High-ticket selling is a skill that requires a lot of negotiation. Even if you know a lot about selling, you may not be prepared to handle high-stakes deals. Fortunately, there are some simple negotiation strategies that you can adopt to improve your high-ticket sales. These strategies have been used by FBI hostage negotiators to talk some of the world’s most infamous criminals off their ledges.
Create a single high ticket offer
Rather than offering a wide variety of products or services, you should focus on creating a single high-ticket offer. This can be a product, service, training, software, or event. It can also be a combination of these. Listed below are the elements you should incorporate into your high-ticket offer.
High-ticket offers provide exceptional value to consumers, which is why they sell for a high price. This means the seller will receive higher commissions per sale. This makes them useful for building a strong financial foundation. High-ticket offers also typically include a coaching program, a digital course, and premium services.
High ticket items usually cost more than $1,000. A good example of a high-ticket offer is an airline ticket to Hawaii with a hotel stay. A low-ticket offer might be a silicon-based cover for smartphones. The latter is easier to sell than airline tickets, but requires more work and marketing effort to equal the high revenue of a single ticket. In addition, high ticket offers are more targeted than low ticket ones and often occur as a result of seasonal sales.
Find their pain points
The key to staying on top is to find your customers’ pain points and fix them. These concerns can be anything from overpriced services to poor experiences. The goal is to find solutions that address every pain point and make customers stick around. By doing this, you’ll increase high ticket sales and boost stickiness.
To find your customers’ pain points, you must first understand their current situation and their problems. This information can help you create products and services that solve those pain points. There are several ways to find these pain points. For example, you can try finding out what your customers are looking for in your niche or industry.
One way to identify pain points in your target audience is by speaking to them. The most effective way to communicate with them is to ask them about their problems. This way, they’ll know that you are paying attention. Other avenues to uncover pain points include salespeople and support staff.
You can also use customer surveys to gather valuable information from your customers. These surveys can be conducted online, in person, via phone, or through mobile device apps. When conducting these surveys, make sure to include open-ended questions. These will help you identify areas where customers are having trouble and areas that can be exploited.
Address their objections
Addressing buyers’ objections can be a challenge, but it’s also an opportunity. Addressing objections well can increase your lead conversion rates and high ticket sales. To overcome objections effectively, you must listen and understand the objection. After listening and understanding, you must respond. Always confirm your response. Follow this process every time a prospect raises an objection.
Some objections are nothing more than politeness or a lack of knowledge. It is vital to understand the specific objections your prospects may have so you can better respond to them. Moreover, you need to know the exact sweet spot where you should ask them to engage in conversation. Fortunately, there are specific tactics for different types of objections.
If a customer is objecting to your product, you can resolve the problem by answering their objections with a rebuttal that reveals the real cause of their annoyance. A good rebuttal should address the problem that the customer is having and show that you are human.
Another objection that may cause hesitation is the fact that a competitor’s product offers similar or better features. While you can’t change your competitor’s products and services, you can influence their perception of value by rebutting such objections. You can do this by explaining your product to them in a different way and describing its features and benefits. You can also give concrete examples of how your product is superior to its competitors.
