A High Ticket Closer ™ closes deals on a premium product or service over the phone. But closers don’t act, dress, or talk like traditional salespeople. They don’t fit the common perception of the aggressive, pushy salesperson who pretends to be interested in you just to make a sale.
They don’t chase prospects or cold call leads to try to sell people what they don’t want to buy. Nor do they make door to door sales or travel from office to office, city to city in their car to make sales presentations.
A High Ticket Closer ™ is a sales professional who provides solutions to problems.
Similar to how a doctor writes a prescription only if the patient needs it, a closer won’t sell a prospect an offer if they aren’t the right fit.
What High Ticket Closers ™ do
High Ticket Closers ™ close inbound calls for high ticket products or services in any industry. A high ticket offer is priced from $3,000 up to $1,000,000 or more.
High-ticket offers that require closers include coaching programs, courses, marketing campaigns, web design packages, or business partnership agreements.
Closers have a lot of autonomy over their work situation. As a closer, you choose who you close deals for and what hours you wish to work.
You can choose to close full-time or just for a few hours a week while you continue to work a full-time job that may or may not be related to sales.
This profession has attracted people who want more flexibility in where they work, how often, and who they work for. As the trend continues to swing away from working for a boss toward a gig economy, professions like closing are gaining in popularity.
High Ticket Closers ™ work from home, which can be in any city, in any country in the world, with stable internet and phone connection. You can live in the US and close a prospect living in Japan to take an online course owned by a business in Europe.
As long as you speak the same language as the prospect, you can close prospects living anywhere in the world.
And because of the high transaction prices, a closer only needs to work with a small number of clients (or even close for just one client) to make a good income.
What if you hate sales and selling?
Closing isn’t about selling. Closers who don’t have a sales background have an easier time learning how to be a closer because they don’t have to “unlearn” all the traditional sales techniques.
Conventional sales methods teach you that getting the sale is the ultimate goal, but closers aren’t attached to the sale. As a closer, you are more focused on the needs of the prospect and ensuring that they are the right fit for the product or service.
In some situations, closers that sell coaching programs or courses have been called “enrollment coaches” because you sound more like coaches than salespeople.
Closers ask questions to find the prospect’s pain points, to understand their goals and dreams, and show them how that program or course will bring them closer to that goal.
A closer is passionate about helping people.
How they are different from other salespeople
When people hear the word “salesperson”, they are usually reminded of excessive follow-up calls from salespeople who are checking in to see if you’ve changed your mind.
Or they think of tricky people who use underhanded sales tactics to get the sale.
And they fear being pushed into making a purchase they’ll later regret.
High Ticket Closers ™ are sales professionals who aren’t desperate for a sale.
They are calm, neutral problem solvers whose goal is to help people improve their lives. When you speak to a prospect, your goal is to find out if the product is the right fit for them.
Another difference is that closers don’t chase prospects. The prospect booked a call with the closer because they learned about a premium offer from a webinar or website.
But people rarely make a high ticket purchase after watching a webinar.
This is when a closer comes into the picture.
The prospect has a problem, believes that the offer is the answer to the problem, and has booked a call with a closer. By the time they are on the phone with you, the offer is something they are interested in purchasing.
It’s the closer’s job to listen to the prospect to facilitate a solution.
The closer is the authority who asks questions that give the prospect the clarity they need.
If the prospect is looking for a health coach, but they aren’t sure if they can commit to the program, you ask questions to find out what could be holding the prospect back from wanting to commit.
You also handle any objections the prospect has, clearing away any doubts until both you and the prospect are certain the offer is the solution the prospect is looking for.
When the prospect decides to invest in the offer, they thank the closer for guiding them to their decision.
Who they work for
High Ticket Closers ™ close deals for two possible scenarios: business to consumer (B2C) and business to business (B2B). They are paid a commission for each deal they close.
B2C is the most common choice for closers with little to no business experience. They find it easier to relate to the prospect’s situation because the closer has bought a course or program before.
Closers work with an influencer to close prospects on coaching programs, courses, and other high ticket offers.
Prospects may have heard of the influencer from watching their YouTube videos, or attending one or two workshops. They might be subscribing to or following the influencer on social media and heard about the influencer’s program from an ad.
The influencer can be in any industry: business, health, fitness, education, or technology to name a few.
If the influencer has a steady stream of leads – people regularly booking appointments to learn more about an offer – and the offer is a premium priced product – then the influencer could use the expertise of a closer to convert those leads to clients.
By the time the closer speaks with the prospect on the phone, they have become a warm lead with some degree of familiarity with the influencer’s brand and what the influencer does.
Business accounts require a different level of expertise.
A closer without a business background can close for business accounts if they learn the business jargon, such as first quarter, onboarding, SaaS and deliverables. Otherwise, they will struggle to communicate with the prospect.
B2B closing is also more involved than closing one person (and their spouse) on a coaching program, for example. The prospect they are speaking to on the phone may or may not be the decision maker for the company.
The business deal could involve millions of dollars and affect the future direction of the company so more than one phone call will be needed.
Why sell to affluent clients
There are four different typesof clients that influencers and business owners come across, two types will invest in premium offers.
Sophisticated clients thoroughly research what they buy before they buy it. They have money and they are educated, so they appreciate the advice of a closer. The closer may point out some considerations that the client missed in their research.
Affluent clients aren’t concerned about costs. They buy based on how the product makes them feel. They want a superior buying experience that is exclusive and luxurious. The closer will emphasize exclusivity and convenience when speaking with affluent clients.
These two types of clients are the types you ideally want to sell to.
Why sell at premium prices
Not many people are willing to invest thousands of dollars in a dating program or business program after watching a webinar or reading a description on a website. High ticket products like these need High Ticket Closers ™ to speak with the prospect.
One of the most common objections prospects have is related to price.
The product may be the solution to the prospect’s problem, but it may also be out of the prospect’s budget. But as long as the product is the right fit for the prospect, the closer will recommend ways to help the prospect, such as payment plans.
The closer understands that high prices don’t hurt the prospect. Just think about the last workshop you attended for free. You might have taken some notes, but you probably didn’t make use of what you learned.
But if you spend thousands of dollars on a personal development course, you’re going to make sure you learn something and implement it. Otherwise, you’ve wasted time and money.
For this reason, premium prices get better results. The prospect has skin in the game and they see more value in the offer.
A prospect who invests thousands of dollars in a fitness program with a coach is more likely to commit to eating healthy and working out on a regular basis. Charging higher prices benefits the customer, the business or influencer and the closer.
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