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The Sales Evangelist

Stephanie Chung, Donald Kelly, The Sales Evangelist, High Ticket Sales How do you actually sell high-ticket items when you know you won’t be able to buy them yourself because they’re too expensive? Hmmm… Today’s guest is Stephanie Chung, a business coach, and an entrepreneur, and she is going to teach you how to get past the challenges of high-ticket selling, specifically overcoming that mindset you’ve instilled in your head over the years.

Previously, Stephanie has been an executive and a sales professional selling jets, perfect for our topic today. Regardless of how much you’re selling, you’re going to get some great insights from her. Stephanie helps individuals and businesses bring more money into their top line sales focused on leadership, communication, and high-ticket selling.

Here are the highlights of my conversation with Stephanie Chung:

Lessons from Stephanie’s coolest sales experience when she was the customer at a car dealership:

  • Touch base with your customers all the time.
  • Show the customer you care and you want to help and you become top of mind.
  • Sales is not just about closing the deal but the customer experience. into closing the deal.

Biggest challenges with selling high-ticket items:

  1. Controlling your own financial beliefs

We all have our own financial beliefs but It should never pop up in the sales conversation. How was money discussed in your home? Most likely, you’re brought up in a way that you will be discounting the product or you’ll be offering freebies. When that creeps up, control it.

  1. Using a “one size fits all” approach

Buyers have a process as well so make sure you’re coming to them correctly in a way that they’re comfortable throughout the entire process. If you communicate with everybody based on how you prefer to be communicated with, that puts the burden on the buyer and they’re going to shut you down eventually.

  1. Lack of training

People need to be trained on things other than just your product. This gives them a disadvantage when talking to a customer because all they know are the things pertaining to them and then you try to squeeze people into your product or service whether it works for them or not because you only know one side of the equation.

  1. Lack of investment in sales training or coaching

The main job of sales is to bring the money in. If you’re expecting them to bring in worth thousands and millions, aren’t they work training? There is a skill to sales so people have to be trained on it. Being a good people-person is not enough. There is a psychology and a neuroscience behind the buying decision-making process.

  1. Knowing the numbers

People have to have business acumen and understand the business part of what they do. Your salespeople need to know the numbers you’re trying to hit as a company so they can understand the business they’re in and what’s driving the business and where the business is trying to go.

How Stephanie got into selling airplanes:

Stephanie was a military brat who grew up on active military bases and around planes. She eventually got into sales and recruited into private aviation selling jets.

Her challenges:

Selling to high net worth individuals so she had to grow and adapt and learn and get used to being around wealthy and smart people

Greatest lesson:

You cannot bring your financial beliefs into the equation. You have to act like you’ve been there.

The Neuroscience Behind Asking versus Telling:

  1. When you ask someone a question, there’s a dopamine effect that the brain starts to produce so they start to feel good.

The more people talk about themselves, you not only get information but also, it allows the person to feel they like you because you made them feel special by asking the questions and listening to them.

  1. The brain can process up to 3,000 words per minute.

We can talk no more than 300 words per minute while the brain can process up to 3,000 words per minute. You should be asking questions so they’re doing the talking and your brain has the opportunity to listen but then also be thinking, exploring, digging deeper, and asking more questions to get better clarity on what they’re saying.

Stephanie’s Major Takeaway:

Make sure you always have the training, the knowledge, and the coaching. Always be out sharpening your game and your skill set because it’s a competitive market out there.

Episode Resources:

Connect with Stephanie on www.StephanieChung.com. Her book, How to Profit Like a Girl: A Woman’s Guide to Kicking Butt in Sales and Leadership can be downloaded for free at www.profitlikeagirl.com.

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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