HIGH TICKET

SALES SCRIPT

Sales feel good when your focus is to serve

your prospects without a personal agenda..
 STEP 1: Connect & Set the Context
Be genuinely interested in who they are and how you can help
support them. See them in their wholeness with no judgement
and set the context of the conversation.

Example for setting the context:

Hey _____ , I'm so glad that we are able to have this chat. The
purpose of this conversation is really to explore where you
want to be, what are the things stopping you to get there and
how I can best support you. Does this sound good?
 STEP 2: Let them Share their Pain
Dig into the pains to get them to realise they need to get out. Get
to the ROOT of the problem and motivation to change.

Pro Tip: Always pause for another 2-3 seconds after they answer
your question. This often results in them sharing more golden
nuggets. It also shows them you are really listening and prescribing
a solution based on their answers.

Identify Problem + Pains (Questions you can ask)

What made you decide to reach out today?
What do you think is the main issue you’re struggling with when
it comes to [INSERT TOPIC]?
Has it been working out for you, doing it yourself?
What have you tried in the past?
How long have you been wanting to change this?
How is this [INSERT PROBLEM] affecting you on a bigger level?
Friends, family, relationships, health, self esteem, finances?
If you were to stay on the same path doing the same things,
what would you think you would be missing out on in your life
next year?

Whenever you realise that they can tell you more, dig deeper with
these questions:
What do you mean by that?
Why is that so important to you?
 STEP 3: Reiterate
Repeat what they’ve told you so far to make them feel heard and
understood. This continues to build trust and shows them that
you’re listening.

"Ok, what I’m hearing is right now, you’re struggling in:

Point #1
Point #2
Point #3

Does that sound right?"

I would highly recommend using a whiteboard. I personally like to

use the virtual whiteboard on zoom. Draw the image below and
write down the points under "current struggles".

CURRENT
STRUGGLES
 STEP 4: Dream Vision
What do they really want? Help them identify their desires. Dig a
bit deeper and ask them why they want to achieve it and how it
would make them feel if they achieved.

Examples:
They say they want to have a toned body
but really it's confidence they want.

They say they want flexibility & mobility,

but really they're tired of getting injured from their training.

They say they want to be more active and healthy,

but really they're feeling exhausted and stressed at work.

Powerful Questions:

6 months from now, if we were to

have this conversation, where would
you like to be ideally?

Why do you want that?

How would it make you feel if we

were to be able to achieve that?
(Example of white board illustration)

DREAM VISION
Work 3 hours a day
Make 200k/year
have 5 high ticket clients a year
Host 1 group program a year

CURRENT
STRUGGLES
Working 10 hours a day
Making 200k/year
Working in corporate
 STEP 5: BLOCKS
What's in the way?

Usually people will say, accountability, self-doubt, confidence or

lack of direction/guidance. This helps them become aware of
what's really stopping them and how you could be of support.

If people are not aware of what's in the way you could ask
them what they have tried in the past and why it didn't work.
This helps you to then share how your service is different from
what they have tried.

DREAM VISION

BLOCKS

CURRENT
STRUGGLES
 STEP 6: JUSTIFY
Justify their past failures. Help them see that it's not their fault
it didn't work out in the past. This helps them see that there is
hope for their dreams to come true and the reason it didn't in
the past is only because they didn't have the support or was
misinformed. You can share a personal experience here or a
client example so they can see that it's possible for them.

Example:
Thanks for sharing. That must have been hard and it's definitely
not your fault that you couldn't commit. It's hard when there's
no accountability. I remember a time when I was trying to
launch my business and I have a background in marketing and
knew all the right things to do but I just couldn't get the results
until I found myself a coach because when there's
accountability, they're able to see your blind spots and they
don't take your excuses, so having support and accountability
helped me fast track my success.
 STEP 7: SERVE THEM
What most people do on sales call is just talk about the problem
and their services, but nothing beats demonstrating your work
by serving them on the spot. People are presented with sales
offers all the time and most of the time the deciding factor is
how much they trust that you can help them solve the problem.
If you can pick out one of the problems they have mentioned
and support them on the call, then they can have a taste of
your work and that builds trust in your work.

You can support them to identify what are some of their blind
spots in achieving their goals or even giving a high level strategy
if that's what they are stuck with the most.

GIVING ACTUAL VALUE is always going to sell better than selling

an IDEA. Even if they don't sign up on the spot, they will
remember you as the person who offered value, and there is
more chance of them coming back to work with you.

Think in their shoes, if someone offers you value on a free call,

how much more would you want to work with them in a paid
capacity?

(Sometimes I would lead a meditation on the spot to guide

them to do some inner work on blocks and limiting beliefs,
sometimes I would offer some insight to next steps
strategies they can implement)
 STEP 8: QUALIFY
Remember not everyone is ready and aligned to work with you. So
make them sell it to you that they are a right fit to work with you.

Requirement
So to be transparent, I only work with clients who are committed to
wanting change.

Question option one:

So from a scale of 1-10, how important is it for you to [INSERT THEIR
GOAL].

Question option two:

So having said that, can you share with me:
Why you feel like you are a good fit for my program?
why you want to work work with?

(Wait for them to share)

If they say it's not important, then thank them and let them know to
contact you when this becomes a priority in their life. Clients will
actually be more inclined to work with you and respect your work
when you are not desperate to make the sale. Trust their timing.

If they say it's very important and at least a 8/10 then proceed!
 STEP 9: PRESENT OFFER
Once they've been qualified, ask permission to present the offer!

"Awesome! So if I could provide you with all the steps to (INSERT

GOAL), is that something you would take action on today?"

(Wait for them to say yes)

Note:
When presenting your offer, always use the word "investment", not price
or cost.

Example:
The 6 month investment is _______
or for better savings you can pay in full / pay today.

SILENCE

Don't keep talking. Be comfortable with the silence and let them talk.
They will either come up with an objection or just say that they're ready
to start! If they're ready to start then celebrate them! If they' have
objections, proceed to the objection handling section.
 OBJECTION HANDLING

Finance Objection
I've spent a lot on other programs.. I'm not sure i'm ready to
invest again..
I can understand your exhaustion at the thought of investing in
something else that won’t work, but you and I both know that
you’re on this call because you want support. So, you’re either 2nd
guessing yourself or the program? Can I get a better
understanding which one it is?

Qualify them again:

“Just so I’m clear, I’m under the impression that you are
committed to transforming, because you wouldn’t be spending
your time on this call with me if you weren’t. So, is this truly a
financial issue or are you having other hesitations? Because I only
want to work with people who are a fit for the program and
committed to results, and if you don’t feel you are, that’s ok. So,
which is it?”

(If yes, they want to work with you but continue to mention the price
is too high...)

"The price is too high"

“I understand this is an investment and I don’t take that lightly. I do
my best to work with people in this situation, and I don’t want
money to be the reason that’s preventing you from working
together. So do you mind me asking if money is the only thing
that's stopping you right now?”

If no, explore what else is holding them back. If it's a yes, suggest
to brainstorm with them, ways they can become resourceful to
get the money together (Present payment plan if necessary).
 OBJECTION HANDLING

Think about it... Objection

I need time to think about it

"Can I ask what you want to think about, so I can make sure I
haven't left any important information out and also a great
opportunity for me to support you to have more clarity in knowing
whether this program is for you or not"

If they insist, you can say "let's take the program off the table,
because for me it's not about the program, it's about supporting
you in reaching your goals, even if it's not to work with me. I know
you told me earlier that this is really important to you, so what are
your biggest doubts moving forward right now?"

This is a good opportunity for you to connect with them deeper. If

they're not ready to open up to you, you can proceed to the next
step.

“Okay, totally understand. Tell you what. For everyone I speak with,
if they don’t enroll on zoom, the fast action discount goes away
and the price goes back up to [INSERT PRICE]. What I’m happy to
do for you is to give you an extension for 24 hours. Let’s get
scheduled in for tomorrow - what time works best with you?”

(If absolutely necessary, you can extend the “fast action pricing” to
the time they tell you they can do a follow up.)
 OBJECTION HANDLING

Think about it... Objection

I need to talk to my husband/wife/partner.
“I respect that. When will you be talking with your partner?”

“Okay, totally understand. Can I ask, if that's the only thing

stopping you?"

If yes, ask them, "If your partner says no, will you still go ahead
with it?"

If they say yes, have a laugh and say, "Well what are we waiting
for?"

If they say no, ask them, "Does your partner know that (INSERT
GOAL) is something that has been really important to you for
(INSERT AMOUNT OF TIME).

If they say no, ask them, "Would your partner be upset if you told
them that you signed up to this because you have been struggling
with _____ for _____ amount of time and you wanted to invest into
yourself?"

If they say no, then empower them to make their own choice for
themselves and tell them that you will celebrate their decision
whether it's a yes or no, but you want to make sure that this is
their decision not their partner's decision for them.

If they say yes the partner will be upset, then encourage them to
share with their partner what this would do for them and
schedule in the next time you will chat with them and extend your
fast action discount for 48 hours.