I Answered 60+ High Ticket Closers' Biggest Questions (Nothing Was Off Limits)

Today I was invited to do a Q&A for a pretty big community. There was like 60 to 70 reps, something like that, all live on Discord and there was a bunch of sauce and a bunch of really good questions asked. So I figured why just keep it for 60 to 70 people when there's all the beautiful people of YouTube who could benefit from the questions asked. There were things, very nuanced questions asked about specific scenarios and how they're handled, along with mindset shit and how to think through things. Questions that a lot of you may have or questions that you don't even know you have or questions that are good to think about that you may have in the future now unfortunately i don't work with them one-on-one so i can only give them 60 minutes but if you want to get from 3k a month to 30k a month like chris did if you want to get to 10k a month as a setter like alex did if you want to go to 17 grand a month like zane did working one-on-one with me it's not going to be by watching me speak for 60 minutes or having me answer your questions in a group setting like that so if you want to be one of the five new people that i coach every single month hit the the link below see if you qualify only do this if you're on an offer this is not a biz op i'm not going to guarantee placement i'll help you land a role but i'm not going to guarantee placing you and that's only for very select people i honestly prefer not to do that anyway anyway if that's you hit the link below see if you qualify if not make sure you enjoy the video as always be sure to like comment subscribe i'll see you in the next one peace so without further ado guys nick tell them a little bit about you brother tell them your backstory what brought you here the journey all of it. You can give them the short story, the long story, doesn't matter. Let's just hear you and listen to what you have to say, brother. Let's go. Yes. Well, I appreciate it, my man. I'm happy to be here. So I won't bore you guys with too much of my long life story, but I was washing dishes and then I had a corporate career. It was in marketing. I was making decent money there and I stumbled across this space. This is a couple of years ago, three, four years ago at this point. And I decided that this is what I wanted to do. I decided that I wanted to have control over my income so that's what brought me here as bruno said been on a couple different offers doing a million dollars a month one of the top guys sold millions to doctors helped other reps do the same and i got some sauce for you guys i got some sauce sweet we could do a little bit of q a night before we dive in so it looks like hakeem has a question yo what's up nick how are you i'm good dog how are you i can hear you man but i don't think i can see you yet oh bro i'm not i didn't do my hair so i was scared to get on my camera but i'll turn my camera on for you it was good was good so I'm in I had a question for you so I'm on a fitness offer right that I scaled from 60k months to 155k highest month consistently doing 100k per month I'm the only closer no systems the way that I take my sales calls with these calls is that we don't have a discovery it's just a pitch deck and I sell it through the pitch so I it's hard finding pain because I'm in the middle of a pitch so there's no discovery it's just pitch but i try to do my pre-handling my future pacing my consequencing my discovery on the pitch can you give me one tip that could allow me to find more pain have a discovery why are we not having a discovery it's unorthodox i know the thing is one thing i realized in fitness is that with the people that i talk to at least they're already high level athletes they get bored through a long pitch because we don't deal with fat people we're not you know they don't have much pain to begin with granted they obviously have a pain if they're on that call but they're high level athletes which is why we implemented no pitch i mean no discovery so okay in order to reframe them you've got to be able to reframe yourself right so what does them be and first of all you have balls for coming up here and asking this right so like i really respect that in your opinion them being high level what does how does that relate to not having a discovery i'm not asking a like a gotcha question man genuinely like how does that like resonate in your mind that because they're high level you should just go straight to a pitch yeah i mean it doesn't relate at all the thing is we used to have a pitch i mean a discovery and discovery would work fine but you know my offer owner wanted no discovery like it's not obviously i'm just a sales vendor and closer so i really have no ruling over it but do you think a discovery is a necessity like without a doubt so i'll ask you this then so you said that the offer owner said no discovery and again please don't take this the wrong way right he said no discovery but at the end of the day he hired you as a sales manager and a rep because he trusts your ability and what the sales business and sales right so that means that you have to ultimately own that responsibility and tell him we need to have discovery and but if you're asking me if i think you should have a discovery then that's a different question right there that's a different conversation yeah no you're right i mean thank you for that insight i will say too one last thing i don't want to hold you up is the thing is it works fine like if i'll be honest you know i have a 70 percent close rate but when it comes to certain objections you know it's i don't have enough pain to reflect back on you know to the consequence of it that's that's the biggest portion of i'll be honest i mean building rapport is easy for me pre-handling is easy for me it just comes down to the pain point you know how can i just find pain through a pitch so it's it's not really a question i can answer that's that's like saying that's like saying you you're sick and then you go to the doctor and all you say is i'm sick and then he pitches you a bunch of different medicine to see which one is gonna fit the symptoms when he doesn't know the symptoms like if we don't know these people's problems we can't it's tough to pitch because then it's just like a blanket pitch it's like right now when you're asking me questions i'm asking for context around those questions before i answer you're ultimately having people come on and then you're pitching them the entire thing and hoping that's something that they see on their resonates and lands so let me ask yeah of course man i'll ask you this like back to what we were saying earlier about them being high level though right what does them being high level how does that mean that we shouldn't have a discovery in your opinion you know i mean at first i thought it was because of the fact that we want to keep these guys you know as motivated as possible but not boring them out but when you put it that way it's a new perspective in my head that i haven't really thought of and it does make more sense to you know have a discovery in place yeah yeah for sure what's up guys how's it going good good so my question was specifically with a think about it objection you cover logistics all that goes into fear territory and they're they're like agreeing with you that this isn't the best i guess decision making process and that needs to change but they they're kind of stuck in this loop of yeah no i get all that makes sense you're right but I still need to think about it. How do you kind of snap them out of it? So the problem, the problem isn't the objection here, right? I used to have the same issue. And if they're saying, yes, you're right, if they're agreeing and agreeing, and the problem is that we didn't fully handle that way of thinking earlier in the call. And so earlier in the call, this person likely told you that this is how I make decisions, right? With what I walked through, like, oh, I've just been watching YouTube videos. I've just been reading books. I've just been looking at different programs. They told you that they think about it in different ways. We need to confront that way of thinking earlier in the call so we can strip them of that way of thinking. That's really the problem. And the conversation has to be intense. So I think this is recorded. I've listened back on that part. The conversation has to be intense of like, what has that actually costed you? How much longer do you want it to cost you that? Okay. If that way of thinking were to show itself, can I keep you accountable? because if they don't own it they're just saying shit they're just agreeing to shit to agree to it in the discovery so at the end of course they're going to continue to agree just to agree okay so what once they kind of in the discovery agree that that's been holding them back you tie them down again like can i hold you accountable to that yeah i'd be like well yeah are you ready to overcome that way of thinking well why now what is actually different because for five years you've been saying that you want to do xyz but you've done absolutely nothing towards it so what is actually different this time around. It has to be an intense conversation. And if they get combative, because I know that happens to me sometimes at least, like the other day I had a lady kind of like, oh, I have to go. Do you switch to kind of kind of dial the fire down or what do you do? And the discovery you're saying? Yeah. When you're challenging kind of their limiting beliefs, that's held them back when you're holding them accountable. So if they start to get defensive, if they start to get combative, like you're saying, you have to install what I call a help frame, right? Which is reminding them that you're on the same team. You're on the same page. So yeah, miss prospect. I'm saying this because I care. Like we're on the same team here. What do you sell? Yeah, we're on this. I sold that too. We're on the same team here, right? The reason I'm asking this is because it looks like you've been in this role that we know isn't serving you for xyz time and we've made these applications we ultimately haven't gotten the support necessary like she has to know that you're on her team but don't move on just because she's getting defensive you have to remind her that you're on the same team and continue to challenge her because the fact that's good that she's getting a little uh a little uncomfortable that's good because that means that she's now starting to actually confront the thing that's held her back so of course she's gonna get a little uncomfortable first like now i don't have the call so i can't give full context like if you're just being a total dick it's different but that's what she needs to feel because if you challenge her then and you hold your ground and challenge her at the end she's used to you challenging her she's used to feeling that pressure versus if you're just like friendly nice passive in the discovery and then you try to challenge at the end it's like whoa where the fuck did this come from so yeah my my question was was you know when you were saying about on the money objection like you were saying how i was i was like because i'm closing on a fitness offer right now and i was wondering how would you handle like a money objection like for a fitness offer because you can't really go with the the like the lack of money is the symptom like kind of like you know what i'm saying yeah yeah yeah so when it's a non-financial roi it's a little different right so i would ask them i'd say i'd put a little bit of a frame on them i used to do this and i'd be like yeah so like what i've observed is the healthiest and happiest people aren't the people who have all the resources in the world who make millions of dollars a year who have all the time in the world because they work like 10 hours a week, a lot of those people are miserable too. It's the people who are committed to getting as resourceful as they can financially to be able to get to their outcomes, to be able to get to the help that they want. And so when we look at your situation, Mr. Prospect, is it fair to say that we haven't been resourceful financially? Yes. Okay. And when we look at your health, what has that costed you? Right? So you're still planting the idea. It's just not in a way of like reason you need to can't be the reason you don't sauce okay i need to write that down right now yeah dog i have i have a call of that too if you dm me harvest then your name so i remember where you came from i got you stanley talk to me yeah so currently i like sell like a content management offer i've said this before the call but how like creators do cinematic storytelling it's normally entrepreneurs who are doing like five to ten k plus a month normally doing quite well and because i'm like quite young compared to like them and they've normally got loads more experience in like entrepreneurship I normally find it quite difficult to get like authority or control on cool so I'm wondering if you have any advice for that how to like kind of be more yeah have more control on calls so you said you saw content management yeah so like I edit their videos I help them develop like a series about scaling their brand so they get like inbound leads and I script it, edit it, help with the visual storytelling, all of that. Okay, why would someone come to you? What's the outcome? Well, like I said before, the outcome is growing exposure on your social media and also getting inbound leads through that. Okay, there we go. So that's why I'm asking you that right there. Growing exposure doesn't matter to them. Inbound leads is what matters. So your question of how do I maintain control, it's having a conversation pointed towards inbound leads right so like right now how many leads are you guys getting per month okay how many like from i'm assuming you do like in like short form or uh yeah sure yeah so like how many leads are you guys getting so to answer your question at a high level before i give you the questions and stuff the best way to have control and authority on the call is them knowing that you know more about getting inbound leads than they do and like what they're doing to get inbound leads fucking sucks at a high level does that in in concept does that make sense yeah yeah that makes sense yeah so it's understanding so that with b2b i like to say go macro and then micro so understanding their numbers over the last like three months so okay how many leads did you get from instagram tiktok in february okay what about january what about december okay how many of those leads turned into how many of them were qualified first of all okay how many of them turned into deals once you understand their data then you can ask them okay and what are you what's what's the um what's the strategy behind social media for you right what are the ctas usually looking like what are you what are you doing for the ctas what are the lead magnets what are your hooks how do you test different hooks are you ab testing macro is the numbers micro is understanding each and every part of what they're doing and where they're fucking up because then they're gonna be like fuck i'm cooked so it's not like a does that does that answer your question yeah so like talk about their macro like numbers and how they're like what say they're like no no good or like and then their micro like how they go about it or so every single thing that you help with right which is like when we look at content it's the hook the body the cta what sorry i'm fucking sick guys hook body and cta is what makes a reel, right? And so you need to unpack all three of those. So after you get the macro, then you need, and that's like for a video, right? Hook, body, and CTA is for a video. So you need to understand what is the strategy, right? What lead magnets are you taking people to? Okay. And how do you go about testing different hooks, visual hooks and words? How do you go about testing the bodies to know what's working have you tried different ctas or what are you doing there so after they can see how fucked their shit is from the macro then they can see like logically like this is why you're fucking up so now when you go to pitch them you're filling those holes yeah yeah that makes yeah that helps who else who else we got for this last three minutes what i was gonna ask you about was when it comes to breaking down like a really good discovery Right. Do you believe that there's like a certain order to things in which you need to find like this piece, then this piece, then this piece? Or you need to ask this question, then this question, then this question? Or do you kind of just like like free ball and like curiously explore their situation? And like what degree do you think that should be structured versus not structured? Because I find myself getting kind of lost when I'm trying to do my discoveries. Yeah. So where did you learn how to sell from? I'm currently in a mentorship right now. Yeah, like, what's the methodology that they teach in whatever mentorship you're in? It's kind of just like a very simple breakdown. That's like, get, get like, like this thing, then this thing, then this thing, like get their current situation and what they really want, and then get what they've done about it. And then get like, what, what they've done in the past, and then how they feel about it. And then, then you do some kind of like present future pace type of thing and then and then you kind of just like move in a consequence and then like do you want me to walk you through it that's that's basically the baseline what did you learn and or like what did you learn like off rip or what did you learn later that you thought was the most effective way to learn how to do discovery is what i'm basically asking no i get the question bro i want to make sure i answer it in a pointed way right so with this framework that you have it sounds like you have a framework but it also sounds like you're going in the call and you're just like from what you described like raw dogging it so with the framework you have right now what do you think is missing to where like you're not you're struggling to be able to hit those points in the call without getting lost well i i know i need some kind of like way to have it so there's like full intentionality meaning i'm not asking things that are just like completely pointless but when i end up like going about things where every question has like strong intentionality it tends to get less conversational and less like naturally curious and it gets more into like like it gets more scripty because you've now scripted and intentionalized everything do you know what i mean totally totally so do you know why you're asking what you're asking in the call or are you asking it because your mentors told you to generally yeah i would i would say i have reasoning for it yeah i mean i i would say so yeah like like it makes sense why these these questions are necessary it's just it's just a question of like what order so the best what i've seen right and you do have a great voice by the way whoever said that in the chat the best way to go about it is you need to understand that a sales call is an emotional roller coaster this is why i'm asking if you know why you're asking what you're asking and when you're asking them before i give you blanket advice right your sales call is an emotional roller coaster you're going up and down the whole call right and so at the beginning of the call in your frame, you're pretty neutral. And then you go down in the problem section, pause, you go down in the problem section, and then you go back. And then you're also doing the ethical gaslighting and challenging them after you find their problem and you find out what they've done. But then you have to pick them back up in solution, right? In future pace. And then you bring them back down in consequence, and then you bring them back up in the pitch. and so the questions that you're asking are in that order and the way you're having the conversation is in that order of bringing them down on a low emotional state high emotional state low emotional state high emotional state and it's it's it's switching through throughout the call yeah and that's that's a really great answer and that makes perfect sense the way you're describing it how like you have to keep switching to take them to that roller coaster and how like those different sections of questions or like sections of looking for those results kind of does that but then that comes down to the fact that if you're using those that that means that that's what you use them you use on your calls and that's what works you know best so in that case what were those sections because that was the baseline of my question and what order did those sections go in and what are those sections kind of include and is that something that you have on your youtube yes it's on my youtube so i'll say i'll say it again brother i'll say it again okay so frame and that so frame is neutral and then problem is right is yeah going down problem plus ethical gaslighting ethical gaslighting is what i talked about today that's when you're at the bottom of the roller coaster that's when you're figuring out how fucked their situation is ultimately right and then the solution awareness slash future pace is you're bringing them back up because now you're talking about the idea of potential success and what that looks like and what that solves for them and how good things are once it's actually solved that's where you're up here right and then back down in the consequence now you're ripping it away from them okay well what happens if you don't solve this right all the shit that we talked about today like the challenging right like let's say we found out that they have a problem with money okay well what happens if we continue telling ourselves this story if i don't have the money right what happens then and you rip it away and then you're like yo let's not let this happen because i know for a fucking fact mr prospect i know for a fact i can help you if you want to I could walk you right through it. And then you bring them back up and now you're doing the pitch. Got it. Got it. So you do, you do kind of have that order where you start with that, that neutral frame, the call, understand their situation, gets their problem. Then it starts going down, how that problem is affecting them and like the ways that it could affect them later on. And then you start moving into, like, do you go, did you say you went into like solution? It gets better? Or did you go like, yeah, you get into like finding something that could work for them. You could get some kind of needs there. You move into like, if they don't get that solution, gets bad again. Okay. Yeah, that makes sense. And would you say that like all calls kind of move in that exact order for you that, that same, at least flow, or would you say that there's some differentiation between prospects in which like you can get thrown off kind of easily? Because that's what I'm finding when I'm working with a specific kind of like framework, it gets really easy for it to fall off and then i have a hard time getting back on in like a way that sounds smooth so the the framework is this i have another video on that too the framework is the same throughout with every call but you're obviously you're you're not going to address and communicate with each prospect the exact same way so there's this video i put and then you can also search uh like it's like three buckets or three different types of prospects right and and i bucket them into three different types and that's what determines how i communicate with them is which type which which of the three they are about it oh yeah i see the call you i see the call that's thank you nick two questions from me number one if everything was erased off the internet no youtube no content there is nothing to do with nick and jew on the internet what 60 seconds of advice you would give to somebody on this call to let them know what what success looks like for you So if nothing of me existed and I had 60 seconds to, what life advice would I give in 60 seconds, basically, if all my shit disappeared? Exactly. Man, I would say the most important bet to take is betting on yourself, which sounds very cliche. but I think some of the biggest risks that I've taken, all of the biggest risks I've taken have played out. And so I'll give examples of that. When I was in college and I dropped out, that was a huge risk, you know, and I, not only did I drop out, I also moved to a brand new city, Houston, where I didn't know anybody. And I put my nuts on the line for the very first time. And my parents didn't agree with it, but they respected it. And I had a good corporate job. I was working from home, like I said earlier. And then after that, I worked a corporate job, like I said, that I then left to do high ticket. And then I eventually left my high ticket role like two months ago to go all in on this when I was making 30 grand a month every single month consistently. So I am still living this advice, but consistently betting on yourself and trusting yourself. That's the advice that I would give. Boom. Mic drop. Thank you, brother. And then how How can we support you? What's next for Nick in 2026 that we should know about? My goal is to get 100 people to their first 15K month. And so far, we're two months into the year. I think we're at like six or something. I got to go check it. We're at like six people, seven people who have hit their first 15K month. I have a ton of people who've done it consecutively, but the goal is 100, 100 this year. Life starts at 15K. Get it. Well, let's help them get there, guys. Those that are struggling in sales, who need better coaching, who need better wisdom, better knowledge, tap in with Nick. Type the name Harvest into his DMs. He'll get back to you. In the meantime, bro, here's a quick send-off. Thanks again for being with us. We appreciate you more than anything, and we hope to see you again on another Q&A.

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I Answered 60+ High Ticket Closers' Biggest Questions (Nothing Was Off Limits)

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Today I was invited to do a live Q&A for a big community of around 60 to 70 sales reps on Discord, and the questions they asked were too good to keep inside a private call. In this video you will hear the exact advice I gave them on real scenarios closers deal with every day, from handling think about it objections to building authority on calls and structuring discovery so prospects actually feel the problem. If you are in high ticket sales or trying to level up as a closer, this breakdown will give you a real look into how I think through calls, objections, and sales psychology in real time.

You'll learn:

Why discovery is non negotiable if you want leverage in a sales call

How to stop prospects from defaulting to the think about it objection

The emotional roller coaster structure behind a high converting sales call

How to maintain authority when selling to older or more experienced prospects

The macro and micro questions that expose why a prospect’s strategy is failing

A lot of closers think they just need better objection handling, but most deals are won or lost way earlier in the conversation. The frameworks I explain in this Q&A are the same ones I use on real calls and the same approach that helped me close over $3M in high ticket sales. If you understand how to control the emotional flow of the call and expose the real problem early, closing becomes a lot more natural.

Timestamps:
00:00 - Intro
01:33 - Nick’s sales background story
02:12 - Finding pain without discovery
06:42 - Handling the “think about it” objection
10:22 - Handling money objections (fitness offers)
11:46 - Getting authority on sales calls
15:43 - How to run a discovery call
22:23 - 60 seconds of life advice
24:28 - Outro 


This video also covers: sales, high ticket sales, sales psychology, framing calls, how to gain respect in sales, sales call breakdown, objection handling, closing deals, sales call example, high ticket closing, sales script, sales strategy, sales conversation, how to close clients, remote high ticket closing, high ticket sales training, b2c sales, b2c, high ticket selling, high ticket sales for beginners, sales psychology tricks, live sales call breakdown