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EP42 The Art and Heart of High Ticket Closing
The Art and Heart of High Ticket Closing
"You Have to Learn the Art of Making People Feel Heard, Accepted and Understood." -Janet Clark (03:41-03:57)
Many disengaged salespeople tend to veer off course that impedes them from landing successful deals. This is one of the struggles a lot of people in the sales industry are facing today. In this episode, Janet Clark talks about 'The Art and Heart of High Ticket Closing' that will help you balance your logic and emotion when it comes to dealing with your clients.
Part One of 'The Art and Heart of High Ticket Closing'
Most salespeople are still selling primarily based on logic. They use the problem solving approach and they believe that if they can just solve the problem, they're going to make the sale. If this were true, selling would be so much easier and we'd all be closing sales left and right because all you would need to do would be to present a logical plan and the client would end up buying it.
"Identifying customer needs is an essential core of every successful business." – Janet Clark (05:30-05:49)
If it all revolves in logic, technically there wouldn't be a need for any human interaction because all you would need to do is create some sort of an automated presentation that takes your person through the logical solution. We know that isn't the case in high ticket sales. When we're selling a transformational program, we need to take a consultative approach. So, there's nothing wrong with bringing your prospects through some sort of economic analysis or a logical rationale for why this process or program that you're selling is going to be a great solution for them. It's great to discuss their return of investment and that is all part of the sales process. But there's another system that makes us human and that is our emotional system. That system includes our instincts, our gut feelings, the trust factor, and what comes up for us when we're making decisions.
One of the world's top hostage negotiators and he says that you can use human psychology to control conversations and get more of the results that you desire. But it doesn't mean that you use some kind of psychological maneuvering or techniques to grind somebody into making a decision, but rather you build them up through emotions and insights and connection and that way you have more influence with them, and you will get a better result.
Sales are about sharing a life-enhancing solution that will impact the lives of other people in a positive way.
When you're following a script, you aren't listening well to your prospect. You aren't responding to what the prospect is saying, you're just asking them these random questions and trying to move them through a process to get somewhere where you want them to be. And the result of using a script is that the prospect is going to feel manipulated and they're going to get defensive, which will destroy any level of trust. So, if you want to make the prospect feel comfortable and you want them to open to you, you're going to need to let go of the script.
Part Two of 'The Art and Heart of High Ticket Closing'
Engaging with your client involves repeating three to five keywords from their previous statement. So, you see where the listening part comes in where you have to hear those three or five keywords and then you reply in the form of a question. Ultimately, how you ask questions is another one of the secrets to being able to land good deals and be able to get much better results.
"Sometimes all it takes is active listening to provide a true life-enhancing solution for your clients." – Janet Clark (08:41-08:51)
You are validating their thoughts, their opinions, and their emotions by mirroring what they're saying to you and the way that they're saying it. It's copying with the intent to comfort them. It's a sign that you are in sync with them, that you are bonding and you're establishing rapport with them, which will build up the trust. The more you practice these things, the better you're going to get at them, and they become second nature.
How to Get Involved
If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.
View all episodes
By Janet ClarkThe Art and Heart of High Ticket Closing
"You Have to Learn the Art of Making People Feel Heard, Accepted and Understood." -Janet Clark (03:41-03:57)
Many disengaged salespeople tend to veer off course that impedes them from landing successful deals. This is one of the struggles a lot of people in the sales industry are facing today. In this episode, Janet Clark talks about 'The Art and Heart of High Ticket Closing' that will help you balance your logic and emotion when it comes to dealing with your clients.
Part One of 'The Art and Heart of High Ticket Closing'
Most salespeople are still selling primarily based on logic. They use the problem solving approach and they believe that if they can just solve the problem, they're going to make the sale. If this were true, selling would be so much easier and we'd all be closing sales left and right because all you would need to do would be to present a logical plan and the client would end up buying it.
"Identifying customer needs is an essential core of every successful business." – Janet Clark (05:30-05:49)
If it all revolves in logic, technically there wouldn't be a need for any human interaction because all you would need to do is create some sort of an automated presentation that takes your person through the logical solution. We know that isn't the case in high ticket sales. When we're selling a transformational program, we need to take a consultative approach. So, there's nothing wrong with bringing your prospects through some sort of economic analysis or a logical rationale for why this process or program that you're selling is going to be a great solution for them. It's great to discuss their return of investment and that is all part of the sales process. But there's another system that makes us human and that is our emotional system. That system includes our instincts, our gut feelings, the trust factor, and what comes up for us when we're making decisions.
One of the world's top hostage negotiators and he says that you can use human psychology to control conversations and get more of the results that you desire. But it doesn't mean that you use some kind of psychological maneuvering or techniques to grind somebody into making a decision, but rather you build them up through emotions and insights and connection and that way you have more influence with them, and you will get a better result.
Sales are about sharing a life-enhancing solution that will impact the lives of other people in a positive way.
When you're following a script, you aren't listening well to your prospect. You aren't responding to what the prospect is saying, you're just asking them these random questions and trying to move them through a process to get somewhere where you want them to be. And the result of using a script is that the prospect is going to feel manipulated and they're going to get defensive, which will destroy any level of trust. So, if you want to make the prospect feel comfortable and you want them to open to you, you're going to need to let go of the script.
Part Two of 'The Art and Heart of High Ticket Closing'
Engaging with your client involves repeating three to five keywords from their previous statement. So, you see where the listening part comes in where you have to hear those three or five keywords and then you reply in the form of a question. Ultimately, how you ask questions is another one of the secrets to being able to land good deals and be able to get much better results.
"Sometimes all it takes is active listening to provide a true life-enhancing solution for your clients." – Janet Clark (08:41-08:51)
You are validating their thoughts, their opinions, and their emotions by mirroring what they're saying to you and the way that they're saying it. It's copying with the intent to comfort them. It's a sign that you are in sync with them, that you are bonding and you're establishing rapport with them, which will build up the trust. The more you practice these things, the better you're going to get at them, and they become second nature.
How to Get Involved
If you're ready to leverage your time and offer huge transformation to your clients while scaling your business in a big way, Janet can help. Janet has an extensive background in sales, has closed millions of dollars in high ticket programs, and has the expertise needed to move your business forward. Find more about her work with The High Ticket Freedom Shift program on her website.