How to Naturally Make 10k+ Offers with Kevin Kwan

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About a year ago I hosted an event called The High Ticket Wellness Summit where I interviewed over 40 experts in health, marketing, sales, and business to help anybody in coaching, business, and transformation create more high ticket clients.

Today I am going to be sharing a gem from this series, an interview with Kevin Kwan. Kevin is an expert in making high ticket sales feel as natural as your coaching. We are going to be diving into that with him today.

We discuss:

[01:35] Kevin is a high ticket content and sales coach that helps health, wellness, and personal development coaches get more sales calls booked and more importantly close them at high ticket prices.
[03:18] In sales we are coaching them to make better decisions for themselves because what they used to do isn’t working. We are getting them to make a different decision.
[04:33] Immediately when you say sales, people think sleazy, pushy, pestering, and mean.
[06:06] We have to be able to connect with people first to earn the right to be able to shift these beliefs. Sales today is about the connection.
[07:37] What’s going to make that client or prospect on the call remember you and pull out their credit card is how you make them feel. It is not knowing what you can do, it is about how they feel about what you can do.
[09:11] Sales really is a balance of coaching and leadership. You have to earn their connection first. You can’t connect with a person if you can’t deeply listen.
[10:32] They have to be clear and certain in the main outcome they want to achieve, in you, the process, themselves, and the transformation in who they can become.
[13:26] We have to understand and appreciate people where they come from.
[14:18] The first thing we need to do on prospective calls is be leading and framing. Leading is going to where the client doesn’t want to go, pulling the best side of them, and holding them to a higher standard because who they were before isn’t helping them.
[17:37] Questions lead the conversation. You can dig into where the client is at, what their meaning is on things, and where their beliefs are.
[20:09] You are always leading that person back with your questions and you are clarifying. Lead, clarify, and then probe for their beliefs and what is really important to them.
[22:30] You have to find out the story that person told themselves because the stories we tell ourselves create our beliefs.
[24:05] The time to make the offer is when you dug deep enough. When you get their goal, their roadblocks, their story, their problems, and what they want then you ask permission to share your offer.
[26:32] The very first thing we need to do after we close is onboard them to give them some instant gratification and clear next steps.
[28:28] For sales calls, understand that it is just another coaching call. You are just coaching them at a different level and helping them get out of their own way.