Dan Lok’s High Ticket Closer (HTC) is an awesome sales training course.
I wasn’t expecting to find so many lessons inside Dan’s HTC program that allowed me to get to the next level in my ability to close clients over the phone.
Specifically small business owners for my local lead generation business which now does $50K per month for me and to close students for the coaching program that teaches others how to build their own local lead generation business. If you don’t have any idea what to sell, then you might wanna check out that coaching program so you can build your own company and close your own clients. You’ll make way more money per sale that way, and sales become even more rewarding.
If you’re passionate about sales like I am, you’ll love reading over my key takeaways & “Aha” moments from this course.
High Ticket Sales Rule #1: Never Ever Sound Like A Salesperson
- Don’t get overly excited
- Don’t talk too fast
- Don’t justify your own value
- Don’t use traditional (well known) sales tricks and techniques
- Don’t try to “please” or “chase” prospects: Don’t be needy!
“People don’t like to be sold, but they love to buy”
You want to make prospects feel like it was their decision to say yes & buy, not that they were coerced to saying yes.
You want to be a pattern interrupt. Meaning not acting like, looking like, or resembling a stereotypical self-centered salesperson.
- You want to sound like a doctor: calm, concerned, not overly enthusiastic “Tonality is key” how you say something is more important than what you say
- you always answer a question with a question. No specific information is given by you until you determine there is a profitable reason for doing so.
- The Less You Talk, The More You Sell (the prospect should be doing 80% of the talking, you should be asking questions and listening)
- discover information (their needs)
- control – direct or lead the conversation with finesse, to get to the bottom line fast
- motivation (find out their motives, what are their pain points, this can be discovered or created, prospects need to get involved, they need to get excited so they will take action now)
- Selling is all about asking the right questions at the right time with finesse!
- As soon as you begin talking to the prospect, you need to judge their level of interest from 1-10, 1-5 low needs, 6-8 some need / interest, 9-10 high needs, passionate interest
- if its lower than a 5, use reverse psychology, you keep the prospects off balance and to lead them to their own logical conclusion
Breaking Down Dan Lok HTC Live Roleplay
The following clip shows the power of this method of using questions to overcome objections
To breakdown the Roleplay clip a little bit.
Notice how the sales guy, Desmond answers Kayvon’s questions with a question. Using reverse psychology, instead of selling hard, asking qualifying questions, like “I’m not sure if you’re a good fit for our program?” which makes the prospect chase you and begin to sell themselves on why they will be a good fit!
Also pay attention to Desmond’s pauses and tonality throughout this call, how he doesn’t get overly excited, but stays calm and in control throughout the call.
Kavyon: “can you tell me more about this course?”
Desmond: “I don’t know… what do you want to know?”
Kavyon: “I got a full-time job and I’m just looking for something I can do on the weekends”
Desmond: Pause… “hmmm sigh, I don’t know if this is gonna work out then, we’re only looking for someone that’s very serious about making this work, so which one are you? are you looking for something to try out? or are you going to be committed?”
Kavyon: “can you offer a guarantee?”
Desmond: “I don’t know… can you guarantee that you’re gonna actually show up & do the work?”
Kavyon: “Do you offer a payment plan?”
Desmond: 5 sec Pause….. “What are you proposing?”
Also all the series of questions that dug deeper into Kavyon’s personal life & psychology.
“Why do you want this?”
“Why do you want to help your mom so much?”
“What kind of car model & color do you want?”
“How will that make you feel, driving up to your mom’s place in your brand new car and able to hand her the check for her mortgage?”
One question at a time you begin peeling the layers of what’s really driving them, bringing their pain points to the surface, and increasing their desire for the product to a high 9-10 interest level.
And if there are any objections, instead of trying to push them to buy, you ask questions to get to the bottom of what could be stopping them from taking action.
Dan Lok reminds us that sales is more about the process of discovery, to uncover the needs & desire that’s already there.
To be a High Ticket Closer is to become an excellent listener.
Why I love to sell Local Lead Generation Services
First of all, small business owners all across the US & world are now looking for more ways to generate customers from the internet.
However, most of them are too busy running their business and they didn’t grow up with the internet so they’ve got no clue what they’re doing online.
And because there’s so many niches / different businesses in every city in the US & world, there’s so much opportunities and demand for an online marketer that can generate local leads.
This is where our local lead gen coaching program comes in, it gives you that skill of generating leads with free traffic and teaches you how to build & scale a 6-7 figure business with it.
I love closing lead generation clients because it’s not a one time fee, all of my clients go on either flat fee auto-bill deal or they pay me a % of their business ongoing every single month.
Every single one of my lead gen sites makes anywhere from $500 to $3000 per month. So even a single $500 per month client makes me $6000 per year and in 3 years, $18,000.
Its a scalable business because these sites require no maintenance & hardly any overhead. So when you can sell your own product or service, you’re going to make quite a bit more money then only earning commissions selling other people’s products.
Also each sale can turn into a longterm customer that makes you passive income which has been the key for me to build my $50K per month internet business that gives me complete freedom because I don’t have to trade in any time to continue to make that $50K per month.
Dan Lok’s High Ticket Closer sales training is some of the best training course I’ve ever taken.
I’d pick it over Grant Cardone & Jordan Belfort’s sales training,
I just think his over emphasis on listening and doing the prospect do 80% of the talking, and making sure I don’t sell too mch and sound like a stereotypical salesperson has made me so much more effective on sales calls, where I see my prospects opening up more and sharing more about themselves to me.
Which makes each call so much more intimate, personal & interesting than previously, where it was all about me or how amazing the service was which gets old because you end up saying the same things over and over again.
It became much more interesting to ask questions and get to know each prospect on a deep level because that experience always changed from person to person.
If you’re serious about becoming a high ticket closer, I definitely recommend Dan Lok’s HTC course.
If you aspire to be a high ticket closer but struggle to find that product or service that you can sell, then I encourage you check out our local lead gen coaching program, so that you can develop your own digital marketing business and close clients into your own business that turn into passive income streams, instead of closing prospects for other businesses and only earning an one time commission.
When you combine the high-income skills of sales & lead generation, the results can be remarkable.
I have a $50K per month lead gen business and I still hop on sales calls because the ROI in time is well worth it.
When you believe in your heart of hearts that your product or service can absolutely help that person, and you produce life-changing results for people then becoming that high ticket closer is so much easier.