#106: How to Crush Any Objection and Close High-Ticket Sales Instantly with Jay Lee
Episode 106: Selling high-ticket is the best way to get started with an online business for a lot of reasons… you can make more money with fewer clients, and do so with less-sophisticated marketing.
But one part of selling high ticket that a lot of people struggle with is sales calls… specifically handling objections at the end of the call.
You can do everything right and knock their socks off with a great offer at the end, and then have everything completely fall apart if you don’t know the right way to handle objections like…
“I don’t have the money”
“that’s too far out of my budget”
“I want to get started, but now’s not a good time”
“I need to think about it”
“I need to ask my spouse”
“I want to join, but I need you to guarantee results”
In this episode, sales ninja Jay Lee dives deep into the sales call process and how to handle any objection in a way that gets your prospects begging you take their credit cards and join. And, most importantly, he teaches us how to do this all ethically, with integrity, and without being overly salesy.
About Jay Lee: As a former introvert, banker, pastor and reluctant evangelist, Jay was born and raised in Toronto, Canada and his first job was with the largest bank where he helped launch one of the most successful Visa Platinum Reward cards, mapping out and creating the entire system with 2500+ process flows and training 3 card centers, 1200 branches and providing monthly competitive collateral to 70,000+ employees.
God called Jay into full-time ministry so he pivoted and completed a Masters in Divinity and became a pastor for 10 yrs, having trained 2500+ leaders in gospel fluency and after 40,000 conversations, witnessed 10,000 professions of faith.
He pivoted to high ticket sales, selling millions of dollars in high ticket sales...and then hundreds of people asked him to sell for them and teach them how to sell...so he pivoted to sales coaching and business growth consulting...having helped grow and scale companies from $0-$3M+ in 24 months, $100k/mo to $1M+/mo and getting some significant client results such as $152k in 30 days for one of his clients and $25M+ in client revenue in only 3 years.
Join Jay’s Free “Godfather Offer” Workshop: https://pro.gosalesninja.com/godfather-offer
Connect with Jay:
https://www.gosalesninja.com/
https://www.facebook.com/jayleesalesninja
https://www.instagram.com/gosalesninjapro/
https://www.youtube.com/@gosalesninja
https://open.spotify.com/show/1MpfkzzxanyHzHxymW2gur
Selling high-ticket offers can be intimidating, but the rewards are worth it. Imagine working with fewer clients and making more money. To successfully close high-ticket sales, you need to shift your mindset, hone your sales call process, and create irresistible offers.
Mindset Shift: Believe in Your Value
Before you can sell high-ticket offers, you need to believe in the value you provide. If you don't believe it, your potential clients won't either.
- Develop Expertise: Invest time and resources to become the best in your field.
- Collect Testimonials: Social proof in the form of video testimonials, case studies, and screenshots of results builds credibility.
- Track Your Close Rate: Aim for a consistent close rate of 20-30% or higher before incrementally increasing your price.
- Focus on Serving: Approach sales calls as opportunities to serve your clients, not just close a deal.
Mastering the High-Ticket Sales Call
A well-structured sales call is crucial to closing high-ticket deals. Use the Reverse Glass Selling Method to guide the conversation:
- Give First: Offer valuable insights and advice without expecting anything in return.
- Listen Well: Truly understand your client's pain points, desires, and dreams.
- Ask Open-Ended Questions: Use "what," "when," "where," "how," and "why" questions to uncover deeper needs.
- Sincerely Handle Objections Upfront: Address potential concerns before they arise by providing clear information about your process and testimonials.
- Serve with Humility: Approach each call as a learning opportunity and focus on serving your client's needs.
Crafting Irresistible Godfather Offers
Instead of relying on hype and unrealistic guarantees, create offers that genuinely solve your client's problems and provide tangible value:
- Customize Your Offers: Tailor your packages and pricing based on each client's specific needs and situation.
- Offer Payment Plans: Provide financing options to make high-ticket programs more accessible.
- Add Bonuses and Incentives: Sweeten the deal with fast-action bonuses, extended support, or additional one-on-one calls.
Overcoming Money Objections
Money objections are common in high-ticket sales. Address them head-on with confidence and empathy:
- Reframe the Value: Help clients understand the return on investment by breaking down the numbers and showing how your program can help them quickly recoup their investment.
- Offer Payment Options: Provide flexible payment plans, financing, or explore third-party financing options like Coach Financing or Ease Consulting.
- Emphasize the Urgency: Create a sense of scarcity by offering time-limited bonuses or emphasizing the limited availability of your time.
Building Long-Term Relationships
High-ticket sales are about more than just closing a deal. They're about building lasting relationships with clients:
- Focus on Lifetime Value: Aim for long-term partnerships that benefit both you and your clients.
- Be a Growth Partner: Invest in your clients' success and help them achieve their goals.
- Provide Ongoing Support: Offer continued guidance and resources to ensure your clients achieve lasting results.
By implementing these strategies, you can confidently close high-ticket sales and build a successful business that allows you to serve your clients at the highest level.
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