At CALLX1, we help experienced salespeople develop the skills to handle high-ticket gaming sales. Our agents build relationships with people in the company’s own customer database, often across several purchases. As those relationships develop, agents need to become comfortable discussing amounts that may be far beyond what they would spend themselves.
You can be good at selling and still hesitate when you reach a larger price. You have understood the customer and explained an offer that appears to suit them. Then your delivery changes. You rush through the amount, describe it as expensive, or mention a cheaper option before the customer has responded.
Your own reaction to the price has influenced the recommendation. If you repeatedly retreat at that point, you may limit the value of your sales and the commission you earn without discovering what customers were willing to consider.
Learning to separate that reaction from the customer’s circumstances gives you a better basis for selling. The steps below explain how to make a recommendation you can support. You will also learn how to practice presenting the price and respond to what the customer says.
Your experience gives you a sense of what counts as a reasonable amount to spend. If a purchase would require months of saving, saying that price aloud may feel different from presenting an amount you could comfortably pay.
Perhaps money was a frequent source of worry at home, or you learned that asking for more was unreasonable. You may also have worked somewhere that relied on discounts, so you became accustomed to reducing a price as soon as someone hesitated.
Those habits are influencing the call without your noticing. You expect resistance, so you recommend the cheaper option first. When the customer buys it, you take the sale as confirmation of their spending limit. Yet you never found out how they would have responded to the original offer.
When you catch yourself thinking that you would never pay that amount, return to what the customer has told you. Your reaction may explain how you feel about the price, but it cannot establish their budget or whether they want the product.
Before presenting an offer, establish what the customer wants from the purchase and which details matter to their decision. Take any spending limit they mention seriously. Where they have not expressed one, avoid supplying an answer from your own finances.
With an established customer, review what they have bought and discussed before. Our article on reading a prospect record before a sales call explains how to use that history. Then confirm what remains relevant.
Someone who previously chose a smaller package may have wanted to understand the product before committing more. Equally, a customer who made a large purchase last time may want to spend less today. Ask what they are considering now and clarify the differences that matter to them.
By the time you recommend an offer, you should be able to connect it to something specific in the conversation. If you cannot explain that connection, find out more before deciding which option to present.
It is difficult to sound certain about a recommendation you cannot explain. Before the call, check the full price, what it includes, and how the relevant options differ. Resolve any uncertainty about terms which could affect the purchase.
This preparation also helps you recognise the source of your hesitation. If you are unsure what the customer receives, you need more product knowledge. If you understand the offer and why it fits, but the amount still feels uncomfortable, you have identified something to practice.
Suppose a customer wants greater flexibility because their usual package limits how they can use the product. If another option removes that restriction, explain the difference. They can then judge whether the flexibility they asked for is worth the additional cost.
Before quoting, practice explaining the recommendation in one or two sentences. Describing the package as bigger, better, or more popular gives the customer little help with that decision. Refer to the particular difference that addresses what they want.
If the larger package contains more of something, establish whether they want more. Where the smaller option already meets their requirements, recommend it. You can then explain your choice from the customer’s circumstances, rather than allowing discomfort with the higher price to decide for you.
Knowing why an offer fits may not remove your discomfort immediately. Rehearsal gives you a chance to notice what happens when you say the amount and correct the habits which make you sound uncertain.
Use an offer you understand. Explain the recommendation to a colleague who is playing the customer, then state the complete price and relevant terms. Give them time to respond.
Record the exercise and listen to the sentences around the price. You may notice that you speed up, laugh nervously, or lower your voice. Perhaps you offer something cheaper before your colleague has said anything.
Choose one habit to work on and repeat the exercise. Ask your colleague whether the offer was clear and whether your delivery changed when you reached the amount.
Practise until you can discuss the price with the same care and steadiness you use elsewhere in the conversation. That leaves you better able to listen when the customer responds.
On the call, explain why you recommend the offer before stating the price. Make the full commitment clear, including any terms which affect what the customer will pay. If you discuss instalments, ensure they also understand the total cost.
Once they have that information, allow them to consider it. You need to hear their response before deciding whether anything requires further explanation.
Saying that the price is quite steep or probably more than the customer expected introduces a judgement they may not share. You can explain the same offer without asking them to accept your discomfort alongside it.
For a practice example, return to the customer who wants greater flexibility. Suppose the alternative package allows them to change when they use it, and you have already explained the relevant terms. You could say, “You mentioned that you need to be able to change the dates. I recommend this package because it allows for those changes. The total price is £2,000.”
Then pause. The customer has heard the reason for your recommendation and the amount they need to consider. Adding that you know it is a lot would introduce your opinion of the price without helping them assess the purchase.
The example illustrates the sequence. In a call, use the customer’s stated priority and the verified details of the offer. Keep necessary disclosures and apologise if you need to correct an error.
A pause may feel uncomfortable when you already expect an objection. However, the customer could be comparing options, checking a detail, or deciding what to say.
If you immediately offer a discount or cheaper package, you have changed the recommendation before learning what they think.
Allow a natural moment for consideration. If they remain quiet, invite them to share their views or ask whether anything needs clarification. Their answer gives you something to respond to, so you can continue the conversation without guessing what the silence means.
Hearing that an offer costs more than expected can seem to confirm your belief that the amount was excessive. Before you change the recommendation, establish what the customer means.
They could be comparing a different product, questioning an inclusion, or explaining that the amount exceeds their budget. Understanding the concern allows you to respond to the customer rather than to your own expectation of rejection.
If the customer says another option costs less, find out what they are comparing. The alternative may include less, or they may see little value in the difference.
Explain the differences that matter to their decision, including any limitations. If their comparison is accurate, acknowledge it. Repeating a list of features will not help if their concern is about one particular part of the offer.
Similarly, someone who asks why they should pay more may need you to explain the connection between the offer and their priorities. Return to the reason for your recommendation, then check whether that answers their concern.
If the offer still fits and their questions are answered, ask whether they would like to proceed. Our article on why pushing harder can cost you the sale explains how to keep that conversation useful when a customer hesitates.
When a customer states that the amount exceeds their budget, acknowledge the limit. Explain an alternative if one meets their requirements at a price they want to pay. If none does, be clear about that too.
Their previous spending does not oblige them to repeat it. Respecting what they tell you helps preserve a relationship in which they can discuss future purchases honestly. You can adjust the recommendation for a stated reason without treating the decision as proof that larger sales are beyond you.
After a difficult call, you may remember the rejection more clearly than the conversation that preceded it. Reviewing the details helps you distinguish what you expected from what happened.
Choose a call where the price made you uncomfortable. Write down what you expected the customer to say, then listen to your explanation and their response.
Perhaps you expected resistance, but they asked only when the purchase would take effect. On another call, you might have answered a specific concern with an unrelated benefit. Include accepted offers in your review so that unsuccessful calls do not become your only reference.
Discuss one example with a manager or experienced colleague. Select a behaviour to practise, such as explaining the recommendation more clearly or allowing a pause after the amount. In later calls, check whether you did it and what you learned from the customer’s response.
Some customers will still decline. You can nevertheless learn whether you presented the offer properly and gave them the information they needed. That is a more useful basis for your next call than assuming the price was too high because it felt high to you.
As you become more capable of explaining a suitable offer and handling the response, you can pursue larger sales with greater confidence. For an experienced agent who wants to earn more, those are skills worth developing in a company that provides opportunities to use them.
At CALLX1, we recruit talented salespeople and help them apply their abilities to high-ticket gaming products and established customer relationships. Our six week professional development programme covers sales psychology, objection handling, relationship building, and closing.
Development continues through weekly workshops, role play, and daily mentoring. You can practice presenting an offer and get feedback on the moment your delivery changes. When a customer raises a difficult concern, you can discuss your response with someone more experienced.
Progression depends on performance. As you demonstrate your ability, you can work towards more valuable accounts and larger sales, which can increase your commission. The training helps you improve how you sell, while the customer relationships give you opportunities to apply what you learn.
Applicants need at least two years of direct sales or outbound calling experience and a record of achieving targets. You should also be comfortable working UK and European hours from Cape Town.
If you have proved that you can sell and want to develop the skills to earn more from high-ticket sales, view CALLX1’s current openings and apply.