High-Ticket Sales Closer Playbook
Discovery call framework, objection handling, proposal template and follow-up cadence for premium offers — with Ontario consumer-protection requirements.
Written against
- · Consumer Protection Act, 2002 (Ontario)
- · Competition Act — misleading representations, drip pricing, substantiation
- · Personal Information Protection and Electronic Documents Act (federal)
- · Canada's Anti-Spam Legislation (CASL)
1. Qualification before the call
- · Application form: problem, urgency, budget range, decision authority, timeline
- · Auto-decline anyone outside your criteria — a bad-fit call costs more than an empty calendar
- · Confirm the call by email and SMS with a one-line prep question
2. Discovery call framework (45 minutes)
- · 0–3 min: frame the call — what you will cover, and that either outcome is fine
- · 3–15 min: current situation, in numbers
- · 15–25 min: desired outcome and the cost of staying where they are
- · 25–30 min: obstacles they have already tried and why those failed
- · 30–38 min: present only the parts of your offer that address what they said
- · 38–42 min: price, delivered plainly, then silence
- · 42–45 min: decision, next step, and a written summary sent same day
3. Objection handling
| Objection | Real meaning | Response |
|---|---|---|
| "Too expensive" | Value unclear | Return to the cost of inaction, in their numbers |
| "Need to think" | Unspoken concern | "What specifically are you weighing?" |
| "Talk to my partner" | Not the sole decision-maker | Offer a joint call this week |
| "Bad timing" | Not urgent enough | Quantify the delay cost, then honour it |
| "Tried before" | Trust | Name why the last attempt failed and what differs |
4. Proposal template
- · Their goal in their own words
- · Scope: what is included, and explicitly what is not
- · Timeline with milestones
- · Investment: total price in CAD, HST treatment, payment schedule
- · Guarantee or performance commitment — only what you can honour
- · Terms: cancellation, refund policy, rescheduling, confidentiality, Ontario governing law
- · Signature and expiry date on the proposal
5. Ontario consumer-protection requirements
- · For consumer agreements made remotely, deliver a written copy of the agreement with total cost, delivery date and cancellation rights (Consumer Protection Act, 2002)
- · Cooling-off and cancellation rights apply to certain agreement types — confirm which applies to your offer before you script the close
- · No pressure tactics, false urgency or fabricated scarcity — unsubstantiated urgency claims can be misleading representations
- · Income or results claims must be substantiated and reflect typical results, with a disclaimer where they do not
- · Recording a call requires the participant's knowledge and consent; store call notes and personal data securely (PIPEDA)
6. Follow-up cadence
- · Same day: summary email with the proposal
- · Day 2: answer the one objection they raised, with proof
- · Day 4: relevant case study
- · Day 7: direct question — "Is this a no for now, or a no forever?"
- · Day 14: close the loop and move to the nurture list (with CASL-compliant consent)
This template is provided for general business use and reflects Ontario and federal Canadian requirements as commonly applied. It is not legal, tax or clinical advice. Confirm current requirements with Ontario.ca, your local public health unit or municipality, the Ministry of Labour, Immigration, Training and Skills Development, the CRA, WSIB and your professional regulator, and have high-risk documents reviewed by a licensed Ontario lawyer or accountant before use.