Selling high-ticket offers requires a different process. In this video, Russell Brunson explains how to adapt the Perfect Webinar framework when selling premium programmes priced above traditional webinar offers.
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Accordingly, Russell explains that while the Perfect Webinar Script works exceptionally well for offers between $297 and $2,997, higher-priced offers require an additional step. Instead of sending prospects directly to an order form, they should first complete an application and then speak with you on the phone to determine whether they are a good fit.
Additionally, this process works for two critical reasons. First, selling higher-priced offers is significantly easier on a call, where trust, clarity, and confidence can be established naturally. The application and conversation help prospects feel comfortable investing at higher levels.
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Second, high-ticket programmes typically involve closer collaboration. Screening applicants ensures that you only work with people you can genuinely help and enjoy supporting. If someone is not a good fit, they should not be accepted, protecting both results and reputation.
Russell also explains the difference between selling with a team versus selling as the expert. In Expert Secrets, he shares a two-step phone script that works extremely well with a setter and a closer. However, when the expert is the one on the phone, especially in the early stages, a simpler approach is required.
For this reason, Russell recommends the four-question close script, designed specifically for experts selling their own high-ticket programmes. This approach maintains integrity, reduces pressure, and leads to better long-term client outcomes.
If you sell premium coaching, consulting, or transformation-based programmes, this framework is essential.
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