High Ticket Closer Explained: What Do They Do?

April 4, 2024

A high ticket closer is a professional salesperson who's specialty involves premium products and services over $1,000. High ticket closers have experience using persuasive sales techniques and consumer psychology to understand their client's needs. Their closing skills can produce a salary around $126,407/year, according to Glassdoor.

While many don't believe you can make over $1,000 from a single sale, it's possible for a high ticket closer. These sales specialists achieve these numbers by identifying potential high-value products like luxury goods, high-end software, and exclusive consulting services. Then, they build client relationships, and communicate the benefits of these products or services. High ticket closers like Cole Gordon of Closers.io and Dylan Blyuss of Millionaire Closer report making $80,000 or more per month with this career.

In this article, we'll explain what high ticket closers do, how high ticket closing works, and why it’s a legitimate way to make money. We’ll also address some common misconceptions about the role. Plus, we’ll introduce a different business model that might be even more profitable than high-ticket sales.

What Does a High Ticket Closer Do?

A high ticket closer sells high ticket products and services that cost at least $1,000. Their main job is to find potential customers, talk to them, and persuade them to buy high-ticket items. 

This starts by identifying high net worth or high-income individuals to build a list of prospective buyers. A high ticket closer initiates contact through phone calls, emails, or direct meetings. They engage in conversations to understand the customer's needs, desires, and challenges to determine how the high ticket product can help them. Negotiations play a big part in the process, with the high ticket closer working out prices and handling any objects from the customer.

An example of a high ticket closer is Dan Lok who is a business mentor and social media influencer with millions of followers across his brands. He has built a coaching and consulting enterprise around high ticket closing. It has sold over $100 million worth of coaching programs, digital courses, and high-value services online.

Another example is Jabran Khan. With over 20 years of experience in sales, Jabran excelled in selling products and services across the B2B and B2C sectors. Since 2020, he has been a remote high-ticket closer for influential entrepreneurs in e-commerce and digital marketing, closing deals ranging from $5,000 to $100,000. He is known for outperforming an entire sales team at large corporations. 

What Are The Traits of a High Ticket Closer?

Excellent communication, strong networking skills, analytical problem solving, and being self driven are the traits of a high ticket closer. They can speak clearly and listen well to understand what customers need during the sales process. High ticket closers are motivated to reach their goals and can work well on their own, often pushing themselves to improve and succeed in their sales careers.

High ticket closers also have strong networking skills. They build and maintain relationships with potential and existing clients, as well as other industry professionals. They also have deep product knowledge and an understanding of the market trends.

High ticket closers are patience and recognize that high ticket sales often take longer to close and require the patience to see these processes through. These traits combine to make a high ticket closer not just a salesperson, but a trusted advisor and expert in their field.

How Is a High Ticket Closer Different From the Typical Salesperson?

A high ticket closer is different from a typical salesperson because they focus on selling high-ticket items whereas a typical salesperson deals with low ticket items.

The sales process is also different. High ticket closers usually work with a smaller number of clients and spend more time on each sale. They use a personalized approach that builds strong relationships since the buyer journey is longer with expensive items.

Typical salespeople working with low ticket items often use a sales funnel approach. They reach out to more potential customers and try to make as many sales as possible, but with each sale being of lower value.

How Does High Ticket Closing Work?

High ticket closing works by selling high-ticket items to buyers who have the financial capacity and interest in high-end products. A high ticket closer works either independently or for a company where they are paid a base salary plus commissions. For example, closing a high ticket deal worth $10,000 with a 10% commission rate would earn the closer $1,000. This commission-based structure motivates high ticket closers to close deals and seek higher-value sales.

What is The High Ticket Closer Sales Process Explained?

1. Do Prospecting to Find Leads.

Prospecting to find leads is about looking for a high-net-worth potential client who might be interested in buying high-ticket items. Depending on their target market, a high-ticket closer might research affluent neighborhoods or join social clubs where their prospect hangs out. They then compile a list of contacts and begin reaching out to them with personalized offers. This targeted approach increases the chance of connecting with high ticket clients who have the financial means to invest.

2. Build Rapport with Leads.

Building rapport with leads means creating strong relationships with potential clients. It's about connecting with them to build trust and credibility. This is important because when clients trust you, they are more likely to share their needs and concerns. For example:

A high ticket closer selling premium home automation systems won’t dive into sales talk during the first meeting with a potential client. First, they’ll ask about the prospect’s current home setup, their family needs, and what they envision for their smart home. The key is to listen and show genuine interest in the prospect’s responses so they’ll feel more comfortable. This helps the high ticket closer tailor their sales approach.

3. Qualify Leads.

Qualifying leads involves checking if the potential clients have both the interest and the financial means to buy high-ticket items. This step helps high ticket closers focus their time and effort on prospects who are more likely to make a purchase. To qualify leads, ask questions about their budget, needs, and decision-making process. 

4. Frame the Conversation.

Framing the conversation is about setting the right tone and direction for the talk with a potential client. The salesperson starts the conversation to talk about the client's needs and what they want. This means showing how the product or service can help the client and meet their specific requirements. Doing this helps the salesperson guide the discussion towards their sales goals. 

5. Ask the Right Questions.

Asking the right questions is about understanding the client's specific needs, challenges, and goals. For example, in a sales call, the salesperson needs to ask questions that go deep. This helps in getting a clear picture of what the client wants and needs from the product or service. By knowing these details, the salesperson can tailor their pitch and offer solutions that match the client's situation. Good questions lead to valuable insights, which are crucial for making the sales process effective and meeting the client's expectations.

6. Discuss a Budget.

Discussing a budget is crucial for a high ticket closer. It involves talking with the client about how much they can spend on the high-ticket item. This conversation helps the high ticket closer to understand what the client can afford. Knowing the client's budget allows the high ticket closer to suggest the most suitable high ticket options. This ensures the client feels comfortable with the price, and the high ticket closer can align their sales approach with the client’s financial capacity.

7. Present the High Ticket Offer.

Presenting the high ticket offer involves introducing the product or service to the client. The salesperson explains why this product is valuable and how it fits the client's needs. 

8. Respond to Objections.

Responding to a customer's objection means handling any concerns or doubts they might have. The salesperson listens to these concerns and then explains things in a way that makes the client feel more confident and clear about the product or service. 

9. Close the Deal.

Closing the deal means finalizing the high ticket sale with the client. The salesperson uses persuasive techniques to convince the client to buy. They also might negotiate to agree on terms that work for both sides. 

What Kind of Products Do High Ticket Closers Promote?

High ticket closers promote premium, high-value products that cost at least $1,000. Some examples are:

  • Luxury Cars: Vehicles such as Ferrari and Bentley known for their brand prestige, advanced technology, and superior performance. These cars range from $50,000 to well over $100,000.
  • Real Estate Properties: Million dollar real estate including luxury homes, apartments, and commercial properties in prime locations.
  • Premium Coaching Programs: Exclusive coaching or mentoring programs that cost anywhere from $10,000 to $50,000. These programs are targeted at individuals or businesses seeking specialized knowledge, personal development, or business growth strategies.
  • Advanced Medical Equipment: High-end medical devices and equipment to hospitals and clinics. These products, potentially costing hundreds of thousands of dollars, offer advanced technology for improved patient care and diagnostics.
  • Luxury Travel Packages: Bespoke travel experiences like luxury cruises or private jet services that cost anywhere from $20,000 to over $100,000.
  • Fine Jewelry and Watches: Jewelry pieces and luxury watches like Rolex with prices often exceeding $10,000. These products attract customers looking for quality craftsmanship, exclusivity, and timeless elegance.
  • High-End Software Solutions: For corporate clients, high ticket closers sell advanced software solutions or enterprise-level services that cost $50,000 to several million dollars. Examples are customized software platforms, IT services, or comprehensive business management systems.

How To Become a High Ticket Closer?

To become a successful high ticket closer, you can follow these steps:

  • Improve Your Sales Skills: Begin by mastering the fundamentals of sales, such as effective communication, understanding customer psychology, and basic negotiation strategies. Improving your sales techniques is important when dealing with high-value transactions.
  • Enroll in a High Ticket Closer Program: Seek out specialized training programs or courses focused on high ticket closing. These programs often cover advanced sales techniques, how to handle large transactions, and ways to deal with sophisticated clientele. Some courses you can look into are Dylan Blyuss’ Millionaire Closer and Luke Alexander’s Closer Cartel 3.0.
  • Practice Regularly: Apply the skills you've learned in realistic settings. This could involve role-playing exercises, participating in sales simulations, or practicing pitches. Regular practice helps in honing your approach and adapting to different sales scenarios.
  • Gain Sales Experience: Work in sales roles that offer exposure to high-ticket items or services. This experience is very important because it helps you learn how to manage big sales and engage with clients who are investing in high-value items.
  • Network in the Industry: Establish connections with professionals in the high ticket sales industry. Attend industry events, join relevant online forums, and engage with peers and mentors. Networking can lead to mentorship opportunities and insights into industry best practices.

How Hard Is It to Be a High Ticket Closer? 

It is hard to become a high ticket closer. As a salesperson, you need to understand the needs and desires of each potential customer, which is not always straightforward. 

Mastering high ticket closing involves more than just presenting a product. It's about strategically guiding the conversation towards a sale of high-value products. This requires excellent communication skills, the ability to build strong relationships, and a thorough understanding of the products you are selling. 

An anonymous user from Reddit shares that it's hard to become a high-ticket closer if you don't master sales. They advise picking a specific industry like D2D sales and software then working your way up. They also caution against taking a sales course because you can't learn high-level skills in just 3 weeks or 3 months without direct application.

BIG L£W 🇬🇧

@L3W72

The audacity of young wannabe salesmen who think
they can go straight to "high ticket closer"
never fails to amaze me. 

High level people don't wanna chat to naive children;
they can literally smell the fact you're fresh to the game. 

No shortcuts bro, you gotta EARN the right

1:43 AM · Mar 29, 2024

Twitter user @L3W72, a sales leader from London, England, shares that it's difficult for beginner salespeople to immediately become high ticket closers. The reason is that high income prospects and customers are more willing to engage with experienced sales experts with whom they gain value from. He shares that there are no shortcuts to learning high ticket selling.

Achieving a high rate of sales conversion in this field means being able to handle objections and negotiate effectively. It's a role that demands dedication, continuous learning, and the ability to adapt to various customer personalities and needs. For someone committed to these aspects, becoming a successful high ticket closer is challenging.

5 Tips To Excel as a High Ticket Closer

  • Personalization: Understand each client's specific needs. This could involve researching their background, preferences, and past purchasing behavior to offer a solution that feels tailor made for them.
  • Communication: Be clear and concise in your messages, and ensure you're also an excellent listener. Good communication is about understanding the client's needs as much as it is about conveying your message.
  • Guidance: Help clients navigate their choices. Provide expert advice and insights that make decision-making easier for them. Your role is to simplify complex information and present it in a way that's easy to understand.
  • Nurture: Keep in touch with clients even after the sale. Regular follow-ups, checking in on their experience with the product, and offering after-sales support can build lasting relationships.
  • Adaptability: Stay flexible in your approach. Each client is different, and market trends can change rapidly. Be ready to adjust your sales strategies and tactics accordingly. This might mean updating your knowledge of products or changing your sales pitch to suit different clients.

Conclusion: Is High Ticket Closing a Good Way To Make Money Online?

High ticket closing is a good way to make money online, especially for those with the right skills and experience in sales. However, it's essential to consider its drawbacks. High ticket closers must often work specific hours to take sales calls, and active work is required to make money. There's no passive income with this career path.

Alternatively, local lead generation offers distinct advantages. Unlike high ticket closing, it allows for the potential of passive income and the flexibility to work from anywhere, as the primary task involves SEO which doesn't require fixed working hours. While you still need to sell services to local businesses, the financial rewards can be significantly higher. Unlike receiving a commission, you own the entire business, leading to greater profit potential. For instance, a single sale could cause a long-term relationship paying between $500 to $3,000 monthly. This means a single client can bring in $36,000 in just one year, with websites often operating for multiple years.

conclusion-lead-gen-maps

Local lead generation works by creating websites that generate leads for local businesses. You then rank these sites in search engines. Once they're successful in attracting traffic, you partner with local businesses who benefit from these leads. It's a sustainable model that leverages online marketing skills to create a continuous income stream.

The local lead generation business model turns digital real estate into a stable source of passive income. The mutually beneficial relationship between your sites and local businesses establishes you as an important entity in the marketplace. 

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