Today you’ll get all kinds of techniques, tips, and strategies to improve your sales process…
So you or your team can close more sales with certainty, but WITHOUT feeling needy, sleazy, or inauthentic.
I’m sure you’ll agree…
Without sales, a business fails.
The sheer number of entrepreneurs that get into business without sales skills always shocks me.
So without further ado, let’s get started.
The Psychology of High Ticket Sales
Selling high ticket is nothing like normal sales.
You’re selling solutions to burning problems in your prospect’s life.
You’re selling emotions and an experience they can only get from you and a handful of others.
And if your marketing is done well, they’ll perceive you as the BEST option to solve their problem.
KEY POINT: You’re a value adder NOT a product pusher.
You never want to come across as needy when you’re on the phone, and you must get into the right mindset before the call begins.
I know you know this, but when there’s money on the line, people sometimes forget how important this is.
How To Set The Agenda
Your sales interaction starts before you even get on the call.
It begins with the prospect’s experience in booking the call or dealing with you or your team over email or social media.
This frames you as the expert and allows you to remove pressure from the prospect and gives you control over the conversation.
3 Important Skills In Sales
The success of your closing call relies heavily on your ability to uncover your prospect’s pains, challenges, and obstacles.
You want to know what’s stopping them from achieving their goals, and you must then bridge the gap with your solution.
When the time comes, you must also be prepared to handle any objections they have.
Rather than having 101 ways to handle objections, I’ve discovered there are only 2-3 ways to handle the most common objections.
One of the main ways I do this is by turning their objection into a commitment, and I’ll show you exactly what I mean in a moment.
The two things I mentioned above are 2 of the 3 important sales skills you must possess.
7 Stupid Questions That Cost You Sales
Most salespeople think sales is all about talking to your prospect and selling them on the features and benefits.
But closers know sales is more about asking the right questions and listening.
The more you listen, the more you close.
But there are a number of questions you could ask that can and will cost you the sale.
The closer has no idea they’re asking the wrong questions and if you ask these questions, they’ll cost you money.
Watch the video above for the questions and what to ask instead.
How To Gain Confidence In Sales
Ultimately, the best way to gain confidence in sales is repetition, repetition, repetition.
You’ve got to roleplay and practice daily, even if you’re speaking with prospects daily.
Imagine knowing all the objections that could come up in your sales calls and having an answer for each one.
The next time an objection comes up, you’ll know exactly how to handle it.
How To Handle Objections Like Kung Fu Master
In any sales call, your prospect may have multiple objections.
These could be pricing objections or other ways of stalling the sale such as…
“Let me think about it”, “I’ll get back to you”, “Send me more info” etc.
We as closers will trigger objections in the prospect.
I have countless sales and objection-handling videos on my YouTube channel.
So feel free to search “dan lok objection handling” and watch as many videos as you can handle.
Why Hearing a “No” Isn’t The Worst Thing
We’ve all been there…
You get to the end of your presentation and your prospect says “no”.
If you’re like most people, you’ll think all that work was for nothing.
But if you’re like me and my team, you’ll be prepared.
There’s actually a way you can make money even when your prospect says “no”.
How To Use Reverse Psychology To Disarm Your Prospect
Reverse psychology is an advanced method I teach all my mentees and clients.
It works well when your prospect’s needs are below a 5.
Let’s pretend your prospect is making good money but they’re unhappy with their job, and your solution will help them move from their job but make the same money.
There’s no real financial incentive for them to move, the big incentive is working in something that’s more fulfilling.
So they tell you they’re making $100K per year.
Reverse psychology would sound like this “$100K. It sounds like you’re doing great, what’s wrong with that?”
This gets them to open up about their situation.
In closing, sales is an intricate topic with many nuances that can make or break your closing ratio.
I believe it’s the most important skill in business, and if you want to see your business explode, possessing the right skills or having a solid sales team is key.
Until next time, go high ticket,
P.S. – We’re just weeks away from our 3-day event High Ticket Mastery.
Our last one was a huge success, and those in attendance got the exact strategies I’ve used to sell over $100 million in coaching and consulting products and masterminds.
These strategies helped them create an irresistible high ticket offer…
Attract hordes of high-value prospects using free traffic methods…
And close sales without feeling pushy or inauthentic.