The Book on High Ticket Sales: The Ultimate Guide to Making Millions Through Remote Selling

make sure your appointment gets either text message or email reminders before the call, I recommend a twenty-four-hour reminder, a one-hour reminder, and a ten-minute reminder.

You as a salesperson need to be speaking to people who have a sense of urgency. If you speak to someone who booked an appointment outside of a two-day period,

“If you could rate the program on a scale of one to ten, where would it fall?” If they answer eight out of ten, then you can follow up and ask, “Thanks for the response. I’m curious, what would it take to get to a ten?”

“Clark, I hear you. For a second here, let’s just pretend that [insert objection here] isn’t an issue. How do you feel about everything our program has to offer? Do you feel absolutely certain our program is what you need to get to [insert goals or outcome]?”

what they need to hear, not what they want to hear.

A top objection handler uses prospects’ words against them to hold them accountable.

Why is now the best time for you to get started? What are your goals? What do you want to achieve? Why is that so important to you to accomplish that? Why do you want more? You sound all in on your goals. Why is that? You have an amazing idea. Why haven’t you accomplished this already?

wise sales mentor once told me that in order to be an expert objection handler, you have to believe in your product and the service it provides more than the prospect believes in the doubt they hold within themselves.

“Happiness comes from what we do. Fulfillment comes from why we do it.” —Simon Sinek