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today I'm going to give you some tips some Secrets if you sell anything that's considered high ticket like the high ticket coaching Consulting industry that could be hundreds of different type of companies or different training programs and I'm going to give you some very unique things that you might not be aware of first of all go down to the bottom of this video hit the Subscribe button that's probably important for you hit the Subscribe button and to the right of that or maybe the left I don't know somewhere in there there's like a little bell that's your notifications button hit the notifications Button as well so you get notified by YouTube Every time I post a new training video which I typically do two to four times a week now the first thing that we have to understand when you're selling in the high ticket space the products that are anywhere from the low end of let's say 2K all the way you know to maybe 30 to you know 50 to even 100K I would say the average ticket is probably about 10 to let's say 20K somewhere in that range you really have to to build a gap now what do I mean by building a gap I mean you have to help the prospect find out what the real situation is we call that their current state they don't really understand what their problems are now maybe they know they have a problem let's say if you're selling like an Amazon offer that teaches them how to you know start an Amazon you know business they want to make more money but they don't really understand the depth of that problem okay they don't understand the consequences of what happens if they don't do anything about solving the problem so your job is to help them see what their real situation is and you can't do that by simply telling them what their real situation is that's going to go in one ear out the other you're biased you're the salesperson your question ability allows them to tell themselves that where they internalize it so you have to learn how to build a gap from where they are current state to where they want to be now we call that their objective State what is the end result they want going back to the Amazon thing they probably want to make more money they probably want to have more time all right so what does their future look like once all the Newfound problems are solved so here's their current state you build the Gap these are their Newfound problems they might not have realized they had and then we have to get them to see what their future their objective state looks like once the Newfound problems are solved those three things helping them see what their current situation is current state building a gap all the Newfound problems and then getting to see if the future looks like once the problems are solved with your solution then everybody buys okay if we can't do one of those three things or we can't really do any of those very good that's why you're getting a ton of objections now I'm going to show you a few examples on how to do this one good way that you can help build urgency in the sale is asking what are called consequence questions now that's called an nepq consequence question now if you've never seen any of our videos if you're not one of our clients in our virtual training platforms Maybe maybe you've never seen one of our reels on Facebook or IG or anywhere npq stands for neuro emotional persuasion questioning it's how to get the prospect to pull you in and sell themselves rather than you having to push in pressure which as you know very rarely works with most of your prospects so consequence questions help you build urgency in that prospect's mind that they need to change their situation now not keep pushing down the road okay we're not telling them that because like as you know that goes in one ear out the other our questions allow them to tell themselves that now what is the goal consequence questions we're getting them to feel what the consequences are if they don't do anything about changing their situation where they internalize the consequences they internalize they feel what's going to happen if they stay in the status quo and their problems stay the same and nothing changes all right so let me show you to do this I'm going to give you a few generic versions of consequence questions and then I picked about I think three or four different High ticket um coaching I would say uh you know products or services like different niches to show you how it works and then whatever nature and you can literally plug into that formula right so generic version would be this well John what what happens if nothing changes now I'm going to say that in a concerned tone why would I use a concerned tone because that's how the prospect interprets why I'm even asking the question what's behind the question all right or what are the consequences if you don't do anything about this or this one what are the ramifications if your situation stays the same though see I'm concerned for them I'm using a concerned tone okay if they come back and they say well I don't know I'd have to figure something out and say well are you are you willing to settle for that in a concerned tone okay now look generic versions here you can actually even use this with what you sell you'd want to make it more specific though let me show you how to do that all right let's say if you sold in the real estate education uh industry so you sell some type of different training programs that teach people either how to get out of their nine to five job and start becoming a real estate investor so they can make passive income or let's say some of your prospects already have a real estate business but maybe they're only buying two three properties a year and they're coming to you because they want to start learning how to buy 10 properties every month and without the right skill sets that your training offers there's no way they can do that right so here's a consequence question all right let's say that in that conversation you've had with them they've told you that they're losing a lot of deals because they don't have access to Capital so whatever problems their main problems they've told you in that conversation from your questioning you're going to customize the consequence question to that because it makes him feel like you actually understand their unique situation you don't want to make that cookie cutter or generic okay but what happens if you now I want you to pay attention to my tone because with consequence questions you're going to start off with a skeptical tone to raise their emotions and then you're going to end that with more of a concern tone so I want you to pay attention to my tone and how it shifts here okay but what happens if you don't do anything about this you keep losing these good deals because you don't have access to Capital like what happens at that point concerned tone pay attention what happens if you don't do anything about this see that's skeptical challenging okay but on the flip side what happens if you don't do anything about this you keep losing these good deals because you simply don't have access to Capital like what what happens to your business at that point concern tone all right or let's say if they're a nine to five person okay they're still in a job for this industry pay attention to my tone okay but on the flip side what happens if you don't do anything about this you just stay in the same job same income another three five even ten years from now like what what happens to you at that point lowering my voice into that concern tone see what I did there okay now let's say they come back and they say well I don't know I guess I'll just have to figure something out because that could happen well do you want to have to go through all that if you if you didn't have to concerned tone now nobody's going to say yes I'd love to go through all they'd be like no if I didn't have to okay because I'm using a cons I mean do you look at my hand you can even put your hand on your chest especially if they can see you I mean do you do you want to have to go through all that if you if you didn't have to see even when you use your hand there if they can visually see you on Zoom okay it's gonna they're gonna interpret that that you're more concerned for them rather than me going like this okay I can use my hand here do you want to have to go through all that if you I mean if you if you didn't have to and they're interpreted that you're actually concerned for them which is probably a good thing for you if you're in sales you want them to trust you right okay let's say if you sold like you know Fitness or weight loss coaching programs that's part of the high ticket spaces well we train thousands in this space here and let's say that the prospect is been using all these different diets but say they're 90 pounds overweight which is I'm throwing that in here okay but on the flip side what if you don't do anything about this you stay on these diets that like you mentioned haven't worked and you keep gaining weight how would you lose weight at that point see concerned tone now if they come back and say well I don't know I just have to figure something out you can also use this well are you are you willing to settle for that well no I mean well if I have to I I you know I don't know what well if I have to I would you can say well whose choice is it if you settle or not or whose choice is it if you don't lose the weight right see concerned tone okay here's another version of that let's say in this example they they're on the call with you or on Zoom with you because they they say there are 135 pounds overweight they're in their late 40s and they feel like if they don't start losing this weight they might not be around 10 years from that point to walk his two daughters down the aisle at their wedding right because if they're way overweight could cause Strokes heart attacks as you know right big problems okay but on the flip side John what if you don't do anything about this you don't lose 135 pounds how would you be able to live long enough to walk both of your daughters down the aisle concerned tone how would you at that point be able to live long enough to be around to walk them down the aisle concern tone okay that causes the prospect to feel like you understand the situation that you actually care about them okay that causes emotional attachment with you probably a good thing for you as a salesperson to get your prospect to feel like they can trust you right how about if you sell dating coaching like if you you're a coach that helps men find the woman of his dreams or maybe he wants to go on a bunch of different dates but he has a hard time talking to women at Social scenes something like that okay but on the flip side Josh what if you don't do anything about this you don't learn what to say and ask when you meet women socially that you want to date what what are the consequences for you at that point what if you don't do anything about this you don't learn what to say and ask when you meet these women that you're really wanting to date how will you ever be able to get married concern tone okay okay or you can simply sometimes you can lean in and just be vague like this what if you don't do anything about this concerned tone see I can do that as well all right let me give you another example here let's say if you sell like marriage or relationship coaching okay and their problems are they're fighting they don't feel connected there's tension in the home with the kids like all this kind of stuff their marriage is on the brink of Destruction okay but Sally on the flip side what happens to your marriage if you don't learn the necessary skill sets to stop the arguments all the tension in the home and both of you keep feeling disconnected what would happen then see concern time all right I start off skeptical I want to raise their emotion their emotional state and I'm going to end with the concerned tone your tone helps control how the prospect reacts to you because they're interpreting what you're saying the words you're saying and what you're asking they're interpreting your intention behind that by how your tone comes across okay but on the flip side what happens to your marriage Cindy if you don't learn the necessary skill sets to stop the arguments and then the tension in the home and both you and your husband keep feeling disconnected what would happen then okay concern time all right all right hope those tips helped you if you sell in the high ticket coaching space I could actually show you about 12 000 other things and tips that you're going to need to understand if you want to start making 20 grand a month in that industry or 30 or 40 or 50 even 60 80 000 plus per month in your industry we are already training hundreds if not thousands of people in your space who are making that amount of money every single month when they first came to us we're barely getting by so you want to acquire those skills make sure you join our free Facebook group we'll show you a little bit more in there and then if you want to book with one of our account managers to get into our Advanced training programs that are industry specific as well just reach out to us in the Facebook group and we will see if we can help you hope that helped you today now if you're wanting to learn how to sell more of your products and services than you are now join our free Facebook group go to .salesrevolution.pro we should have link on here somewhere sales Revolution dot Pro right when you join the sales Revolution dot Pro Facebook group because we've got thousands of entrepreneurs and there are thousands of sales people like you thousands of coaches Consultants Executives in there that want to sell more right when you join check your DMs because we're going to message you some of my team's going to message you a free training called the nepq 101 mini course it's going to give you a list of different questions and phrases you can use in any sales situation that alone is going to help you sell more than what you're doing now and we go live in the Facebook group about three to four times a week with different subject matter trainings different q and A's different client interviews that will also help you sell more join the Facebook group salesrevolution dot Pro see you there