High Ticket Sales: Secrets to Selling Expensive Products & Services (Secrets From the Front-Lines)

how to sell high ticket products and services

There’s something euphoric about closing a huge deal and getting that sweet, sweet commission check.

That feeling of euphoria is what high-ticket salespeople strive for. They work hard to bring a deal across the finish line. And when they do, they get paid handsomely. 

Sound interesting? 

If so, we’re about to demystify this industry for you.

Whether you are currently in a sales position or have zero sales experience and are looking for ways to increase your income, high ticket sales can be an incredible place to start (even if you don’t have sales experience). 

In fact, this industry is growing so rapidly that companies are finding it hard to staff their sales teams with enough good salespeople to keep up with demand. 

This industry is a game of catching a few big fish, every so often, while also having dozens of other lines in the water at any given time.

The most important thing to understand about high ticket sales is this: 

It’s NOT a “get rich quick” scheme. It requires practice, training, persistence, and honing in on the art of persuasion. 

(Note: Persuasion is not to be confused with manipulation. Listening, empathizing, and leading a prospect to a product that will alleviate their stress and financial concerns is not manipulation.)

The point of selling a high ticket product is to help your prospect find a solution to their problem. Sounds simple, right? But the problem goes deeper than their surface issues. You’re also trying to understand the motivations behind their surface issues. 

Your job is to find those deeper motivations. 

In this blog post, we’ll show you how to do that, so you can be successful with high ticket sales.

So, What Are High Ticket Sales?

High ticket sales are simply products or services that cost $3,000 to $10,000+. These products or services are considered high-end and high-value. 

Prospects interested in this price point have typically done their research, know all about your product or service, and are already warm leads. 

But, that doesn’t mean they are ready to pull the trigger. Unlike low-ticket sales, closing the deal on a high ticket item requires some level of one-on-one conversation. 

That’s where a high ticket sales ‘closer’ comes into play. Doing a deep dive with a prospect and really understanding their pain points, goals, and objectives helps you not only determine if the product or service you are selling will solve those problems, but also how to overcome any objections they may have to the high ticket price point. 

A low ticket item of $997 or less doesn’t necessarily require a closer to walk a customer through the pros and cons. But a price point of $5,000+ investment does demand some one-on-one attention, assurance, and guidance to close the sale. 

What Types of Items Are Considered High Ticket?

Examples of high ticket products are cars, high-end workout equipment, homes, high-end watches, and couture clothing (just to name a few). 

High ticket services could be anything from hiring a professional development coach to online courses, educational masterclasses, and even luxurious vacation packages. 

Anything over the price point of $3,000 for the product or service being sold is considered a high ticket item. And with the increase in cost also comes the increase in perceived value by the prospect. 

An Overview of the High Ticket Sales Funnel 

So, what does the high ticket sales funnel process look like? 

A crucial part of selling a high ticket product or service is not to sell the prospect on your actual product but rather to help them understand and buy into your thesis as to why you are the answer to their pain point or unresolved desire. 

Providing real answers, testimonials, scientific evidence, etc. to an issue they are experiencing—whether it is developing more leads, weight loss, dating, training to run a marathon, or any number of things—is the selling point. 

Let’s say a client is looking into weight loss options for hormonal weight gain. She’s looking for a coach to help overcome a pain point and hit a desired weight loss goal. Selling this client on a high ticket package of workouts, meal plans, and protein shakes will not necessarily move the needle. 

But instead, you could provide real results from other clients, your methodology behind weight loss, the science behind why hormone imbalances create stubborn weight gain, and your zeroed-in approach to eliminating hormone imbalances in the body. That’s selling your thesis. 

This ultimately sets you apart from your competitors and allows the prospect to draw their own conclusion—that your product is their answer! 

By providing undeniable proof as to why your method works best, you are already setting the framework for the call and the pitch. 

How to Sell High Ticket Items: A Proven 2-Part Playbook

Part 1: The Seven Limiting Beliefs

When selling a high ticket offer, it is important to understand the limiting beliefs that keep people from buying. 

There are seven limiting beliefs that we will walk through below. 

If you don’t understand or address these issues, your prospect won’t be willing to listen to your pitch at all. 

1. Pain Point 

Understanding a prospect’s pain point is crucial intel as you deep dive into a sales call. If you don’t understand their frustrations, you won’t be able to give them a good enough solution to their problem, which could cost you the sale. 

Unresolved desire is another type of pain point. 

How can you see this? 

Look for a desired result that your prospect can’t have—and think about how that makes them feel.

Fully grasping the frustrations and desired results a prospect is looking for helps you to know exactly how to provide solutions through the product or service you are selling.

2. Doubt

Eliminating doubt is crucial, but first, you have to understand where it’s coming from. 

Are they doubtful that your product is the best? Are they wondering if they could take your methodology and do it all by themselves? 

You’ll need to help your client overcome these things.

3. Cost

Cost is often the excuse, but rarely the main reason.

That’s why it’s imperative to dig deeper.

Typically, on a high ticket sales call, the prospect is already aware that the product and/or service you are representing has a higher price point. They are also usually aware of the perceived value that comes along with that price point. 

If they are on the call, they can likely come up with the resources. But are they willing to pay that high price tag and fix their pain point? 

It can actually be quite simple to overcome this particularly limited belief. Many times, all you have to do is help your prospect see that the future cost of pain would be greater than the pain of investing financially now.

Walk them through the amount of time, energy, and resources needed in order to do it themselves. Help them see it’s a much larger investment than paying now for a solution that can start working immediately. 

Going in with the angle discussed above in “cost”, helps prospects come out of the weeds and see everything from a bird’s eye view. 

Do they want to keep spinning their wheels trying to fix an issue that is still unresolved? Or, are they ready to try something new with a proven track record?  

That’s how to tell high ticket items.

4. Desire

Leading your client to the desired result they told you they were looking for is a key element in overcoming limiting beliefs. 

Guiding them into the vision of what it will look like once they find the solution to their problem and see the desired results is very compelling. 

5. Support 

If the prospect has the backing of his or her friends, family, and co-workers, it can make a world of difference in their decision to purchase a high ticket item. 

Although having this is important, it’s not a determining factor for success. Many can say yes to an offer with little to no support. But it tips the scales in your favor.

6. Trust

Leading and providing support through a ‘consultant’ approach builds trust—and is essentially what you are supposed to be doing as a salesperson. 

Your priority is finding solutions for the prospect’s pain points. The prospect needs to be able to trust in the methodology, your product or service, your company, and you as an individual.

Part 2: The Pitching Framework

The pitching framework is broken down into three parts:

1. High-Level Promise

In this part of your pitch, you are simply stating what your product or service is and what it is not. 

2. The Bridge

The Bridge is broken down into three or four milestones. The first milestone is essentially the prospect’s current situation, unresolved pain point, and all! 

The last milestone is where the prospect ultimately wants to be (and where your product can get them). 

These milestones in the bridge section are essentially the plan to move forward, eliminating the issues and growing into the desired result the prospect has already conveyed to you. 

3. The Delivery

The end result is what the prospect did to get to this point. 

The bridge is the most substantial part of this framework. 

Walking through the current situation, steps to resolve the situation and looking back on the plan to see what occurred to get the prospect to this desired place is such an important element of this framework – because you are creating the plan out for them. 

The first two milestones will require them to explain why they have failed in the past and why they think this solution is going to bring about their desired results. 

Milestone three (and four) provide a future pacing plan once the first two milestones are resolved. 

Having the prospect be a part of this process by using direct commands is crucial for getting them to hone in on the call and be present. 

Asking a direct question can also provide you with more understanding of what they are thinking and if they are even in a place to buy a high ticket offer at the moment. 

Basically, this framework lets you tell your prospect that other people with similar unfulfilled desires are making ‘xyz’ mistakes. 

Because of those mistakes, they are experiencing consequences. These mistakes and consequences can be avoided through your processes and methodology. 

How to Get Better at High Ticket Sales 

If you are brand new to sales and looking for a career change, don’t let the name “high ticket sales” intimidate you! 

High ticket sales can be done well if you are trained and believe in the product or service you are selling. 

Our training program can help you cut years off your learning curve. 

It’s an investment, but with that investment, you will be able to achieve a new career path and have the power to make a better income—from anywhere in the world. 

Plus, through our training program, we set you up for success immediately, rather than having you learn by trial and error on your own!

We give you the exact scripts that so many remote closers have found success using. One of our clients, a full-time school teacher, was able to make $16,000 in his first month of closing and will be going into full-time closing as soon as his contract is up. 

If a school teacher with very little sales experience can boost his monthly income by $16k, what is holding you back?

You can click here to find out more about getting started with your training.

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