way to do this is by establishing trust and connection with the lead. This often happens when the information and closer get to know each other and develop a deeper relationship.
Asking personal questions once you know leads can help establish a relationship beyond the sale. Understanding if they have a family, where they grew up, and what their hobbies are all helpful in establishing more trust with a lead.
High-ticket closer jobs should qualify their leads to ensure they are worth pursuing. This involves examining whether or not the customer is a good fit for the product or service, has the necessary budget, and can make a purchasing decision within a reasonable timeframe.
The process of building rapport is a great time to qualify leads. Ask a prospect about their budget to see if they can afford the product or service. Determine who the actual decision maker is so you don't waste time pursuing the wrong personnel.
Qualifying leads will help you save time and effort from spending energy in the wrong places. It'll also allow you to start framing the conversation in a way that suits you and the business.
Before you ask your lead questions and get into prices, you'll want to frame the conversation. This involves asking a few basic questions that ensure the right people are in the conversation and a decision can be made by the end of the call.
You'll want to clarify whether the decision maker is actually on the sales call and present to make a decision. If they aren't, consider rescheduling a call with all the decision-makers present.
Prepare them for the next part of the sales process by letting them know you'll ask quite a few questions. The purpose is to determine whether or not your company can help solve the prospect's problems. Framing the conversation makes the rest of the sales process natural and comfortable.
Asking the right questions is essential for high-ticket closers to qualify leads and close profitable deals effectively. By asking the right questions, sales professionals can master high ticket closing and can better understand the customer's needs and challenges and their budget, timeline and decision-making process.
Some examples of questions that high ticket closers should ask include:
By asking these questions, high-ticket closers can get a much clearer picture of what their customers are looking for and what they can do to help serve them.
Discussing a budget before presenting a sales offer will help identify if your company aligns with the prospect's needs. Without knowing the customer's budget, it’s impossible to tailor a proposal that meets their needs and expectations.
Ultimately, you want to determine the current cost of the prospect's issues and how much they would be willing to spend to fix the solution. While some companies will be hesitant to divulge a lot of information, you should be able to guess whether your company can help.
When presenting your sales offer, the most significant consideration is to relate the solution to the prospect's main pain points.
In the entire remote high ticket closing conversation you've been having with your prospect, you've been gaining information about their problems and challenges. Now is your time to present a solution to those specific challenges.
Go over each specific pain point and show how the product or service is an exact solution to what they are facing. Think of yourself as a doctor prescribing medications that help a patient's specific problem. Be detailed and confident in your presentation, and your prospect will be more willing to listen.
If every lead were sold by the end of the call and ended up signing up for the service or product, a high ticket closer wouldn't be needed. Where they earn their money is closing the deals that have objections before signing.
Ideally, you want to create a document that contains the most common objections you hear about your specific product or service. You should have the best responses to every objection on the document, so a high ticket closer knows exactly how to handle it.
By having a plan of attack, you can quickly address any objections without stalling or getting frustrated with the prospect.
A high ticket closer handles more expensive services and products that involve a more complex sales process. They must be able to ask the right questions to qualify leads, discuss budgets, present tailored offers, and easily handle objections to close high ticket sales. While finding a high ticket closer is possible, the effort and time required can cause a company to lose on major sales. Hiring closers through a service like The Sales Connection cuts down on time and money to find the right employee. Talk with The Sales Connection today and get started scaling your business with sales teams that have a proven track record.
Kayvon Kay
Kayvon has over two decades of experience working with high-level closers and perfecting his sales methodologies. He has earned the title of Canada’s #1 pharmaceutical sales representative and continues to share his expertise as a keynote speaker and through his multi-million-dollar coaching program.
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