Sell High Priced Programs blog

You’ve heard me mention that new conversations with yourself and within your business are signs you and your business are both growing and changing.

There have been so many exciting developments in my company over the past month or so, and these are pushing me, big time, in the direction of new thinking and new conversations.

While this is all very high energy, and building up a lot of momentum, there are times where all the fast movement makes me a little worried.

And, yes, even a little scared.

As many of you probably know I used to be an educator. It’s been almost six years since my business exploded allowing both my wife and I to leave our jobs. Since leaving my job, I’ve had the opportunity to mentor thousands of incredible people who have decided to go for it—to really play big.
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One of the most important steps you can take when selling high end products and services is to understand and address your target market’s resistance to investing. While you should test for a strong message to market match, sometimes, even having the best positioning in the world isn’t going to convince people to say yes.

One way you can pre-emptively manage this process is by listing all the areas of your target market’s resistance. What are the reasons they may give for not investing with you?

The reasons may include:

If your business isn’t as healthy as you’d like it to be, or isn’t as profitable as you’d like it to be, there is only one reason for this.

No, it’s not that you’re not smart enough, or that you don’t know enough.

It’s that you’re not taking enough of the right actions. Or, if you are, you’re not taking them fast enough.

One technique I use both online and on the phone is that of dimensionalizing the feelings. This concept refers to increasing your prospect’s experience of your product or service, through careful selection of words, images, and metaphors.

You must be skilled at dimensionalizing the feelings, especially when you are selling online or over the phone. You must overcome the prospect’s barriers to purchase, and that can be done most easily when you give them as much experience as you can of the satisfaction they will feel once they buy.