The more expensive your service becomes, the less your prospective clients want to feel like they're being sold.

In this episode of The Velvet Rope Playbook, you'll meet Rebecca Sloan, an executive search consultant trying to land a $125,000 engagement with the owner of a multigenerational family business—until he finally tells her, “Please stop trying to close me.”

What happens next illustrates an important lesson about selling high-value services: your job isn't necessarily to convince someone to say yes. It's to help them make a confident decision.

You'll discover three practical ways to do that, including how to uncover what's really preventing a prospect from moving forward, demonstrate your expertise without bragging, and create urgency without resorting to sales pressure.

And if you'd like more practical ideas for attracting affluent clients, subscribe to Whales Not Minnows, my private intelligence briefing. Twice each month, I go deeper into the psychology of why affluent clients choose one professional over another, with specific strategies and examples you can actually put to work.

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