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High Ticket Sales: 1 Sneaky Tactic To Get Massive Commissions

With this sneaky tactic, when you're in a sales conversation with a prospect, it involves finding out the results that they're looking for and then probing down on those results to find out the core emotional reasons behind why they're seeking those results. Then you use an NLP tactic called mirroring to develop this instant rapport.

Let me give you an example of how this works. I had a client that is a plumber in Seattle, and when he came to me, he told me that he wanted to make an extra $20,000 a month. I asked him why that was important to him, and he said, well, he needed to add another truck to his business. I said, okay, well, what is important to you about having that extra truck? Then he happened to tell me that he needed the extra truck because his daughter just went to school at USC and that he wanted to have more time to spend with her. Having that extra truck would mean he had another employee, and he could have that freedom of time to go spend with his daughter. That right there was the core emotional reason that he was getting to.

Now, this just happened to work out perfectly for me because at the time, I have a daughter that's a junior in high school, and she was interested in going to USC. So I said to him, oh, that's great. You know, my daughter's thinking about going to USC. What happened is he just opened up in the conversation. He started telling me about summer programs at USC and how his daughter used them to be able to get letters of recommendation, and actually that helped her get into the college. It just completely turned the entire conversation, and it was like he was talking to his best friend, and it resulted in a sale.

That right there is the mirroring technique, where I was able to develop this deep rapport with him, and it was based off of something pretty innocuous, but it was completely true. If you do use this technique, you've got to make sure that you're being completely honest and ethical with it. Don't try to develop some kind of fake rapport and make things up. People will sniff that out. When you're probing down, look for those core emotional reasons, and if you can find some way that you can mirror them and develop that rapport, you'll have a lot higher closing percentage with your big ticket sales, and you'll make a lot of money selling over the phone.

As always, you can watch all of my videos at    / jasonhornungagency  

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