Prospects are only human, nobody enjoys paying more when they can pay less. Pricing in sales is a serious roadblock for many salespeople.

What Are High-Ticket Sales?

High-ticket sales involve pricey goods or services. Due to price resistance, selling a high-value, high-cost item takes longer and requires more sales talent.

A bad product can never beat a cheap provider. If your product is slightly better but costs more, you'll lose sales. Simple!

However, you can win if your product's price reflects substantial areas of uniqueness. Here are some suggestions for persuading a buyer to purchase a more expensive item.

1. Know buyer persona

Before people call, you must know their motives, pains, and triggers. Discover why your ideal customer wants a premium product by creating a buyer persona.

2. Use a high-ticket sales script

Because your conversation will go in a variety of ways, it's fine to rely on your product/service knowledge and competitors during sales calls.

3. Help them envision what success looks like

You know that the prospect has a problem they need to get solved. That manifests as a gap between where they are and where they need to be.

4. Eliminate low-quality competitors

If you can convince your buyer to exclude low-quality options early on, you'll improve your sales case later and won't have to match extremely cheap pricing.

5. Surface stories of  how low-cost products hurt the company

Early in the sales process, ask your client about times when low-price decisions hurt the organisation.

6. Give examples of unhappy customers

A buyer who chose another source and regretted it is another powerful story. Suddenly, it's not your word versus your competitor's, but a customer's.

7. Close for the technical win

Sales constantly aims for technical wins. It reveals who wins a competition. If you're selling a high-priced product, you're closing for the technology, not the features.