Almost every prospective client I meet wants to make sure we are not using High Pressure Sales Tactics when closing sales on their behalf. I understand the concern especially when dealing with a generation that connects high pressure selling to some shady car salesman in a leisure suit trying to sell them a lemon.
High pressure selling died with the rise of the information age.
Opportunities and competition have saturated most markets and customer relationships and there long term value is at an all-time high. For the few old school managers that push aggressive tactics their days are numbered. You know who I’m talking to.
In high ticket sales’ LISTENING is the new tactic and it doesn’t matter who is on the other end of the conversation. CEO’s, managers, and even your B2C consumers all need to be heard.
If you have an offer of true value than your focus needs to be building a long term customer not closing by any means necessary.
I’m replacing ABC – ALWAYS BE CLOSING with ABPS – ALWAYS BE PROBLEM SOLVING.
You can’t solve a problem if you are not listening.
You can’t solve a problem if you are forcing a solution that is not a good fit for the consumer.
ALWAYS BE CLOSING implies that you always have the solution and the fact of the matter is not everyone is a good fit for your offer just because they made it through your funnel.
Do not confuse the ability of your sales team to take someone’s money with the fallacy that they should always take someone’s money.
If your solution is not a good fit for someone the BEST business owners understand this and will respect the sales team they have empowered to make that decision.
If the sales team is not living up to your standards than YOU either made a bad hire or YOU need to work on the value that YOU are delivering.
There are so many elements to a successful work sales funnel and yet when standards are not met it is the sales team that is getting the finger pointed at them because they are the closest connection to the bottom line. Try backing up a few steps and making sure you’re offering enough value and are giving your team the value proposition needed to close through transformational selling.
Transformational selling is the process of taking your prospect from – where are you know, where are you trying to go and what is stopping you from getting there…hopefully we have the solution but if not the sales team has still done their job with or without the close.
So business owners, entrepreneurs and anyone that is selling anything…CHECK YOUR VALUE.
If you are not building a pipeline (or your agents are not) for your high ticket offer you are
missing out on some serious revenue. The most common and effective high ticket model
currently is automated webinar -> Application Form - > Calendar -> Strategy Session Call.
Now this model is designed for a single-call close but the reality is MANY potential clients will
not pay 5k to a stranger on the call no matter how good the closer is or how bad they want it.
Now I can picture some of the sales leaders in our industry boasting that every call is a close...
they are wrong...no matter how much I want them to be right.
If you are an overly aggressive closer you probably shut a lot of doors that are not going to
reopen...but if you are a good listener you can hear the sincerity in your potential client’s voice
and that is important.
If you don’t have a CRM a simple excel file will do...you should be tracking your call flow in
some fashion regardless.
Couple of steps...
1. THE CALL-OUT: “Hey John, I’ve really enjoyed speaking with you and I would love to
work with you but the fact is I get a lot of people who tell me they want to think about it
and I never hear back from them. If this just isn’t for you I’m fine with that I just want to
be transparent with each other.” -Often they will give you a real answer.
2. FOLLOW-UP APPOINTMENT: If you ask the above and they tell you they are seriously
interested ask for a follow up appointment...even if it is a month out if they refuse to give
a date they are blowing smoke and not interested.
3. MANAGE THE PIPELINE: Stay in contact at least via email, send them updates from the
companies, case studies, marketing tips or anything directly related to the conversation
you had. This is why taking notes is VITAL...if you send a prospect an email weeks later
and it is directly related to something they said you have built a real connection.
We’ve added millions of dollars in sales over the years with strong follow-up systems.
You might have noticed I used the word system there. It is easy to create but needs to be built
for your offer. The goal is to make several points of contact but not to be too pushy and it must
NOT “Hey John, just seeing if you had the money yet for the program.
Unless you are running a serious promotion and money was the reason they did not take the
initial offer, than this is completely inappropriate.
Selling is connecting so if they had trouble with FB traffic for example and you happen to find or
create a template or blueprint that would help them...
“Hey John, I saw this ad for a free blue print on FB advertising and I remembered you said that
it was an issue for you so I downloaded it for you (attached). There are some great nuggets in
here...hope this helps”.
Now that is how you build a connection and turn a prospect into a future customer with proper
If you’re high ticket funnel is getting plenty or clicks and maybe even webinar sign ups but few or no appointments it can be very small tweaks that make a HUGE difference. In fact, I’ve seen tiny changes create 300% for appointments from a seemingly insignificant change.
I’ve watched a lot of automated webinars with the goal of scheduling appointments and eventually
trying to sell a high ticket offer. The Great, average and extremely terrible…you’ll usually fall into one of these categories.
Now, I’ll be posting about several other high ticket sales funnels FAILS but I’m going to try to focus on a BIG one here.
However you need to know your numbers and whatever automated webinar service (RECOMMENDATION: http://stealthseminar.com ) you are using it is vital to know when your viewers are leaving the webinar.
This article is directed towards viewers leaving at the end of your webinar…meaning majority are watching to the offer.
I had a client bring me an EXTREMLY TERRIBLE WEBINAR recently and they made this major mistake that is pretty common…
When your webinar is supposed to result in scheduling an appointment…DO NOT TRY TO SELL
ANYTHING MORE THAN THE APPOINTMENT.
If the webinar is meant to sell a product or service go all in and make your offer a NO-BRAINER to get the credit card out of their wallets. In this case you’re offer should be less than $500 especially if it’s cold traffic....build your list of buyers - build your paying community!
But if there is a calendar link at the end of your webinar you need to be selling that consolation,
strategy, discovery, breakthrough or whatever you want to call it, the rule is DON’T SELL YOUR OFFER – GIVE ENOUGH VALUE AND CREATE ENOUGH INTRIGUE TO SELL THE APPOINTMENT.
There is a BIG DIFFERENCE!
Closers are meant to walk them through the transformational match making process. Webinars are meant to introduce you, call out the problem, introduce a solution (creating intrigue) and selling the next step = call with closer.
Now I realize it’s a fine line between offering enough value and saying too much but if the goal from the beginning is to sell the appointment and not the offer you’ll end up with a lot more appointments and give your closers and potential customers a real informational experience.
Understand every interaction with a client in a funnel has a purpose and it is easy to sabotage your funnel by jumping the gun and talking about the program when it’s time to talk about the problem.
When the timing is right and the funnel does its job the closer will do their job and present the right
offer to the right client at the right time.
Contact HIREACLOSER Here...
Creating high ticket programs for consultants, coaches and respected experts has become a growing trend for online entrepreneurs.
The problem is most of these programs never sell. Driving Facebook traffic, getting leads and even scheduling appointments is very doable…but getting those leads to actually convert is a major obstacle for most.
I’ve seen programs across the board in all industries and with wide range of price points. Great
programs with great coaches that just can NOT seem to sell.
The reality is this is not a Kevin Costner movie set in a cornfield in Iowa where if you build it they will come. There are several mistakes I see regularly in high ticket program sales that prevent it from being wildly successful.
Maybe I’ll write an article about each of them but today I’m going to focus on the single most common mistake…
It’s not the program, not the marketing, and not the price.
The most common mistake is right there in the call…after all the work that went into the funnel to get the call scheduled…when this potential client has taken the time to ask for help with the problem you solve and it still can’t be closed the problem is you or the person you are allowing to close your high ticket offer has no idea how create the value needed to justify the high ticket.
I’m a strong business owner but if I were to start a restaurant I wouldn’t be doing the cooking because that’s not my strength.
Same concept here…STAY IN YOUR LANE!
Let’s say you hire a sales agent that also can’t close the offer…now the question becomes is he a high ticket CLOSER or is he one of many informational script reading agents that is out of his/her own comfort zone?
Sales agents are a dime a dozen but high ticket closers are hard to come by. Closers know how to create an irresistible value proposition around a solution (your offer) but above all they know how to LISTEN. Closing high ticket offers is not informational selling…it’s transformational.
Agents read scripts and pitch…closers listen and solve problems.
I’m not saying sales agents are not good at making sales because they can be very good on the right offer…but high ticket programs need Closers to properly and patiently lead prospects through a transformational experience.
It’s not an aggressive pitch filled with the program benefits and sneaky sales tactics.
If you’re not closing your high ticket program or the agents you’ve hired are not closing it either I would record their calls and listen to see if they are pitching an offer or if they are helping your potential customers solve a problem.
Are they building rapport? Are they asking open ended questions? Are they listening and responding to what is being said or just waiting to talk about another awesome factor of your program?
If you have a great high ticket program and struggling to make sales or scale your program to it’s
potential schedule a call with HIRE A CLOSER .
Hire A Closer specializes in one call closing for some of the most successful high ticket programs and experts online.