The Art Of Selling High Ticket Services Without Sales Calls – Myth or Reality?
You’ve seen it for a couple of years now.
I sell through a Google doc/Notion and no phone calls.
I don’t do sales calls…
And then there’s the, I love doing sales calls - crowd…
.
Which one is the right way?
When I first ventured into high ticket sales I was running my marketing agency and I didn't really understand what it took to not only increase my prices, but to be able to justify them…
.
…you know actually prove the value I was bringing, but to also communicate it in a way that I actually believed it myself.
.
One particular memory always comes to me when I think of the “ole price and value” topic.
My agency was shortlisted to bid for the creation of a new website for a national insurance company.
.
I made it past stage one of submitting my proposal and I was onto stage 2 in attendance for the presentation/interview.
I had worked through the numbers, understood the brief and prepared my research etc.
As I sat in the waiting area the two other companies who were bidding, were waiting too.
I was called in…
🤩The presentation went well.
Then towards the end of the meeting when it came to them asking questions.
.
One of the panellists asked me
😐“Do you think you can really create the whole thing for the £20,000 budget you’ve proposed?”.
(Bearing in mind I had calculated I would make £8,000 in profit)
.
“Plus, of the 3 companies, you were the cheapest”.
(At this point I was thinking “The cheapest, no way! I wonder what the others quoted…”)
.
This was around 2009, and to me, it was the biggest job I had quoted for.
I was ready, but in another way, I wasn’t.
Their feedback was that they enjoyed my presentation the most.
“But feel your price was just too cheap”
.
While I didn't win the contract.
There was a bigger win that came in the form of the experience, the lesson.
.
This experience woke me up.
I stopped looking at being competitive and shifted to being of value to the right market.
.
In a world of business and customers.
After Marketing, ‘SELLING’ is the difference between your business moving forward or dying.
.
So being able to recognise the value or what you bring for the end user, your prospect, and your niche, is proportional to the ease you experience in selling your offers.
.
Since that time back in 2009, I’ve sold offers ranging from £2,000 right through to £50,000+
And quite interestingly enough, with more confidence, ease and competence.
.
.
TO DO SALES CALLS OR NOT?
So if you're reading this, you may be wondering well how does this connect to selling with or without sales calls?
.
If you want to increase your selling ability, sales calls will make that happen faster.
.
Why?
The reason is that either you or a salesperson on your team, get to speak to prospects, you can understand their problems, desires, objections and being there on a call means you can answer them there and then while qualifying the right people in and the “not-a-fit” ones out.
.
This is where the important stuff comes out.
You see, selling with or without a sales call, comes down to how well you understand your niche.
.
Think of it as “empathy”…
Definition: “the ability to understand and share the feelings of another.”
.
Most coaches and experts find it hard to articulate empathy in their marketing messages, offers and sales processes.
.
Yet if you put them on a call with a prospect they usually find the right words, the right pacing, tonality, energy, handle objections and have the ability to close the sale.
.
However, if you never take this knowledge and understanding forward into your marketing and sales.
.
It becomes pretty tough trying to turn that into a marketing message/campaign, and then an offer that makes it a “no-brainer” to buy from you with or without having to speak to you on a call.
.
Let me share with you in a few easy-to-follow steps on how to sell with and without sales calls.
.
.
>> KNOW, LIKE & TRUST
.
If someone is going to buy from you it's because they trust what you have (value), which will help them get what they want (desire).
.
### With a SALES CALL:
1) Package your OFFER in relation to your niche's current frustrations and fears and how it will lead them to their desired outcome for the problem you can help fix.
— I give my clients access to my “NBI Offer” method
.
2) Base your marketing MESSAGE around, your niche’s desires, frustrations, what their environment internal (mindset) & external, and inject your personality - how you live, values, beliefs etc
— I give my clients access to my “Transformation Bridge” worksheet
— Next, my clients create content (their MESSAGE) and build an audience using my “6-Week Content Rhythm” method
.
3) Take those SALES CALLS and use a script that allows you to consistently uncover the details of what your prospects are really saying. This will build your confidence while learning what the niche is saying. Either close the sale on this call or run a 2-step closing second call.
— I give my clients access to my “Super Qualifier” & “Secret Closing” Scripts
.
.
### Without a SALES CALL:
Lets say you or your team have taken 100+ calls, take your call recordings and notes from steps 1-3, and start upgrading your…
.
4) OFFERS → create a lower intro offer (e.g. a workshop) the investment of TIME (ownership) is what you want them to commit to, and upsell them to your signature offer during these workshops. Use a preponderance of proof (testimonials, case studies galore).
.
Answer the common 4 objections in the offer.
— I give my clients access to my “Handling Objection” Scripts
.
.
This will help to get people off the fence.
.
5) FUNNEL → sell through your funnel, DM’s, simple google/pdf/notion documents with payment links to your checkout/stripe.com account.
.
6) TEST, MEASURE, REFINE→ Get your VA’s and appointment setters to track DM conversations, follow-ups, workshops and funnel page conversions, now take these insights and refine your processes, upgrade your messaging and offers.
.
And for the daily improvements, marginal gains:
~ what you can say no to
~ what can be delegated
~ what can be automated (especially with think A.I. - ChatGPT)
~ what isn’t urgent or important
.
.
>> IS THIS REALLY POSSIBLE, Leon?
The short answer is yes.
.
The hard answer facing you is…
Are you willing to open up your current processes and business model for change, to get what you truly want?
.
This stuff gets easier the more you pursue the vision with intentional action, rather than accept what you fell into through habit or circumstance.
.
👉If you're a Coach/Expert who’s at the £10k-30k/month level, already generating leads, but hit a limit on increasing and converting them into prospects and clients.
.
However, you're determined to double your sales in the next 4-6 months, DM me for details of my VISIONARY program, where I can help you make that happen.
.
Speak soon,
.
.
Leon “Selling with ease” Streete
Leon Streete
The Art Of Selling High Ticket Services Without Sales Calls – Myth or Reality?
You’ve seen it for a couple of years now.
I sell through a Google doc/Notion and no phone calls.
I don’t do sales calls…
And then there’s the, I love doing sales calls - crowd…
.
Which one is the right way?
When I first ventured into high ticket sales I was running my marketing agency and I didn't really understand what it took to not only increase my prices, but to be able to justify them…
.
…you know actually prove the value I was bringing, but to also communicate it in a way that I actually believed it myself.
.
One particular memory always comes to me when I think of the “ole price and value” topic.
My agency was shortlisted to bid for the creation of a new website for a national insurance company.
.
I made it past stage one of submitting my proposal and I was onto stage 2 in attendance for the presentation/interview.
I had worked through the numbers, understood the brief and prepared my research etc.
As I sat in the waiting area the two other companies who were bidding, were waiting too.
I was called in…
🤩The presentation went well.
Then towards the end of the meeting when it came to them asking questions.
.
One of the panellists asked me
😐“Do you think you can really create the whole thing for the £20,000 budget you’ve proposed?”.
(Bearing in mind I had calculated I would make £8,000 in profit)
.
“Plus, of the 3 companies, you were the cheapest”.
(At this point I was thinking “The cheapest, no way! I wonder what the others quoted…”)
.
This was around 2009, and to me, it was the biggest job I had quoted for.
I was ready, but in another way, I wasn’t.
Their feedback was that they enjoyed my presentation the most.
“But feel your price was just too cheap”
.
While I didn't win the contract.
There was a bigger win that came in the form of the experience, the lesson.
.
This experience woke me up.
I stopped looking at being competitive and shifted to being of value to the right market.
.
In a world of business and customers.
After Marketing, ‘SELLING’ is the difference between your business moving forward or dying.
.
So being able to recognise the value or what you bring for the end user, your prospect, and your niche, is proportional to the ease you experience in selling your offers.
.
Since that time back in 2009, I’ve sold offers ranging from £2,000 right through to £50,000+
And quite interestingly enough, with more confidence, ease and competence.
.
.
TO DO SALES CALLS OR NOT?
So if you're reading this, you may be wondering well how does this connect to selling with or without sales calls?
.
If you want to increase your selling ability, sales calls will make that happen faster.
.
Why?
The reason is that either you or a salesperson on your team, get to speak to prospects, you can understand their problems, desires, objections and being there on a call means you can answer them there and then while qualifying the right people in and the “not-a-fit” ones out.
.
This is where the important stuff comes out.
You see, selling with or without a sales call, comes down to how well you understand your niche.
.
Think of it as “empathy”…
Definition: “the ability to understand and share the feelings of another.”
.
Most coaches and experts find it hard to articulate empathy in their marketing messages, offers and sales processes.
.
Yet if you put them on a call with a prospect they usually find the right words, the right pacing, tonality, energy, handle objections and have the ability to close the sale.
.
However, if you never take this knowledge and understanding forward into your marketing and sales.
.
It becomes pretty tough trying to turn that into a marketing message/campaign, and then an offer that makes it a “no-brainer” to buy from you with or without having to speak to you on a call.
.
Let me share with you in a few easy-to-follow steps on how to sell with and without sales calls.
.
.
>> KNOW, LIKE & TRUST
.
If someone is going to buy from you it's because they trust what you have (value), which will help them get what they want (desire).
.
### With a SALES CALL:
1) Package your OFFER in relation to your niche's current frustrations and fears and how it will lead them to their desired outcome for the problem you can help fix.
— I give my clients access to my “NBI Offer” method
.
2) Base your marketing MESSAGE around, your niche’s desires, frustrations, what their environment internal (mindset) & external, and inject your personality - how you live, values, beliefs etc
— I give my clients access to my “Transformation Bridge” worksheet
— Next, my clients create content (their MESSAGE) and build an audience using my “6-Week Content Rhythm” method
.
3) Take those SALES CALLS and use a script that allows you to consistently uncover the details of what your prospects are really saying. This will build your confidence while learning what the niche is saying. Either close the sale on this call or run a 2-step closing second call.
— I give my clients access to my “Super Qualifier” & “Secret Closing” Scripts
.
.
### Without a SALES CALL:
Lets say you or your team have taken 100+ calls, take your call recordings and notes from steps 1-3, and start upgrading your…
.
4) OFFERS → create a lower intro offer (e.g. a workshop) the investment of TIME (ownership) is what you want them to commit to, and upsell them to your signature offer during these workshops. Use a preponderance of proof (testimonials, case studies galore).
.
Answer the common 4 objections in the offer.
— I give my clients access to my “Handling Objection” Scripts
.
.
This will help to get people off the fence.
.
5) FUNNEL → sell through your funnel, DM’s, simple google/pdf/notion documents with payment links to your checkout/stripe.com account.
.
6) TEST, MEASURE, REFINE→ Get your VA’s and appointment setters to track DM conversations, follow-ups, workshops and funnel page conversions, now take these insights and refine your processes, upgrade your messaging and offers.
.
And for the daily improvements, marginal gains:
~ what you can say no to
~ what can be delegated
~ what can be automated (especially with think A.I. - ChatGPT)
~ what isn’t urgent or important
.
.
>> IS THIS REALLY POSSIBLE, Leon?
The short answer is yes.
.
The hard answer facing you is…
Are you willing to open up your current processes and business model for change, to get what you truly want?
.
This stuff gets easier the more you pursue the vision with intentional action, rather than accept what you fell into through habit or circumstance.
.
👉If you're a Coach/Expert who’s at the £10k-30k/month level, already generating leads, but hit a limit on increasing and converting them into prospects and clients.
.
However, you're determined to double your sales in the next 4-6 months, DM me for details of my VISIONARY program, where I can help you make that happen.
.
Speak soon,
.
.
Leon “Selling with ease” Streete
2 weeks ago | [YT] | 0