😎 Personally hiring 500 sales reps, the rep who lost in federal court, and tips for the disorganized seller

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SELLER’S SECRETS

Who is Nick Elia, and what is Win at Sales?

Nick is a Denver-based CEO of Win at Sales / DFY Sales, running 9 high-ticket sales teams in the coaching/consulting niche producing a combined 8-figures in monthly revenue.

Check out Nick’s full interview on Youtube, Spotify, or Apple Podcasts.

Let’s catch you up to speed on Nick’s story…

• 2008: Sells weed in high school, gets first taste of sales.

• 2011: Brief stint knocking doors for Vivint in Gary, Indiana.

• 2015: Lands copier sales job straight out of college.

• 2016: Leaves copier sales grind, moves to Thailand to teach English.

• 2018: Starts freelance marketing after buying a coaching program.

• 2019: Joins Traffic & Funnels as setter; quickly breaks company records.

• 2020: Promoted to manager, overseeing 18 reps at the peak.

• 2021: Tries real estate wholesaling, fails due to market shift.

• 2022: Consults independently; joins Win at Sales as first “employee.”

• 2023–25: Scales Win at Sales to millions

  in monthly client sales.

Nick’s sales alpha and best practices

The “behavioral profile” hiring filter

Nick’s recruiting process screens applicants with a behavioral assessment before an interview. He auto-rejects the bottom 70% but will still interview anyone who follows up after rejection. A simple way to spot persistence.

17/20 (85%) of his highest performing reps score similarly on this assessment, so using this as an initial filter has shown to be quite effective for him.

For closing clients: Culture is always first, then come the systems

While vetting potential client accounts, Nick starts with “How big of a pain is this person going to be?” and works backwards from there. If communication styles clash or expectations are unrealistic, he passes.

Only after culture alignment does he inspect things like systems, training processes, and marketing to make sure his (primarily rev-share) sales team won’t fail because of upstream problems.

A.I. isn’t beating the boring work (yet)

While others are chasing sexy new A.I. strategies, Nick’s team’s edge comes from the old school stuff done well. Daily pipeline QC, call reviews, and tracking pace-to-target progress intensely.

By resisting shiny objects and sticking to fundamentals, his teams has stayed consistent and avoided the “boom or bust” that other sales teams face in the high-ticket industry

4 things to steal and 4 tips to implement ‘em

1. Track your numbers daily, not weekly

• QC your sales pipeline every morning, or before you get distracted

• Monitor lead-to-close metrics vs. others that are easy to manipulate

• Compare daily pace to monthly goal to ensure you’re staying on pace

• Attack dips before they become negative trends

2. Selling into red ocean market? You must have an edge

• Research niche competition thoroughly and understand differences

• Look for a unique angle for offer positioning

• Lean into assets that may differentiate (personal brand, SEO, ratings, press)

• Avoid bad markets all together. Way easier to sell product into good markets

3. Sell only to buyers to shorten your sales cycle

• Test a low-ticket (low commitment) front-end offer ($97–$197).

• Only allow buyers to be pushed to sales calls.

• Track and compare CPA vs. any other mid or high-ticket funnels

• Iterate offer and process to increase “buyer-to-upgrade” rate.

4. Stop thinking in scripts and start thinking with context

• Binary yes/no will not serve you. Learn to understand nuance.

• Run objection role-plays with layered scenarios.

• Review and pause call recordings at decision points to discuss.

• Seek out creative solutions that keep the prospect first

Connect with Nick:

• Facebook

• Instagram

• Sales reps: Win at Sales

• Business owners: DFY Sales