Confession: I used to loathe the very idea of “selling.” The word itself made my skin crawl. Then, I graduated with a degree in neuropsychology, became passionately obsessed with buyer psychology (and human behavior), and after clocking 10,000+ research hours and guiding over 2,000 clients into high-ticket transformations, here’s the truth I now live by:

High-ticket buyers don’t want to be sold to. They are desperately searching for someone they can choose with unshakeable confidence.

Yet, right now, if you’re like most coaches, you’d probably rather:

• Host another free masterclass that attracts a grand total of three attendees (two of whom are your mom and your cat).
• Heroically over-deliver on yet another “discovery call” (only to be met with the deafening silence of a ghosting).
• Light a prayer candle and hope for a miraculous DM that screams, “OMG, take all my money right now!”

…than confidently, clearly ask to be paid what your expertise is actually worth.
It’s okay. We’ve all been there. Now, let’s fix it, permanently.

If “selling” your high-ticket offer feels slimy, pushy, or like you’re trying to wrestle someone into submission, you’re fundamentally doing it wrong. And here’s why, straight from the core of what I teach my high-achieving clients:

Your brain, and your client’s brain, uses entirely different chemistry and decision-making pathways for:

• Low-ticket decisions (those $27 “why not?” impulse buys that rarely change a life).
• Mid-ticket decisions (the $500 – $3000 courses and programs that often spark internal “should I, shouldn’t I?” debates and buyer’s remorse).
• High-ticket decisions (the $5K, $10K, $25K+ investments where the core question isn’t “can I afford it?” but “who can I implicitly trust to deliver this transformation?”).

This means your language, your entire sales strategy, and most importantly, your energy must be precisely calibrated to what you’re actually selling. Trying to sell a $10k transformation with $97 tactics is like trying to fuel a rocket ship with tap water.

Here’s the neuropsychology breakdown (Super Short, No-Fluff Version):

• Low-Ticket ($7 – $197): Logic often leads. Flood them with features, benefits, reasons why “this is a no-brainer.” It’s a numbers game.
• Mid-Ticket (500−3000): The treacherous middle ground, often caught in an awkward tug-of-war between logic (“Does this make sense?”) and emotion (“Do I want this?”). Honestly, unless you’re already a well-established brand with a huge, warm audience, this zone can be quicksand. Avoid it if you’re aiming for high-ticket freedom.
• High-Ticket ($5K+): Here’s the magic. These buyers are often already sold on the concept of getting help for their big, painful problem. They’re not debating if they need a solution; they’re meticulously scanning for the safest, best, and most reliable hands to guide them.

So, if your attempts to “sell” high-ticket feel like you’re pushing a boulder uphill, it’s because you’ve fundamentally misunderstood the assignment. You don’t sell high-ticket in the traditional sense. You serve your way into it.

What It Really Means “To Serve” at the High-Ticket Level (Hint: It’s Not About Being a Doormat)

Serving your ideal high-ticket clients isn’t about timidly pitching or endlessly proving your worth. It’s about strategically curating an experience where:

You Become the Undeniable, Obvious Guide.

More often than not, your ideal high-ticket client has already tried all the cheap, quick ‘fixes.’ They’ve downloaded the freebies, bought the low-ticket courses, maybe even dabbled in mid-tier programs. And the select few who are true high-ticket buyers are now so utterly fed up with their own BS, their excuses, and the frustrating lack of real movement, that they are no longer seeking information; they are craving certainty. They need to feel, viscerally, that you are their safest bet. They need unshakeable confidence that you can, and will, deliver the promised results specifically for them (and no, just sharing generic screenshots of other people’s wins is low-ticket behavior). They need to believe that with you by their side, they can finally break through and achieve what they desire. Your job is to demonstrate this level of mastery and guidance before they even consider your main offer, often through a powerful, paid “Painkiller” experience.

You Invite, You Don’t Convince (or Chase).

High-ticket buyers HATE being “sold to” with aggressive tactics or manipulative urgency. They crave exclusivity. They desire a confident invitation into a container they perceive as premium and results-driven. Did you know there’s really only one core metric you should be obsessively tracking for high-ticket sales? It’s not your follower count, your share numbers, or your “likes.” It’s the number of quality, transformative conversations you’re having. And this doesn’t always mean a 1:1 DM chat (though it can). A true “quality conversation” is often an experience where they get to witness firsthand how powerfully insightful and effective working with you truly is: like in a paid, intimate workshop or challenge. (This is precisely what I unpack and help you build in my book, showing you how to architect these game-changing interactions).

You Fiercely Protect Your “Yes” (and Theirs).

True service at the high-ticket level means having the courage and integrity to say “no” to wrong-fit clients, even if the money looks tempting. They’ll actually respect you more for it. Make a list of your “anti-client”: the red flags, the attitudes, the situations you absolutely will not work with. For example, I don’t “overcome objections” with high-ticket prospects, and neither should you. If someone is truly ready for a $10k+ transformation, their core energy is “all-in,” not “let me list my doubts.” Money or time objections at this level tell me they’re not truly ready or resourceful enough yet. My response? “This program is for women who are a resounding ‘Fuck Yes!’ to this next level. When that’s you, I’m here.” You can, and should, answer clarifying questions about your program, of course! But wrestling with deep-seated objections? Nope. If they’re not a “Fuck Yes!” from the outset, I can practically guarantee they won’t achieve the profound results they’re seeking (or they’ll become an energetic drain).

The Mindset Shift That Makes Selling Feel Like Selection (Not Sleaze):

Repeat this until it becomes your belief:
“My high-ticket offer isn’t a sales pitch I need to ram down people’s throats; it’s a filter designed to attract and welcome only the most committed, right-fit clients.”

Fun fact: The coaches who consistently sign $10K, $25K, even $50K+ clients with ease and grace:

• Never, ever discount their premium offers (it instantly devalues your work and attracts the wrong energy).
• Never chase or try to convince (they confidently let wrong-fit leads walk, knowing their ideal client is seeking them).
• Always tie their results and program to identity shifts (“This isn’t just about doing X; it’s about becoming the woman who naturally achieves Y.”).

Your “Anti-Sleazy” Framework for Responding (Example):

Scenario: A potential high-ticket lead says, “This sounds amazing, but I need to think about it.”

• Old You (panicked, scarcity-driven): “Okay! No problem! How about a payment plan? Or maybe a smaller version? I can give you a discount if you sign up today!” (→ Attracts wafflers, bargain-hunters, and prolongs your agony).
• New High-Ticket You (calm, confident, selective): “I totally get that this is a significant decision. This container is specifically for women who are done thinking about their next level and are decisively ready to act to create it. When that clarity hits for you, and it feels like an undeniable ‘yes,’ I’ll be here.” (→ Attracts serious, committed buyers and respectfully closes the loop).

A Harsh Truth About “No” or “Maybe” (Which, FYI, is also a No):

If someone hesitates significantly on your clearly articulated high-ticket offer? Good.

They’re likely not your people (at least, not yet). Let them go, gracefully.

Or, you didn’t exude enough certainty, clarity, or perceived value in your interaction or lead-up experience (This is where understanding the deeper strategies for creating that “Painkiller Offer” experience becomes crucial – and yes, that’s exactly what I break down in my book). Then you need to fix your part. 

A no is not a personal attack. In fact, most of the time, a “no” has nothing to do with you as a person or with your expertise. It just means “not now” or “not for me”. And if you want to learn more how to attract less of the “not for me” and more of the “when can we start?”. Check out my book “She Sells High-Ticket”.