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Get the scoop on high ticket closers and learn why they are essential to your sales team. Reap the benefits of hiring one with this guide!
March 19, 2023
When your company wants to start selling higher-priced products or services and you use the same old methods, absolutely nobody is going to buy them.
That is, unless, you find yourself a high ticket closer.
You need someone on the team that can close out high ticket sales and make significant revenue for your company in order to scale.
In this blog post, we will teach you everything you need to know about high ticket closers. We will discuss what their duties are, how they fit into the rest of your company, and why they are so important for businesses looking to increase their revenue.
A high ticket closer is a salesperson who specializes in closing high ticket sales or high value deals with customers worth $1,000 and over. These types of employees are specialized in what they do and how they contribute to your company. A high ticket closer is someone who can identify the needs of the customer, negotiate deals effectively and efficiently, provide satisfactory solutions to their issues, and close the sale without hesitation.
High ticket closers are highly trained in sales tactics that go beyond traditional methods. They need to be able to overcome any objections that a customer might have. On a typical day, they will use various tactics to research potential customers and identify those who are likely to be interested in the product or service being sold. They then approach these prospects and engage in conversations that build trust and establish rapport. Once engaged, high ticket closers will use their expertise to negotiate terms and close the deal.
The main difference between high ticket closing and a regular salesperson is the nature of the deals they are working on. High-ticket closers specialize in negotiating large, high-value deals, often involving a complex set of stakeholders or unique product features. They need to have strong persuasion skills, as well as an in-depth understanding of their customer’s needs and motivations.
Regular salespeople work on smaller deals that don't require as much negotiation or finesse. They are more likely to focus on simply connecting with prospects and providing basic information about their product or service.
In addition to the types of deals worked on, there is also a distinction in terms of the techniques used. High ticket closers typically employ advanced strategies like leveraging personal connections and creating unique incentives for customers. They work with top-level executives and must be prepared to answer difficult questions and address objections quickly. Regular salespeople will usually use more straightforward tactics like cold calling or emailing prospective customers. They tend to close deals in the same introduction call while a high ticker closer may take several days, or months, to land bigger clients.
Finally, there is also a difference in terms of compensation between high ticket closers and regular salespeople. Due to their expertise in closing more high ticket sales, high ticket closers generally require a larger percentage of each sale as commission. Some companies may structure compensation so that high ticket closers continue to earn commission from recurring monthly customers rather than one-off sales. This allows them to benefit directly from their performance instead of relying solely on base salaries for reimbursement.
Regular salespeople typically only make a small commission off each initial sale. There is an incentive to close more deals because the commission is smaller and recurring commissions are unavailable.
A high ticket closer typically begins their day by gathering information on potential customers and researching the market to identify prospects. Closers realize that through personalization, they can establish better relationships with potential leads and often spend the majority of time learning about a company and its essential employees.
Using this information, high ticket closers reach out to each prospect to qualify each lead. They ask specific questions that help them determine whether a lead has a need for the service and is a good fit. Once they learn more about what a prospect needs, they can begin to pick your services or products that align with your prospect's solutions.
Once a deal has been established, the high ticket closer is responsible for following up with customers on a regular basis throughout all stages of the sale process. This involves checking in with them periodically to ensure that there are no issues or problems that need resolving and keeping them updated on new products or services.
You know you have a good high ticket sales closer if they are interested in talking with the rest of the department after the sale. You want your closer to analyze all customer feedback to develop strategies with marketing and customer service to improve the entire customer lifecycle. With more direct targeting and sales techniques, your company could increase conversations and lower the cost of advertising.
Businesses need high ticket closers most when they have complex deals with large amounts of money or unique products involved. High ticket closers are experts in creating win-win scenarios, leveraging personal connections, and negotiating power between all parties involved. They often work with top-level executives, so their ability to communicate and deal with difficult questions and objections is highly valuable.
This is why you may also rely on them to close strategic partnerships or VIP deals that require special attention and expertise. These can be more challenging than regular sales due to the complexity of the stakeholders involved and the fact that mistakes can be more costly. A high ticket closer is able to assess each situation accurately and create effective strategies for finding mutually beneficial solutions.
You may have luck finding a high ticket closer through a traditional job description or posting, or you can save yourself time and onboarding experience by using an outsourcing service. Companies like The Sales Connection have a team of professional and highly-skilled high ticket closers at your disposal.
While every high ticket closer brings their own unique skill set, there are certain characteristics that help to define the best high ticket closers. Below, you'll find the most common traits that can guide your hiring decision on which closer is best for your team.
Being a problem solver is an important skill to have for any high ticket closer. In many cases, customers can be hesitant to purchase more expensive products because they aren't sure if it is worth the cost. A high ticket closer needs to understand these customer concerns and be able to address them head-on by offering solutions that make it easier for them to make an informed decision.
To close high ticket sales, sales representatives need to be creative in their problem-solving abilities; this means being able to identify customer problems before they arise. This requires having a deep understanding of customer needs and being willing to break down barriers that stand in the way of a purchase. High ticket closers don't have "no" in their vocabulary and see objections as obstacles to overcome rather than blocks in the road.
Having good social skills is essential for a high ticket closer as it allows them to build rapport with their customers and create long-term relationships. To provide the level of care a high-profile prospect needs, closers need cultural sensitivity and the ability to empathize with customers.
Good social skills also make it easier for a high ticket closer to navigate tricky conversations and handle difficult objections without coming off as pushy or aggressive. While some of these soft skills can be taught, most of them come from years of repetition. Thousands of cold calls, hundreds of face-to-face meetings, and countless hours of customer feedback give closers an ability to relate to other human beings, unlike other types of sales professionals.
A good sales professional knows when it's time to stop talking and listen. Your prospects are going to give you more information about what your sales process is missing more than any other metric or data point. Having a closer with good listening skills gives your prospects someone in their corner. It is easier to convert a lead if they feel like you've listened and are able to provide a solution.
By taking the time to listen fully to customers, high ticket closers can more accurately gauge how best to approach each individual customer and tailor their pitch accordingly. The more objections your closer can identify from a prospect, the more capable they are in positioning your service or product as the answer.
Even small mistakes or inaccuracies can significantly reduce the quality of their work and undermine customer confidence. That's why to master high ticket closing, sales reps need to have high attention to detail. No detail is too small for a closer because they know any small gesture can end up being the difference between making a sale and losing it. According to Revenue.io, 42% of sales reps don't feel they are getting the proper information before making a sales call.
High ticket closers need to be meticulous when assembling documentation, researching customers, preparing pitches, and providing follow-up to ensure that all information is accurate and up-to-date. Having an eye for detail also gives the high ticket closer an edge in putting together attractive proposals that are tailored specifically to each customer’s individual needs.
High ticket closers help a business owner land bigger deals that often require complex sales processes. As such, they need to have a wide range of sales skills and knowledge in order to be successful. The key is finding the right person who can bring all these qualities together into one package that meets your company's needs. It may take some time and effort to find the right match, but it can make a significant difference in your company. Finding a good high ticket closer program or sales coach can be difficult on your own. It's easier to go with an outsourcing service like The Sales Connection, which gives your team immediate access to high ticket closers who has 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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