The Mindset of High Ticket Sales: How to Overcome Imposter Syndrome & Close the Deal

When it comes to sales do you struggle to own your value and command high fees? Perhaps you battle some internal dialogue around not being good enough or worthy or not knowing enough? You are not alone.

Many coaches and consultants come to me because they struggle to significantly raise their prices and close high ticket sales. Part of this is strategy and yet, a lot has to do with their mindset. So if you're curious how do you shift into the mindset of high ticket sales so you can confidently close high five and six figure deals, then you will love my latest newsletter.

Your Pricing & Self Worth

First, let's talk your pricing and your self-worth.?I have so many coaches and consultants come to me with tons of experience and yet they're severely undercharging for the value they bring to the table.?Sometimes it's because they're unaware of what the market is willing to pay. When I show them how we can move them into selling their services at much higher rate, it's an easy transition. Many others come to me with some measure of impostor syndrome. They have a disconnect between their self worth, the price they charge, and the value they bring to their clients' lives.

This is despite the fact that many of my clients either have decades of experience as senior level executives or years of experience and client results as a coach or consultant. If there is one lesson to take away from all of this is that you teach people your value.

If you don't see and own your value, then no one else will.

It's up to you to fully step into owning your value and raise your prices to charging accordingly.?As a strategist, I help you package your genius into an ultra high ticket offer and do so in a way that you see the value. Then, I help you to effectively communicate your value in a sales conversation.

The result? You have a level of confidence and certainty (you believe in yourself and what you have to offer) and that transferences of certainty transfers to your prospect so you can confidently close high ticket sales. I've done this over and over for my clients like a business coach who went from struggling to close $5,000 packages to closing a multi-six figure deal. Or a career coach who previously sold packages for a few thousand who instantly moved to selling $20K packages. Or an executive coach who moved from selling $10K packages to $100K+ packages.

The fastest way to crush limiting beliefs around your worth is to prove to your subconscious mind that you are worth that dollar amount.?

You can do that by actually closing the deal. With the right strategy in place you can collapse time and quickly move from billing by the hour or selling small packages quantum leaping your pricing into selling $50,000, $75,000 to $150,000+ packages. This is something I've been helping my clients do for many years over and over again. If you are curious about our results, check this out .

The only thing that you will say to yourself when you make that finally raise your prices and close that big deal is, "I wish I would have done this sooner."

The beauty of closing an ultra high-ticket sale is now you've created a new reference point of what is possible and every time you raise your prices it will get easier and easier. Because the only limits that exist are the ones in your mind.

Your Sales Conversation?

Once you’ve stepped into the mindset of high ticket sales, you own your self worth and have a service that you believe in that you can confidently attach a high price tag to, now it's time to master your sales conversation. Out of everything I teach, I always tell people my high ticket sales training is so valuable because it's literally generated millions and millions of dollars for my clients collectively.

Once you master the art of having effective sales conversations, it will pay you for a lifetime.

Many people simply are not good at sales but that's okay because you can train yourself to be better at sales. Now there are probably thousands of different sales trainings out there. There are many different schools of thoughts on how to make high ticket sales. Some of these tactics that people teach are very manipulative or sleazy or icky.

I believe in relationship-based sales and I don't believe in ever going into pushing or convincing anyone to do anything or manipulating a situation. Does it work? Sure, sometimes. Will it come back to bite you? Absolutely. Know that you can have honest and powerful conversations that feel good for both participants and lead to incredible clients investing with you at the highest level.

Your Confidence

Confidence is a huge part of the mindset high ticket sales. Remember that people buy you. They're buying you based on the level of conviction you demonstrate. They are buying certainty that you can help them solve their problems and you are the very best person to do the job. So, if you lack confidence and if you're bringing that energy into a sales conversation, you're going to negatively impact the deal. This is why it's so important that you have a service that you believe in and can hold the container for a powerful high ticket sales conversation

This means understanding how to create trust and rapport right away. It's understanding how to probe, how to ask the right question so you understand what their pain points are and what they're struggling with. Its being able to qualify if you can help them and if you even want to help them as a client. If you don't want to help the person, you should not pitch them.

Holding a powerful high ticket sales conversation also includes knowing how to move them from the valley of pain the mountain of possibility.

It means you know how to effectively demonstrate authority so that you are positioned as the expert. It means you know how to present your solution in an impactful, compelling and concise way.

Having a great sales conversation also means understanding how to effectively pitch your service. If you haven't put together an incredible offer that is intrinsically valuable, then it's going to be hard to pitch it. Great high ticket sales start with a great offer. Again, this is why its so essential to have these pieces dialed in before a sales conversation even happens.

Your Pitch

So many coaches and consultants miss the mark and two huge areas of their sales conversation. First, is how they demonstrate authority and present their solution. Second, is how they pitch their high ticket offer. You have to know how to pitch because this is the part that transitions the prospect into saying yes or no.?

Many coaches and consultants struggle to articulate their value in terms of what the client is actually getting.

It's very important that you had these pieces dialed in so that when you reveal a $50K or $100K+ price tag, that it's so valuable and you done such a thorough job of demonstrating your authority that their answer is yes.?

I'm sharing this all from not only my personal experience but also from clients who had previously struggled with the mindset of high ticket sales. They may have had trouble selling a $5,000 package and once we work together, they shift into getting an instant yes for a $25,000 sale on their very next sales call. I've had clients who maybe billed by the hour before they hired me who use my offer, marketing and high ticket sales strategies to turn around and sell six figure packages.

When you master sales there are no limits to what is possible to achieve in your life.

The first step starts with YOU. You must step into the mindset of high ticket sales- own your worth, own the value that you bring to the table and you will not only start to attract better people but you will be poised to better close them in a sales conversation.

If you'd like our support in helping you to codify your genius, package it into an ultra high-value offer, generate high quality leads and confidently high ticket sales, then apply for a call .

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About Jessica Yarbrough

Jessica Yarbrough has quickly developed a reputation of being one of the best business strategists for coaches and consultants who want to sell and scale ultra high end services. Her background is in international business and she has built multiple companies.

Jessica is a genius at showing entrepreneurs how to build an expert platform, rapidly raise their value, build their credibility online and attract high paying clients. She travels the world teaching and inspiring entrepreneurs and helping them grow their influence and make the income and impact they desire.

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