Have you ever wondered if it’s possible to consistently close over $1,000 with just one phone call? Heading into a sales call with a prospect can be a nerve-wracking experience. Ideally, you want to close the deal with just one phone call. That’s easier said than done, though. No matter how well prepared you are, or how enthusiastic you seem to be, there’s always a chance you’ll lose them to your competition.
According to the Close blog, approximately 80% of prospects report saying, “No” four times before they finally say, “Yes.” That means that closing the sale with just one phone call is a challenge – but it’s not impossible.
Closing a deal is not an easy thing to do. It requires you to communicate with a high level of finesse, and build trust while convincing your prospect that they are making the right decision.
How do you plan to approach a situation where the prospect asks to postpone their decision to a later date? Or what if the prospect asks for a discounted price that you cannot deliver? These simple questions can mean the difference between you earning a business deal or creating a lucrative partnership.
Let me ask you this question, what is the first thing that comes to your mind when you hear the words ‘sales person’? Do you think about the excessive amount of cold calls you receive, or the number of times you’ve been stopped by someone in public who was trying to sell you something and being too pushy?
Whatever comes to mind, it’s often not a pleasant experience. Sales people can often make you feel like you are being pushed into making a decision that you will regret in the future. This is not the type of salesperson anyone strives to be.
The Secret to Closing Deals with Just One Phone Call
It goes without saying that closing a deal over $1,000 with one phone call requires a lot of skill and preparation. You have to prepare for every possible situation, including setbacks and possible sales objections.
Here’s the truth: You’re not the only salesperson who feels unsure of your ability to close. However, without that feeling of risk, closing deals over the phone would not be possible.Feeling uncomfortable can be an incredible opportunity to learn and grow. Click To Tweet
After analyzing millions of sales calls, and speaking to hundreds of sales professionals, we’ve found the most effective way to close over $1,000 with one phone call. Dan Lok calls this profession High Ticket Closing.
As a sales professional, time is money. A High Ticket Closer facilitates deals on premium-priced products in any given industry. They don’t chase prospects or make cold calls to generate leads. Furthermore, they don’t fit the common persona of the aggressive, pushy salesperson who pretends to care about their prospects.
If you want to dig a little deeper into the profession of High Ticket Closing, Dan Lok has prepared a special offer just for you at the end of this article.
Let’s discuss some strategies that High Ticket Closers use to consistently close over $1,000 with one phone call. Below are some tips for closing with just one phone call.
Develop a Strong Mindset
The first strategy you can use to consistently close over $1,000 with one phone call is to develop a strong mindset.
Picture this: You’re in the middle of a sales call and your prospect asks you a question that you do not know the answer to. Thrown off by the question, you begin to ramble about the product. After the sales call, you’re embarrassed by how unprofessional you were and begin to question what the prospect must have thought of you.
As a sales professional, you are going to make mistakes. However, the way we handle these mistakes will decide how successful we will be in the future.Turn your failures into feedback, and it will make you unstoppable. Click To Tweet
Self-criticism is a healthy and important part of growing as a sales professional. If you want to close more deals with one phone call, you’re going to have to address these mistakes and learn from them.
Idowu Koyenikan, American author and consultant once said, “The mind is just like a muscle – the more you exercise it, the stronger it gets and the more it can expand”.
Unfortunately, negative feelings such as self-doubt, anxiety, nerves, and overthinking can often not be avoided. However, we have prepared a list of five techniques you can use to help you overcome those hurdles.
Remember These 5 Techniques to Develop a Stellar Mindset
You can’t let one bad experience hinder the performance of future sales calls. Using these five techniques, you can develop a stellar closing mindset and have a fulfilling career.
1. Practice positive affirmations
Dan Lok recommends that all of his students start off their day by reading out loud their list of positive affirmations. Here is an example of one:
Today I will close at least two deals over the phone and in return receive over $2,000 for my time.
While this event has not happened as yet, you are mentally preparing yourself for greatness, and manifesting it.
2. Turn failures into learning experiences
Take a look back at your past experiences and see what areas you can improve on. For example, if you froze on your last sales call, maybe this implies you need to spend more time practicing beforehand.
3. Never stop learning
To this day Dan Lok is still learning new techniques to close deals in just one phone call. Conduct a self audit on yourself and look for new ways to improve your skill set.
4. Live in the present
Give yourself some credit for how hard you work and how far you have come. Enjoy what’s happening now and live for today, you’ll live a much more prosperous life.
5. Find a coach or mentor
A mentor is a simple yet effective way to hone in and master your skill set. Additionally, your business mentor can be the resource you need when you are looking for advice.
Using these simple techniques, you’ll be mentally prepared to close high ticket deals with just one phone call. But it doesn’t stop there, the next strategy is to master your communication skills.
Master Your Communication Skills
The second strategy you can use to repeatedly close over $1,000 with one phone call is to master your communication skills.
Communication skills has to be the most essential skill that any sales professional needs. Whether you are meeting the prospect in person, or speaking to them over the phone, your communication skills will determine whether or not you close the deal.
Active listening is important if you want to close a deal with just one phone call.
Closers communicate with their prospects about the product they are selling or the relationship they want to build with them. But the truth is, anyone can do that. What’s much more important is how you deliver this message, and the fact that you first listen to their needs.
According to Forbes, “Only 15% of financial success comes from knowledge or technical skills. The other 85% comes from an individual’s ability to effectively communicate, negotiate, and lead”.
The level of communication skills a closer requires is dependent on their experience and the industry they are closing for. For example, if you are new to the furnace industry, you will need to spend the time learning about the terminology as well as typical questions and problems that may arise.
You might be thinking to yourself, Why do I have to do this?
The answer is simple. By becoming highly familiar with the industry’s vocabulary and typical questions and problems, you will be able to present yourself to your prospect as an expert, and be able to effectively answer any of their questions.
Effectively Communicate Using These 3 Tips
Learning how to effectively communicate is a straightforward process. If you’re ready to close more sales with just one phone call, we have prepared a 3-step checklist for you to use:
1. Record yourself
Start off by recording yourself pitching a product or service to a prospect. Take note of the tone of your voice and the way you speak. Do you hear a sense of fear, uncertainty, or nervousness? And if you did record one of your sales calls, and you listen back to it, did you interrupt your prospect when they were trying to speak? It’s good to be aware of bad habits like these.
2. Anticipate any questions or objections
Let’s say you are closing for the furnace industry, what kinds of questions or objections may a prospect have? Write down as many questions as you can think of and prepare an appropriate answer for each of them. You can never be over prepared for a closing call.
3. Practice until it becomes second nature
The final step is practice over and over again until it becomes second nature to you. Hand a friend your notebook and try to close them on the product you are selling. Have them ask you questions about the product and practice how you would address them.
By becoming highly familiar with the industry’s vocabulary and typical questions and problems, you will be able to present yourself as an expert and take control of the conversation. This is essential if you want to close over $1,000 with just one phone call.
Take Control of The Conversation
Another strategy you can use to close deals as large as over $1,000 with one phone call is to take control of the conversation
What do you think we mean when we tell you to take control of the conversation?
Are we suggesting that you should tell the prospect to buy your product right now? Or are we telling you to be blunt and honest with your prospect? Not quite.
Before you go into a closing call, think about what problem your product is solving for your prospect. For example, if you are selling a furnace for a high ticket price, why does your prospect need one in the first place?
The key to controlling a closing call is to have a fundamental understanding of your prospect’s needs beforehand. This will help you to ask questions that will guide your prospect in the right direction. You’ll be able to ask questions that guide your prospect into deciding to buy.
Remember that sales professionals are often not very good at leading conversations. If a sales call ever feels like it’s no longer productive, or drifting away from its original purpose. Chances are, it’s because you didn’t do a great job controlling the conversation. If you want to close over $1,000 with just one phone call, you’re going to have to practice controlling your sales calls.
Own the Closing Call
Imagine that you’re on a closing call and your prospect is on the border line of whether or not they want to go forward with the offer. What do you do?
Many articles begin to answer this question by suggesting you throw more information at them. Press the benefits of the product, and sell the solution. We couldn’t disagree more with this approach.
The most important thing you can do in a closing call is listen. You gain your prospect’s trust when they feel heard and listened to.
Bernard Baruch, American investor and politician once said, “Most of the successful people I’ve known are the ones who do more listening than talking”.
Below we have prepared a 3-step checklist for you to follow to become an effective listener in a closing call:
- Ask specific questions
- Carefully listen to the prospect’s response
- Tailor your answer to their response
If you want to consistently close over $1,000 with one phone call, it’s crucial that you tailor your answers to the prospect’s responses. This way they know that you are not just reading off of a script.
If you ever feel like the conversation is drifting off course, take the time to ask questions that can help guide your prospect back onto the right path. An example of this could be, What are you looking to achieve today?
This simple checklist will ensure you always have full control of the conversation. But it doesn’t stop there, what if you could take control of the sales call before it even started?
Don’t Chase Your Clients
An important strategy you can use to close a prospect with just one phone call is to not chase your clients.
Have you ever gone to the mall and been rudely interrupted by a salesperson at a booth trying to sell you something? How did it make you feel?
These are the same emotions prospects are feeling when a sales professional calls them. It doesn’t matter how professional you come off to be, or how friendly you are, the deal was dead the moment you interrupted their day.
How do you think your prospect is going to feel when you disturb their meeting, interrupt their phone call or prevent them from doing business, just so you can try to close them over the phone? Right there, you have already started off on the wrong foot.
However, when a prospect calls you first, you have their full attention. Right there, you have already won 50% of the game. Why? Because they are in the mood to buy, and you can use this piece of information to your advantage and control the conversation.
Let’s take a look at two different scenarios:
Scenario #1: You call the prospect: Hello John, how are you today?
Scenario #2: The prospect calls you: Hello, this is Team Dan Lok, what can we do for you?
Do you see the difference between the two scenarios? This will drastically help you to consistently close over $1,000 with one phone call.
So how can you conduct business in such a way where high end clients contact you first?
Bullet-Proof Client Acquisition Model
Cold calling will usually result in your prospect rudely hanging up on you. If you’re ever having trouble finding high end clients, chances are you are approaching the situation the wrong way.
Here are 3 strategies you can use to build your network and earn more high ticket clients:
1. Build your personal media platform
There’s never a bad time to expand your business on social media. Whether it be LinkedIn, Facebook, Twitter, or Instagram. You have the ability to market yourself for free in front of a large audience.
2. Develop an omnipresence
Simply put, and omnipresence means that you can be found on multiple social media platforms. For example, if you do a Google search of “Dan Lok”, you will find he’s on nearly every single social media platform including YouTube.
3. Don’t be afraid to share your work
Dan Lok always talks about the law of consumption. It tells us that for every $1,000 you want people to spend with you, they need to experience at least one hour of your content. So, share videos about yourself, and stay active on social media.
Jeff Bezos, CEO and Founder of Amazon, once said, “We see our customers as invited guests to a party, and we are the hosts”.
These three strategies will assist in the customer journey and guide them towards doing business with you. This is what you need to consistently close over $1,000 with one phone call.
Always Discuss the Next Steps
In order to close a sale, always discuss the next steps. Picture this: You’re on a closing call with a sales professional and you agree to purchase a high ticket product. The sales professional then replies, “Thank you” and puts down the phone.
Do you see the problem here?
You don’t have any idea of what the next steps are. How do they collect your payment, where do they deliver your product to, what should you do if you change your mind? These are important questions that should be clarified before the sales call ends.
By always closing for the next step, there will never be a point in the sales call where you sound uncertain or unprofessional.
For example, let’s take a look back at the same closing call we pictured earlier. Let’s say you agreed to purchase the product, but had to get the credit card from his boss at a different date. The sales professional responds with one of these two questions:
Question 1: “Perfect, can I call you back in a week?”
Question 2: “Do you have your calendar handy? Let’s schedule a date and time to collect the payment method.”
It goes without saying that the second question is the correct way to approach this problem. By closing for the next step, this will ensure you consistently close more deals with just one phone call.
Stay One Step Ahead
Approaching a closing call with a reactionary mindset can be very unforgiving. In order to be one step ahead during a sales call, you need to be in a proactive mindset.
If you want to seal the deal with one phone call, you’re going to have to change the way you view your closing calls.
Start off by doing your research and qualifying your prospects ahead of time. Just because someone is looking to go into a closing call with you doesn’t make them a qualified candidate to be your prospect.
Dave Stein, sales professional and entrepreneur once said, “If an opportunity isn’t effectively qualified, the sales rep will operate under the mistaken impression that the deal is theirs to win.”
For example, let’s say a prospect calls you one day in the mindset to buy, but they’re being extremely difficult. No matter what questions you ask, or how hard you try to lead the conversation, they just won’t budge.
You’re frustrated and upset that you couldn’t close your prospect in one phone call, so what do you do? Take a moment and research what the average prospect looks like in the industry you are working for.
Ask yourself questions about your typical prospect persona, such as:
- What is their average age?
- Which job title do they hold?
- What are their goals?
- Exactly what do they desire?
- What problem are they trying to solve?
By qualifying your prospects ahead of time, you will now be prepared to regularly close prospects with just one phone call.
So, now you know of five key strategies that High Ticket Closers use to consistently close over $1,000 with one phone call.
As a sales professional, time is money. If you want to be a better closer, you need to master your closing skills as quickly as possible. Below we have summarized the five strategies covered in this article:
1. Develop a strong mindset
As a sales professional, you are going to make mistakes. However, you cannot let this hinder your performance. Using the five techniques covered in this article, you too can develop a stellar closing mindset.
2. Master your communication skills
Communication skills have to be one of the most important skills any closer needs. In a closing call, it all comes down to how you deliver your message to your prospect.
3. Take control of the conversation
By taking control of the conversation, you will be able to guide your prospect to a rational decision and keep the call on track. And if you’re ever unsure, don’t forget about the value of listening.
4. Don’t chase your clients
By letting your clients call you, they will be in the buying mindset. You can then use this to your advantage to help control the conversation and close the deal.
5. Always discuss the next steps
Discussing the next steps will help you to stay on track during a sales call and ensure you both know exactly what’s going on. Don’t forget to do your research and qualify your prospects ahead of time.
If you want to learn the art of closing from Dan Lok himself, and you want him to train you on how to become a certified High Ticket Closer, here is an invitation for you to join an exclusive 4 day training organised by Dan Lok.