Why Is Selling High Ticket Products So Scary?

selling top tier itemsThe thing is, it shouldn’t be!

Think of it this way…

High ticket items are just the same as any other product out there, except for the price! They need the same things and basically the same thing:

  • A warm and hungry market who are looking for the product
  • A way to reach and communicate to that marketplace
  • A solid and effective sales funnel
  • A quality product

If you’re a sales person and you have experience in selling cars, do you think you could sell pencils? There is a need for both, but you need to sell a load more pencils to have the same profit as selling a car. When you have high ticket, you have a means of making more money from just ONE sale than from selling 100’s of a cheaper product. When working online, it takes similar amounts of work and effort to sell both low priced product and the higher priced ones AND you still have to find the right market and where they hang out.

Top Tier Products Are All About Perception And How You Think.

How many times have you heard people say “nobody will buy that” or “I can’t sell those things”?

If they work in sales of some kind and have some success with it, of course they can!

Belief in yourself and what you do is vital to any form of selling. Second guessing others and assuming is not only rude, but it is also a form of self-denial and a way to dismiss what you are capable of.

You can damage your own belief by “negative self-talk”, and this is a sure way to stop yourself from concentrating on the task of selling your products, whether they are low or high ticket items. Belief in your product is key and knowing your market is vital. Researching this properly and finding out what your potential customer needs is extremely important.

Ask yourself questions, but be sure to answer yourself honestly too. If you were to ask yourself for instance whether you will be able to sell the high tier product that is over $1000 rather than a $100 product, what is your logical answer?

Surely, if you are able to sell a few $100 products, you have found the people who need what that product has to offer. So, why would you say you can’t sell the $1000 product? Be logical rather than emotional. Remember, people buy a drill because they want a hole in the wall, not because they want a drill. If they want a small hole, they can buy a small drill, but if they require larger holes that need to be drilled through concrete or stone, they need a more powerful and expensive drill. It’s a question of scale of problem too.

Consider this:

business team selling top tier itemsProduct one costs $5000 and is a high quality product that covers training on how to build your house from scratch. It includes regulations and the right way to do the plumbing, the electrical installation and the building from the foundations up. You would be able to build more than just 1 house using this training. You could become a contractor in the construction industry specializing in house building.

Product two consists of tips on how to build your house, but only gives you guidelines on how to hire the right people to complete the job for you and it costs $5.

Each product has the same target market – people who want to build their own house. Do you think that while selling 1000 of the 5 dollar product you may have got a few sales of the high priced training if you offered that one? There is a good chance you would isn’t there?

Don’t be put off by the high price and the potential of high commissions and have the incorrect belief that you can’t do it. With the right product and the right person in the right target market, you can sell low AND high tier products to people and not worry about feeling the fear.

If you believe in the product, which is something you absolutely have to do to successfully sell it, surely you would be happier with a few sales with high commissions as long as you know that your recommendations will be suitable for your prospect.

Be honest with the people you serve. If you believe a lower priced product is better for them, then offer that. You can mention the higher priced one and explain the difference, but recommend what you think is best for them. For instance, you may want to avoid offering product one from the example to a person who has a disability that would make it extremely hard for them to carry out the job effectively, but product two could well be ideal for them to complete their project.

The sales process is essentially the same whether the price is low or high so carry on successfully selling your wares as you do now, but add some great products to your arsenal that can give you a better return on your efforts too.

Check out this great system to build your business with high ticket products.

To the future,

Barrie Evans

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10 Responses to Why Is Selling High Ticket Products So Scary?

  • Interesting! Price is never the question in my mind, it is al ab0ut the value!
    It has been my experience that often the VALUE or what I perceive as value is 10X the price on the high ticket product whereas very often the value of the super low ticket product is questionable at best! Some people might have doubts about their ability to find enough people to buy the higher priced product but on the internet you can easily sell anything. Just target your market accurately and go find them.

    • The fact that the target market is key is my point Mary. Very often, like you say, the value of the higher ticket product far outreaches the questionable “cheap” product, but this doesn’t mean that every low ticket product is bad. As long as you know your audience and the products you promote, you can recommend both low and high ticket products and the rest is up to the person concerned.

  • Such an interesting subject Barrie…

    It is indeed best to offer a range of products, with clear descriptions of what you receive in each. I liked your example of the Build Your House Kit because it does depend on what is included, and often with low priced/value products you need additional products or resources to finish the job.
    You usually get what you pay for!

    You reminded me of my retail consultancy days when we are talking merchandising of products in a shop, and offering a few choices at maybe 3 price points.

    Clearly indicate the features, benefits and price of the 3 products and leave the customer to decide.
    If price is really the issue, the choice is simple… but often a customer will sell themselves a higher priced item just by weighing up those features and benefits (like your house product) because of how they perceive it will change their life for the better.

    I agree when coaching, one should offer the choices, but recommend what you feel is right. But at the end of the day the customer chooses.

    In the right niche, there will be a spread of purchases, so you are right Barrie… offer the High Ticket too!!

    Cool post 🙂

    ~Jacs

  • Hey Barrie,
    Like this tutorial you have compiled on selling high ticketed products! The fear of selling high ticketed products comes from a number of factors, the first of which is fear as you alluded to but there is also the matter of culture and socialization. You see it matters how the seller has been socialized and their perception on prices generally. Consider that if they are from a region which does not place a high value on certain products and services then it would be a challenge to get them to sell high ticketed items, high commissions not withstanding.

    The truth of the matter is that a product is product, just that some provide more value than others and I agree with you there. Also, people don’t buy products and services. What they buy is benefits, how will this help to solve their needs, problems, desires and so on. So In couching the language to be used in selling high ticked items, these must be taken into consideration. However, one should start small and build confidence before taking on too many.
    All the best. Will share.
    Vinton

    • Thanks Vinton. I agree with you that sometimes to build confidence it may be good to start small, but when you have a strong message to market and product relevance, you can get through this. Finding different options for different market places, such as the society you speak of as also relevant and that is why I feel it’s important to have a wide range of things to recommend to people depending on their own circumstances, but one should neve assume and so offering things could still be an option because it gives the person something to work on to upgrade to the higher product so they can work to improve their own situation and therefore others around them.

  • Heyya.,I agree when coaching, one should offer the choices, but recommend what you feel is right. But at the end of the day the customer chooses.Also, people don’t buy products and services. What they buy is benefits, how will this help to solve their needs, problems, desires and so on. So In couching the language to be used in selling high ticked items, these must be taken into consideration.Just target your market accurately and go find them. 🙂 🙂

  • Hi Barrie, It really what to say,
    Interesting! Price is never the question in my mind, it is al about the value!
    It has been my experience that often the VALUE or what I perceive as value is 10X the price on the high ticket product whereas very often the value of the super low ticket product is questionable at best! Some people might have doubts about their ability to find enough people to buy the higher priced product but on the internet you can easily sell anything. Just target your market accurately and go find them.

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