HOW I SOLD

$100 MILLION
- OF -

HIGH TICKET
OFFERS
One question that changed my life: “What if I ADD A ZERO to my offer?”
Most businesses that go broke do it during a period of an increase in sales! Because most
experts and CEOs mistakenly believe that a business fails as a result of a lack of sales.

Business is a game of margins, not volume.

“To sell High-Ticket, it’s NOT about changing WHAT you sell, it’s
about changing WHO you sell to and HOW you sell it.” - DAN LOK
HIGH TICKET PSYCHOLOGY
• If you are the BEST, no one expects you to be the cheapest. If you’re the
cheapest, no one would believe you’re the BEST.
• To charge more, restrict supply and drive up demand.
• Supply and demand always affects 2 things;
1) The price allowance of your service; 2) The ease of the sale (how hard you
have to sell yourself)
• The more supply and demand working in your favor, the easier it is going to
be to make a sale, and the less fee resistance you will encounter, and then the
more you can actually charge.
• People don’t want something until they know they can’t have it or other people
want it as well.
- Needy is creepy. NEVER appear to be desperate or needy.
- When you communicate in a manner where you convey that you’re always
open for business to anyone, you look desperate, pathetic and without
standards and it is unappealing because they don’t feel like they are getting
anything special.
- Delay the sale. The more you delay the sale, the more anticipation you create.
• If you call someone, you’re the salesperson.
When they call you, you’re the expert.
• It doesn’t take more effort to sell something at
10X the price. In some cases, it takes less effort.
• All price resistance is in the mind of the SELLER,
not the BUYER.
• You can’t expect others to invest in themselves
through you at a level greater than you’ve
invested in yourself.
• Don’t charge by the hour. Charge by the year.
• The less people have to do to get the results they
want, the more they’re willing to pay.
• You don’t talk to anybody until they know you’re
somebody. Pre-suasion is way more important
than persuasion.

HIGH TICKET OFFERS QUESTIONS TO AID IN

CREATING YOUR OFFER
• A High Ticket Offer is a statement of the transformation or outcome that you cause to
happen in your clients’ lives by delivering your service. It is NOT a statement of your service. 1 What are the biggest benefits
• The value of your High Ticket Offer is BEST created by determining first what it costs your your clients get from engaging
client NOT to take advantage of your offer. you?
- The further you diagnose that position, the better prepared your client can be to make a 2 What do your clients give up
value assessment of their investment with you vs. continuing in their present state. by not working with you?
- Your Service is what you DO 3 What would it have cost them
- Your Offer is the OUTCOME of what you DO NOT to engage you?

HIGH TICKET
HIGH TICKET BUYERS PYRAMID

When it comes to major business and Ultra

• High Ticket clients buy cure, not prevention. High Ticket

$100,000
life problems, people don’t want the to $1 Million+

• High Ticket clients buy futures, not features. cheapest, they want what works. High Ticket
$10,000 to

• High Ticket clients buy speed, not stuff.

$100,000

Get rid of clients from hell. Fire them

• High Ticket clients buy transformation, not Mid Ticket

immediately. It will free up your time and

$1,000 to
$10,000

information.
bandwidth to work with Higher Ticket
• High Ticket clients buy certainty, not maybe.
Low Ticket

clients. Below $1,000

HIGH TICKET CLOSING

9 BIG REASONS 1 They don’t know you 4 They don’t understand the offer 7 They don’t believe it’ll work
PEOPLE DON’T 2 They don’t trust you 5 They don’t have the money 8 They can’t make decisions on their own
BUY:
3 They don’t have enough pain 6 They don’t have the time 9 They don’t believe in themselves

• We’ve been conditioned since childhood: “Don’t talk to strangers.” In sales, the • Buyers are liars. The problem the prospect brings
amount of money you’ll make is in direct proportion to how many STRANGERS you is NEVER the real problem.
you talk to EVERY DAY. • People don’t buy their way into something. They
• CLOSING is ALL about POWER. Traditionally and logically, it’s the prospect buy their way out of something.
who has the power. For closing to be easy and price to be irrelevant, the
• The harder you qualify, the easier the close.
CLOSER must take ALL the POWER away from the BUYER.
• You don’t get objections, you trigger objections. (by
• The less you talk; the more you close.
what you say and how you say it)
• Don’t try to close High-Ticket sales via text or email. Get the prospects on the
phone. • Slow down, don’t speed up when you close.

• When you say something, it means one thing. When your prospect says • Don’t ask for the sale. Instead, let the prospects ask
something it means everything. you how they can buy.
• No pain, no sale. The closing call should NOT be a pleasant experience for your • High Ticket Closing is all about asking the RIGHT
prospect! questions at the RIGHT time with the RIGHT Tonality!

HIGH TICKET HABITS

• A role play a day keeps poverty away. Your sales team MUST role play EVERY DAY.
• NEVER apologize for making a profit. PROFIT is the applause that your clients give you. When they give you money, they’re saying,
“Great job! Thank you so much!” If they give you a lot of money, it’s a standing ovation.
• Rich people do what’s hard, that’s why their life is easy. Poor people do what’s easy, that’s why their life is hard.
• Making large sums of money FAST is not bad, evil, shady, or dishonest. The art of making money is a noble art.

Copyright © Dan Lok Education