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When does the sale happen?

For high ticket items, the sale almost always does not happen in one customer touchpoint/interaction.

(If it does, I would love to learn from you and know what worked for you.)

It happens over a period of multiple touchpoints and interactions between the buyer and seller.

Each customer touchpoint is a step closer to the final sale.

What I have seen most useful for high ticket items are that the buyer needs useful information to address questions and concerns, be clear on the value of buying from the specific seller, and a sense of urgency.