Addressing the Fear during the high-ticket sales call has a lot to do with the inner-confidence and self-worth. Somehow you feel intimidated while presenting in front of the high-ticket clients who are clever with their investments.
There is a fear during the high-ticket sales call that most of you face.
This is not mere feeling butterflies in the stomach. This is much more severe than that. Almost like a panic attack.
While many believe that, by virtue of the job that they are in, they have been able to tame the butterflies; They, however, admit to feel the pressure of handling senior or executive-level audience.
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Navigating the Pressure of Senior Leadership Sales Call
On probing further on what could be their main concern while presenting to such audience, the responses revolved mainly around the following five:
- “I am apprehensive about the kind of questions that they would be throwing at me (51%).”
- “How to engage them in the first 5 mins”(20%).
- “I am confident about the content, however I am not sure if I project the same confidence” (10%)
- “I do not know how to gauge their Body Language “(10%)
- Others… Content relevance, how to close, making it interactive etc (9%)
The above responses may vary and are not sacrosanct. But the challenge here, is not which concern is more than the other. The point to understand is, if these are actually the real concern. Why am I worried about these while presenting to seniors executives?
Did You Know
57% of B2B businesses are increasing their focus on high-ticket sales strategies. It also highlights the rise of value-based selling and the importance of building strong relationships with high-value clients. Read More
Understanding the Challenge: Fear of Reputation
The underlying emotion that prevails through all these responses is the “Fear of Reputation”
What if I create a wrong impression?
What if I end up in their ” Do-not-trust” list?
Am I sounding Intelligent?
Is my Offer adding value to them?
What if I fall short of their expectations?
Its all about their opinion of me and “That” matters. Unlike others, presenting to executive level is different. Here, stakes are pretty high. If I falter, they won’t usually let it slip.
These are some of the key concerns that you might face while presenting to the High-ticket clients, some call it presentation anxiety and some more have dreaded panic attacks. It boils down to three main indications and concerns.
Key Concerns and Emotions:
- Anxiety of Senior Leader Questioning
- Building Confidence in High-ticket Sales calls
- Decoding Nonverbal Cues in Premium Audiences
Each of these concerns can be tamed through a process of rigorous preparation and practice in building confidence and managing perceptions.
So how do I make the best of the 20 mins that I have on stage or virtual sales call?
Prepare, Prepare & Prepare – secret to a high-ticket sales call
This is a three pillar preparation process that is bound to see success while presenting to the executive level audience.
These are especially helpful to read their non-verbal ques.
With preparation comes the confidence.
When you have done your detailed study with respect to the value-centric content with a contextual approach, your audience will be hooked to the business presentation.
What adds in more of an engagement is your delivery.
Fine-tune your delivery with
- Commanding Presence and Confidence
- Clear and Concise Messaging:
- Engaging Storytelling
- Visual Aids with Impact
- Dynamic Body Language
- Empathetic Communication
- Interactive Engagement
- Pauses for Emphasis
- Power of Active Listening
In the world of high-ticket sales presentations, delivery is the bridge that connects your content to your audience
Did You Know
74% of high-ticket salespeople achieve a conversion rate of 10% or higher. Read More
How am I adding value to their vision
The executives are not worried about the current issues.
That’s your job to resolve and exactly why you have been hired.
They are interested to know, how my idea will help them get closer to their 3 year goals.
Follow a value-centric approach while keeping your authentic self in play, senior executives appreciate a genuine approach to problem-solving. Be empathetic and focus on how your approach can be a problem-solver.
It comes from a place of authenticity and practice.
Share Success stories
Human Brains are wired to story-telling.
They will have more faith when you show them evidence, roadmap and not just projections.
The evidence of the success stories helps you of provide solutions while your ideas will be harboured for more value-centric approach.
Keep the story-telling intact.
It is not only what you did for your clients that matter but HOW of it, the entire offer from Point A to Point B will take your high-ticket clients on a visual journey to meet the desired results.
Don’t waste their time
Reach the venue early, check if the mic, projector, laptop, slide-changer and all other forms of technology are running smoothly.
And without much rambling, get to the point.
Get to the point as soon as possible, they know the problem, keep it precise, they want to know the solution- elaborate, pin it and make it work in your favour with imbibing confidence in your body language and during the entire high-ticket sales call.
Keep the slides short and visually appealing, don’t read from the slides. Take their attention towards your speaking skills.
It’s well known that “One must not dress for the job he has, but the the job he wants”. A favourable first impression gets their initial attention. Talent makes sure the attention lasts.
At this point let me borrow the famous lines from the movie Chak De!
20 minutes. you have 20 minutes
Probably the most important 20 minutes of your life
Today, whether you play well or not
You will remember these 20 minutes for the rest of your life
In the world of high-ticket sales calls, delivery is the bridge that connects your content to your client. Fine-tuning your delivery ensures that your message is not only heard but also understood, respected, and remembered. By mastering these techniques, you’ll be well on your way to closing high-ticket clients.
Also Read – Ultimate Guide to A High-Ticket Sales Call