The 3 Questions That Win High-Ticket Sales (Without Being Pushy)

If you are anything like me, and you're tired of using traditional sales scripts and trying to 'handle objections' then this training is for you. If you want to learn a method of selling that doesn't require your prospect to squirm in their seat and want a way to sell that feels natural and empowering, then this training is for you.

Traditional sales has led most of the industry to believe that pain based selling is the only way: press the pain points, handle objections, and try to squash your prospect into submission. It’s exhausting, and frankly, it rarely works. The secret to closing high-ticket deals isn’t about applying more pressure; it’s about learning to shift the entire dynamic of the conversation.

This process hinges on moving your prospect from a closed-off, problem-focused mindset (an "inhibitory state") to an open, excited state of possibility. You do this by asking three specific questions that uncover their ultimate dream—the real reason they showed up. When you connect your offer to that, price objections melt away.

Last week I introduced the BraveBrand community to one of the most powerful sales systems that i have ever learnt.

You can watch the full presentation here:

Why Do Most Sales Tactics Actually Push Prospects Away?

Think about the last time someone tried to hard-sell you. Did it make you feel open and excited? Or did you feel your guard go up? Most sales training teaches you to focus on the prospect's pain. But psychologically, all this does is trigger stress hormones and push them deeper into an "inhibitory state"—a mental space where their thinking is restricted and they’re closed off to new possibilities.

Trying to persuade someone in this state is like trying to convince your partner to do you a favor when they're already mad at you. It’s a losing battle.

Motivation sparks from excitement, not from inhibition. If you want someone to invest a significant amount of money with you, they need to feel good and see a positive future. Objections are almost always a symptom of an inhibitory state you accidentally triggered.

How Can You See the Sales Game Differently?

Have you ever seen The Bourne Identity? There's a scene where Jason Bourne, an amnesiac spy, sits in a diner and suddenly realizes he can see everything differently. He knows the license plates of every car outside, the waitress's dominant hand, and the fastest exit route. He developed a skill so deeply that it changed his perception of reality.

Mastering high-ticket sales is the same. It’s not about learning scripts; it's about developing a new perception. You’ll start to listen differently and hear what’s really going on beneath the surface. This framework gives you that "Bourne" advantage. Your two main jobs on any sales call are simple:

1. Practice active listening.

2. Know what to listen for.

Let’s focus on the second part.

What Are the Three Questions That Unlock the Dream State?

This isn't a rigid script. Think of these as three checkpoints in a natural conversation that guide you and your prospect from their surface-level problem to their deepest aspiration.

Question 1: "What made you decide to book a call with me today?"

This first question is crucial for setting the frame. Your only goal here is to diagnose their current state. Are they talking endlessly about their problems, frustrations, and pain? If so, they’re in an inhibitory state.

Your job is to interrupt that pattern—politely. Don't "drama bond" by agreeing how awful things are. Instead, flip their negative language into a positive goal.

• If they say: "I'm so fed up with my back pain, I can't do anything."

• You say: "Okay, so if I'm hearing you correctly, what you're really looking for is to move freely again and get back to the activities you love. Is that right?"

You’re not dismissing their pain. You're reframing it as a destination they want to reach. This simple flip begins moving them toward an excitatory state, where they start to follow your lead.

Question 2: "What's important to you about [the positive goal you just named]?"

Once they agree with your positive reframe, you dig a layer deeper. This question uncovers their values. People don’t buy products; they buy what those products help them achieve and how they align with their core principles.

Their answers here are gold. Write them down. They might say things like:

• "Freedom is really important to me."

• "I want to be more present for my family."

• "I want to feel a sense of security."

Feedback what you heard to confirm you’re on the right track: "Okay, so what’s really driving you is the desire for more freedom and time with your family. Am I getting that right?" This makes them feel deeply heard and understood.

Question 3: "Ultimately, what would achieving all of that do for you?"

This is the killer question. This is where you uncover their dream state—the highest point of leverage you have. The answer to this question isn't just about "making more money" or "losing weight." It’s about the ultimate identity and feeling they're chasing.

They might be silent for a moment. For many, it's the first time anyone has asked them to articulate this.

The answer is what you will tie your offer to. When someone is connected to their dream state, they're experiencing the feeling of their desired future right now. In this state, the investment required to get there feels less like a cost and more like a vehicle.

How Do You Transition to the Offer?

You can simply ask:

"Based on everything you've just told me about wanting to [re-state their dream], I'm very confident our process can get you there. Would you be open to me showing you how it works?"

At this point, you’re not selling features. You’re connecting your solution directly back to their dream. You’re showing them the fast track to the exact future they just described to you. <>

Frequently Asked Questions

Q1: Is this just a form of manipulation?

It’s only manipulation if your intent is selfish. If you genuinely believe your service can help someone solve a painful problem and reach their dream, then you have an ethical obligation to persuade them. You’re guiding them out of a cycle that's keeping them stuck. Remember, con artists and great coaches use the same tools of influence—the intention is what separates them.

Q2: Why can't I just do this over DMs or email?

You can't effectively read or shift someone's psychological state through text. Text is easily misread and lacks the nuance of tone and real-time feedback. The goal of your messages and marketing funnels should be singular: get them on a call where you can have a real conversation. Don't get stuck being a pen pal.

Q3: What if they still say they can't afford it?

If you've truly guided them into an excitatory, dream-focused state, price objections become far less common. However, if it does come up, it often means they haven't fully shifted from a "cost" mindset to an "investment" mindset. High-ticket prices are an ethical tool; they ensure the client has "skin in the game" and is committed to getting results. When a client pays, they pay attention. Sometimes someone really can't afford it. In which case you wish them well and focus on the next lead.

Your First Step Is to Just Practice

You don't have to master this overnight. Start by practicing these three questions in your conversations—even with friends or family. Your only goal at first is to listen for that dream state.

Print out the questions and keep them by your computer. The more you practice, the more you’ll start to see the world like Jason Bourne in that diner. You’ll hear the patterns, understand the deeper motivations, and find that selling your high-value offer feels less like a fight and more like a powerful, productive conversation.