Closing 6-Figure Deals: Tips from 7 and 8-Figure Sales Reps

What's up, YouTube? We're YouTubers now, so we're making an intro. I got you on the selfie stick. I'm at the girlfriend's desk. We got company over, but as you can see, I'm in the lab chopping it up. I got myself and 4 other guys talking about what it takes to close a 6-figure deal. If you're currently closing 4 or 5, 6-figure deals and you want to hear from a couple guys that have done it before, this is the video for you. As soon as I figure out how to close a 7-figure deal, I'm gonna make a video on it. Stay tuned. Normal YouTube stuff. These guys are going to be linked at the end. They're solid guys. And, uh, drop a thumbs up or something if you like the video. Let's get into it.

I started in sales back when I was 19 years old. I've been working retail for about 3 years prior to that. My goal has always been to own a business, but every business is based off of sales. So granted that I was so young, I didn't really have much money or a whole lot of life experience to go along with that. I knew that this was a skill set I needed to build upon before I pursued that. So one day I go on Indeed to build a resume, which Indeed will actually help you out with, take you maybe 10 minutes tops. And then I spammed it on literally every single opportunity I could find, and within 2 weeks I landed a job in the solar industry.

And so some background on myself, I actually got my start in the corporate sales setting. And the reason being, honestly, I thought sales would probably be the fastest vehicle to get to making a lot of money. And I was definitely right, but I ended up transitioning into more of the online high-ticket sales space.

I got into sales kind of on accident. I'm a tall guy and I've always been good at talking to people. I was an only child, so that was kind of what I had to do to make friends. And someone told me, hey, you should go into sales. So I did. And It's been a good career so far. I didn't even know at different times in my career that I was doing sales, but as it turns out, you know, talking to people, explaining your product, explaining what you do, how you help people, that is sales. So that's how I came into it.

I got into sales because I ran my own fitness agency for like 10 years, 11 years, uh, and then it was a natural progression going from kind of doing that into high-ticket sales for external companies, right?

So I kind of got into sales on accident. I went to school for construction science and management. I had an internship with a roofing company. After I graduated, I stayed with them as a project manager, but I didn't speak Spanish and I'm working in South Texas. Everyone speaks Spanish, I didn't. So the company knew I was capable and they're like, well, why don't you try going on to the estimating side of things? I quickly learned if I can estimate, I can estimate the best jobs in the world, but if I can't sell it, I'm not going to make the money.

So just so you're familiar with what I do, my goal is to help homeowners save money on a monthly basis by swapping out their traditionally expensive utility bill for a lower and fixed solar bill.

And I bounced around a couple different roles before landing the one that I'd eventually be closing 6-figure deals on, and that was in the PR industry.

The industry I closed a deal in was venture capital and fintech. We had an accelerator program and we would bring in startups for a 12-week program and mentorship, and we would connect them to the investment and venture capital community In Charlotte, North Carolina.

For PR, believe it or not.

The deal that I'm here to talk about today was a roof.

My deals range anywhere from between $25,000 to $100,000+, maybe averaging around $40,000 to $50,000. But the most expensive deal I ever sold was for $120,000.

At the time, we were closing consistently $20K, $30K, $60K, sometimes $70K packages. And we built a, uh, a 6-figure offer for a select few type of prospects. And with it all said and done, the deal ended up being about $135,000.

The sale was for $1.5 million.

The sale was for $135,000.

So funny enough, this repair started at $450. And as I went up on the roof to go assess the repair, I found hail damage. And, uh, this just so happened to be on an absolutely massive house in one of the nicest neighborhoods in the city, historic, and it ended up being $135,000 with the help of the insurance.

The best part, from the time I met this gentleman to the time it took to close him and have all the paperwork signed, was just 4 short hours.

And so the problem was we get to the end, he said, you know what, Ryan, this is great. I really want to do it. Problem is, is it is definitely a lot of money and we need my partners on board. And I said, not a problem at all. Let me talk to them. And so for the next, I'd say 3 to 4 weeks, I was tracking down business partners, investors, whatever it may be, just to get their buy-in. And so I'd say 3 or 4 weeks went by, ended up getting them all on a call and got the initial payment to get started.

After the first interaction was a sit-down lunch with a director-level position and someone in the C-suite, and that sale took just about 120 days, 4 months to close, and there was many emails back and forth, but it was worth it.

So there was a setter call prior to me where we got information about them, what they did, blah blah blah, and then they were passed to me, and then I think my call took 40 minutes and they paid. Boom, done and dusted.

First sale of $450, easy. We knocked that out same week. The next one, because the insurance company was involved, we actually got a quote back from them at like high 90s first time around, and we had to work back and forth, back and forth for months to get it up to $135,000 so that our company could actually do the project right.

Now, he was an older gentleman, had just recently retired, He lived in a fairly large home on an even bigger plot of land, which is great for me because I knew that was going to be his retirement home. So I can really focus on long-term savings.

And the reason being is I recognized the name because they were a bit of a celebrity. I'd seen them all over YouTube, all over podcasts, very big-name podcasts, as well as TV. And so honestly, I had closed CEOs of multimillion-dollar companies before. I wasn't nervous at all. But for this person, I was, just because I've seen so much of their content. And I felt like I knew a little bit about them already. And it was just a different dynamic. But on the call, honestly, such a super nice guy. It was a very solid call. They were a really good fit in what we were looking for. And so I knew very good chance we had at closing them for a nice 6-figure deal.

The buyer was very corporate and we were coming from a startup environment. I remember having to get a sport coat to wear to lunch. I usually wore just like a t-shirt or a Or even a light button-down that I could untuck during the day. So the buyer was sophisticated, but what they wanted was to understand what we were trying to do in the startup community and the value that we provided to the community. And they wanted to co-brand with us. As someone that is more in the corporate space, they wanted to bring their brand to a place that's more accessible.

Most deals I've done In the range of like $90K to $135K. They're sophisticated business owners with successful businesses making money. And then in many ways, they appreciate my directness, my competency, my professionalism, and my technical knowledge, and also frame control, which they don't know about.

The buyer was— they were very, very nice people. Um, I think they were both lawyers. commercial property owners. And they had a family, very well off, but very, very kind people.

But my process, whether it's a $20,000, $50,000, or $100,000 deal, is almost the exact same every single time. The most important thing, the premise I base it off of, is make a friend, make a sale. The only difference I would say is Building a sense of urgency needs to be prioritized a bit more on the higher end of things compared to the other side. Mainly for the reason, if you know, you offer a middle-class family $25 a month in savings, they value a couple hundred dollars a year, right? In comparison to the gentleman who owns a million-dollar estate, already pays $500 a month, right? He'll either see the $25 and doesn't think it's worth his while, or he sees that $100,000 total system cost and scares himself out of it, right? Why? Big numbers are scary. So that's why you're there, right?

I think the biggest thing that separates those types of deals from the lower ticket stuff, maybe even below $10K, is they really need to buy into you as an individual to close for something over 6 figures, right? Maybe if you're selling something $3K to $4K, It solves their problem. It's not that much money. They can do it, right? But if someone is spending 6 figures with your company, they need to know that you, the sales rep, the representation of their company, is a competent professional who is an expert in that field, and they know that you can get the job done.

The sale was different because I wasn't selling anything physical. I wasn't selling a deliverable. What we were selling was our brand and our reputation with the startup community. And so it was very important to us to portray how we speak to our customers and our clients so that they would sponsor us and be willing to put their brand on the line with us.

Honestly, not really that different in my experience, but I know generally 6-figure sales in terms of something 6 figures compared to your normal high-ticket stuff like your $3K to $7K kind of stuff, there's a big difference in how you sell to these people. And frame control, frame dynamics, and kind of your authority and ability to stamp, stamp your authority and get decision. That's very important when it comes to 6-figure, uh, deals.

I think this sale was different than other 4 and 5-figure sales in the sense that these people were, you know, so connected and well off that it was like they had this calmness that was almost intimidating in a sense. Just alluding to the fact that like, hey, if anything goes wrong, we're gonna win. And it's a funny situation to be in. They were very kind people, but very trusting, like scarily trusting for a $135,000 project.

Next time around, I would definitely wear something more appropriate for the lunch. I would be more diligent and less maybe desperate for the sale. It was really important at that point in my career to get a big name under my belt like that. And I would just probably work on my tone a little bit and just not be so overbearing or even over-friendly, just be neutral about it. Just portray the facts of our brand.

Nothing. It was perfect. And all those deals I did kind of followed the same pathway. The closed and paid system. Um, really what I find is that when you have really good structure on calls, uh, and frame control, people, people gain trust just from the structure that you're able to show them. You know, they feel like, oh, obviously this is something people— this guy does this a lot. He's obviously done this with hundreds of people. They feel safe doing that.

What I would do different next time around is just show up knowing that I'm the guy, you know. They came to us for a reason. They knew somebody that had done work with us. And this was earlier in my roofing career and my sales career. I was about a year in at the time. So just being more confident that, you know, myself and the company that I'm working with, we are, we are the guys for the job.

On this particular $120,000 deal, I netted about $5,000. But that's $5,000 in 4 hours, and all I had to do was chew the hay with this gentleman.

And with it all said and done, the deal ended up being about $135,000, which was a 10% commission for me. So it was a nice payday.

I ultimately made $0 in commission from this sale. It was really early in my career. I was working on Just a low, low salary plus the valuable experience that the program gave me. So zero, no upside on that one.

10%, so $13.5K over the time.

From this one, I made 8% commission, so I think it was like just under $11,000. It was like $10,800.

Now if you want more sales advice from me, you can follow me on Twitter @brechunt. My DMs are also open, so if any of you have any questions or would just like to connect, feel free to reach out and I'll be there.

Y'all have a good one.

And so if you want to know more about these types of deals, how to sell them, definitely shoot me a follow on Twitter. Handle is @ryryxdurk.

Thanks. People can find me on twitter.com or x.com now, /JakeJB.

Find me at closedandpaid.com, or of course on Twitter, Closed and Paid, or on Instagram, Closed and Paid. Peace.

For more insights on sales and my journey as a sales rep and business owner, you can follow me, Serial Sales, basically all platforms. Uh, see you guys there.