As an entrepreneur and business owner, your number one priority is to make money regardless of which industry you’re in.

That’s just fact.

Otherwise you wouldn’t be in business.

As a result, there can be a lot of pressure to make money and to close every interaction you have with someone so that you can stay afloat, to grow your business, or even to hire another employee.

This pressure can influence how we interact with people and what we end up selling.

When I first started in sales, I used to gravitate towards the $100 item instead of the $1000 one because I was afraid to show it! I was afraid that the client would be OFFENDED that I felt they could afford it and scare them away.

I wholeheartedly believed that any sale was better than no sale.

While that’s not completely wrong, what I was actually doing was selling with my own wallet instead of theirs.

And so I would continue to show and sell the $100 item, having a difficult time reaching my sales goals quickly and easily, constantly saw dissatisfied clients, and struggled to see any kind of repeat business as a result.

(The dissatisfied clients came as a result of not actually selling them what we needed. More on that later!)

I made the interaction about me instead of how I could serve the client better and get them something they actually needed. I wasn’t truly finding a solution to their problem.

It came down to how much value I placed on money (for me and the client) and what I perceived they could afford.

The reality is that people spend money to solve a problem. And if spending $1000 solves it, you better believe that they will be willing to spend it and invest in it.

Sure, selling the $100 made me feel better, but if it didn’t solve their problem, then they were left unsatisfied and a lot less likely to return as a result (and they might just come back to return their purchase).

If you want to sell your high-ticket offer (i.e. the $1000 item in my story), then you have to come from a place of serving vs just trying to close a sale to make money. You have to truly BELIEVE that what you’re selling will transform lives and make a difference. Otherwise, you might just find it hard to connect and sell your offers easily.