How to negotiate your commission as a new closer

Yes, you can negotiate as a new closer, but the commission rate is rarely the best place to start. Ask first about lead quality and volume, when you get paid, and what happens to your commission if a client refunds, because those terms change your pay more than a point or two of percentage. Then get everything in writing, including a review date after your trial period. She Sells trains women in Australia and the US to close and set appointments, and these are the terms worth checking before you say yes.

What is actually negotiable for a new closer

When you have no track record yet, you have less leverage on the headline rate. You still have plenty of leverage on the terms around it, and most business owners expect you to ask. If you need a refresher on how closer commission works in the first place, read high ticket closer commission explained first, then come back here.

Term	What to ask	How negotiable when you’re new
Commission rate	“What rate do your current closers earn, and does it step up with results?”	Low at first. Better to agree a tiered rate that rises after a set number of sales.
Base pay or draw	“Is there a base, a retainer or a draw while I ramp up? Is the draw recoverable?”	Medium. Some offers have none, some will add a short ramp-up base.
Lead quality and volume	“How many booked calls a week will I get, from which sources, and what is the current show rate?”	High. This is the term that matters most and the one new closers forget.
Payment timing	“When is commission paid: on the deposit, on full payment, or after the refund window?”	Medium. Ask for a fixed pay date each fortnight or month.
Clawbacks and refunds	“If a client refunds, how much commission comes back, and for how long?”	Medium. Push for a time limit and partial clawbacks on payment plans.
Trial period review	“Can we set a review at 30 or 60 days to revisit the rate?”	High. Almost every reasonable owner will agree to a review date.
Written agreement	“Can you send these terms in writing before I start?”	Not negotiable. If they refuse, that is your answer.

What to ask for first

Start with the terms that cost the business little but protect you most. In order:

1. Lead volume and quality. A high rate on five booked calls a week can pay less than a modest rate on twenty. Ask where leads come from and what the show rate is.
2. Payment timing. Waiting 60 days for your first payment is hard when you’re juggling school fees and groceries. A clear pay date is a fair ask.
3. Clawback rules. Get the refund window and clawback limit spelled out.
4. A review date. This is how a new closer gets to a better rate without arguing about it on day one.
5. The rate itself. Ask last, ideally as a tier: one rate for your first sales, a higher one once you’ve proven yourself.

How She Sells helps you get to the negotiating table

You can’t negotiate an offer you don’t have. “She Launches” is our foundation program, with live coaching, role play and frameworks (it doesn’t include direct placement). “She Soars” is the career program through the She Sells “Cert III in Remote Sales” certificate: once you’re certified, our recruitment team works with you to land a role within 90 days, or your money back. You’ll find both on the programs page.

A worked example: comparing two offers

This example is illustrative only. The numbers are made up to show the maths. They are not typical, not a forecast and not a promise of what you will earn. Your results depend on the offer, the leads, your skill and your hours.

Say two businesses both sell a $5,000 coaching program, and you’d close about 15% of the calls that show up in either role. Over one month:

Illustrative only	Offer A	Offer B
Pay structure	15% commission-only	10% commission plus a $1,000 ramp-up base for the first three months
Booked calls that show	20 (you also book some of your own)	40 (the business supplies them)
Sales at 15% close rate	3	6
Commission before refunds	3 x $750 = $2,250	6 x $500 = $3,000
One client refunds (full clawback)	$2,250 – $750 = $1,500	$3,000 – $500 = $2,500
Plus base	$0	$1,000
Total for the month	$1,500	$3,500
When it’s paid	After a 30-day refund window	Base on payday, commission monthly

Offer A has the higher rate, and Offer B comes out ahead in this example because of lead volume and the base. Flip the numbers (fewer calls in B, or a much bigger clawback) and A might win. The lesson is to run your own maths with the real numbers the business gives you, and to ask for those numbers before you sign.

When to push, when to accept, when to walk

Use this as a rough guide, not a rulebook. Your situation, your bills and how much you want the experience all count.

What you’re seeing	Push	Accept	Walk
Commission rate below what their current closers get	Ask for a tier or a 60-day review	If leads are strong and a review is in writing	If they won’t say what others earn
Commission-only with no booked calls	Ask for a base, a draw or supplied leads	Rarely, and only short term	If you’re expected to find all your own leads for a commission-only rate
Long payment delay	Ask for a fixed pay date	If the delay matches a clear refund window	If payment dates are vague or “when cash comes in”
Clawbacks	Ask for a time limit and partial clawbacks on payment plans	If clawbacks end after the refund window	If clawbacks have no time limit
Nothing in writing	Ask for a written agreement before you start	Never without it	If they refuse to put terms in writing
You’re asked to pay to start	Don’t negotiate	No	Yes, straight away

For more warning signs, see remote closer job offer red flags. And if you’re weighing up whether commission-only suits you at all, commission-only sales jobs: pros and cons covers that honestly.

Contractor or employee? It changes what you can ask for

Many remote closing roles are contractor roles. That can be fine, but it changes your rights, so know which one you’re being offered before you negotiate.

In Australia

The Fair Work Ombudsman says contractors usually negotiate their own fees and working arrangements and can work for more than one client at a time, and that contractors don’t have the same rights and obligations as employees. It also says sham contracting, where a business tells a worker they’re a contractor when they’re actually an employee, is illegal. If you’re an employee, Fair Work says commission-only pay is allowed when an award or enterprise agreement permits it, and employees not covered by an award or agreement still need to be paid at least the National Minimum Wage. Fair Work also says an employer can only deduct from an employee’s pay in limited situations, so ask how clawbacks would actually be recovered.

In the US

The IRS says the general rule is that you’re an independent contractor (paid on a 1099) if the business can control or direct only the result of your work, not what you do and how you do it, and that contractor earnings are subject to self-employment tax. The Department of Labor warns that misclassified employees may miss out on minimum wage and overtime pay they’re entitled to. If you’re on a 1099, price your rate knowing you’ll handle your own tax; our guide to remote closer taxes for 1099 workers in the US walks through it.

This is general information, not legal or tax advice. If you need confirmation of which you are, Fair Work suggests considering legal advice.

How to actually have the conversation

You’re a closer. Treat this like a sales call where you’re the one asking good questions.

• Get the offer in full first. Say thank you, then ask for everything in writing so you can review it properly.
• Ask, don’t demand. “What would it take to move to the next tier?” lands better than “I want more.”
• Trade, don’t just take. Offer something back: a 60-day review, a set number of shifts, reporting on every call.
• Bundle your asks. Raise lead volume, pay timing and the review date together, rather than one at a time over a week.
• Know your walk-away point before the call. Work out what you need to cover your costs and childcare, and stick to it.

When I moved into remote sales in 2020, I made $440 in my first month. That’s my result, not a typical one, and it’s a good reminder that the first months are about learning while the terms around you protect your time.

Results vary. Nothing here is a promise of income. See our earnings disclaimer.

Frequently asked questions

Can you negotiate commission with no closing experience?

Yes, but focus on terms rather than the rate. Lead volume, payment timing, clawback limits and a written review date are all fair asks for a new closer. Once you have results, the review is where you ask for a higher rate.

Should I take a commission-only closing job?

It depends on the leads, the offer and your finances. Commission-only can work when the business supplies quality booked calls and pays on time, and it is risky when you have to find your own leads. Many remote sales roles are commission-heavy, so go in with a buffer and a clear walk-away point.

What is a recoverable draw?

A draw is an advance against future commission. If it is recoverable, the business takes it back out of later commission, so ask how and when that happens. A non-recoverable draw is not paid back.

What is a clawback in sales?

A clawback is when a business takes back commission because a client refunds or stops paying. Ask how long the clawback window lasts and whether it applies in part or in full on payment plans, and get the answer in writing.

Do I need a contract as a remote closer?

You should always have the terms in writing before you start, whether you’re a contractor or an employee. A written agreement covering rate, pay dates, clawbacks and the review date protects both you and the business.

Keep reading

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• Legit ways to make money from home in Australia