How to Close High Ticket Sales
The buyer’s journey is a notoriously pushy place for salespeople, but you shouldn’t resort to cheap sales techniques when closing high ticket sales. Act like an expert in the field and avoid starting with a sales pitch. Getting to know your client and meeting their needs is crucial to high ticket closing. You need to be a resource for your client and not simply a sales rep. Read the buyer’s journey to discover what your client is looking for and how you can meet those needs.
Pre-qualifying leads
If you’re selling a high-ticket sales, pre-qualifying leads for high ticket sales is essential. The process is time-consuming and can be challenging, but the value of qualified leads will far outweigh any inconvenience. Let’s take a closer look at each step. What is pre-qualifying? How do you generate high-quality leads? There are many ways to do it, but the first step is clarity.
The second step in pre-qualifying your leads is identifying their decision-makers. If they’re hesitant to purchase a product or service, your sales rep can connect them with the appropriate team member. A product team member can show the client how the technology works and answer any questions he or she may have. It’s important to take the time to listen to each lead and understand their specific problems and fears. That way, you can offer solutions to their problems.
Asking open-ended questions
Using open-ended questions to close high-ticket sales is an effective technique to build rapport and trust with your target buyers. Open-ended questions should avoid using common verbs that can be answered in a negative or affirmative way. Instead, ask them questions that are designed to elicit a more thoughtful answer. In addition, you’ll have more useful insights into your target buyers’ lives if you ask them more questions.
Open-ended questions are a great way to get your client’s imagination going. When you remove time and money constraints from the equation, your client can visualize the results that they want. Once you’ve created a road map to get them there, they’ll be begging you for their money. Here are some simple strategies to use open-ended questions to close high ticket sales. Here are some tips for closing your next sale with ease.
Building trust
Following up on leads after the initial meeting is a vital part of closing high ticket sales. By providing a personal touch, salespeople build customer loyalty and trust. Often, people do not purchase products or services on the spot, but rather, buy outcomes or results. To close these high-ticket sales, sales people should take the time to learn about the client’s specific needs and budget. In this way, they can provide the best possible service to their customers.
Unlike other sales, high-ticket sales are notorious for their sales intent. But you can easily avoid this pitfall by using the right selling strategy. Regardless of your product or service, putting your customer first is the most effective way to build trust. Inauthentic sales pitches are not only untrustworthy, but also counterproductive. Instead of being a salesperson with a hard-sell attitude, try using consultative selling, value-based selling, or target account selling.
Negotiating price
The best way to negotiate price when closing high-ticket sales is to start by defining your target price. Then, discuss what you want to pay for the product. If you want to reduce your price, explain that you’ve already received a bid from another dealer and that you want the lowest markup business. When you reach a price you don’t feel comfortable with, try saying that you’ll beat a legitimate buying service’s price.
If the buyer offers a price higher than yours, don’t let that deter you. This is because it’s highly likely that you’ll hear some form of “your price is too high” when you’re first talking to them. Likewise, if the buyer has already spent hours building a relationship with you, it’s unlikely that they’ll be able to resist a lower price.
