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The Mindset of Coaches and Consultants Who Make High-Ticket Sales
What is the mindset you must have for high-ticket sales as a coach or consultant? A coach or consultant who sells their services for multiple five and even six figures has a mindset that they are valued and theor expertise is worthy of a high price.
When it comes to sales, do you struggle to own your value and possibly battle an internal dialogue around not being good enough, not worthy enough, or feeling like you don’t know enough?
You can earn big money when you have the mindset for high-ticket sales.
Yet so many coaches and consultants who come to me struggle to close sales or even step into raising their prices because they don’t have the mindset to do it.
If you are curious about how you shift your mindset, overcome your imposter syndrome, and start to close high-ticket clients, continue reading and follow these practical guidelines on building the mindset of a high-ticket coach or consultant.
Increase the Value and Pricing of Your High-Ticket Offers
Your ability to price your offers is tied closely to how much you believe you deserve. Self-worth is one of the most important aspects of your pricing strategy. So many coaches and consultants come to me with tons of experience and yet they are severely undercharging for the value they bring to the table. Sometimes a coach or consultant is unaware of what the market is willing to pay, and I can show them how to quickly move into selling their services at much higher rates very quickly. Many other coaches and consultants came to me with imposter syndrome and a disconnect between their own self-worth and the price they are charging to the value they bring to their client’s lives.
Even though many of my clients have decades of experience as Directors or Senior Level Directors or are even in the C-Suite of organizations, many can not appropriately do not see the value they can provide as an independent coach or consultant. The main lesson to understand regarding your self-worth is that if you don’t see and your own value, no one else will. It is up to you to fully step into owning your value, changing your mindset to allow for high-ticket sales, and raising your prices accordingly.
So how do you do this?
Most coaches and consultants feel they need to work with a therapist and to unpack years of subconscious limiting beliefs around money or they feel they need a mindset coach to help them rewire their brain. These methods, while valuable, leave out the strategy behind packaging and pricing a high-ticket coaching or consulting program.
The answer is much simpler. I work with my clients to help them package their genius into a high-ticket offer in a way that they see their value. I then help them effectively communicate their value in a sales conversation so they can easily close high-ticket sales. The fastest way to crush limiting beliefs around your worth is to prove to your subconscious mind that you are worth that dollar amount.
You do this by closing a big deal. With the right strategy in place, you can collapse time and quickly move from billing by the hour or selling small packages priced at $3000-5000 or even $10K to substantially raising your prices and selling $50K-$75K or even 150K+ packages. This is something I specialize in and have helped my clients do for many years repeatedly.
With a shift in your mindset, you can earn big money with high-ticket sales. And the only thing you will say to yourself when you make that first sale is, “I wish I would have done this sooner.”
The beauty of closing your first ultra-high-ticket sale is now you’ve created a new reference point of what is possible and every time you raise your prices, it will get easier. The only limits that exist are the ones in your mind.
Master High-Ticket Sales Conversations
Once you have stepped into the mindset of a high-value coach or consultant, you’ll be able to create a product or service you believein so you can confidently ask for higher rates. When you have your coaching or consulting offer or program ready to go, it’s time to master the sales conversation.
My high-ticket sales training is so valuable, it’s generated millions and millions of dollars for my clients collectively. Master the art of having effective high-ticket sales conversations and it will pay you for a lifetime. Many people struggle with sales, but you can train yourself to be better at sales and handling sales objections. (highlight handling sales objections to link to the video.)
There are thousands of different sales trainings offered today for coaches and consultants all with different philosophies or schools of thought on how to make high-ticket sales. Some of these tactics that people teach are manipulative and use sleazy sales tactics. My philosophy is grounded in relationship-based sales. I don’t believe in pushing or convincing someone to do something or to manipulate a situation for my own benefit. Does it work? Sometimes, but it will not work out well in the long run. You can have honest and powerful conversations that feel good for both participants that lead to attracting incredible clients that want to work with you.
Increase Your Confidence with High-Ticket Sales
Confidence is a huge part of the mindset you need to make high-ticket sales as a coach or consultant.
People are attracted to what you offer and therefore are ultimately buying you. They are buying you based on the level of conviction you demonstrate. If you show up with unstoppable confidence and certainty that you can solve their problems, your sales will skyrocket. By demonstrating that you are the best person to help them get results, the sales conversation will naturally flow into a yes.
If you lack confidence and you are bringing that energy into the sales conversation, the deal will be negatively impacted. Therefore, it’s so important that you have a product or service that you believe in and can hold the container for a powerful high-ticket sales conversation.
You need to understand how to create trust and rapport with your potential clients right away. You will need to understand how to probe and how to ask the right questions, so you understand immediately what their pain points are and what they are struggling with. This will help you qualify a potential client. You’ll know if you can help them or even if you want to help them. Some people may not be your ideal client. Once you realize that the person is not your ideal client, you will know not to pitch them in the sales conversation.
Holding a powerful high-ticket sales conversation also includes knowing how to move them from the valley of pain they are in, to the mountain of possibility. They want to know what is possible for them and you hold the key to take them from their pain point to what they truly desire. You will need to effectively demonstrate authority so that you are positioned as the expert, and you can present the solution to their problem in an impactful, compelling, and concise manner.
The key to a great sales conversation is understanding how to effectively pitch your product or service. You must have an incredible offer that is intrinsically valuable, or it may be difficult to pitch to potential clients. Great high-ticket sales start with a great offer. Having these key pieces dialed in before the sales conversation happens is essential for success.
How to Pitch High-Ticket Offers
Many coaches and consultants do not know how to show up as the authority and present their solution in a way that positions them as the expert. They also don’t know how to pitch their high-ticket offer. It’s essential to learn how to pitch your offer because this is the key part that transitions them into saying yes or no.
The main struggle for many coaches and consultants is with articulating their value as a person in terms of what the client is getting. It’s essential to have your pitch nailed down so you can communicate the results the client will get from working with you in such a way that when you reveal the $25K, $50K or even $100K+ price tag, it’s an automatic yes.
This has not only been my personal experience, but also my clients experience once they mastered the art of a great sales conversation. They had previously struggled with their mindset for high-ticket sales and had trouble selling a $5,000 package. Once we worked together to shift their mindset, they would get an instant yes for a $25,000 sale on their very next sales call. I’ve had clients who billed by the hour before they hired me and learned how to create their offer, market their product or service, and learned my high-ticket sales strategies to turn around and sell six-figure packages.
When you master the sales conversation, there are no limits to what is possible to achieve in your life.
The first step starts with you. You must step into the mindset that you can sell high-ticket offers or programs.
When you own your worth and you bring your value to the table, you will not only start to attract better people, but you will be positioned to close them in a sales conversation.
If you’d like support in codifying your genius, packaging it into a high-value offer, generating high quality leads, and confidently closing high-ticket sales calls, then click the link below and apply for a call.
