Are you curious about what a high ticket closer is and how to tap into one of the fastest-growing, sought-after sales skills available?

You’re in the right spot.

This article will explore the details of becoming a “high ticket closer” and determine if it’s merely a trend or a genuine career option to consider.

Continue reading to find out more.

Key Takeaways: Becoming a High Ticket Closer

  • Target Wealthy Markets: Aim for high-value clients who are ready to spend on premium products and services.
  • Tailor Your Approach: Adjust your sales pitch to fit the unique needs and preferences of each client.
  • Highlight Value Over Cost: Focus on the advantages and ROI of your high-ticket items instead of competing on price.
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    As the sales industry grows larger and more technical, a new type of salesperson has begun to appear. This person was different from the traditional salesperson in many ways.

    They did not go door to door or travel city to city trying to make sales.

    The High Ticket Closer, which has been popularized by many different sales gurus, worked in a different realm.

    These closers are individuals who have mastered the art and psychology behind closing a sale and have learned to teach their clients about the service or product they are offering.

    How Is It Different from Traditional Sales?

    The main difference between a High Ticket Closer and a regular salesperson is how they finalize their sales. Instead of meeting in person, **High Ticket Closers typically work online, using phones, Facebook Messenger**, or other digital methods to connect with their potential clients.

    The way High Ticket Closers choose to deal with their prospects is also quite different, as they have realized that people do not like to be hunted down or hounded.

    The better High Ticket Closers have flipped the switch on traditional methods, making their prospects inadvertently align with their sales approach through rapport building and a pre-sales call process.

    This creates an environment where prospects and closers agree to a scheduled time and meet under certain conditions (such as the prospect clearly understanding they are entering into a sales conversation that will include a high ticket ask at the end of the call).

    What is a High Ticket Closer?

    In the simplest terms, a High Ticket Closer is a sales professional who closes deals for an influencer or a business. If the typical tradesman is a prospect chaser, then the High Ticket Closer is a solution provider.

    The influencers or businesses that they close deals for consistently offer programs that range between $3,000 to $50,000 (and sometimes more) with a steady stream of leads which have been generated from marketing, advertising, webinars, or workshops.

    This means the prospect has displayed interest in the influencer or businesses offer before they scheduled a call with the closer.

    High ticket offers that require closers often include coaching programs, business partnership agreements, web design packages, digital courses, or marketing campaigns.

    Most of the time, it is the closer’s job to qualify the prospect as they are booked on their calendar.

    Most High Ticket Closers qualify by asking the right questions, engaging in direct messages, and/or interacting via text.

    The point of this is to understand the prospect’s pain points, aspirations, goals, and finally to show them how their program or course will bring them closer to their desired outcome.

    How Do High Ticket Closers Get Deals?

    High Ticket Closers often close deals for two scenarios:

    1. Business to Customer (B2C)

    1. Business to Business (B2B)

    Business to Customer Deals

    High Ticket Closers working on B2C deals may not need specific business experience when closing deals on the consumer market.

    In some cases, the hiring party may offer training unique to their offer and turn a newbie salesperson into a closing machine.

    Since the prospect’s situation is more consumer based, which means the product or service sold is purchased for the specific benefit of the individual consumer rather than on behalf of a business or organization, the closer may have some life experiences that can be relatable with the prospect.

    Oftentimes B2C deals are more common for closers who work with online influencers that have built a large following of consumers.

    These influencers may find that people are often contacting them about an offer to help with their health, language, resume, or other individual-centric benefit.

    For example, fitness professionals cater to individuals who want to lose weight or eat a better diet.

    In this case, the influencer hires a closer to speak with the potential buyers to ease their minds or familiarize them with the brand and product or service.

    Business to Business Deals

    High Ticket Closers who take on B2B deals often have a higher level of expertise than salespeople working on B2C deals.

    The reason why strong business knowledge is needed is because the prospect is also a business professional inquiring on behalf of their company and the specific needs the business is looking to fill.

    B2B deals often involve building a long-term relationship with the business representatives, and typically require multiple phone calls and several meetings before the deal can be completed.

    Hence, B2B deals can be worth millions of dollars and require more effort and research before the deal can be closed.

    What Are The Desirable Qualities of a High Ticket Closer?

    Closers who deliver high ticket sales often have the following features:

    1. Problem Solvers

    High Ticket Closers often employ a calm and neutral disposition.

    While making sales is one of the main drivers for closers, it is not their primary motive.

    The exceptional High Ticket Closers are more concerned about improving the lives of their prospects and solving major problems through the products or services they are selling.

    2. Excellent Listeners

    This is another way that High Ticket Closers differ from the traditional salesperson.

    The typical salesperson is usually motivated by money and selling the product, therefore the engagement between a prospect and the salesperson is often centered around the transaction.

    On the other hand, a high ticket closer will spend the majority of the time asking questions, digging deeper, and finding the real concern of the prospects.

    The closer wants to know why the prospect scheduled a call, why they are interested, what problems they are trying to solve and how soon they are looking to fix their issue.

    This is why excellent listening skills are a necessity.

    The closer must not only take note of everything the prospect is saying but also the things implied.

    For example, a prospect might express concerns about being unsure about the time commitment they can make after purchasing a program when the real issue is more about the fear they have about appearing rash or impulsive to their closest friends.

    A stellar High Ticket Closer will hear these concerns, ask the right questions, and get to the heart of the matter.

    3. Neutrality

    Some of the better High Ticket Closers do not place their commission on a higher pedestal than customer satisfaction.

    They are fully aware that if they seem too desperate to make a sale, then the prospect is more likely to feel that they are not being supported or heard which will easily kill the deal.

    When a closer can remain balanced and not emotionally swayed by the need to close for the commission, the more deals they will be able to close.

    The top closers can detach themselves from the sale, and often speak in an assured but genuine tone that reflects in the language they employ e.g., a closer may rarely use the word “buy” or “purchase” but would say “invest”.

    This is because closers want commitment in the long term, they want their prospects to understand that they are putting in their time and money into a program that would help them achieve their goals.

    How do High Ticket Closers Work?

    High Ticket Closers have a high amount of autonomy in choosing who they work for as it is often thought of as a high-income freelance job.

    This means that closers also get to choose their working hours and what industry they choose to work in.

    The journey of a High Ticket Closer is often finding a company or an influencer, closing their prospects, and then getting paid. The first step is often considered the most difficult. However, it is the most essential as you cannot close a sale without a client’s prospects.

    High Ticket Closers often find their clients through setting up connections on platforms such as LinkedIn, Facebook, or other online services.

    It is often advisable that High Ticket Closers connect with businesses or influencers that they share a common background with.

    For example, a closer who has experience in the fitness industry may connect with a fitness trainer on LinkedIn.

    After the closer has established a relationship with their client, they then negotiate the commission structure and finalize a contract.

    The 4 Ways of the High Ticket Closer

    There are several key methods or ways that are commonly employed in high ticket sales:

    1. Consultative Selling: This approach is centered around understanding the specific needs and challenges of the potential client. High ticket sales professionals act more as consultants than traditional salespeople. They spend time asking questions, listening to the client, and thoroughly understanding their situation. This allows them to tailor their pitch and demonstrate how their high-value product or service can uniquely solve the client's problems or fulfill their needs.

    2. Relationship Building: High ticket sales often rely heavily on building strong, trust-based relationships with clients. This involves regular communication, personalized attention, and a deep understanding of the client's business or personal goals. The focus is on creating a long-term relationship rather than just making a one-time sale. This can involve networking, providing value through insights and information, and being a reliable advisor over time.

    3. Value-Based Selling: In high ticket sales, the emphasis is on the value and return on investment (ROI) that the product or service will bring to the client. Sales professionals focus on articulating the benefits and outcomes rather than just the features or technical specifications. They help the client understand how the high cost is justified by the exceptional benefits, quality, exclusivity, or ROI.

    4. Solution Selling: This method involves identifying a problem or pain point that the client has and then presenting the product or service as the solution. High ticket sales professionals must be adept at uncovering these pain points, sometimes even before the client has fully recognized them themselves. This approach often requires a deep understanding of the industry and the specific challenges faced by potential clients.

    Each of these methods requires a high level of skill, patience, and understanding of the client's needs. High ticket sales are less about aggressive selling tactics and more about strategic relationship building, problem-solving, and demonstrating value.

    High Ticket Closer Job Description

    The job description for a High Ticket Closer typically includes the following key responsibilities and requirements:

    Responsibilities:

    1. Lead Generation and Qualification: Identify and target potential clients who are likely to be interested in the high-value products or services. This involves researching and understanding the market to find leads that have both the means and potential need for the product or service.

    2. Client Relationship Management: Build and maintain strong relationships with potential and existing clients. This involves regular communication, understanding their needs and preferences, and providing them with tailored information and solutions.

    3. Sales Presentations and Demonstrations: Conduct detailed presentations or demonstrations of the product or service to potential clients. This requires a deep understanding of the product/service and the ability to highlight its value effectively.

    4. Negotiation and Closing: Employ advanced negotiation skills to close deals. High Ticket Closers must be adept at handling objections, negotiating terms, and ultimately securing the sale.

    5. Follow-Up and After-Sales Service: Provide excellent after-sales service to ensure customer satisfaction and foster long-term relationships. This may include addressing any post-sale concerns or questions and keeping the client engaged with the brand.

    6. Meeting Sales Targets: Consistently meet or exceed sales targets set by the employer. This involves maintaining a strong sales pipeline and effectively converting leads into sales.

    7. Market Analysis and Strategy Development: Stay informed about market trends and competitor activities. Use this information to develop effective sales strategies and adapt to changing market conditions.

    Requirements:

    1. Proven Sales Experience: Experience in sales, particularly in high ticket or luxury goods/services, is often required. This experience demonstrates the ability to handle high-value transactions and complex sales cycles.

    2. Strong Communication Skills: Excellent verbal and written communication skills are crucial. High Ticket Closers must be able to articulate the value of a product or service persuasively.

    3. Negotiation Skills: Strong negotiation skills are essential for closing deals and achieving favorable terms.

    4. Customer-Focused Approach: A deep understanding of customer needs and the ability to build relationships based on trust and value.

    5. Strategic Thinking: The ability to develop and implement effective sales strategies.

    6. Persistence and Resilience: The nature of high ticket sales often involves longer sales cycles and potential rejections. Persistence and resilience are key to success in this role.

    7. Educational Background: While not always mandatory, a background in business, marketing, or a related field can be beneficial.

    8. Technical Proficiency: Familiarity with CRM software, data analysis tools, and other relevant technologies used in sales.

    Final Thoughts

    The High Ticket Closer has become a fast-growing position that many businesses and entrepreneurs are onboarding for.

    It is a highly esteemed sales position that also comes with the allure of a high paycheck.

    High Ticket Closers care about the prospect and offer value on the sales calls that usually earns the respect of prospects. If you are considering getting a high-ticket sales gig, then you are certainly looking in the right direction. ***** This article was originally published on Mission Driven Brand at this link