70 minutes of coaching calls that will blow up your commissions

I've sold $9M+ in sales and coached hundreds of closers to make more money. In this one I pulled up a bunch of my actual coaching calls and just went rep by rep fixing real problems. No theory. Just stuff you can use on your next call today.

Let me break down the biggest lessons.

Stop leaving money on the table after the sale

One of my guys was closing 28k deals at 30%, decent cash collected, but he had been running his offer for almost a year and had upsold exactly zero people. Zero.

That's insane. I told him straight up.

"The easiest people to sell are people who already bought [stuff] from you."

He was trying to pitch cold leads 28k on the front end and wondering why trust was an issue. My fix was simple. Pitch the lower offer to get them in the door, then upsell once they're indoctrinated and seeing results.

Here's the system I use. 21 day check in. Every single person I sell gets one. Two things happen on that call.

• I check if they're primed for an upsell
• I ask for a referral

I book these on Friday afternoons or Monday mornings on purpose, because that's when show rates are lowest anyway. So instead of wasting that dead time, I'm turning it into extra commission. If you're selling 17 deals a month and you actually work this, you should get at least four upsells a month. That's not small money. That's an extra 5 grand or more stacked on top of what you're already making.

And the referral piece is free money most closers ignore completely.

Pre-frame before you ask the big question

Another rep was stuck because his "ideal criteria" question kept confusing cold prospects who had never worked with anyone like him before. Real estate investor buying off market homes. He'd ask what their ideal criteria was and people would just go blank.

The fix isn't a new script. It's context.

"You got to think in their mind, especially if they've never worked with anybody like you before. Like they don't know, unless you tell them."

So instead of jumping straight into the question, explain a little about what you actually do first. Give them two or three examples of what people usually care about. As is sale, no repairs, hauling off their stuff. Then ask the question. Now they have a frame to answer from.

And when they latch onto one of those examples, don't just accept it. Get them to justify why it matters to them. That's what makes it their idea instead of yours.

Pick up on the words they actually say

This is one of the biggest things closers miss. A guy played me a call where the prospect kept saying "I'm just looking to improve." My rep kept going in circles trying different angles.

I stopped him right there.

"When he says I'm looking for a better way, what is he saying about his current way that he's doing it?"

The answer is simple. It's not working. He just admitted there's a problem using his own words. So all you do is mirror it back.

"What have you seen in your business that has you looking for a better way to do it?"

That's it. You're not inventing a new question. You're taking exactly what they said and handing it back to them. It's almost impossible for them to give you a fake answer because you're using their own language.

Build trust before the call even happens

A B2B guy running cold outreach to small business owners was stuck figuring out what happens between the cold call and the actual sales call. My answer was a video sales letter. Not fancy. Five to fifteen minutes. Your face, your results, how you're different.

"People like people. The personal touch is what's going to really separate you."

Frame it as a favor, never as homework.

"We've helped quite a few people with XYZ. Do you think it would be helpful if I sent you over some resources on how we actually help them?"

Send it by email, confirm with a text, and get buy in that they'll actually watch it before the next call. Think about your own buyer journey. You probably watched hours of my content before ever talking to me. That's the exact same mechanism working for you.

Match the offer price to the demographic

One rep selling a $3k dating offer wanted to upsell to $5k but every time he opened at $5k, people shut down completely.

The fix wasn't his close. It was his targeting. I run a tiered system, something like a 3, an 8, a 16 and a 27. People have to hit certain benchmarks before I even pitch the higher tiers.

"Money is easy. Commitment is hard."

That's the line I use before ever touching price. Get the buy in on commitment first. Then if money really is the issue, find out what's actually in their bank account before assuming anything.

"I don't want to put people in boxes that they don't belong in."

Don't assume broke. Don't assume rich. Let them tell you, then work the real number.

Make them go through the resources, no exceptions

A guy selling a hair restoration procedure, totally new category, no real competition to compare against, was getting killed on close rate because prospects hopped on the call without watching the explainer video first.

"If they haven't gone through it, what's the likelihood you're ever gonna sell that person? It's probably next to nothing."

The second he made the resource mandatory before the call, close rates skyrocketed. If someone shows up without having watched it, you reschedule. Simple as that.

"It wasn't anything anybody was doing wrong. These people, it's a blue ocean, they just don't know."

Education closes deals when the offer itself is unfamiliar. Don't fight that uphill battle on the call. Fix it before the call even starts.

The bottom line

Every single one of these fixes came from real calls with real numbers attached. Zero upsells turning into four a month. A confusing question turning into a clean pre-frame. A prospect's own words turning into the exact objection handle you need.

None of this is complicated. It's just paying attention to what's actually happening on your calls instead of guessing. Go back and listen to your own last ten calls. I guarantee you'll find your own version of one of these mistakes sitting right there waiting to be fixed.