The High-Ticket Closer’s Playbook: Proven Strategies to Negotiate, Influence, and Win Six-Figure Contracts

The client praised the presentation, asked for a proposal and said they would take it to leadership. Two weeks later, a discount request arrived. Then, silence. In most high-value B2B sales, what is missing is not persuasion: it is a well-prepared decision.

The High-Ticket Closer’s Playbook shows, step by step, how to lead that path. You will learn to choose opportunities that deserve your energy, map who really decides, run a diagnosis that turns discomfort into priority, build a business case that survives the finance team's questions and negotiate value, risk and conditions before giving away margin.

The book follows one complete case from start to finish, an R$ 180,000 negotiation between two fictional Brazilian companies, with the math shown. Every chapter ends with a task to apply to your real opportunity.

You also get 10 ready-to-use templates: one-page opportunity sheet, ten-question diagnostic guide, economic assumptions log, executive summary for approval, negotiation matrix, mutual decision plan, proposal audit before sending, critical review prompt and review of a lost or stalled deal. It closes with a 90-day plan and three cases to train your team.

Written by Wander Machado, a sales and marketing consultant and strategist with more than three decades of experience in the industrial and automotive markets.