Power Dynamics: The High-Ticket Close

THE BRUTAL REALITY: THE PERSON WHO WANTS IT LESS HAS THE POWER

High-ticket sales ($10k+) are won or lost on status, not features.

The Conflict: You act like a "Vendor" begging for a chance.

The Truth: If you sound desperate, the price drops and the respect vanishes. You are not a supplier; you are a Strategic Advisor.

The Fix: Control the frame. If the client isn't a fit for your elite standards, you should be the one to end the call.

1. FRAME CONTROL

The "Frame" is the invisible boundary of who is in charge. If they start the call by saying "Show me what you got," they own the frame. You must reset it immediately: "Before I show you anything, I need to know if we can actually solve your problem."

2. THE CHUMP FACTOR

If you provide free consulting for 3 hours before a contract is signed, you are a "Chump." You are providing value for free, which signals that your time is worthless. Charge for discovery or keep it under 15 minutes.

SMART WORDS

FRAME CONTROL

The "Authority Trap." The art of ensuring you are the one setting the rules of the conversation.

THE CHAMPION

Your "Insider." The person at the client's company who will fight for your deal when you aren't in the room.

SOCIAL PROOF ANCHORING

Mentioning a competitor of the client who is already using you to trigger the fear of falling behind.

TACTICAL DIRECTIVES

1. The "No" Anchor: Start your next pitch by telling the client why they might NOT be a fit for your service.

2. The Time Limit: Set a hard stop for every sales call. "I have another executive briefing in 20 minutes."

3. The Executive Summary: Never send a 50-page proposal. Send a 1-page "Results Map."