Overcoming objections
Whether you’re a newbie sales rep or an expert in the field, you’ve heard all of the common objections that your prospects can have about your product or service to high ticket sales. It’s a good idea to know how to handle these objections before you face them, because a sales objection can stop a deal in its tracks. There are several common objections you should anticipate and overcome, from trust concerns to company reputation to length of time in the market.
Often, sales objections are a symptom of a deeper issue. If you can get to the root of a prospect’s hesitation, you can overcome their objection and close the deal. Typically, time-based objections are a result of a prospect not being fully educated about the problem, or not seeing the problem as a top priority. By removing these objections, you’ll increase your chances of closing more high-ticket sales.
Another common objection is a lack of awareness about the product or company. For this objection to be overcome, it’s best to look for cracks in the existing relationship with the prospect. Oftentimes, prospects hate change, and the best way to plant doubt is to make the prospect question the decision to switch vendors. To get around this objection, be sure to know what the competition is selling, and know what makes them stand out from the competition.
Often, sales teams will hear the same objections time again. In order to help your reps better deal with these common objections, log them in a central location that is easily accessible. This central location can provide best practices for handling objections and become a key hub for future sales efforts. By keeping the objections log in a central location, you’ll be better prepared for these common objections and ensure a successful sale.
Framing the conversation around their burning desires
In most big-ticket sales, the client has already identified pain points and the solution to those problems. It helps to understand the four types of pain points and frame the conversation around these pain points to help the buyer see you as a bridge. By focusing on the pain points of the customer, you can create a more powerful sales conversation and ultimately close a higher ticket sale. Listed below are some tips to help you frame your conversations to close high ticket sales.
Ask probing questions to uncover the pain points and the result the client wants. People buy things, services, and outcomes, not products. They buy because they feel a need for them. The 5% Sales Blueprint teaches how to use this information to close high ticket sales. Essentially, you need to position your product or service as the only solution. The buyer’s pain points are what drives them to make a decision, so frame the conversation around their pain points and their burning desires.
Building rapport
As a salesperson, building rapport with a potential customer is key to closing a sale. Building rapport with a potential customer begins with listening carefully to their needs and concerns. Once you understand their goals and pain points, you can then begin to craft the conversation around solving their problem. As you build rapport, ask clarifying questions and be prepared for potential objections. Answers to these questions can give you valuable information that will help you close the sale.
One of the keys to closing high ticket sales is building rapport with your prospects. Although social media has made it easier to connect with others, it is important to remember that rapport-building takes time. Research has shown that longer sales cycles are associated with higher rapport-building rates. Social media allows you to engage with many different types of people in a short amount of time. By focusing on the right people, you can make the most of your time.
Developing rapport with potential customers requires a deep understanding of your prospects and clients. The goal of customer rapport is to create a positive relationship between you and your potential clients. Rapport is built through simple communication techniques such as active listening and mirroring. Incorporate these techniques into your sales training and see if they work for you. This will help you close higher ticket sales and build customer loyalty. While this process might seem awkward in the beginning, it pays off in the end. After all, customers who have a positive experience with you are more likely to purchase again in the future.
Another essential piece of the sales puzzle is proof of purchase. Most salespeople get this part of the process wrong, but by adding proof of purchase, you’ll streamline the sales process, minimize sales resistance, and supercharge your results. There are three reasons why this simple sales technique is so powerful. The first is because high ticket sales are about solving a problem. Then, you’ll sell the solution. Once you’ve presented your solution and answered their questions, the next step is to ask them for their commitment. Once they commit to the solution, you’ll be able to ask them to invest.