If you’re working your way down a list of great money-making opportunities and get to high-ticket closing, you’ve found yourself a winner. Within 30 days of starting my journey as a closer, I was already raking in $10,000 a month.
Now hold up a sec. This isn’t a get-rich-quick scheme.
High ticket closing follows a timeless principle about the exchange of value. As Elon Musk says: “you get paid in direct proportion to the difficulty of problems you solve.” Luckily, high ticket closers solve big problems for businesses. So, they earn top dollar for their services.
And anyone can become a high ticket closer regardless can do so irrespective of their current skills and previous experience.
Sounds too good to be true? It isn’t. Read on to learn how to get it done.
What is a High Ticket Closer, and What Do They Do?
Take a step back to 2013-2014. If you had a Facebook or Instagram account at the time, you probably got hit with ads about digital or physical products one time or the other. The offers ranged from $297-$997.
The ads came in a simple format. They included a pitch about the product and instructions on how to purchase it, or redirect you to landing pages where you could buy the product. But then things changed.
More people discovered how easy it was to sell courses and other products online, and the market became saturated.
As more products and ads flooded social media and other online spaces, competition became stiff, profit margins got smaller, and many businesses were forced to return to the drawing board.
Several of those companies returned with a new strategy: they transitioned to high ticket sales, pricing their courses and products anywhere between $1000 and $10,000.
The new pricing strategy meant direct-to-sale ads wouldn’t cut it.
These higher-priced offers required a phone call to close. So entrepreneurs now had to jump on one-on-one calls to sell their products and services. But as you can imagine, most business owners can’t afford to spend all day on sales calls.
This is where a high ticket closer came in: someone who could jump on calls with prospects and close deals worth a lot of money on behalf of the business.
Business owners were happy to take on high ticket closers so they could focus on other aspects of the business while their closers brought in customers. And even better, they only had to pay closers a percentage of each closed deal.
Job Description of a High Ticket Closer
There are two typical high ticket closing roles: the appointment setter and the closer.
An appointment setter reaches out to those who already know the brand and have interacted with it in some way to set up a call where a closer will attempt to sell them the offer.
For example, a setter could message or call everyone who signed up for a free webinar or downloaded a free resource connected to one of the company’s offers.
High Ticket Closer
A high ticket closer helps coaches, consultants, course sellers, and business owners close deals using their sales skills.
Here’s a simple way to think about high-ticket sales and a closer’s role: What do high-end brands like Gucci and Louis Vuitton have in common? They cost a ton of money.
High-ticket closing is much like these brands; it’s the high-end brand of sales involving high-priced products and services.
As we did with the job description, we’ll also be looking at a high ticket closer’s compensation based on the person’s role.
Generally, setters earn base pay and a 3% commission on the offer price. Since the commission is paid on each deal closed and not on every appointment set, the base pay is how businesses ensure setters are compensated regardless of the closer’s performance.
Let’s put the base pay at $1,500 a month. If the offer price is $10,000, 3% of that gives you a $300 cut on every closed deal. Say you successfully set 20 appointments weekly, and the closer seals 30% of those deals. That’s six closed deals per week, which amounts to $1800 in commission for you weekly.
Multiply $1800 by four weeks, and you earn $7,200 monthly in commissions. Add that to the $1500 base pay; your take-home is $8,700 monthly. That’s a pretty good deal for an entry-level position.
High Ticket Closer
Closers earn higher commissions than setters because they take prospects from interested observers to paying customers.
As a closer, you’d generally earn 10% of the offer price. If your offer price stands at $7500, you’ll make 10%, which is $750 on each sale.
So say you get on five daily calls for five days of the week, and you’ll have 25 sales opportunities weekly. If you maintain a closing ratio of 20% (the industry standard is 20%-25%), you’ll close at least 5 of your 25 prospects a week. That’s a $750 commission on each client, which amounts to $3,750 per week.
Multiply $3,750 a week by four weeks, and you have $15,000 a month in net income plus bonuses.
All great salespeople have similar traits that set them up for success. If you want to become a successful high-ticket closer, you’ll need to develop them too.
Empathizing with people means understanding what it feels like to be them or be in their situation. It comes in handy in conversations with prospects.
Empathy enables you to respect and understand your prospect’s perspective. You see things from their point of view, making them feel heard and seen. Naturally, they will be more receptive and cooperative.
Empathy also helps you understand the prospect’s needs on a deeper level. You can then use the insights you’ve uncovered to frame your message in a way that resonates with your audience.
2. Great Listening Skills
One of the keys to being an empathetic closer is having excellent listening skills. You want to pay attention and “listen between the lines” for what is being said or implied and what’s not being said.
This gives you insights about your prospect you wouldn’t get anywhere else. Your new understanding can then help you validate or invalidate the assumptions you had coming into the conversation. That way, you can deliver your message precisely, show that you understand your prospect, and handle objections effectively.
We all know that one person that’s great at commanding attention. When they talk, people listen and take action. Knowing how to evoke such a reaction as a high ticket closer cannot be overemphasized.
You can charm your prospects with a splash of charisma from faith in your abilities and the product you’re selling. You also come across as exciting and professional. These traits help establish rapport and instill your leads with confidence in your offer.
Having a working knowledge of behavioral psychology puts you in a great position as a high ticket closer. It helps you present your ideas in clear and compelling ways.
You also discover what makes people tick and can use it to uncover and handle objections, nudge your prospect to take the desired action, and close more deals. For example, here’s a checklist of what I believe you need to deal with to close a sale:
a. Pain – identify the prospect’s key pain point and frame your offer as the solution. Understand that the best pain points to focus on are unfulfilled needs.
b. Doubt – Uncover why the prospect doesn’t want to solve the problem on their own and keep presenting that.
c. Cost – point out that the pain of inaction is more than the pain in terms of time, energy, and resources of investing in your product/service.
d. Desire – identify and focus on the clear payoff of fixing the pain, which is what the prospect is after.
e. Money – ensure they have the resources and willingness to fix the pain.
f. Support – figure out if the people around them are in support of them fixing the pain.
g. Trust – ensure they trust you, your company, and your specific methodology in fixing the pain.
It’s important not to confuse being persuasive with being manipulative. Persuasion is about knowing the best way to present a valid argument, while manipulation is about resorting to cheap tricks to get people to do what you want, regardless of whether it’s in their best interest or not.
As a high ticket closer, you’ll interact with different personalities. Engaging people who ask many questions, for example, means you’d have to be patient enough to address their long list of concerns.
Also, while you may be itching to get to the point, chatty prospects may love to indulge in small talk. Of course, you’ll have to steer them back on topic expertly, but you need to be patient enough to do it in a way that’s not perceived as dismissive or rude.
Important caveat: even as you approach prospects with patience, It’s important to balance this with knowing when to cut your losses and end a conversation.
6. Quick Thinking
“Everyone has a plan until they get punched in the mouth” (Mike Tyson).
The same thing goes for high ticket closers. Sales scripts are great
But conversations are tricky. And people can act in unexpected ways. You have to be ready to think on the spot and react quickly.
A prospect could ask a question that catches you off guard or express concern you hadn’t thought of. You need to be able to maintain control of the conversation at all times.
How To Become a High Ticket Closer in 2022
1. Cultivate The Right Mindset.
If you’re one of those who think sales is sleazy, you need to get over that idea. You’ve likely held on to this view because it’s popular, or you’ve had negative past experiences with salespeople. Holding that belief will hold you back in your high ticket closing journey.
So how do you deal with it?
Understand that while selling can be sleazy and sometimes downright distasteful, it doesn’t have to be.
So what differentiates slimy selling from great sales?
It’s empathy, and whose interest is top of mind in that situation. If what is being offered is in the prospect’s best interests and the seller isn’t resorting to any slimy tricks to close the deal, then they aren’t doing anything wrong; they are doing the prospect a favor!
You can think of sales as a way to challenge people to step up so they can hit their goals, satisfy their needs and wants, and improve their lives.
If you view sales and high ticket closing this way, you’ll choose offers you believe in, stick to ethical methods and sell unapologetically.
Another mindset shift you need is to recognize the value of the service you look to offer to businesses. You’ll be taking over one of the most time-consuming aspects of running a business – closing customers on calls so business owners can spend more time on creating content, leading the company, and guiding strategy.
2. Understand Your Experience.
You’re either just getting into the world of sales, or you already have sales experience and are just looking to transition to high-ticket closing. Each scenario has its nuances, and understanding your situation will be critical to determining what your journey to being a high ticket closer should look like.
So ask yourself, “do I have little to no sales experience, or am I an experienced salesperson?” Your answer could determine how you choose to break into the industry.
There are two specific positions: appointment setter and closer.
You can choose to ease yourself into high-ticket closing by taking up an appointment setter role. This is more of an entry-level position that’s great for industry newbies.
As an appointment setter, you can build your confidence and skills before diving into the deep end of high ticket closing.
You may also want to register for courses, especially if you don t have any prior sales experience. And even if you do, learning the ins and outs of high ticket sales is essential if you want to succeed in this space.
3. Find a Sales Gig.
You want to find your first gig next. There are several ways to do this, but you can start with reaching out to people in your network.
This should be pretty easy if you have an online presence. A quick post on Linkedin, Instagram, Twitter, or Facebook announcing your intention to take on a setter or a closer role is a great place to start.
You could also directly reach out to business owners offering high-end products or services within your network. Even if they don’t have open positions, they could know someone who does.
The first method is an excellent route for people with an online presence and strong networks. But if you don’t meet both criteria, there are other options you can explore.
You can start by popping into niche-specific Facebook groups. Simply get on Facebook, and search for marketing agency groups or coaching and consulting groups.
Joining these groups puts you in the same space as course sellers, coaches, and product sellers who will likely need appointment setters and closers at some point. Even better, chances are people are already sharing open positions in those groups.
You can keep your eyes peeled for new openings or search the group’s timeline for job posts using relevant keywords.
Hiring sites like Indeed and Workable are perfect places to find closer and setter openings. You can hop on them frequently and search for jobs using keywords such as “appointment setter,” “closer,” and “salesperson.”
PRO TIP: When you’re just getting started and even in the long-term, pick offers and industries you resonate with.
The idea is to sell something you’re interested in because it makes learning about the product more straightforward and appealing. You’ll likely be more passionate and convincing when pitching the offer to prospects.
So, identify your interests and apply to take on offers that align with them.
4. Apply for a Sales Gig.
The final step is applying to the openings you’ve found. This seems simple enough, but at the Remote Closing Academy, we always encourage students to do something different when applying for sales positions.
We tell them to send a short
video where they talk about themselves, their experience, relevant previous results if any, and why they want that specific position.
Shooting this video does two things: it gives your prospective employer better insights into your personality and how you communicate. It also sets you apart from the ton of other applicants.
Make Money with Your Words as a High Ticket Closer
The first key to ditching your 9-5 or transitioning from a job you don’t like is generating cash flow. The problem is that most people opt for a business model that takes years to turn a profit.
While there’s nothing inherently wrong with these models, they are more long-term plays than quick cash generation engines, which closing is. In my experience, nothing generates cash faster than high ticket closing.
The question is, are you willing to put in the work?