So we're talking about three things you must conclude if you want to sell high tickets.

Number one, I can do this.

Most prospects don't buy, not because they don't believe

in what you sell, it's they don't believe they can do this.

Especially for those who are in coaching and consulting,

if you're selling your expertise,

it's not like they don't want the benefit,

it's not like they don't like you,

it's just like, maybe I can't do this. A good example of that would be, let's say,

if you're selling fitness.

Most people, whatever they're buying,

let's say they have a weight loss goal, yes?

Your program, whatever you're selling

or your supplement, probably is not the first thing they buy.

They bought other things, yes?

So if we underestimate the previous experience they have,

and we just assume, hey, I can help you lose weight. Let's say I'm a personal trainer, hypothetically.

I'm selling, you know, fitness. Hey, I can help you lose weight. Look, I'm fit. I can look at my six

pack. That's great. You can do it, but I can't.

Because I have tried 10 diets and they all failed.

That's a problem, right?

So they go in, not with high confidence, they go in with no confidence.

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