If you run an online business such as executive coaching, consulting or education and are looking for effective ways to drive growth and revenue, you may want to consider adding a high ticket closer to your sales team. A high ticket closer is a salesperson specializing in selling products or services that are offered at a premium price. Closing high ticket sales often involves contracts worth thousands or even tens of thousands of dollars.
If you're interested in hiring a high ticket closer or becoming one, we’ve created a full overview of the position and why the high ticket closer is so valuable to a business.
What Is A High Ticket Closer?
A High Ticket Closer plays a pivotal role in today's business landscape, handling transactions ranging from a modest $5 to significant amounts exceeding $50,000. This position, crucial in any business setting, is less about traditional selling and more about strategic problem-solving.
This type of sales professional is akin to a skilled doctor. When you visit a doctor, they don't immediately prescribe medication. Instead, they ask pertinent questions, assess your symptoms, and provide a diagnosis and treatment plan. Similarly, a High Ticket Closer focuses on understanding clients' needs through careful listening and insightful questioning, paving the way to offer tailored solutions that genuinely address their concerns.
One of the distinctive aspects of being a High Ticket Closer is the flexibility and autonomy it offers. These professionals have the liberty to set their own schedules and the luxury to work from virtually anywhere in the world. This role transcends a conventional job; it's about embracing a larger purpose and upholding the highest standards of a respected profession.
The High Ticket Closer is indispensable for businesses seeking to tackle their most pressing challenges with solutions that are both effective and elegantly presented solutions, all while steering clear of the typical sales pitch atmosphere.
What Does A High Ticket Closer Do?
A High Ticket Closer, following in the footsteps of the role's definition, engages actively and empathetically with a diverse range of individuals. Similar to a detective, High Ticket Closers are highly skilled at initiating conversations that provide a thorough context and understanding of a client’s problem(s).
In their interactions, High Ticket Closers create an environment of trust and safety. They ensure that prospects feel acknowledged, understood, and valued by establishing a connection that goes beyond a business transaction. This connection is crucial as they guide their clients from identifying the problem to discovering the solution. They act as a bridge to what might be termed the 'promised land' - a state where the client's issues are resolved, and in some cases, even their dreams are realized.
The High Ticket Closer is a catalyst for transformation, adeptly guiding clients from a place of need or desire to one of fulfillment and satisfaction. They are the critical link that connects people to solutions for their immediate problems and, in many instances, to the realization of their long-held dreams.
Traits of A High Ticket Closer
A High Ticket Closer is much more than just a facilitator of high-value transactions; they embody distinct traits that set them apart in the business world.
Mindset: They possess a growth-oriented mindset, always ready to embrace challenges and learn from them.
Self-Awareness: High Ticket Closers are deeply conscious of their strengths and areas for improvement, ensuring continuous personal and professional development.
Authenticity: In every interaction, they bring a genuine sense of self, fostering trust and reliability in their relationships.
Energy: Their energy is the foundation of their engagement with clients, infusing every transaction with dynamism and enthusiasm.
Communication: They prioritize listening over talking, understanding that effective communication is key to understanding clients' needs.
Connection: Building lasting relationships is at the heart of what they do, as they know that strong connections lead to successful transactions.
Integrity: A High Ticket Closer operates with uncompromising integrity, ensuring that their actions align with ethical standards.
Commitment: They are fully committed to their role, demonstrating dedication in every aspect of their work.
Discipline: Discipline guides their approach, ensuring consistency and excellence in their performance.
Deep Product Knowledge: Understanding their product or service inside and out enables them to address client queries and concerns convincingly.
Exceptional Communication Skills: They are experts in articulating solutions in relation to client needs, making them effective communicators.
Strong Relationship-Building Abilities: Their ability to create and maintain meaningful relationships is key to building trust in high-value transactions.
Emotional Intelligence: They adeptly read and respond to clients' emotions, which is crucial in building rapport and navigating complex negotiations.
Confidence and Assertiveness: Exhibiting confidence in themselves and what they are selling instills a similar confidence in their clients.
Persistence and Resilience: The nature of high-ticket closing often involves overcoming rejection and challenges, demanding resilience and persistence.
Strategic Thinking: Skilled in planning and executing sales strategies, they think several steps ahead in the sales process.
Ethical Persuasion: Their focus is on ethical selling, prioritizing the client's genuine needs and best interests.
Adaptability: The ability to adapt their approach to different clients and situations is crucial in high-ticket sales.
Continuous Learning: Committed to continuous improvement, they stay abreast of industry trends and evolving client needs.
What Are The Steps of Becoming a High Ticket Closer
Becoming a high-ticket closer, particularly in the realm of selling premium products or services with large transaction values, involves a combination of developing specific skills, gaining knowledge, and adopting certain mindsets. Many sales professionals with a proven track record make a practice of honing these skills because it is essential to their continued success at closing more high ticket sales. Here are the steps to become a high-ticket closer:
- Acquire In-depth Product Knowledge
Start by thoroughly understanding the product or service you intend to sell. Know its features, benefits, unique selling propositions, and potential objections. This knowledge is crucial for convincingly addressing client concerns.
- Develop Strong Communication Skills:
Work on enhancing your verbal and non-verbal communication skills. This includes effective listening, clear and persuasive speaking, and the ability to tailor your message to different audiences.
- Build Emotional Intelligence:
Cultivate the ability to understand and manage your emotions and those of others. This skill helps in building rapport, empathy, and trust with clients.
- Learn Sales Techniques and Strategies:
Study various sales methodologies and techniques. Familiarize yourself with different approaches to selling, negotiation, and closing deals. Resources from experts like Oren Klaff, Tony Robbins, or Robert Cialdini can be valuable.
- Practice Ethical Persuasion:
Understand and apply ethical persuasion techniques. This means selling with integrity, focusing on creating value for the client, and ensuring that their best interests are served.
- Enhance Relationship-Building Skills:
Learn how to build and maintain strong relationships with clients. This involves understanding client needs, maintaining ongoing communication, and being seen as a trusted advisor rather than just a salesperson.
- Develop Resilience and Persistence:
High-ticket closing often involves handling rejection and setbacks. Cultivate resilience to bounce back from these challenges and persistence to keep moving forward.
- Understand Client Psychology:
Study basic principles of human psychology as it applies to sales. Understanding what drives clients' decisions and how they react to various sales tactics can be extremely beneficial.
- Engage in Continuous Learning:
Stay updated with the latest trends in your industry, sales techniques, and client needs. Continuous learning and adaptation are key in the ever-evolving field of high-ticket sales.
- Gain Real-World Experience:
Start gaining experience, even if it's at a lower level initially. Practical experience in sales provides invaluable insights that cannot be learned theoretically.
- Network and Find a Mentor:
Connect with professionals in the field. A mentor who is experienced in high-ticket closing can provide guidance, advice, and potential leads.
- Set Goals and Evaluate Performance:
Set clear goals for your sales performance and regularly evaluate your progress. Use feedback and results to refine your strategies and techniques.
- Adapt to Technology and Tools:
Familiarize yourself with the latest sales tools and technology. This could include CRM systems, communication platforms, and data analysis tools.
- Cultivate a Professional Image:
In high-ticket sales, your personal brand and image can play a significant role in your success. Cultivate a professional image that resonates with the clientele you are targeting.
How High Ticket Closing fits in with Online Businesses
Three significant trends mark today's evolving digital landscape:
- Businesses delivering products and services online
- Remote learning
- Remote working
In its many forms, education is an example of a sector that has exploded online, from service delivery to consumer demand. One of the core challenges of online education is the lack of sales support, especially when the courses are coming in at a high price point and are competing against similar products.
Online educators see that there is interest in their courses from prospective students, but they don’t have the bandwidth or a skilled in-house sales team to get butts in seats. Enter remote workers. Remote high-ticket closers can provide the missing relatable link between the customer's deeper needs and goals and your course's value proposition. High-ticket closers are a compelling option for business owners because this function is highly incentivized to a) respond quickly to interested prospects; and b) construct a final sale with a higher-than-average order value.
Becoming A High Ticket Closer
Whether you're looking to embark on a new career path or enhance your existing sales skills, THE SALES CONNECTION is your gateway to a future filled with expert sales coaching and education, lucrative opportunities and fulfilling achievements in high-ticket closing. We’ve trained over 15,000 sales professionals around the world and are passionate about developing top performers. Click here to apply.
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