High-Ticket Contractor Sales Fundamentals
Selling high-ticket contractor services ($10,000+) requires a completely different approach than selling low-ticket services. Homeowners making major investments need education, trust-building, and confidence before they'll commit to large projects.
The High-Ticket Sales Process
Discovery
Understand needs, timeline, budget, and decision process
Education
Teach options, materials, process, and value proposition
Proposal
Present customized solution with clear value and pricing
Close
Handle objections, negotiate terms, secure commitment
Low-Ticket Sales ($500-$2,000)
- • Quick decisions (same day)
- • Price-focused conversations
- • Single decision maker
- • Minimal education needed
- • Simple proposals
High-Ticket Sales ($10,000+)
- • Extended decision process (weeks/months)
- • Value and ROI focused
- • Multiple decision makers
- • Extensive education required
- • Detailed proposals and contracts
The Discovery Phase
The discovery phase is where you uncover the prospect's true needs, motivations, timeline, and budget. This is the foundation of your entire sales process and determines whether you'll win or lose the project.
Key Discovery Questions by Industry:
Roofing Projects:
- • "What prompted you to look into roofing services now?"
- • "Have you had any recent weather events or damage?"
- • "How long have you been in this home?"
- • "Are you planning to stay here long-term?"
- • "What's your timeline for getting this completed?"
- • "Have you worked with insurance on any claims?"
HVAC Projects:
- • "What issues are you experiencing with your current system?"
- • "How old is your current HVAC system?"
- • "What are your energy bills like during peak seasons?"
- • "Are there any comfort issues in specific rooms?"
- • "Is this an emergency replacement or planned upgrade?"
- • "What's most important - efficiency, comfort, or reliability?"
The B.A.N.T. Qualification Framework:
Budget:
"For a project like this, most homeowners invest between $X and $Y. Does that align with your planning?"
Authority:
"Who else will be involved in making this decision?"
Need:
"What happens if you don't address this issue?"
Timeline:
"When would you ideally like to have this completed?"
Common Objections & Responses
"Your price is too high"
Understanding Response:
"I understand price is important. Can you help me understand what you were expecting to invest in this project?"
Value Reframe:
"Let me break down the value you're getting for that investment..."
Cost of Inaction:
"What do you think it will cost if this problem gets worse over the next year?"
Quality Positioning:
"You're not just buying [product], you're investing in [outcome/benefit]."
"We need to think about it"
Clarification Questions:
"I understand. What specifically would you like to think about?"
Timeline Clarification:
"When do you think you'll be ready to move forward?"
Urgency Creation:
"I completely understand. Just so you know, we're booking [timeframe] out right now..."
Follow-up Process:
"Would it be helpful if I followed up with you next week?"
"We're getting other quotes"
Qualification Questions:
"That's smart. What criteria are you using to evaluate your options?"
Differentiation:
"Here's what makes our approach different..."
Value Positioning:
"When you're comparing quotes, make sure you're comparing apples to apples..."
Relationship Focus:
"The lowest price isn't always the best value. Here's why..."
Closing Techniques for Contractors
The Assumptive Close
Act as if the prospect has already decided to move forward and focus on implementation details.
Examples:
- • "When would you like us to start?"
- • "Which material option works best for you?"
- • "Should we schedule this for next month?"
The Alternative Choice Close
Give prospects two options, both of which result in a sale.
Examples:
- • "Would you prefer the standard or premium package?"
- • "Should we start with Phase 1 or the complete project?"
- • "Do you want to schedule for March or April?"
The Urgency Close
Create legitimate urgency based on scheduling, pricing, or seasonal factors.
Examples:
- • "We have one opening left in March..."
- • "Material prices are increasing next month..."
- • "This is the last week for our winter pricing..."
The Summary Close
Summarize all the benefits and value points discussed during the presentation.
Framework:
- • "Let me recap what we've covered..."
- • "You mentioned [problem] was important..."
- • "Our solution provides [benefits]..."
- • "Does this sound like the right fit for you?"
Ready to Optimize Your Sales Process?
See how the ACE Pipeline System delivers pre-qualified prospects ready to buy.
Book Your Free Sales Strategy Call