Dec 14, 2021
Selling high-ticket items can be
challenging, especially when you can’t afford them yourself.
Today’s guest is a business coach and entrepreneur Stephanie Chung,
and she is going to teach us how to get past the
hurdles of high-ticket selling (specifically overcoming that mindset you’ve
instilled in your head over the years.)
The biggest challenges with selling high-ticket
- Controlling your own financial beliefs. While
we all have our own economic beliefs, they should never pop up in a
- Using a “one size fits all” approach. Buyers
have a process (just like salespeople.) Make sure they’re
comfortable throughout the entire process.
- Lack of training. Salespeople need training on
things other than your product; incomplete training gives them a
disadvantage when talking to a customer because they don’t have a
- Knowing the numbers. Your salespeople need to
know the numbers you’re trying to hit as a company so they can
understand the business they’re in and what drives their
How did Stephanie start selling airplanes?
- Stephanie was a military brat who grew up on
active military bases. She eventually got into sales and was
recruited into private aviation selling jets.
- Her main challenge was selling to high
net-worth individuals, so she had to grow, adapt, and grow
accustomed to being around wealthy people.
The Neuroscience Behind Asking versus
- When you ask someone a question, the brain
produces a dopamine effect.
- The more you get people to talk about
themselves, the more they’ll like you because they’ll feel like you
care and are interested in their life.
- The brain can process up to 3,000 words per
minute, but humans can talk no more than 300. So ask questions to
allow the prospect to speak, allowing you to think, dig deeper, and
ask even more questions to get further clarity.
Stephanie’s major takeaway? Make
sure you have the training, knowledge, and coaching you need to
sharpen your game because it’s a competitive market.
- Connect with Stephanie on www.StephanieChung.com.
- Find her book, How to Profit Like a Girl,
- The Sales Manager’s Guide to Greatness: Ten
Essential Strategies for Leading Your Team to the Top by Kevin F.
This episode is brought to you in part by
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This course is brought to you in
part by the
TSE Sales Certified Training
Program, designed to
help new and struggling sellers master sales fundamentals and close
more deals. Help elevate your sales game and sign up now to get
first two modules
free! You can
or call (561) 570-5077 for more
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Audio provided by
Free SFX and Bensound. Other songs used in the episodes are as
follows: The Organ Grinder written by Bradley Jay Hill, performed
by Bright Seed, and Produced by Brightseed and Hill.