Become a High Ticket Sales Machine – 9 Critical Tips

Illustration of gold coins, representing the opportunity with high ticket sales.

High ticket sales can feel like a high-stakes poker game.

You’re playing for big money, and the pressure is on. But here’s the thing…

The key to winning at high ticket sales isn’t about bluffing your way through or having the luck of the draw.

Illustration of 4 business people playing cards at a poker table.

No, it’s all about understanding your prospect, identifying their challenges, and qualifying them properly.

It’s also about effectively presenting your solution and uncovering and overcoming the inevitable objections, which you will plan for.

What are High Ticket Sales Anyway?

High ticket sales are considered to be products or service packages that a potential customer would prefer to buy from a person vs. through an online transaction.

Unlike low ticket sales, usually, these products or consulting/coaching packages are north of $3-5K, and they can climb up into the 5 and even 6 figures.

Illustration of a person holding a bag of money, meant to represent payment via high ticket sales.

We’re not talking about enterprise sales here that are primarily large B2B deals.

High ticket sales are generally sold to individuals or small or medium (SMB) sized businesses, often in 1 or 2 calls.

How To Become a High Ticket Sales Machine

Here are the 9 critical tips to mastering the mindset, process, and art of high ticket sales closing:

1. Start Internally

In the world of high ticket sales, success starts from within. You must fully grasp your product or service’s value to effectively communicate it to potential customers.

Decide that what you’re offering isn’t just a nice to have; for your target audience, it’s an outright requirement that can fundamentally change their businesses or their lives.

Believe it, and bring that enthusiasm into your efforts on every single call. 

Illustration of a woman flexing, representing a strong mindset and belief.

And if you don’t believe it, get out of there and find another product or service to sell.

Understand Your Product or Service

Once you believe in what you’re selling, you must develop comprehensive knowledge about the high ticket items you offer, so you can confidently represent them in live scenarios.

We’re not yet into sharing benefits or being persuasive, this is about knowing how the product works or the service is delivered, so you can bring max confidence into your interactions.

Why should potential customers consider your high ticket sales offerings over lower-priced alternatives? What makes yours so special anyways?

Associate Benefits with Features

Everyone in sales training today is always talking about “benefits”, that customers only care about the benefits.

The reality is that any halfway smart buyer wants to know the details of the product or service AND the benefits.

You can’t just dive into talking about benefits unless you want to sound like you’re trying to sell a pouch of magic beans.

Instead, discuss the critical components or elements of your product or service, and what those features will feel like to the customer… and then hit them with the benefit and differentiation statements.

Don’t forget to finish with benefits, as studies are clear that you will realize higher conversion rates with both low-ticket and high ticket sales when you do this.

We know that most people make purchase decisions based primarily on emotional factors and then justify them logically afterward, but they think they’re being rational the whole time.

As such, the best high ticket sales strategy is to start by focusing on rational details where you build massive trust, and then start sprinkling in the benefits and related outcomes to juice up some trustworthy emotions.

In your sales calls, start by highlighting critical features, and how each translates into tangible benefits. What problem is being solved, what process is being enhanced, what outcomes or KPIs are being impacted, how much money will be made or saved, etc?

2. Know Your Prospects Experience

In high ticket sales, grasping your prospect’s journey is paramount. It shapes how you approach and address their needs effectively.

Prospects are always in different stages of the decision-making and buying cycle. While some are just becoming aware of their problems, others might already have solutions in mind.

Illustration of one hand handing over a gold coin, and another hand handing over a lightbulb, meant to illustrate payment for a business solution.

It’s important to identify where each prospect stands and also to tailor your communication style accordingly; educating those who’ve recently discovered issues while offering detailed insights and possible resolutions for those readying themselves towards making purchasing decisions.

Nurture Curiosity into Genuine Interest

Awareness sparks curiosity which usually leads to the start of the sales process, whether inbound or outbound.

Curiosity must be nurtured into genuine interest by building trust.

This is done by listening to the prospect explain their problem, paraphrasing your understanding of their problems back to them, and relating through stories about how your solutions have solved similar problems for other clients.

Depending on what you’re selling, perhaps you’ll need to show off demos, review case studies, or outline client testimonials. 

Always understand what the prospect experience is like and the levers you must pull to address typical concerns and deliver desired outcomes.

Remember, prospects want problems solved and are prepared to pay top dollar if the pain they are experiencing costs them more, whether “more” is tangible or unclear. 

3. Understand Your Prospects Mindset

We know one thing for sure – if the prospect is meeting with you, they have some type of problem, which in essence is pain.

They are meeting with you to understand a) if your solutions are able to address their pain, b) if they trust you, and c) if the cost of removing their pain is less than the cost of not addressing it.

It’s possible they are also considering other potential pain remedies (your competition) and trying to decide which option is the best based on a variety of variables, including trust and cost. 

Diagnose their pain, ensure your offering can remedy that pain, foster trust, and build value through the unique elements of your offering. Differentiate and contrast what you offer vs. the market.

Pain Point Identification

Identifying and understanding pain is important for 2 reasons; first, you must know the degree of pain to be sure this is a serious prospect or not (otherwise known as qualifying). If the pain isn’t real or isn’t bad enough, they are unlikely to buy. 

The second reason is that once you know their pain, you can effectively apply your solution, in a personal way that will hit home with your prospect when done properly. 

Illustration of a man doubled over with stomach pain.

For example, if your prospect wants help to launch an online business, but has no clarity on what they would sell, they may not be ready to commit and invest in your coaching services.

However if the prospect has operated an online business for 2 years with limited success, there is likely enough pain there to make a sale if you can build trust, apply your offering to their pain, and differentiate from any other options they may be considering.

To make a high ticket sale you must understand the likely source of pain your prospect has, and do a good job of building trust.

4. Do They Really Want a Painkiller?

The most significant setback whether you’re in high ticket sales or low-ticket sales often comes in the form of “no decision”.

These situations can be mitigated by quickly identifying if your potential client has real issues they are motivated to resolve.

This involves not just recognizing their problem but also gauging how urgently they want it fixed.

Qualifying Prospects

Time is your greatest asset in the game of high ticket sales. Swiftly determining whether prospects have genuine problems that they are prepared to invest to solve, becomes crucially important.

This calls for strategic questioning designed to understand not only what issues exist but also the urgency toward finding solutions.

Tempt With Your Solution

During this process, you should also tempt your prospect with tantalizing details on how you can address their problems or deliver the desired benefits, as a way to qualify them in or out.

Most high ticket items or solutions are luxury options that can help reduce problems or supercharge results. Thus, it’s important to weave that picture into your prospect’s consciousness before bailing on any opportunity.

Illustration of a business man under the glow of a lightbulb, representing his good ideas.

However, don’t invest too much if you are not seeing your potential customer warm to your offering. You’ll need to trust your gut and decide if you should continue investing in the opportunity.

It’s better to focus on building your sales funnel with real opportunities vs. chasing semi-interested prospects.

5. Identify Your Prospects Challenges

In the realm of high ticket sales, understanding your potential client’s needs is only half the battle. The other equally important aspect involves recognizing and addressing their challenges.

Challenges can range from budget constraints to differing stakeholder opinions. Perhaps a business partner or spouse needs to be consulted, or a competitor vanquished.

Tackle Budget Constraints Head-On

A common hurdle when dealing with high ticket sales prospects revolves around unrealistic budget expectations.

This might stem from either ignorance regarding the actual value associated with such products or services, or simply due to financial limitations on their end.

Illustration of a man holding out his empty pockets.

Part of your responsibility as a high-value seller is to educate prospective customers on your solution’s inherent value.

You can learn more about value-based selling, but it’s important to get out of the budget constraints issue early on by outlining how the outcomes will outway any investment.

Navigating Multiple Stakeholders

When numerous people have a stake in the decision about whether or not to go with your solution, this adds complexity.

Stakeholders will have different priorities and may like different elements of the options they are considering.

First off it’s important to identify all the stakeholders. Once you’ve built trust with your main contact or champion, ask about other stakeholders and their perspectives and objectives.

If appropriate, connect with each stakeholder individually to understand their needs, address their concerns, and gain support.

You can also suggest meeting as a group.

Illustration of 5 people on a video conference call.

Aligning all stakeholders towards your offering is crucial for converting high ticket leads into deals.

6. Prepare for Common Concerns & Objections

Once you’ve qualified deals into your high ticket sales funnel, the objective is to advance them quickly and get a close in 1-2 calls or meetings.

That means following a clear sales process that includes prepared responses to all potential objections.

Objections are normal and you should push to identify them.

Rather than indicating a lack of interest, they are your prospect’s way of ensuring they trust you and are comfortable making the investment in your high ticket items.

If your sales team leader hasn’t ironed out the ideal responses, work them out for yourself. Learn more about how to handle objections here.

7. Build Trust

Building trust is the most important thing in high ticket sales (any sales for that matter!).

When we seek to build trust with someone, we are asking them to be vulnerable with us. As such, you need to take it seriously and start from a place of empathy.

Be genuinely curious about the problems your prospect shares.

Pay attention when they are talking, and relate your understanding back to them.

Ask more questions to get deeper with your understanding.

Have real, relevant anecdotes and stories you can share to drive home your understanding and give them the belief they need to keep going.

Know your offering inside and out and present it fluidly.

Ensure you align benefits with features, and position them in a way that addresses the problems you know your prospect has.

If you’re not selling a solution you truly believe in, quit and find a better one asap. You are representing this product/service, so if you don’t honestly believe in it you are doing yourself and others a disservice trying to sell them.

Finally, be a professional. Prospects want to relax into your confidence, but you need to instill it.

8. Lead the Sale

You must exude high value in order to lead and sell high ticket products.

Your prospect will believe you are high value and settle into your sales leadership if you exhibit competence, trustworthiness, confidence, and empathy.

Illustration of a hand holding a customer close to a bullseye, so they can easily hit the target.

We’ve already covered the importance of competence and trust.

Authenticity is Key

Confidence and empathy are opposite sides of the coin of authenticity.

Start with the assumption that your offer is exactly what your potential client needs. Remember, you’re providing a solution with significant value – something that can transform their business or personal lives dramatically.

Remember the other side to this coin: putting yourself in their shoes, and being attuned to cues during every interaction.

These could be verbal hints about interests or concerns, voice tone variations, or non-verbal signals like body language. Become highly sensitive to these little cues and make adjustments or discuss concerns as you observe them.

If you do this, your authenticity will shine through. 

Foster Positive Interactions

As a high ticket sales rep, you must never forget one simple truth – people buy from those they like. 

You will be liked if you are competent, trustworthy, and bring the right balance of confidence, empathy, and sensitivity to the unfolding sales process.

The final ingredient is a positive and helpful attitude and demeanor. 

9. Dial in Your Fundamentals

In high ticket sales, we’ve learned that you must start with your mindset, then understand your prospect, qualify them, address objections, build trust, and lead.

Ultimately though, you need to follow selling and sales process fundamentals to land the plane.

Follow Your Scripting

Truly successful organizations map out the sales process and key conversation scripts.

Don’t dismiss scripts as mere words on the page. They are the roadmap guiding you through each interaction with potential clients in the high ticket sales arena.

Bridge To The Customer’s Pain

Selling high ticket products isn’t simply about pushing product features or benefits.

You need to bridge what you’re selling to the customer’s specific pain points and do it in a way that shows you understand and are sure you can help.

Illustration of a bridge.

The Power Of Open-Ended Questions

Open-ended questions are the Swiss army knife of sales. Use them early and often to get your prospect talking, so you can riff off their responses.

Close Strong

Always know your next step and when to go for the close, and lead your prospect to those moments in each interaction.

High Ticket Sales FAQs

What is considered a high ticket sale?

A high ticket sale refers to selling an “expensive” product or service, typically ranging from several thousand to hundreds of thousands of dollars.

In general, it’s a high ticket sale if the customer wants to talk to a person before making a buying decision, and if the vendor feels the need to employ salespeople in order to facilitate business.

Illustration of a sac of money.

What makes high ticket sales a challenge?

Once you have high ticket sales leads, the main challenge is getting prospects to agree to fork out lots of money for the benefits they are hoping to realize.

Generally speaking, high ticket items, products, and services are high margin for the seller, so it’s critical to sell the value and benefits that will be realized, vs. getting fixated on the price.

What are some examples of high ticket closing?

High ticket sales examples include luxury cars, expensive vacation packages and time-shares, premium business consulting, business coaching or personal life coaching, etc.

Illustration of a bright red Ferrari.

How do you attract high ticket clients?

First off you need a solid high ticket offering that is appropriate for a particular market. You need the confidence to work your high ticket sales funnel and position yourself as the expert to your prospects. Remember, a prospect with a pain point usually wants a solution.

In some cases you may be working inbound leads, in others you may need to find prospects online or in the real world at industry or networking events.


We know high ticket sales isn’t like a game of poker, but with the tips in this article, you will still come up with aces more often than not!

Illustration of a man holding 4 aces.

You’ve learned to begin internally, ensuring you know your solution and believe in the value you offer.

We’ve delved into prospect experience and mindset – both crucial elements to understand if you want to be successful.

We know to identify prospects’ pain points and determine if they are truly seeking a solution. 

We know how to tempt our prospects, address objections and concerns, and build trust.

We’ve also learned the power of leading the sale and relying on your fundamentals to keep things moving.

Follow these tips and watch your high ticket sales ring up!

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