How to Close ANYONE in High Ticket Sales (Know Their Buyer Type)

What if I told you you're probably saying the correct words on your sales calls? You're just saying them to the wrong person. See, many closers have the right ideas, the right tone, the right cadence, even sometimes the right discovery questions. Yet deals fall apart. Here's why you're assuming everyone buys the exact same way. Spoiler alert, they don't. Some prospects need more data and proof. Others need more speed. Some need to feel safe and connected. And if you can't spot which one you're sitting across from in the first 90 seconds, you're fighting an uphill battle over the past. In high ticket sales, I've closed over $8 million in sales. And mastering the ability to determine buyer types shifted how I sell in real time. So today I'm breaking down the five buyer archetypes. How to spot them instantly, and how exactly to adapt your approach so you stop losing deals to misalignment. Let's get to it. All right, so got the headphones in so I don't hear myself screaming in this room. Okay. Okay. So the first buyer type we have are the analytical types. These are the type of people that feel like they need a ton of information before they make any type of decision. Okay, so first and foremost, how do you actually spot them? They're taking notes before you get into your intro. They're really asking for things like case studies, ROI breakdowns, and they say things like, hey, walk me through how it works. Like these prospects, they really want to live in like logic, data, and proof. They just want to be over explained how things work. Okay. Now why most closers actually lose them is number one, they tend to rush their process. They allow somebody who's more focused on analytics data to like rush them going through their process that they know they need to be going through, which is actually getting pain. Widen the gap, understanding what their future needs to be, consequences. You need to get all of that. And if you're rushing your process, typically you're going to fall into the frame. Okay. And, and then also as well, once we're falling through the frame is we don't know how to actually get to emotion either. We get rushed off of our process and we're falling to the frame. So we're not even trying to get into the real pain or emotion at all. Or typically because we don't know how to get to it in a way that's not contrived, in a way that doesn't sound conversational. It's too much of a jump. Therefore, the analytical types feel like you're doing something to them, that's when they'll shut down. They'll shut down the second they feel pressure or since you're overselling, if they feel like you are doing something to them rather than you actually trying to understand them and understand where they're coming from, that's when they'll shut down. So what is the actual winning strategy? How do we actually address the more analytical types? Okay, so first and foremost, you need to slow your pace. You do not want to go at their pace, you need to go at your own pace. Now that's going to go for all the type of buyers. But specifically for the analyticals, you need to slow down and you need to force them to reveal their emotions and you can't fall into their frame. Oftentimes what will happen, especially with the analytical types, people tend to just be, you know, not always smarter, but they tend to be of that ilk is they assume a lot of these questions that you're asking, especially when you're trying to dive into their pain, you're trying to dive into, like, what's going on. They make it come across like it's super, super obvious. And if you allow them to make this conversation, like obvious, like, we don't need to talk about, like, what they're going through, what their pain points are, what are the problems with their business or life, whatever it is, whatever it is you're selling, if you allow them to pigeonhole you that this is an obvious conversation, then they never actually express what's going on. And if they never actually express what's going on, people think by talking. And just because they're analytical doesn't mean that they've actually sat and fully understood their problems. So if you actually direct what they talk about, you direct what they think about. So if you're not able to get them to talk about their problems and their emotions, then they won't think about them. And with analytical types, they tend to guard it a little bit more. So you need to get them to actually reveal their emotions. I'll dive in a little bit more how to do that later. But the biggest thing is you just cannot fall into the frame that this is an obvious conversation. It's obvious what these answers are. They're not obvious. Every single person you are talking to is a unique individual who has unique problems. If you're talking to two separate people and they tell you they want to grow, both being analytical, both of them are going to give you different things on what growth actually means and why they're not okay staying the same. And you need to get that out of them. Okay. You also need to dive into identity to get them to understand like basically the person who they are now versus the person who they need to be. A lot of this is going to tie into exactly what you're selling, how you do that exactly. But again, you can't fall into their frame. So how do we actually push back and not make this conversation that you're having with them seem obvious? Key, key, key phrases. And this is something that I will tell anyone who generally speaking is going to talk to a lot of analytical people. For example, I have one client who's in my mastermind and he sells people typically that are in C suites or high level positions looking to buy a business. And what I've had him do, which has helped him a ton, is put on a sticky note. Some people are fine with that because what will happen is they're like, oh, I just want to grow. Well, of course, like being in the corporate word world, it's like I'm not okay with it. Of course, of course, of course. But you need to take that away from them. And how you do that is some people are fine with that. Okay, why aren't you? So if they tell you, well, of course I don't want to be in the corporate world. I mean some people are fine, I guess like playing more of the corporate world gig. Why? Why are you not okay with that or why aren't you? Why would you want something different? I need to get them to actually justify and expand on their problems. Once you get them to justify and expand, that's when you're able to get to their emotion. Okay, when they do tell you something, I want freedom, I want to grow, I want this, I want that. You need to get them to expand on exactly what that means. Don't allow them to push you into. Well, it's obvious what I mean by growth because everyone's going to have a different definition. You talk to a hundred people, you'll probably get a hundred different definitions of what growth means to them. So you need to get. Well, what do you mean by that? Well, I mean freedom can mean different things to different people. What do you mean by freedom specifically? You need to get specifics. You need to get them to open up. And again, another easy question that you can start asking to get people to start opening up more on either their drivers or their problems to solve, well, where does that drive come from to I guess like have that growth or why is that so important? To you ask these questions to make sure it's not so obvious. If you get them to actually open up to you emotionally, I promise you, most of these people have never had a conversation where they've had to do it. It's not that they don't have emotion. Okay. Most people on their sales calls, they don't know how to get to their emotion. So very, very few times are they going to actually get to it. Okay, but if you try to use this strategy on the next type. Right. You're probably not going to have a lot of success because the next type we're talking about is going to be the driver. These are the A type personalities. Typically speaking, these are the people that have higher egos. Okay, so what's a profile? How can you identify these? These people are more fast. They're direct and their results obsessed. They don't care about your story, they just care about outcomes. You'll know you're talking to an A type personality when they ask you very early on like, hey, how much is it? Can you just get to the point? Just tell me what this does? They're trying to push the conversation forward. Okay, so what are the key things that are going to kill this type of deal for you? Is if you're trying to do be too buddy buddy with them, they're going to see that as you trying to just wa their time. They don't care about you, they care about results. Okay. So they'll mentally check out. They need to feel like you are on their level. And when you're trying to placate to them, you're trying to get them to like you. You know, people buy from people that they like. If you're talking to somebody like this and they can feel that, that you're trying to do things to like them, like, hey, where are you calling out of? Okay, they're going to shut down immediately, number one, because they feel like again, you're wasting them time. Number two, it's because most other salesperson has said something like that and they're just going to put you in a box. Also, a big, big, fatal mistake when it comes to this is not being able to get them to admit that they have problems and falling into their frame. Okay, now how do we actually get them to admit that they have problems? The ego is something that's going to prevent them from being able to admit and get to the heart of the issue of why they're there. So get to the numbers as quickly as humanly possible. Okay? They can hide behind vague Statements, they can hide behind stories, they cannot hide behind data. Okay? So you get to the numbers. Once you get to the numbers, you want to stretch the gap and make them admit it is a problem and it is their fault. If it is a problem and it is their fault, they're more likely to make a decision. Drivers decide fast once they actually respect you because you hold your feet to the fire, you know, you don't buy into their bullshit. You get to the numbers and you actually spread it like you spread the gap, okay? That's when they'll respect you and they'll become one of your biggest advocates. For example, I have a call in my mastermind that I share with all my students of me talking to somebody who's making 300,000 per year, who's looking to make over a million per year in sales. Typically this is where you're going to find the types, the drivers, people with the high egos. They're making low six figures, specifically in the B2C case. Now, in B2B it is going to be different. But let's just focus on this example for this guy in particular, okay? He wanted to hide behind. He was doing very well at this certain point. And he just wants to see, you know, he just wants to sharpen the sword. He just wants to get better. He's trying to get better at his sales. Now, once you dive into the actual number and get him to admit, like I did in this call, that he was leaving 3, 4, $500,000 on the table right now, not changing anything just due to his skill set, it is very hard to. For him to then fall back that things aren't that bad. And getting to the numbers really made sure he dropped his ego. Okay? Because now we're talking about reality. We're not talking about, oh well, I feel like I'm doing pretty good. And how I really tied it off is especially because the objection handling was maybe two minutes because I tied him up so much with identity. From being a person who makes six figures to the person who makes seven figures. How they make decisions differently because he was so tied up in discovery at the end. Just easy putting to get that deal across the line. That's also something, especially when you're talking about drivers. They're always wanting to go forward, but in order to be that person who is at that level that they want to be, they need to become a different type of person. Six figure versus seven figure person. Okay? And if you're able to create that gap, that also helps you push these people Forward. But again, if you use this same type of focus with another type of person, you just get into the numbers and we try to create more doubt to lower their ego. Again, you're not going to have the best time because the next type of person is the amiable person. This person is going to be a little bit more soft, a little bit more genuine, bit more open. Okay? They're more relationship focused. Now. The trap is, is mistaking the fact that they're warm, the fact that they're open, as the fact that they're actually willing to buy. Like, they'll agree with everything you say and then they'll ghost you. And if you push too hard like you're doing something for them, you'll trigger them to get off the call and ghost you. If you don't get them to express themselves, it will feel like you're doing something to them. These are the type of people, I'm sure you've had it. They hop on the call and they say absolutely everything, right? They're like, wow, this is going to be a huge lay down. And then they get to the end and by golly, this give you a ton of objections. You weren't able to get them across the line and then they ghost you. The problem is, is you need to get them to actually express the steps that they're taking. It's not good enough that they just say all the right things or they're answering questions in a way that you want. You actually need to get them to contemplate what they're saying and tell you their genuine concerns of things staying the same or if things don't change. All right? So yes, you want to go ahead, and if they're open, you'd be open back. But you need to slow down emotionally. Do not accept surface level answers that sound correct. Actually get them to think about it. One red flag for this type of person is if they tell you the right thing too quickly. Because if that's at the top of their mind, like the right answer, for example, let's say you're selling a biz op and they say, oh, I know I definitely need to do something about this and I know I need to take a ton of risk. And they see that very quick. They've already known this, okay? And they haven't made the decision yet. So there's something deeper that we need to get out of them. So anytime that people take too, like they say the right thing but too quickly, you would want to push back. Well, why would you say that, right? What what made you come to that conclusion? Well, what shifted for you more recently that had you wanting to take this more seriously? I need to get them to actually think about and express their decision making, their emotions and everything along the lines and not just take the fact that they're open as a fact that they're a buyer. Okay. So. And once we do that, once we get them to be open, okay, because these people, generally speaking, they. They like the. The fact that they're able to connect with people. You want to reward them for being able to be open with you. Okay? So this one is going to be big. So you reward them. A lot of clients felt the same way before they started. Okay? That's if they're talking about paying. So the biggest one with this, the biggest red flag you can't fall into is if they say all the right things too quickly and you're not actually getting the buy in, you truly need to get this person to move forward. Okay, next we have the expressive. This is buyer type 4. They are big picture buyers. Expressives are highly intuitive and they buy based on how someone makes them feel and who it helps them become. They're animated to talk about the dreams and their goals and they speak about possibilities. Okay, so what is going to kill the sale? This is when you try to anchor them with a bunch of logic and data like this kills their enthusiasm and can make them feel heavy. They don't want features, they want transformation. Now how do we actually close them? We need to mirror their energy, right? If they're open, we need to be open, but we need to get to their pain. Oftentimes what will happen is somebody is so forward, focused, forward, focus, forward focus. They don't even sit and understand the actual reality that they're in and the pain that they're currently in. These people often are very like, much more open. So you need to get to their pain and you need to make it hurt. These types oftentimes need to cry to make big decisions. Okay. Because these people that you're talking to, they've always had these grandiose visions forward. It's only when the pain of staying the same is much greater than the pain of changing the that people will actually make that decision. So these people tend not to focus on their actual pain, their current situation. So you need to be the person that uncovers it, okay. And they need to feel it. Because if they don't feel it, oftentimes they'll fall into the same pattern of, well, I can figure it out. Or that's A lot of money. I don't know about that, but it's like, I believe I can do it by myself, but they haven't yet. And the likelihood that they will without your help, especially if it's been years without them changing, it's probably pretty low. And they need to feel that. And the only way you do that is you need to get them to actually express what their problems are. Okay, now here's how you do it. Somebody's very forward focus. Okay, what means you go ahead and book in the call? Oh, I'm really looking to start a business, make a ton of money. Okay, well, what makes you feel like you're not making the money you need to now? It's like, oh, it's not that I'm not making the money I need to now. Like, I just want to make more. Well, why is more important to you? Get them to express why more is important to you. Important to them. So it looks like you're going from good to great, right? You can put a frame on them and then from there it's like, hey, why do you feel like right now we're just not at that level of great problem? You need to get them to express their problems. Also, you need to speak through their identity. These ones are super, super easy to lock into identity framing. And if you don't know what identity framing is, again, you could check out other videos where I dive deeper on that topic. But really, really short. Identity really breaks down to. Every single person you're talking to has a vision of themselves that they know they need to be to have everything that they want. And currently they are not that. So you need to find out what that version is, understand their current identity and create a gap. This is highest leverage activity you can do on a sales call. Okay. And for the expresses, Chef's kiss works like a charm. Okay, so you want to speak to the identity. This is for people who are ready to paint the picture of life after they say yes. Connect your offer to the future version of themselves. Okay. Expressive clothes themselves. When the. When you give them emotional permission to be the person they already see themselves as. And I would add a caveat to that is their current situation needs to be painful enough that they want to run away from it. Okay. This is a big gap that I see people do when it comes to expressives, when it comes to a lot of Forward focused people. Buyer 5 and this one, I would say, generally speaking, of all the people that sell this demographic wrong. Okay. This is what I see people sell wrong all the time and they lose. These deals for me are probably the easiest people to sell. And this is a young, ambitious person, okay? They're driven, they're eager, but they're unclear on their actual pain points and their future vision. Generally speaking, younger people just haven't really thought out their situation, their future, as much as somebody who's more, you know, grizzled further along in their experience. And also a big, big thing that they always. That they can lean on is the fact that they are young and that they have time. Okay? So those are big red flags. They're not specific on their pain, what they want, and they feel like they have time. That's a recipe for disaster. I've seen two, two, two too many people lose sales due to them selling. Young, ambitious people. Okay, so how do you spot the warning signs? They use vague language like, I want to level up, I want to make more money, but they can't get specific. They're interested in everything, but they commit to nothing. Especially if you're selling something like a biz op, you'll typically get this demographic. And they've tried like five different fucking business models before even talking to you. And like someone did on YouTube, you know, and. Or they've like done programs before, they're scattered, okay? And if somebody is talking to you and they can't give you specifics and they're scattered, understand how they talk to you is how they talk to themselves. So if they have scattered thinking when they're talking to you, they're scattered in their decision making. So what you need to do is you need to clear out all the noise and help them get specific. Don't accept vague answers. Get specificity. It's a specificity that allows them to be more clear in what the problem is. When they're more clear on the problem and what they want, they're more clear on what the solution is. Okay? That is the key. So we need to get specific. Don't accept vague answers. What specifically isn't working? What's the cost of another six months of this? What if you're in the exact same spot next year? Okay? These are things that we can add in making sure we get specific. The other thing we need to do is we need to make time the enemy. The fact is, every single person you talk to, if they're young, a lot of the times what will happen is they'll say. They'll say something along the lines of, well, I'm young. Well, I'm only 21, I'm only 25. I'm only this, I'm only that. They're giving themselves an out. So we can either address the out head on, okay, or we can ask questions to get them to see the consequences of tomorrow, next week, next month. We don't want the consequences to be too far out. If I'm talking to a 21 year old and I ask him about consequences 10 years in the future, I. What if, like, you know, you're 31 and you never hit your goals? They don't have the concept of 10 years. Like they're 21, you know, they don't even know how long that is. So you need to make the consequences much more closer. Okay? If you can make it for tomorrow, next week, that's going to be best. So how do we actually make time the enemy? Okay, so ask questions like, what happens if you wake up tomorrow knowing you should have done something about this, but you didn't? Not what happens in 10 years? What happens if you look yourself in the mirror tomorrow knowing we should have took a step, but we didn't take a step? That's a question you need to get to. And if somebody says, well, I'm only 26, or I'm only 21, I'm only 19, I'm only 17, whatever it is, okay? We need to address that head on. So somebody says something like that, I'll be like, well, hey, man, do you feel like you telling yourself I'm only 21 actually helps you if we want to build this business as quick as possible? That's if you're selling a biz op. Doesn't really matter. It's like, no. Well, why doesn't it? Okay, because like, it'll be an excuse for you if we allow it to be an excuse. Do you want your age to be an excuse or do you want to be an exception to the rule? Well, I want to be an exception. Why do you want to be an exception? What if you don't, though? What if you allow your age to be an excuse like everyone else your age does? What happens then? Take away the rave. Okay. And then we want to create immediate urgency. Help them see that figuring out later is the problem. The identity that they want requires decision now, not someday. Okay? So again, this always ties back into really getting them to focus on the present, a clear future, and urgency consequence that is close and take away their excuse of while. I'm young, bro. So here is my challenge to you. Now that you know the five different ones that you can go over, your next move is to diagnose fast and adapt faster. So master the 90 second read. So as soon as you hop on the call, train yourself to actually start looking for these signs. Okay? In the first minute and a half, listen to the language, their pattern, their pace and their questions. And if you ever get it wrong, go back and review your calls and see the things that you missed out in the first 90 seconds that caused you to misdiagnose. Then once you have diagnosed, you need to adapt your energy and your approach. So slow down for analyticals, speed up for drivers, create safety for people who are more open. Match your visions for expressions. Your flexibility is what gives you your competitive advanced advantage. And last, and I would say probably most important, is use identity based discovery. It doesn't matter the type of person you're talking to. Every single human being you have. According to the NLP pyramid, which is what all sales is founded on. Nlp Neuro Linguistic Programming. The highest force in human behavior is identity. So if you're able to tap into your prospect's identity, you will get somebody to move. And that's exactly why I created my Precision Closers Mastermind to teach you exactly that, how to actually tap into people's identity so you can be closing 60, 70 and even 80 plus percent of the people that you're talking to inside the program. I break down call reviews. I give you exact structure for your exact offer and tell you exactly what you need to do to take your sales to the next level. So if you're serious about that and you want to work one on one with me, check out the first link in the description. If not, leave your biggest takeaway in the comments and I'll see you guys next time.