Do you want to work less and earn more? Des Vadgama tells us how to secure high ticket clients. Clients who are prepared to pay 5 figures for your services. Des Vadgama is of Indian heritage. His name is thought to come from the Portuguese explorer Vasco  da Gama!. https://en.wikipedia.org/wiki/Vasco_da_Gama



In this episode, Des discusses how you secure high ticket clients.
Des Vadgama – How he got to where he is now
Des started working with entrepreneurs and small business owners in 1987, when he came out of employment. He had previously trained as an Accountant. In 1987, Des started working for himself.

He linked up with a man called Ron Holland. He is an author, consultant and mentor. http://www.ronhollanddirect.com In 1987, they connected and started consulting with small business owners and entrepreneurs. They would rack up the best part of 1,000 miles per week seeing businesses around the country. Looking back, it was crazy. A lot of time travelling with a few hundred pounds per session. A lot of effort for a small return.

From there Des started to refine the model in terms of what it takes to qualify, filter and position better some of the influence process prior to the meeting.

This change was crucial. Sometimes Des spent 12 hours a day travelling to just one or two clients or even prospects. You learn quickly!

His accountancy training made him consider how he was going to get a better reward by streamlining some of these processes.

How to secure high ticket clients with Des Vadgama
When did it all change?
He tried a number of different business models selling, with different price points. The change came in 1994. That’s when he started promoting Tony Robbins speaking events. He became one of the main promoters of Tony Robbins (https://www.tonyrobbins.com) from his base in Central London.

He promoted the seminars almost exclusively by phone. These seminars were priced between £400 all the way up to £8,000. One of the biggest discoveries he made was that there was no need to travel.

That was one of Des’ biggest leverage points in terms of reaching out to prospects and individuals who were a warm target market. One of the reasons Des became one of the most productive sellers of Tony Robbins events is not because he was a great salesperson, but simply because he was passionate about the events.

What was the thing that made Des so successful when he was selling out Tony Robbins events? Tony’s Unleash the Power Within – there is an upsell. He was the only sales guy to have attended the product. He invested serious time and energy immersing himself in the events and courses.

This enabled him to speak with conviction and enthusiasm.
QUESTIONING TECHNIQUE
One of the techniques Des used was taking a real interest in the individual. Jay Abraham, https://www.abraham.com talks about falling in love with the client. Being passionate about where they are headed. He asked not just three questions, but 10-20. Where they wanted to be physically, financially etc. This allowed Des to get more clarity to where his prospects were going.

Then he connected the seminar to the client’s future.

Don’t swamp the prospect with dozens of reasons to attend. Often it was only ONE or TWO compelling reasons to attend.  Not over-selling, but making it relevant to the individual.

You don’t want to interrogate. Just have a dialogue. Two individuals having a 2-way conversation. Gain more clarity on where they want to be.

You have to be able to relate everything. Des makes detailed notes about each individual. Tony Robbins talks about compelling reasons to get from A to B. In a conversational way, Des tries to understand this about his prospects. He is a trusted adviser.
Concept Sell
Nowadays he is less passionate product sales-person and more focused on a concept sell. This could be training based, consulting, or a mastermind group. Or it could be a business opportunity that helps someone generate a...

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