HIGH-TICKET B2B SALES & CLOSING

Stop Losing Deals You Should Have Won: A Practical System for Selling, Negotiating, and Closing High-Value B2B Contracts

You ran a strong discovery call. The prospect had the budget and told you they needed what you sell. Then the deal went quiet. If you sell anything expensive enough to need more than one signature, you already know that feeling, and you probably suspect the cause is rarely your product. It is almost always the process.

High-Ticket B2B Sales & Closing gives small business owners and entrepreneurs a complete, step-by-step system for winning large B2B deals, without pressure tactics, memorized scripts, or a sales team behind you. Built on the PIVOT framework (Pipeline, Investigate, Validate, Overcome, Transact), it walks you through the entire sales cycle, from the first qualified conversation to a signed contract.

Written in a direct, practitioner-focused voice, every chapter explains the concept, why it matters, how it works in practice, a real-world example, and a specific action step you can apply to a live deal.

INSIDE, YOU WILL LEARN HOW TO:

• Understand how buying committees really make decisions, and why a verbal “yes” is not the end of the deal
• Define your ideal customer, spot trigger events, and disqualify poor-fit prospects early
• Run discovery that uncovers the real problem, not just the stated one
• Build a defensible cost-of-inaction figure that finance stakeholders trust
• Map economic buyers, champions, influencers, and blockers
• Replace generic proposals with business cases your champion can forward and defend
• Price with confidence and hold your price without defaulting to discounts
• Handle price objections, “we need to think about it” stalls, and competitor comparisons
• Negotiate terms, not just price, and know your walkaway point in advance
• Navigate procurement, legal, and security review all the way to signature
• Shorten your sales cycle by finding exactly where your deals stall
• Build a repeatable sales system and prepare for your first sales hire

WHO THIS BOOK IS FOR

Small business owners, founders, consultants, agency owners, and independent professionals who sell high-value products or services to other businesses and want a reliable, repeatable way to close them.

WHAT MAKES IT DIFFERENT

Most sales advice is built for quick, single-buyer, low-stakes purchases. This book is built for the opposite: long sales cycles, multiple stakeholders, organizational budgets, and decisions where a wrong choice carries real consequences for the buyer. You will learn to help buying groups reduce risk and feel confident saying yes, rather than trying to out-persuade them.

You will finish with a concrete 90-day implementation plan and a glossary of key terms, so the ideas change how you sell this quarter, not just how you think about selling.