7 steps to close high ticket clients on sales call every time

I sucked at being a salesman.

Yet I closed 7 out of my last 10 calls.

I'm not a natural, so I rely on systems.

Here is a 7-step process to close almost always ( no matter what's your service)

Read time 3 min 40 seconds.

You should be in control of where the conversation is going from the very beginning.

I go in the exact same sequence:

• Ice breaker

• Identify emotion

• Learn problem

• Permission to pitch

• Set up a second call

Leave on high Let’s dig in deeper.

1. Small Talks

First call with a total stranger is awkward.

You have to make small talk + appear confident.

Someone who knows what they are doing.

I always start with, “ How’s your day /week going ?”

After that, I tell a story that shows how I’m improving my life.

For example:

“So I went to the gym,”

“Reading this new book.”

“Did some chores.”

Don’t be a robot and head straight to the point.

People buy from people.

Act more Human.

2. What’s bothering you?

You never assume what your prospect wants.

Even if you’re 999% sure.

Most times, even they don’t know what they want.

This is where you speak to their subconscious.

I ask 3 Why’s "Why do you want followers? "

A - To get more leads

"Why more leads, do you want to expand your business ?"

A - Yes, with more revenue, we can add more departments.

“What happens if you succeed?"

A - Well, I’ll automate everything and travel the world.

Bingo! Now you know the deeper emotion behind the action.

3. Actual Problem

Now you know why they want.

It's time to understand what they’ve tried to solve it.

Maybe they tried precisely what you would've done, but their systems were not in place.

I always say “ So, just to make sure I understood, you’re trying to ….( Solve X Problem) - right? “

You just understood why and how they failed.

Now if you have any solution to offer (Only If)- here’s your time to shine.

4. Permission To pitch

No one likes a 'know it all.'’

This is why I always ask before pitching so that I don’t face any resistance.

“I think I may have the perfect solution for you.

Do you mind If I share it ?”

Once they show the green flag, I say:

“Awesome. Now in my experience, when it comes to ( The Problem), you absolutely can do ( My Solution), but you risk ( Potential failure )- Does that make sense ?”

Also, explain why your solution is the best and what they can expect if they move forward with you.

5. Set up 2nd call

I use a 2 call system.

It helps me collect all the data that will back me up when I ask for money.

•Slides

•Funnels

•Screenshots

If you try to close it on the 1st call, You’ll probably make a ton of mistakes.

I undercharged many times as I rushed the process.

6. Micro-Agreements

Always agree with the prospect.

You never say to them to their face that they suck.

You teach them. People trust teachers.

This is the principle of Micro-Agreements.

Phrases that you should be using:

"Does that sound good ?”

"Does that make sense ?”

"I love how you put it.”

But it doesn’t mean you agree with everything they say.

People can smell through bullshit.

You just politely refute that idea.

" In my experience."

"One of my clients did this way"

7. End on a High note

Make sure they understood everything you said.

You might have used complex terminologies that went over their heads.

If they don’t understand it, they won’t buy from you.

Before ending the call, I ask :

“What questions do you have?” and NOT “ Do you have any questions?“

Don’t make them feel stupid and inferior.

When you say "what question" you put yourself on the line and infer that I may have made some mistake in the process.

These are little tips and tricks that worked for me.

I repeated it so long that it is now infused into my system.

Thank you for your attention.

Cheers!

If you’re stuck on your Twitter journey, let me help you with a consultation call: