Selling Ice to an Eskimo- Practical Tips to Increase your Sales Conversion

    Are you tired of struggling to make sales and feeling like you're constantly hitting a brick wall? It's time to turn things around and start seeing real results in your sales efforts.


    In this article, we'll break down the key differences in high-ticket vs low-ticket sales. First we'll identify which one you are in and then we'll give you practical advice on how to approach the relationships while setting your expectations. At the end we'll give you quick-fire pointers that you can implement today.

   

    Whether you're a new sales person or a seasoned pro looking to optimize their approach, this article will be beneficial for you.


High-Ticket vs Low-Ticket Sales


    Strategies and tactics differ significantly for high-ticket sales compared to low-ticket sales. Higher-ticket items are high cost and provide high value to a potential buyer. In personal decision-making, this could be a car, jewelry or an exclusive golf membership. Low-ticket consumer items are usually under $100. They are low cost and low risk for any buyer. These include toys for the kids, a meal or a museum admission. 


    Of course the definition changes depending on a person's individual financial position. As low-ticket sales are less risky, buyers need to be less convinced a product or service is right for them compared to high-ticket sales.


In high-ticket sales, the most important conversations take place when the seller isn’t present. When the buyer is speaking with their spouse, family etc. In business sales, it's when they are speaking with their colleagues, supervisors or partners. It is best to involve all key decision-makers in meetings and communications. However this is often not possible. In this situation, your buyer becomes your salesperson to the other decision-makers. So make sure to equip them well with key points that are easy to remember and are easy to communicate.


    The character of the person is especially important in high-ticket sales. When there is ongoing communication during the duration of the engagement, WHO is selling takes center stage. Always proceed in the most ethical way possible; even if your ego must take a hit. 


4 more quick, easily implementable pointers:


1. Being pushy, going for closing ‘techniques’ works for low-ticket sales but reduces success in high-ticket sales. 

2. Speak about VALUE of your product/service rather than the features. Spell it out in a way which the buyer understands the value without a wavering doubt. 

3. Fear from the buyer of making a public mistake, personally or professionally, plays a big role in decision-making. Touch on this objection and systemically show that this is a very safe investment. Testimonials work wonders here. 

4. Too many options creates buyer paralysis. Only one option? Buyer doesn’t feel in control. Too many options? The choice becomes whether they buy or not. 2-3 options? The question turns to which option does the buyer want.

 

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