Looking to get into the sales industry? First, you need to learn how to start a career in sales and what it takes to be a great closer. You don’t just want to be able to sell, you want to be able to sell high ticket offers.
Most people have a preconceived idea of what they think the sales industry is like. They often imagine a salesperson who stands around for hours, trying to convince people to buy a product or service. Someone who uses pushy or aggressive sales tactics to force or manipulate the customer to buy, when they are not ready or aren’t sure this particular product is the right solution for them. But the truth is, this is not what a real sales professional is like.
On the other spectrum of the sales industry, is what I call High Ticket Closing. High Ticket Closing focuses on selling expensive, high ticket items to a very specific audience who can afford the premium prices. Because the product being sold can go for tens of thousands of dollars, the skills that are required to influence the customer to buy, are much more advanced than what you’d find from your normal everyday salesperson.
High Ticket Closing is one of the most rewarding careers you can get into, both financially and personally. Here are a few tips on how to start a career in sales, and why I believe High Ticket Closing is the best industry to get into.
How To Start a Career in Sales: An Overview of High Ticket Closing
High Ticket Closing focuses specifically on selling high ticket items to an affluent audience. Some examples of high ticket items are diamond jewellery, luxury items, expensive sports cars, designer clothes and rare collectibles.
While most customers want the best item at the cheapest price, the prospects that are focused on high ticket items desire the exact opposite. To them, they understand that if they want the best quality item, they get what they pay for. In fact, these prospects are actually prepared to spend a lot of money, and if your product does not reflect that belief, they will perceive it to be of low quality.
For example, if there were two identical sports cars in the same color, except one was selling for $2,000 and the other was selling for $200,000, which one would you perceive to be of higher quality? Most likely the more expensive one. In fact, research shows that when participants were asked to sample wine, they perceived the more expensive bottle to be better tasting – despite it being the same wine.
This is why I believe High Ticket Closing is the best kind of career you can choose in sales. Because you are catering to an affluent audience, you are going to be paid a much higher income. The commissions you receive from selling just one item, are equivalent to a hundred sales of an item that would be lower in price. Instead of spending your time making a hundred sales, you can simply focus on making one. It’s a much better use of your time and energy.
Imagine being able to make your entire monthly quota in just one transaction. How much more time would you have if you were able to do that?
Why Standard Sales Techniques Won’t Work With High Ticket Items
When researching how to start a career in sales, your research should of course include High Ticket Closing if you want to make real money. High Ticket Closing differs from traditional sales due to both the audience it caters to, and the process the customer and closer goes through before making a sale.
For example, if you had to sell a pen, how would you do it? Most salespeople I know would say something like this:
“You won’t find a better pen anywhere else.”
“This is a limited-edition 2001 Sharpie that won’t ever be made again!”
“You’re looking for a pen, and I’ve got one right here. Why don’t you buy it?”
If you try these kinds of sales tactics on an affluent audience, I can guarantee you will bomb the sale. An affluent audience does not care about the perks or benefits of the product. They care about how it makes them feel.
Think about it. Why do women love diamonds and expensive jewelry so much? It’s because it makes them feel rich. It makes them feel important, and separates them from everyone else. Owning expensive jewelry is a sign of exclusivity, that makes them feel special.
When you are selling high ticket items, you are selling emotions, not benefits. People can easily use logic to justify why they would or would not buy something. But rarely does anyone justify how they feel about something. Focus on bringing out the emotions from the customer during a sales conversation. If you can cater to people’s emotions, you can close the sale with ease.
How to Use Emotion to Lead Customers to a Close
I remember one time I walked into a suit store, and the salesperson came up to me and asked if I needed assistance.
“Oh I’m just browsing around, thank you very much.”
I specifically told him I wasn’t looking to buy anything. But then he did something very clever that I still remember to this day. Instead of trying to push me to buy something, he simply asked me a question.
Salesman: “Are you a fan of James Bond?”
Me: Yes, of course I am, who isn’t?”
Salesman: “I have here a jacket – the same kind of suit jacket that James Bond wears. Could you try it on for me? I would like to see how it looks.
Curious, I put the suit jacket on and stepped in front of a mirror.
Salesman: “How does it feel?”
Me: “It feels very good, just like James Bond himself.”
Salesman: “Well, I’d say you look just as good as he does. And if you’re interested, we actually have a sale today on this jacket.”
The minute I put that suit jacket on, stepped in front of a mirror and saw how I looked, he knew he had me. To this day I still remember that interaction, because of how well he handled that sale. He didn’t push me, try to change my mind or rush me. Instead, he asked me how I felt. He catered to my emotions, knowing that if I put that suit jacket on, it would make me feel good.
If you want to close more deals and sell high ticket items, learn to cater to your prospects emotions, instead of their logic.
How Much Money Can You Earn From High Ticket Closing?
If you’re curious to know more about how to start a career in sales, and are thinking about going into High Ticket Closing, you may be wondering how much you can actually earn.
A normal salesperson in a company typically spends their day making phone calls, following up with leads and trying to sell the company’s products. For nearly 8 hours a day, their schedule is filled with tasks that don’t produce much of a result, and are paid a salary for all the energy, time and work they’ve put in. Their income is capped based on what their boss thinks they are worth.
Compared to High Ticket Closing, your income has no limit. The more products you can sell, the more money you can earn. For example, suppose you are in the industry of selling high ticket car brands like Bentley’s, Rolls Royce’s and Lamborghini’s. These cars sell at a minimum price of $200,000. Let’s say you were able to sell 2 of these a month, and you were paid a 10% commission for every car that was sold. That means you would get paid $40,000 a month based on your commissions alone.
What’s even better, is the fact that not many people are going to want these expensive high ticket items. You won’t have to waste your time talking to prospects that are ‘just looking’, and try to convince them to buy. The people who do show up are customers who are ready to give you money. Ask yourself, would you show up to a Lamborghini dealership unless you were ready to buy?
This is just one example of how much you can earn selling high ticket items. The better you are at selling, the higher your commission, and the more you can earn.
Traditional Sales Is About Pushing, High Ticket Closing Is About Redirecting
Salespeople have a bad reputation. Most people think of them as desperate, needy people who are only after your money. They don’t care about your needs, what you’re looking for or how they can help you. All they’re after is how they can convince you to buy their product.
As a result, your first instinct when you meet a salesperson is to either run, or tell them you are not interested. And that’s why traditional sales methods do not work, and why so many salespeople become frustrated. They use outdated sales tactics that people have become accustomed to. A salesperson does their best to bring in sales and keep their jobs, but customers keep rejecting their advances. Before they even have a chance to open their mouths, they’ve already been shot down.
High Ticket Closing is the exact opposite. Instead of telling the customer why they should buy your product, they do it for you. There’s no pushing, selling or need to convince them. If you offer a valuable service that people want, there’s no need to sell. In fact, the customer will be begging you to take their money, because you can solve their problems. You’re viewed as their trusted adviser, because instead of being a pushy salesman, you’re listening to their problems and advising them accordingly.
This is referred to as consultative selling. It’s a more ethical, and much more effective type of sales technique that works when you want to close high-ticket offers. If you’re considering learning how to start a career in sales, you should read this article on consultative selling.
High Ticket Closing Solves Problems And Saves Businesses
Think about it like this: Imagine that you were swimming when you suddenly got a leg cramp. You start flailing around, trying to keep yourself afloat but with every second, you are sinking. At the moment where you are just about to run out of energy, I offered to throw you a life saving device that you could hold onto.
You have two choices in this scenario:
1) Accept the help and be thankful that someone came to your aid when you desperately needed it
2) Reject the offer and try to keep yourself afloat – which means continuing to struggle, gulping down water and trying not to drown
High Ticket Closing allows you to make your prospect feel the same way. Instead of telling them “Hey, you should grab this life saving device because I told you so”, you let them make the decision themselves. Because you are not forcing them to do anything, they are much more likely to say yes and to accept your offer because it’s their own decision. High Ticket Closing allows you to lead the prospect into a scenario which makes them realize they need help. And when they are drowning in problems, it is very hard for them to say no.
The High Ticket Closer’s Methodology To Handling Objections With Ease
When you are dealing with prospects, there will always be objections. Your prospect might think your product is too expensive. Or that there are better options available on the market. If you don’t know how to respond, you will push the prospect away, and the sale with it as well.
Not knowing what to do or say is one of the biggest reasons why salespeople don’t succeed. They don’t know how to respond to objections, because they’re unsure of what to do. As a result, they either resort to pushy tactics or sounding desperate, which turns prospects away.
Instead, High Ticket Closing focuses on redirection. For example, let’s say you charge $5,000 to help business owner’s who are making $100K a year triple their sales revenue. If your prospect said that your price is too high, one of the ways you would handle this objection is by asking them:
“I understand that. But let me ask you a question, is this a matter of price or value? Does it really matter if I charge you $5,000 or $50,000? At the end of the day, I’m going to help you triple your sales revenue.”
Instead of trying to justify your price, make them justify it. Let them see how valuable you are, and why you charge the price that you do. If they aren’t comfortable with that price or if it’s not within their budget, they can always say no. When you say something, it means nothing to the prospect. But when they say something, it means everything.
How Desperation Kills Sales – The Mindset Behind High Ticket Closing
A lot of salespeople get caught up in trying to make the sale, that they become desperate. They begin to lower their price, or justify why the prospect should pick them. And when they don’t make the sale, they get down or harsh with themselves. Saying that they suck as a salesperson, or that they could have done better.
If you want to succeed in sales, you need the mindset of a High Ticket Closer. A High Ticket Closer’s mindset does not care whether or not the deal is closed. Regardless of whether or not the sale is made, the closer knows they are good. As a closer, you do everything you can to influence the prospect to say yes. Whatever happens after that, is out of your control. If your prospect doesn’t see the value in what you can do for them, that is their problem. You do not need to go out of your way to make them see it.
Remember that if one prospect is not a good fit, there is always someone out there who is. Someone who is waiting for you to approach them and to say yes to your offer. What one person may not find valuable, another person will. It’s like asking a vegan if they would like to sample the finest cut of steak you have to offer. They may not say yes, but that doesn’t mean the next person feels the same way.
Always remember that whether or not the sale happens, has nothing to do with you. Have the confidence to walk away from a deal, if the terms do not favour you.Whether or not they buy, has NOTHING to do with you. Click To Tweet
Watch My Free Training On High Ticket Closing
Unlike traditional 9-5 jobs, High Ticket Closing provides you with freedom.
Being a high ticket closer comes with many perks and benefits. You are a closer who is consistently closing high ticket items and generating money. Companies, business owners and entrepreneurs need skilled closers who can effectively sell high ticket products to customers.
Because of what you bring to the table, you have a lot of freedom in how you plan your own schedule. You don’t have to be stuck in an office for 8 hours a day, wasting time commuting to work or getting stuck in traffic jams. All you need is a communication device like a phone or laptop, to talk to prospects.
This allows you to work from anywhere in the world. If you have kids, you can work from home while still making sure they are taken care of. Or if you want to plan a vacation and bring your work with you to the beach, that is also an option. High Ticket Closing is a way people can generate a handsome income without the hassle that comes with a traditional day job.
If you’re interested in learning more about how to start a career in sales and get into High Ticket Closing, watch my free training series here.