From Single Digits to 40%: How Jon Reengineered High-Ticket Sales Calls
40% cold traffic conversion on a $13,000 offer. Does that statistic grab your attention? Many entrepreneurs struggle to close high-ticket sales comfortably and effectively on calls with prospects. Yet Jon Penberthy 's team consistently hits these impressive numbers using a specialized "push-pull" call script framework he devised.
In Jon's words in our recent Steal Our Winners interview: "I hit a point where I was like, I need to rethink the way this is done." His chaotic 1-call close sales process resulted in single digit conversion rates - completely unacceptable by any standard. By pioneering a new approach, Jon developed a strategy that not only improved sales results but also provided a better experience for prospects.
This article will explore Jon's ingenious push-pull call script and how you can implement it to boost high-ticket conversions.
The "Push" Call Builds Desire by Pushing Away
The cornerstone of Jon's framework is the "push" call. Right from the start, he clearly frames this as a chat, not a sales pitch. This "reverse frame" gets prospects to lower their guard and engage openly.
By actively avoiding selling during this call, Jon flips the script on traditional hard closing. Now prospects view him as the one in demand with limited availability. Their desire increases for what they can't immediately have.
Meanwhile, Jon qualifies leads, digs into their pain points, outlines his solution, and handles objections. He discusses pricing and identifies ideal payment plans and start dates. Yet despite prospects eagerly asking to buy, Jon makes clear no sale will happen today.
This push call sets up the second step while leaving buyers hungry for more.
The "Pull" Call Closes by Recapping and Assuming
A few days later, Jon reconnects to pull prospects in. He confirms they still want to move forward based on the earlier call. After recapping the pain discussed and solution outlined, Jon assumes they will purchase since they already expressed interest in the specifics.
By following this precise sequence, the push call generated ample desire and the pull call simply fulfills it. Prospects position themselves to join the program through all the confirmation and qualification in the first call. When Jon assumes the close, they find it perfectly natural to complete the purchase.
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12-Point Checklist Keeps Sales Reps on Track
To ensure his team precisely follows the push-pull framework, Jon created a 12-point checklist. For each call, reps self-assess whether they executed essential steps like:
- Framing properly
- Amplifying pain
- Creating doubt in other solutions
- Discussing the offer (without selling it)
- Getting tie-downs on payment plans and start dates
The checklist enables transparency into where reps succeed or fail in moving prospects through the sequence. Data, not guesswork, informs training and refinement.
For those ready to substantially increase high-ticket offer conversion rates, Jon's push-pull call script framework checks all the boxes.
Have you experimented with a multi-step call closing process? What unique strategies have you incorporated? Share your experiences in the comments!