High-ticket sales are a way for you to increase your value in the market, and generate individual client revenue. You can follow the six-step sales funnel Mike Killen developed, and apply it to high-ticket sales. You will want to work to make your clients happy and close the sale.
Relationship-focused high ticket sales funnel
A relationship-focused high ticket sales funnel is a highly effective way to boost high ticket sales and generate higher revenue from each individual client. These sales funnels are often consultative in nature and should include an extensive qualification process. They should also be based on specific needs and goals of the customer.
A high-ticket sales funnel requires the skills of a skilled negotiator. Thankfully, FBI hostage negotiator Chris Voss has provided some simple strategies for successful negotiation. His methods have helped him talk dangerous criminals off a ledge and can help you negotiate with customers in your sales process.
A relationship-focused high ticket sales funnel is also more effective than a standard sales funnel because it’s based on trust and mutual benefit. The goal of relationship-focused sales funnels is to establish trust with customers and build long-lasting relationships. Customers want a positive experience and want to buy from a company that cares about them. In fact, the Walker study shows that a positive customer experience is more influential than price.
Open-ended questions to uncover prospects’ pain points
Open-ended questions reveal more about a prospect’s problems, which helps accelerate the sales process. These questions tap into the root of a prospect’s pain, which removes objections and resistance. For example, a salesperson might ask a prospect how many hours she spends scheduling meetings a day. In response, she could offer a solution that would cut down on her meeting scheduling hours.
When conducting sales conversations, it is important to stay focused. It is natural for people to talk about themselves, and most prospects will jump at the opportunity to tell you more about their business. In fact, studies show that the most effective sales conversations are ones where sales professionals talk only 43% of the time, while the prospect speaks 57% of the time. When a prospect speaks, it shows that the salesperson is paying attention to him/her. This in turn builds trust and enthusiasm for the conversation to continue. While open-ended questions help to spark a conversation, it is essential to use them correctly.
An open-ended question should be asked with genuine curiosity. The questions should be integrated into the conversation and tailored to the answers you get. The best approach for using open-ended questions is to use the inverted pyramid approach, which enables you to build a conversation that is organic and conversational.
Creating an irresistible offer
Creating an irresistible offer involves strategic structuring that makes a product or service seem more valuable than its price. You must understand your target market and how much they are willing to pay for a product or service. A successful irresistible offer is one that seems like a no-brainer and is so compelling to the prospect that they feel compelled to buy now.
Using copywriting skills can help you sell more effectively online. The key to creating an irresistible offer is to clearly describe what it can do for prospective clients. Using compelling titles and subtitles will catch the attention of buyers, and focusing on benefits rather than features will increase the chances of making a sale.
Offering a discount or premium is one way to create an irresistible offer. However, if you’re selling a product, you should also offer other benefits along with the product. For example, you can bundle an attractive phone case with a new phone. This gives the customer more value than they would have gotten separately, and is a great upsell or core product offering.