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What Is High Ticket Closing? - YouTube
Channel: Patrick Dang
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Heitzig closing is one of the most
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valuable skills when it comes to
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increasing your earning potential but I
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know it can be a little confusing to
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understand exactly what it is and
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whether or not it's something you should
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be interested in so in this video I'm
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gonna give you the breakdown of
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everything you need to know about high
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ticket clothes now before we go ahead
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and get started make sure you give this
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video a like subscribe turn on
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notifications and let's go ahead and
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dive in now to quickly explain what high
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ticket closing is is essentially when
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somebody has to talk to someone over the
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phone or in person before they can
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actually close a deal now so let me go
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ahead and explain how this all works so
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there's gonna be something called a
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value ladder now I first heard of this
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concept from a couple marketers at
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Russell Brunson and Perry Marshall but
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I'll go ahead and explain it to you here
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so essentially what you've got is a
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ladder or maybe like a staircase where a
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company builds a relationship with their
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customer and as they build a better and
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better relationship the customer is
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going to go up their value ladder and
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spend more money with them so for the
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example of our value later let's go
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ahead and use Starbucks as an example
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now when it comes to Starbucks right
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there's different levels of how much
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money
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someone can spend so if you buy it let's
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say a cup of coffee let's say it's going
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to be like 4 bucks
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ok so people want to buy a coffee they
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don't really need to talk to a sales rep
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though just say hey can I get a
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cappuccino and they buy it right the
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next phase of that is Starbucks is going
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to maximize the amount of money they can
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make per customer so if you ever noticed
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when you're walking in a coffee shop
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whether it's Starbucks or anybody else
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they're gonna sell you what beans right
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so if you're buying beans it might cost
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$10 per bag so the idea is that if you
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are buying Starbucks coffee there's a
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chance you buy Starbucks beans right so
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that means the company is maximizing the
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value of that customer but if you look
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around Starbucks you kind of see that
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they're going to sell you more things
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they might have different cups for you
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to drink or coffee at home they might
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have different tools to make your coffee
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at home right sometimes they have a pour
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of a drip or maybe a French press and
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these can get a little more expensive so
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let's say it goes up to $50 right so
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essentially when somebody calls
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Starbucks and they want to buy a
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cappuccino they're gonna spend that $4
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but when they look around they might buy
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the coffee beans they look around a
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little bit more they might buy something
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like the cups and mugs and things to
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make coffee at home so now the Starbucks
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is not making $4 from the person they
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might make you know all these combined
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64 dollars for that one customer now all
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these things may happen without actually
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having to talk to a sales rep the person
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goes into Starbucks they see what they
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want to buy it and just buy it so where
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does high ticket sales come in now a lot
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of people don't know this but Starbucks
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actually also sells high-end expresso
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machines and I believe they can cost
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maybe a thousand dollars right and most
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people don't really know about this
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because most people aren't going to be
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the person that spends a thousand
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dollars on an expresso machine to make
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expresso at home but there's always
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gonna be a person that's interested in
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going up this value ladder and they
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really are big fans of Starbucks and
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they're willing to spend the money so
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these people are gonna spend a thousand
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dollars maybe more on an expresso
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machine to make Starbucks quality coffee
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at home now where high ticket sales
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comes in is that when you're at this
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point you might actually need a
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salesperson to come in and actually talk
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to the customer so for the previous
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examples if you are selling coffee
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coffee beans maybe cups and mugs and
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things like that you don't need to talk
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to a salesperson you just see it you buy
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it it's not that big of a deal but if
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you're gonna spend $1000 or more on an
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expresso machine you probably do want to
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talk to a person to make sure it's the
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right purchasing decision for you
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because you don't want to spend $1000 on
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something that is not the good fit right
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so whether you're selling accessible
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machines or any other products and
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services for example coaching or
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consulting high-end events maybe a car
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right these are all situation where you
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need a salesperson to talk to the
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customer before they make that buying
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decision and that's essentially what
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high ticket clothing is high ticket
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closing all that really means is you're
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selling something that's generally more
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expensive where you need to talk to
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another human being before they make a
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buying decision and
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when it comes to high ticket closing all
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you're doing is closing a deal
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essentially it's just another word for a
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sales rep salespeople have been around
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for hundreds of years so technically
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anybody who's selling something
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expensive is a high to get closer
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because they're closing high ticket
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deals but in this day and age the
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definition of a high to closer usually
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it's a little more specific you see from
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the example I have here the people that
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are gonna buy this expresso machine they
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went all the way up this value ladder
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over the course of days months or years
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Starbucks or whatever the company is has
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already built a warm relationship with
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that customer right if that customer is
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coming in every other day to buy a
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Starbucks coffee they really trust
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Starbucks so by the time that person is
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ready to spend that thousand dollars on
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that expresso machine they have already
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been a fan of sorrow' books for so long
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so that sales person or that high to get
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closer who comes in and sells that thing
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it's a lot easier because you're selling
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something to someone who already wants
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it they're really warm and they're
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highly likely to buy otherwise they
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would have never even gotten to this
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step that's very different from let's
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say cold calling right for example if
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you co call somebody they have no idea
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who you are they don't know what you
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sell so it's a little more difficult to
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get them to buy your products and
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services but if someone has already
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built a relationship with your company
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over multiple years or months or days
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then when you get to this point and
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they're ready to buy the sale is a lot
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easier so for high ticket closing in
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this day and age usually all you're
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really doing is you're trying to find
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other companies who have this process
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already built out and you just want to
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be that individual that is placed right
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here they're gonna give you all these
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customers all these leads and all you
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have to do is take the warm meetings and
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convince that person to buy their
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products and services so once you
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actually get on the phone as a
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high-ticket closer and you're trying to
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close somebody this is essentially what
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you're doing right you want to think it
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metaphorically you want to think about
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like this okay so this is pretty much
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these are cliffs right that's the water
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so essentially what a high ticket
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closure does is they're saying all right
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the customer you have is over here right
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this is point a they want to get to
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point B right whatever that situation is
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so let's say they don't have an
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accessible machine they can't make
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quality coffee at home
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they get over here they have a
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accessible machine and they can get
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quality coffee at home right or let's
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say you're selling a high-end fitness
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program right someone might be
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overweight and not healthy and they want
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to become healthy so all you're doing as
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a high-ticket closer is you're saying
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okay look you're here at Point a you
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want to get to point B but you're not
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really sure how to cross this gap I have
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some kind of product or service right
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that's where you come in that will help
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you get from point A to point B right
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and your product or service it could
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literally be anything that helps them it
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could be the bridge that gets them
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across maybe you got you know like a
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little helicopter and get them over it
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right it doesn't really matter how you
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get them to the other side as long as
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it's cost effective they see the value
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and they can get results relatively
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quick people are going to want to buy
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your products and services
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so as a high-ticket closer it's not
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necessarily like you're forcing someone
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to buy your products and services right
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it's not like a hardcore sales kind of
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job it's more like understanding your
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customer where are they currently where
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do they want to go and how does your
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product and service help them get from
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point A to point B and because they're
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already so warm it's a lot more easier
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just to show them like hey look I can
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get you over here do you want to buy or
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not and a lot of times that is pretty
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much what it takes so that's gonna be
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high-tech closing in a nutshell if you
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enjoy this video make sure you give it a
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like subscribe turn on notifications and
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let me know in the comments if
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high-ticket closing is something you are
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interested in and one more thing if you
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are interested in high-ticket closing or
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maybe sales in general or you want to
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start your sales career I actually
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created a free and def training to get
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access to that training all you got to
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do is click the link in the description
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and it's gonna take you there so with
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that said my name is Patrick ding and
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i'm see you guys in the next one
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