I have knocked 27,000 doors, done $100M in sales and worked with 50,000 clients. Most of what I learned fits on one page.
You don’t need tricks, spiffs or clever one liners. You need the right mindset, a call structure you follow every time, the four objection frameworks and good tonality.
Here is the exact high ticket call I teach, with roughly how long each part should take.
Start with the right mindset
Don’t sell with pressure. Go into the call like a friend giving advice, someone who cares about the outcome but doesn’t need the money.
Expect rejection. Phone sales close around 30%, so most calls end in no. That is normal.
Sales is a consistency game. Whoever keeps going the longest wins.
Before the call, have pen and paper ready and the prospect’s application open. Professionals sell to people who already want what they offer and can afford it. That is why door to door is the hardest route there is.
Intro and pre frame (about 5 minutes)
Introduce yourself and state the purpose: understand their goals and history, then decide together if there is a fit. If it isn’t a fit, offer a referral.
For beginners or less sophisticated buyers, usually B2C, I use a harder pre frame. I ask them to commit to one of two answers at the end, yes or no. “I don’t know” or “I need to think about it” means I didn’t do my job.
Be careful with sophisticated buyers. They spot tactics, read them as manipulation and stop trusting you. Use fewer tactics with them.
Discovery (15 to 20 minutes)
This is the most important part of the call. Think about a doctor treating cancer. A good one asks about your goals, what you have tried and who you have seen before giving any solution. Goals change the advice.
Questions depend on the buyer:
- B2B: Have you run ads? Done sales? Hired before?
- B2C: Are you sure you want this? How long have you been thinking about it? Do you have the money?
Then calculate the opportunity cost. If someone has waited six months on something that would make them $10,000 a month, waiting cost them $60,000. If they have thought about losing weight for a year, that is roughly 60 lbs they didn’t lose.
Finally, tie it down. Get three commitments:
- They will move forward today if it’s a fit.
- They are serious.
- They have the finances.
Reverse engineer your questions from the answers you need. The objections that show up at the end get handled by the commitments you collected here.
The three pillars (about 15 minutes)
This is where you give three reasons to buy from you. The goal is to stand out, not blend in. Think about dating. What makes you different from every other guy?
Take a content agency. Editing reels, managing social media, coming up with ideas and filming are what everyone offers. None of that sets you apart. And clients don’t care about services anyway. They care about views and money.
Use two pillars for what makes you unique and one for personal authority:
- Pillar 1: a named method. Something like a “triple view growth strategy” creates curiosity in a way a list of services never will.
- Pillar 2: a real difference. For example, only US based, in house editors. They cost more, but quality is higher, which means more views and more sales.
- Pillar 3: authority. Your credentials, like subscribers, sales numbers or who you have mentored. Only use what can be verified or it backfires.
A few rules for building pillars:
- Research competitors by reading their offers and asking prospects about past coaches.
- Do the opposite of what competitors do.
- Tie every pillar to a result the buyer wants.
- Only promise what you can deliver. Overpromising comes back as blame later.
Curiosity drives buying. A named method sounds more compelling than a generic service, as long as the offer is honest.
Overview and certainty check
Keep the program overview to five minutes or less. Give enough detail so they understand what they get, then move on. Buyers care about results, not deliverables.
Then spend about two minutes checking certainty. Ask if they feel it’s a fit. If they are unsure, handle that before price comes up.
Never drop the price until certainty is close to 100%. Once the price is out, the prospect takes control.
The close and the four objections
Keep high ticket calls under an hour. Confidence in your tone makes the other person more certain. Stay on the line, the way Jordan Belfort teaches it. Every detour wastes time.
In door to door I faced 20 to 30 objections. In high ticket there are only four.
- Price. About 70% of the issues my clients face. Isolate it: “Is there anything else besides price that would stop you today?” Tie it down. Know your floor, for example $2,000 on a $10,000 program. Ask about cash on hand. Below the floor, wrap up. Above it, get the commitment first, then propose a solution. If they have the money and still won’t buy, it’s a belief problem.
- Spouse or partner. About 10%. Ask, “What if she says no?” Then, “What would her biggest objection be?” Usually it’s price. If not, ask whether she wants them happy and whether they would support her in the same spot. If they are at least 51% sure, take a fully refundable deposit. Never push more than three times.
- Time. Not deciding is still a decision. Ask: do you trust us, will this get you closer to your goal, and do you have the resources? If all three are yes, the decision is made.
- Belief. Ask, “What’s the worst that can happen?” There are three outcomes: they get results, they get a refund, or they do nothing and stay stuck. Only doing nothing hurts them. For services, make refunds performance based. The client has to do the calls, messages and ads to qualify.
The takeaway
Most of selling is preparation. Discovery and tie downs do the heavy lifting, the pillars make you different, and the four objection frameworks clean up the rest.
Learn the script, learn those four objections and work on your tonality. That is the whole game.
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