Mastering high-ticket phone selling in 5 steps

Many of us who start online businesses selling informational products, quickly come to learn the importance of still using the phone to connect with and close certain prospects. While it’s totally possible to scale to six, or even seven figures without using the phone, it can happen far easier if you do.

At Kajabi we see a wide range of digital entrepreneurs offering everything from online courses and membership sites to every kind of digital product you can imagine.

Yet without question, one of the fastest ways we see them take huge leaps in revenue occurs when they add in elements of high-ticket phone selling.

Maybe it’s for one-on-one coaching, a premium mastermind, or some kind of training event. Whatever the offer, getting on a phone with a prospect can help you close more sales, add more revenue, and create a level of trust with your prospects like nothing else.

The Biggest Myth In Sales

One of the most pervasive myths in all of commerce is that everyone hates salespeople. The award-winning play turned movie “Death of a Salesman” gives you just a glimpse into how sales professionals have been portrayed throughout the years.

But if that was true, why do companies continue to thrive using them. Whether over the phone, on the doors, in person at the stores, or via live chat. Everywhere you look salespeople exist to help turn prospects into clients and customers.

The truth? Because they work and people don’t really hate them or wish for their deaths. Not when sales are done right at least. And yes, there is a “right” way to sales just as there’s a clear-cut “wrong” way.

You see, the rise of the internet and a connected world has transformed the landscape of the sales professional. What once was “buyer beware”, has now turned into “seller beware” where you can see company’s reviews, ratings, and negative press at the click of a mouse.

Salespeople can’t lie and get away with it. Not in today's world. Most of the time the prospect has already done a fair amount of research prior to coming in contact with a salesperson. And this is good news for us who do it the “right” way!

So in today’s article, we’ll dive into 5 of the most effective ways you can leverage this new selling environment and close more high ticket sales.

5 Steps To Consider In Every Sales Call

This 5 are a simple outline for nearly every sales situation you can think of. While there are many additional steps which could easily be added, keeping it simple is often the fastest way to actually take something away and be in action with it. So let’s dive in!

Step #1: It’s About Service Not Serve-Us

Prior to getting on any call with a prospect, keeping this in mind will do more for you than you can imagine. Too often companies and marketers preach about service, but what they really mean is “serve-us”. It’s all about them and the sale, and not what's best for the prospect.

The problem? Your prospect can feel that. It oozes out from everything you do and say.

But the moment you genuinely commit to being of service and only doing/saying that which is in the best interest of the prospect, everything changes. Sometimes you tell them your offer isn't for them, other times you need to apply a little pressure because it actually is for them and you need to help them get outside their comfort zone.

But genuinely acting in the best interest of the prospect instantly aligns everything you do and say. You shift from being a simple salesperson, to become a trusted advisor. One that will tell them the truth whether it helps or hurts your bottom line.

Approaching your calls like this also gives you incredible confidence. You won’t feel “slimy” or like you’re only interested in this person just to make a quick buck. Because ultimately if you pressure them into something that truly isn’t in their best interest, chances are high they’ll ask for a refund or become an unhappy customer.

So step 1 in mastering high ticket phone sales is always being about true service, not serve-us.

Step #2: Set The Agenda And Be A Leader

If a prospect is on a call with you then you know there’s something they're looking for. Maybe it’s a problem they need help solving, a goal they want to reach, or just some guidance they think you might be able to provide them.

One of the worst mistakes you can make is not setting the agenda or controlling the call right from the start. It shows a lack of leadership, confidence, and doesn’t truly serve the person on the other end because the effectiveness of that call is drastically diminished.

What you want to do instead is open with something like this:

• Make slight small talk (1-2 minutes)
• Let them know the purpose of the call is to help you understand where they’re at and see if what you offer is even a good fit for them
• So you’ll be asking some questions to help get some clarity
• And if it sounds like we’re a good fit, you’re happy to answer every question they have about your offer and tell them all about it
• Then you lead into your first question...

See how you’re taking control of the call, setting the agenda, and providing some direction as to how everything’s going to flow?

This shows your prospect you know what you’re doing and that you're confident.

When it comes to high ticket sales, your prospects are really buying your certainty that you can help them get from where they are to wherever it is they want to be. Following this step is huge in helping to set that powerful frame and establish the effectiveness for the rest of the call.

Step #3: Follow A Script

This step is fairly straightforward. Even if you think you’re great on the phone, you still want to follow some sort of a script or outline.

Does it need to be followed word for word? Of course not. Nor should you allow it to derail you from whatever piece of information your prospect just shared with you.

The purpose of a script is to ensure you cover the main points, ask purposeful, well thought out questions, and elicit specific responses. It’s not to make you into some kind of a sales robot. In fact, following a script should do the opposite. It should allow you to become fully present with the prospect on the line and have confidence that you know exactly where you’re leading them to.

So whether it’s a word-for-word script, a series of steps, or some type of high level overview, it’s critical to follow some sort of map during your calls. Do this and watch your close rates instantly increase.

Step #4: Bridge To Their Highest Desires

As you follow your script you’ll undoubtedly uncover why they’re on this call with you in the first place. The key is to find the why behind they why. You want to always go as deep as you can and find the real reason they want to create the result they’re after.

Uncovering this motivation creates urgency for them and can help stir them out of their current comfort zone. And if you truly believe that your product or service will help get them there, then you owe it to them (and yourself) to push as much as you possibly can to find that true desire.

So if you were a health coach and your prospect just told you they were on the call with you because they wanted to lose 15 pounds, you’d follow something like below:

Q: Why is losing 15 pounds so important to you?

A: Because I want to look better.

Q: Definitely. I get that. Look better for who? Or is it for an event? Can you tell me more?

A: Well, to be honest, I want my wife to look at me the same way she did when we were married. I’ve kinda let myself go over the last few years and I really want to do this for her. For us I guess.

Boom! See how just by asking another 1 or 2 follow up questions we’re able to dive a little deeper and discover the real reason your prospect is on the call with you?

This is also why it’s so crucial to always be attentive and listening with intensity. One word or one sentence can be the gold mine you need to dig down. It’s not so important whether it’s 1, 2, or 4 follow up questions as it is just knowing and feeling that the response they gave you is a truly emotional and moving response for them. Not you!

So step 4 is to uncover they’re highest desires and bridge your product or service to them accomplishing faster than they would on their own.

Step #5: Close With Confidence

If you’ve followed the previous 4 steps, closing will come much, much easier.

Where many struggle is when they try to close but haven’t demonstrated any leadership during the call, haven’t discovered the prospects true desires, and are not operating with the prospects best interests in mind. That’s when it feels forced.

But if you have been following along and you’ve done your best to follow the previous 4 steps, closing is now just a matter of sharing the details of your offer and inviting your prospect to act now if it’s right for them.

Is it in their best interest to be a part of it? If it is, most of the time there will be some “nudging” required by you as the advisor. Not force. But just some prodding as to what will change if they don’t take action today. Most likely more of the same.

Again, if you truly believe you, your product or your service can help, it’s your duty to do whatever you can to help them get it.

But on the flip side, if during your call you’ve established that your offer isn’t a good fit for them, or isn’t a good fit for them right now, our advice is to let them know instead of trying to force them through. Many times this level of transparency will create unintended benefits.

Maybe they force themselves through and inform you they want to join, maybe they come back months later, or maybe they go and share just how professionally you dealt with them with others.

Do what’s best for that prospect and you can’t go wrong.

The Art & Science Of Sales Calls

Your sales calls can never be a “perfect” science because you’re dealing with people. They consistently introduce new variables. Whether it be emotional states, hidden assumptions, or unexpected questions.

The steps below are the science and can be followed with exactness every single time, while the way in which you respond and “dance” with your prospect is the art of the call.

Step #1: Service Not Serve-Us

Step #2: Set The Agenda And Be A Leader

Step #3: Follow A Script

Step #4: Bridge To Their Highest Desires

Step #5: Close With Confidence

‍

Watch: Membership Site Pitch Script Template

Looking for a template you can use for your elevator pitch to sell a membership site? Watch our video with a sample script and more helpful info on selling membership site access:
‍

‍

Use Kajabi to Turn Your Knowledge And Content Into Products You Can Sell

We know that you have something to teach the world. We also know there are people out there who want to learn what you know.

That’s why we created Kajabi. It’s a full-featured platform that allows professionals like you to create their own businesses from home.

Create online courses, establish membership sites, and sell other digital products. We offer tons of marketing tools to help you spread the word about your products and earn more revenue.

Of course, launching a business represents a huge commitment. We understand that.

To help ease you into the process of creating a Knowledge Commerce business of your own, we offer a 14-day free trial.

Get unfettered access to our tools, templates, and other assets so you can fully explore what Kajabi has to offer.

Are you ready to become your own boss? Now’s the time.

Still researching?

Check out Kajabi’s free ebook resources.

Attend free Kajabi webinars Monday - Friday.  

Tune in to the Kajabi podcast, Kajabi Edge.

‍‍