Are you looking to find out what is a high ticket closer and how to get in on the fastest growing, in demand sales skill on the market? Keep reading.
As the world of sales 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 are they different from the typical salesperson?
There are several differences between the High Ticket Closer and the traditional salesperson but several of these are underneath the hood . However, the glaring difference that people might notice is how they choose to close their deals. Rather than operating in the physical space, High Ticket Closers often choose to work virtually, using phones, through Facebook messenger or other online means to speak to their prospects.
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.
High Ticket Closers often close deals for two scenarios:
- Business to Customer (B2C)
- 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.
Desirable features of a High Ticket Closer?
Closers who deliver high ticket sales often have the following features:
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.
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, e.g., 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.
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.
In The End
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 a high ticket closing gig, then you are certainly looking in the right direction.
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