HIGH-TICKETPROGRAMSALES SCRIPT

These 7 Tips Are My Personal Swipe File I HaveUsed Exclusively to Close Over 7-Figures Worth of5- and 6-Figure Engagements

RAMP UP YOUR HIGH-TICKET SALESIf you're a service provider who is tired of

inconsistent and flat revenue and if you're

tired of lowering your price, then these 7 tips

will transform your sales efforts. Fill in the

blanks and use them as early as tomorrow.

1. NAIL YOURINTRODUCTION

"I help ___[insert target market]_____

get ___[insert your big outcome]____."Don't introduce yourself with your title or by describing what you do. It's boring andsays nothing. Open with what you can provide your ideal client. Be specific and usenumbers if you can. The goal is to get your ideal prospect to say, "really? how do youpull that off?"Example: "I help CEOs of $10 ­ $50 mil companies get 50% more productivity fromtheir teams."

2. IDENTIFY WITH YOURPROSPECT & THEIR FEARS

"You know how ___[insert prospect fears]___?"

What keeps your prospect up at night? What are they most afraid of? Paint the picturein great detail ­ the more the better. Add color to their fears. What happens next?What are the consequences?

Example: "You know how you never quite know whether your team will do what theysay they're going to do? And if they don't, the board is all over you. It's not like youdon't give direction; it's more like they don't even hear you...." etc.

3. TELL YOUR PROSPECTWHAT'S POSSIBLE

"Imagine instead ___[reverse prospect

fears]___!"

Take each fear you stated before and reverse it to paint a picture of your prospect'sfuture ­ after you help them.

Example: "Imagine instead you knew exactly what your team was accomplishing andwhen. The board is thrilled. You're making your goals. And your team is happy andproductive." etc.

4. DEVELOP YOUR"SECRET SAUCE"

3 - 5 steps that outline exactly what you do

to get your prospect their desired outcome.

This is where you stand out as a high­value service provider. Instead of saying, "I'll doa 'needs assessment' and then I'll tell you what I do," you'll be able to take the lead,outlining the exact steps you'll take your prospect through to get them their idealoutcome. It's your "secret sauce." Don't have it, and you'll sound like every otherconsultant.

5. LAY OUT THE STEPS -WITH "PRIZES"

3 - 5 Bullets:

"- __[insert step]__ so __[insert benefit]__"

Make it clear you have a path for your prospect to follow to get that outcome ­ liketurn­by­turn directions. But don't tell what you do; tell what they get because of whatyou do ­ their "prize". Have 3 to 5 bullets (1 for each stage).

Example: "­ Team "rules of engagement" so you & your team know exactly who doeswhat and why."

6. TELL STORIES THATRESOLVE OBJECTIONS

Use a case study, client story, or metaphor

to resolve objections - before they come up.

The most serious sales objections are the ones you don't even hear about. They'reabout your program, about you, or about the prospect's own fears. That last one ­ theyprobably won't tell you. 

Have a case study, story, or metaphor to address all potential objections. Tell themwhile you explain your program so you address most everything up front.

7. INVITE YOURPROSPECT TO JOIN

"I'd like to invite you to join the ___[insert

name of program]___."

Don't "close". Invite. You're not desperate for business. You're the prize. You've gotthe answer to the client's problem. They need you more than you need them. Don'tforget that.

Extend an invitation if you feel it's a good fit. Only then will you discuss price andlogistics. 

BONUS TIP: CONFIRMTHEY SEE THE VALUE

"Can you see how this program would help

you ___[insert desired outcome]___?"

If you think the prospect still has objections or concerns, a direct question as towhether they can see themselves in the program getting the desired outcome willusually surface them.

Example: "Can you see how this program would help your teams increaseproductivity?"

NEXT STEPS

Write out the script based on the 7 tips

Make 5 new sales appointments

Need to design a program? Check out our

training: frankbria.com/million-dollar-program

Book the new revenue! Let us know how it goes.