Quote from James A.Hart on July 16, 2025, 10:20 pm

One of the most common mistakes in high-ticket sales is this:

Trying too hard to convince the prospect.

The moment you start selling, your prospect starts resisting. And the harder you push, the more skeptical they become.

That’s why great closers don’t just pitch — they guide. They ask better questions. And they make the prospect arrive at the decision on their own.

Why “Pull” Works Better Than “Push”

Think of a strong close like a dance. You can’t drag your partner across the floor — they have to want to move with you.

When you start listing all the features and benefits, hoping the client will get excited, you’re doing the heavy lifting. You’re also making one big mistake:
You’re taking away their chance to process and decide.

Here’s what actually works better:

• Ask questions that reveal their reasons for taking action.
• Let silence do the work.
• Don’t jump in with a rebuttal — let them talk themselves through the objection.
• Use phrases like:
  • “What do you think will happen if you keep doing what you’re doing?”
  • “How long have you been trying to solve this?”
  • “What’s stopping you from solving it now?”

The more they explain their problem, the more they start to realize the solution is urgent.

Use Their Words, Not Yours

One of the key techniques mentioned in the video was this:
Let them deconstruct their own excuses.

Instead of saying, “That’s not a good idea,” you ask:

“Do you really think your best prospects are reading the back of supermarket receipts and saving them on the fridge?”

Instead of saying, “You’ve wasted years,” you ask:

“You’ve been thinking about this for three years. What’s changed? What makes now different?”

You’re not confronting. You’re not debating.
You’re simply reflecting their thoughts and helping them recognize the truth they’ve been avoiding.

The Sale Happens in Their Mind

Your goal is not to talk someone into buying.

Your goal is to ask the right questions, so that they sell themselves.

Because once they say out loud:

“Yeah… you’re right. I need to fix this now.”

That’s when the real commitment begins.

So if you’re finding it hard to close deals, ask yourself:
Are you pitching too much, or asking too little?

Let them convince themselves.

That’s how high-ticket deals are closed.