…and why Congruent Closing will be the gold standard.
I see a lot of stuff circulating about “becoming a high ticket closer”, “selling high ticket deals”, “big ticket this and that” etc etc eeettccc lol.
I think you can learn high ticket from anyone these days. Literally. So many people out there can teach you how to do sales.
But just landing a high ticket deal is one thing.
Instead, Congruent Closing is about creating a long-term win-win relationship where the client is fully supported and FULLY COMMITTED to their vision.
Which is why I don’t believe in giving discounts. Because then people are buying based on scarcity and fear.
And ya you’ll make sales. You can do those discounts and they totally work. Fast Action Bonuses, Scholarship Pricing, Fast Action Pricing – all that shit works.
BUT people are buying based in a root of fear and scarcity – a fear of missing out.
No matter how you wrap it or what you call it, those discounts or bonuses are still pressuring someone to make a decision in that moment based on a fear or consequence of missing out on something extra.
It’s starting the entire relationship on scarcity. A relationship that could possibly be one of the most powerful relationships in that person’s life.
How it starts is how it finishes
Whereas Congruent Closing is getting them really connected to the TRUTH of their situation.
Connected to the TRUTH of what’s going on, and how it’s really been affecting their life.
Getting them clear on why NOW is their time. What the reasons are for them to change their life.
Because it’s literally a LIFE-CHANGING commitment – it is NOT about them buying some program.
Which is why those discounts and bonuses and the “high ticket” tactics are STILL based on old-school pressure and manipulation. It’s not what I believe really serves people to make empowered decisions from a place a total commitment to the process AND their vision.
Making the sale be about the actual program (or a discount or bonus) instead of about the transformation they are going to receive is why there are SO many drop-offs across the industry. It’s why the client success rates and program completions are SO low.
If someone’s reason for buying is because they’re getting 10 modules plus this upgrade and that bonus, or because they fear missing out on something – how much action do you think they’re going to take in the program?
With Congruent Closing you’re not just making a deal – you’re creating REAL, SUSTAINABLE TRANSFORMATION for your clients because you’re enrolling them in their bigger vision…which translates into them actually taking ACTION in your program and getting RESULTS.
Which is, simply put, coaching.
Enrolling is just a bigger extension of coaching.
So even as I think about that – why in the world would you want a Coach mentoring you who’s coaching practices are based on tactics of pressuring you or discounting you into decisions!?
How do you think that relationship is going to go when that’s their guiding compass?
I personally want someone who lights the fire inside me.
I want someone who stands IN the fire of transformation with me.
Someone who helps me get to my truths and overcome my bullshit in order to take action on my vision.
NOT someone who makes the call and decision about the program and fancy fast-action bonuses and SALES FEAR wrapped in a “scholarship” bow.
Because enrollment is also based on VALUE. If there’s not value in a sales call I don’t think a client should actually buy.
And that’s what Congruent Closing is – showing them the value, showing them that you can help them by actually helping them on that call. Providing value in results UP FRONT through the enrolling process.
I’ve had SO many people get off enrollment calls with me (whether they bought or not) saying it was one of the most powerful and valuable conversations they’ve had.
For those that do buy – the relationship starts in that level of a container. So they get even better results working with me.
So it pains me to see so many people going through courses on high ticket and now they’re the “high ticket experts”. Or they close a few deals and then start teaching it like they’re the expert.
It’s different to train someone on sales from an intellectual standpoint versus through EXPERIENCE.
Going through a 2 or 3 month program and then becoming “high ticket certified” or “a master closer” is different than actually completing 3,000 sales calls.
Sales is an EXPERIENTIAL learning process.
The coaching you’ll get from someone who has just done some sales and gone through a course is very different than the coaching you’ll get from someone who’s been doing sales for years and years, with thousands of conversations completed.
Most sales trainers have not taken that many calls. Especially not all the folks popping up left and right now teaching “high ticket sales”.
It’s very “vanilla” 😉
If you’re wanting to learn and truly MASTER enrollment from the most congruent place with the HIGHEST results for both you and your clients – choose your source carefully.
Choose a source that can help you embody the value you bring to your clients from a place of total congruence and the highest level of service possible.
If selling is your #1 focus, you might be really interested in the perspectives – they aren’t what you’d expect.
Which is why I know high ticket closing is on its way out.
Congruent Closing will be the new gold standard.
It already is for me. And I’m so so soooo honored to continue infusing it into this industry so we can help more people amplify their income THROUGH their impact. Impact that starts with their enrollment calls.
Truth over tactics. That’s where the results are at.
Related: The Truth About Why Coaching Clients Fail or Succeed
