The 9-Step Million Dollar High-Ticket Sales Framework

If you’ve ever felt like your sales calls turn into long monologues, or like you’re “pitching” instead of truly connecting — you’re not alone. Most high-ticket coaches and consultants get this wrong.

But what if you could sell in a way that feels natural, earns trust, and consistently closes premium clients — without pressure tactics?

The process transforms sales calls into coaching conversations — where prospects feel heard, understood, and ready to buy.

Here’s the breakdown of this 9-step system.

Phase 1: Diagnose (⅔ of the call)

Before you ever “sell,” you need to diagnose the problem. Think doctor-patient: no prescription before diagnosis.

1. Set the Agenda

Take control from the start. Clarify who’s on the call, explain the structure, and set expectations: “We’ll dive into your situation first. If I can help, I’ll explain how.”

2. Why Now?

Ask: “Why did you book this call today?” You want urgency, not casual curiosity.

3. Establish Wants

Future-pace: “What does success look like 12 months from now?” Push for measurable goals and emotional depth. Why does it matter? Who else is impacted?

4. Identify Needs (Current State)

Contrast their vision with reality. What’s not working? Where are they stuck? Build tension between present pain and desired future.

5. Absolve Past Failures

Ask: “What have you tried before?” Then reframe: it wasn’t their fault — wrong strategy, lack of guidance, or poor support. This clears resistance and neutralizes “I’ll just try X again.”

6. Recap

Summarize what they’ve shared: frustrations, goals, failed attempts. Then confirm: “Did I capture that right?” This builds trust and shows you’re truly listening.

Phase 2: Prescribe (⅓ of the call)

Once the problem is crystal clear, it’s time to prescribe the solution.

7. Qualify (Border Control)

Lay out the traits of your best clients — coachability, commitment, resilience. Ask if they see themselves in that. If they hesitate, stop. If they say yes, you’ve built alignment.

8. Prescribe the Solution

Present your program as a journey, not a pile of deliverables. Keep it simple and step-based. Use “trial closes” to let them sell themselves:

• “Would daily accountability help?”

• “On a scale of 1–10, how aligned are you with this?”

Don’t reveal the price until alignment is nearly 10/10.

9. Close

When they’re emotionally and logically sold, present two payment options (paid-in-full and installment). Then ask: “Which works best for you today?”

No “Do you want to buy?” — just a confident choice.

Why This Works

• You listen 70–80% of the time, talk 20–30%.

• You build emotional buy-in before revealing the offer.

• You create clarity, not confusion.

• You lead like a coach, not a pushy salesperson.

And when done right? You don’t “convince” anyone — they convince themselves.

Final Thoughts

High-ticket sales isn’t about slick scripts or pressure tactics. It’s about connection, clarity, and leadership. By following the Coach to Close 9-step framework, you’ll transform your calls into authentic conversations that create real commitment.

After all, people don’t buy information. They buy transformation.