Most people think selling high-ticket services to strangers is impossible. But I’ve done it—again and again. And today, I’m breaking down exactly how I qualify prospects and close high-ticket deals step by step.

This isn’t theory—this is my exact process that turns cold leads into high-paying clients.

Step 1: Pre-Qualify Before the Call

Not everyone is a fit, and I don’t waste time convincing people who aren’t ready. Before they even book a call, I make sure they pass these filters:

✅ Do they have a clear problem that my service solves?

• If they aren’t struggling with something I can fix, they won’t see the value in my offer.

✅ Are they actively looking for a solution?

• I don’t pitch to “curious” people. I look for those who are frustrated, stuck, and ready for real help.

✅ Do they have the financial means to invest?

• I avoid price shoppers and focus on people who understand the cost of not solving their problem.

How I Filter Prospects:

🔹 Application Form – Before a call, they must fill out a short form that includes:

• Their biggest challenge right now

• What they’ve tried before that hasn’t worked

• Their urgency level (why now?)

• A question like: Are you financially prepared to invest in solving this problem?

🔹 Email/Vetting Questions – If they hesitate on pricing before the call, I let them know this is a premium service and ask: If price weren’t an issue, would you still move forward?

• If they say no, they don’t truly see the value, and I don’t book the call.

👉 Action Step for You: Create an application process that filters out unqualified leads. If they aren’t serious, don’t take the call.

Step 2: The 5-Minute Mindset Shift at the Start of the Call

The first 5 minutes of a sales call set the entire tone. This is where I establish authority and frame the conversation.

How I Open the Call:
1️⃣ I take control: “I want to make the most of our time, so here’s how this call will go...” (People respect structure.)
2️⃣ I set expectations: “My goal today is to see if this is the right fit. If it is, I’ll walk you through next steps. If not, I’ll let you know.”
3️⃣ I make it a conversation, not a pitch: I immediately ask a deep, qualifying question.

Qualifying Questions I Use:

🔹 What made you book this call? (Reveals their urgency.)
🔹 What’s the #1 thing stopping you from [desired goal]?
🔹 What happens if you don’t fix this problem? (Triggers emotional investment.)
🔹 What’s your budget for solving this problem? (If they hesitate, they may not be serious.)

👉 Action Step for You: Rehearse a strong opening for your sales calls. Set expectations upfront so they respect your time and authority.

Step 3: The ‘Gap’ Method – Creating Demand

People don’t buy features—they buy the difference between where they are now and where they want to be. I focus on the gap between their pain and their desired outcome.

How I Use the Gap Method:

✅ First, I make them feel the pain:

• “Right now, you’re applying to jobs, getting no responses, and wasting hours on applications.”
  ✅ Then, I paint the vision of success:

• “Imagine recruiters reaching out to you daily. Imagine getting multiple offers instead of chasing jobs.”
  ✅ Finally, I position my service as the bridge to that vision.

• “That’s exactly what my system helps you achieve.”

👉 Action Step for You: Write down 3-5 sentences that clearly highlight the gap between your client’s pain and their dream result. Use them in your sales calls.

Step 4: The Close – ‘Take It or Leave It’ Energy

High-ticket clients don’t respond to desperate energy. I don’t chase them. I present my offer confidently and let them decide.

How I Structure the Close:

✅ I summarize what they need:

• “Based on everything we’ve discussed, you need [solution] to get to [desired outcome].”
  ✅ I explain my offer in clear, outcome-driven terms:

• “I have a 6-week process that gives you a fully optimized resume, LinkedIn profile, and interview prep so you can land high-paying jobs faster.”
  ✅ I give them a clear next step:

• “The investment is $7,500. Are you ready to get started?”
  ✅ If they hesitate, I remind them:

• “Not making a decision today is still a decision—to stay stuck where you are.”

👉 Action Step for You: Practice delivering your price with confidence. The more certainty you have, the easier the close.

Final Thoughts: Confidence Closes Deals

I didn’t start out closing high-ticket deals effortlessly. But I practiced, refined my process, and stopped trying to convince people. Instead, I help them realize why they need my service.

And that’s why I consistently close $7,500+ deals with strangers.

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Whenever you're ready, there are 2 ways I can help you:

🧠 Pick My Brain: If you want personalized advice on how to build a million dollar startup, schedule a 1:1 session with me here.

🔬 Check Out My Podcast: If you want advice on how to find your ideal customer, capture their attention, get them to pay for their product or service, and automate 90% of the process, listen or watch the Spark Your Succcess Podcast.

With Love,

Leander