How Jared increased his closing rate 25% in one month

Jared took 11 less sales calls last month and still almost doubled his commission. Not from better leads. Not from a new script. From understanding what he was actually supposed to be doing in each part of the call. I sat down with him to break it all apart.

He went from closing 38% of his calls to 63% in about 30 days. That's a 25% jump. And he did it with fewer reps, more paid in fulls, and less friction on every call.

He was running a script without knowing why

Before we started working together, Jared was following a framework step by step. Asking the questions. Hitting the phases. But he told me straight up, he didn't know what he was trying to get out of each part of the script.

"I was just really asking questions just to check them off the list, compared to really being in the conversation and trying to uncover a person's problem."

That's the difference between a closer who sounds like a script and a closer who actually sells. Checking boxes gets you a 38% close rate. Understanding the "why" behind every question gets you to 63%.

He also told me he was self generating his own deals the month before, setting and closing by himself. And without realizing it, he was creating his own objections. Mostly "let me think about it" and money stalls. Not because the leads were bad. Because he didn't know how to dig for the real problem.

Three shifts that changed everything

Jared broke it down into three specific moments that flipped the switch for him.

First, he found one of my videos and realized his training up to that point wasn't cutting it. He said it straight:

"Holy [bleep], like this isn't... what I'm doing is not right. I need to pivot here."

Second, he understood the principles underneath the script instead of just memorizing lines. Because prospects don't always follow your script. You have to know what you're digging for so you can pivot when they go off the rails.

Third, and this is the one he said hit hardest, hearing me talk about sales being leadership. He admitted he used to get nervous asking the consequence question. Uncomfortable, no real reason why. Once he reframed it as leadership, it clicked.

"If you want to be a good leader, you have to be able to lead yourself... I think the main thing is being willing to get uncomfortable when I'm asking my prospects to change, by being comfortable myself."

That one shift alone killed a huge chunk of his objections before they even formed.

Pre handling beats handling

Most closers wait for the objection to show up at the end, then try to logic their way out of it. Jared used to do the same thing.

"It was always, let me get confirmation this works, and then I just handle it logistically."

The problem with handling things logistically is it ignores the belief sitting underneath the objection. Someone says "money." That could mean they have zero dollars. Or it could mean they have the money and they're scared to let go of it. Two completely different problems. Same word.

Jared's shift was learning to pre handle. When he asks the solution awareness question, like what's stopped them before from getting help, and someone says time, money, fear, comfort, laziness, he doesn't just nod and move on. He clarifies where that belief is coming from and calls it out.

He also started using analogies and quotes from people like Tony Robbins or Michael Jordan instead of just his own opinion. Why? Because it's not coming from him, it hits different. The prospect isn't being told what to think by a salesman. They're hearing it from someone they already respect.

Selling to identity instead of selling a program

This is the one Jared said changed everything for his objection handling specifically.

"You're there to shift their identity from being that guy who is a nine to five person in a job to being an actual business owner."

He sells a biz op, helping people go from employee to owner. Instead of pitching features, he hooks them early with lines like "taking orders to taking action." He'll ask what's coming up for them, they say they're tired of not having time, and he connects it straight to identity:

"At the end of the day it's a different mentality. And if you don't like where you're at and you want change, whose job is it to take action?"

Then he pauses. Lets them answer. That pause does more work than any feature dump ever could.

He told me the difference is night and day. More motivation from the prospect. More pull. He's literally watched people get a glimmer in their eyes picturing themselves as that new version. Cheesy as it sounds, it's real.

The older brother approach to tough conversations

Jared used to be scared of hard conversations on a call. Worried people would get combative or hang up. Then he realized the worst case is just... they hang up. That's it.

"If you're coming from a really good place, people are willing to sit there with you for 30 to 45 minutes and go through objections with you."

He told me about a call two days before our chat where he spent 40 minutes with a guy going deep on identity and the last five years of his life. The guy didn't buy that day. Committed to change the following month instead. But they left the call as friends. Jared's been sending him books since.

That's the older brother mentality. You want what's best for the person. You're not going to let them lie to themselves and get away with it.

"They're not lying to me, they're lying to themselves."

When you call that out with care instead of pressure, people respect you for it instead of resenting you.

From 10k dreams to 50k thinking

Before any of the tactical stuff, Jared made a mental shift. He'd been telling his wife for four years he'd hit 10k, then 20k a month. Kept falling short. Then one day he looked at her and said he was thinking too small. He needed to aim for 50k a month.

"If you shoot for the moon, you fall on the stars."

A couple days later he found my training, and the program was literally built to teach closers how to hit 50k months. He said once he started thinking bigger, things started falling into place almost immediately.

His advice for anyone stuck where he was:

"Just go all in. There's literally nothing better you could do with your life than develop a skill set that's going to serve you, your family, and the people you work with."

He's got a two year old daughter and a new marriage. For a hundred bucks, he told me, he doubled his commissions and nearly doubled his close rate in a month.

The bottom line

Jared didn't get better leads. He didn't get lucky. He stopped checking boxes on a script and started digging for the real belief behind every stall. He pre handled instead of reacting. He sold to identity instead of selling a program. And he had the guts to have uncomfortable conversations because he cared more about the prospect's outcome than his own discomfort.

That's not a tactic. That's a decision you make before you ever pick up the phone. Make it, and the numbers follow.