Sales Training. Close It Now!: Recent Episodes
Sam Wakefield
Closing sales in the HVAC industry can be overwhelming and high pressure. Every episode we will break apart the components of a sales call and walk you through all the way to the close. We will cover everything from the basic structure of a great appointment to how to overcome all the objections that con be thrown at you. Whether you are a rookie or a seasoned expert, this show is for you!
Recognize the 7 Mind Types - How Top Performers Speak Their Customer's Language
Most salespeople treat every customer the same way. They use one pitch. One approach. One way of communicating. And it doesn't work for everyone.
The problem isn't you. The problem is you're not reading the person in front of you. You're not recognizing their mind type.
Today Sam sits down with Ridgely Goldsborough, a serial entrepreneur who's started forty-five companies, authored twenty books, and was Jim Rohn's voice in Latin America for decades. In this episode, Ridgely teaches you how to recognize the seven different mind types so you can adapt your communication and close more deals.
What You'll Learn:
The seven mind types and how to spot them instantly. The Giver loves to make a difference. The Connector values trust above all else. The Problem Solver needs data to make sense of things. The Innovator always wants a better way. The Perfectionist does things right. The Rebel challenges everything. The Master wants depth. Each one is wired differently. Each one communicates differently.
Why knowing someone's mind type changes everything. Once you know their mind type, you know their communication keywords. Use those words and they respond as strongly as they respond to their own name. That builds trust. That closes deals.
How each mind type has a superpower and a kryptonite. The Giver's superpower is causes. Their kryptonite is overcommitment. The Connector's superpower is trust. Their kryptonite is waste. The Problem Solver's superpower is solutions. Their kryptonite is paralysis when they don't have enough data. Every mind type is exceptional at something and struggles with something else. Knowing yours means you can play to your strength and manage your weakness.
Why people who think like you are easy to work with, and why everyone else is difficult. When you don't understand someone's mind type, you clash. The Giver overwhelms the Connector. The Problem Solver frustrates the Innovator. The Perfectionist stifles the Rebel. But when you understand each other's mind type, everything changes.
How your personal philosophy shapes which mind type you are. What you read, listen to, watch, and who you hang around with forges who you become. That determines your mind type. That determines how you communicate. That determines your results.
Potential beats talent every single time. Someone twenty percent good making one hundred calls talks to twenty people. Someone fifty percent good making ten calls talks to five. Effort beats talent. Volume beats skill. The person willing to work is the person who wins.
Why This Matters:
If you're struggling to close deals, you probably already know how to sell. The problem is you're not reading the person in front of you. You're using the wrong approach for the wrong mind type. This episode teaches you to recognize the seven mind types so you can adapt your communication instantly. That skill changes your close rate.
About Ridgely Goldsborough:
Serial entrepreneur who's started forty-five companies. Author of twenty books. Studied alongside Jim Rohn as his voice in Latin America. Two master's degrees. Studied Buddhism, personal development, and human psychology. Now runs Local Market Dominator, helping contractors and home service businesses get found online and convert prospects into customers.
Ridgely's Resources:
Mind Types Framework and Communication Keywords List: Search "Mind Types" online or email Sam at sam@closeitnow.net and he'll send you everything Ridgely has created.
Free AI and Online Visibility Audit: Go to https://www.localmarketdominator.com. Understand how people are finding you online and what happens when they do. Ridgely offers free audits on traffic and conversion for any business.
Work with Sam:
Website: https://www.closeitnow.net
Coaching and training: https://www.closeitnow.net/coaching
Facebook group: https://www.facebook.com/groups/closeitnow
Email: sam@closeitnow.net
Book a call: https://calendar.app.google/KZH1j2Q1MAXTKbT38
Three Ways to Work with Sam:
One: On-site training. Half-day classroom plus half-day ride-alongs with your team.
Two: Virtual training. Same frameworks, delivered remotely for teams or individuals.
Three: The Build. Company scaling partnership with Doug C. Brown. You built the revenue. We help you build the business.
Leave a Review:
Five-star review on Apple Podcasts gets you a free one-hour coaching session with Sam. Message Sam with your review and you're in.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
Most salespeople think they have a price problem. They don't.
After twenty years in this industry and coaching hundreds of reps and technicians across every trade, Sam knows what "I need to think about it" actually means. Something earlier in the conversation was never resolved. And until you figure out what that is, no amount of price justification is going to move that deal forward.
In this episode Sam breaks down the Four Sales Framework. Four agreements every homeowner has to make before they say yes, and why most reps are trying to close the fourth one before the first three are even done.
In this episode:
- Why price is almost never the real objection
- The four agreements every homeowner has to make before they spend money with you
- Sale one: the company. Why credibility has to be established before anything else
- Sale two: the person. Why homeowners say yes to the company and still walk away
- Sale three: the project. Where most deals actually fall apart and why it gets the least attention
- Sale four: the investment. Why this one gets easy when the first three are solid
- How to diagnose in real time which agreement is still open
- The question that cuts through almost every stalled deal
- Why dropping your price never creates certainty and what actually does
Bring This Training to Your Team
If this episode hit home, imagine your entire team walking out of a full day of this. Sam travels nationwide to deliver on-site training for home services companies who are serious about raising their close rate and average ticket. Half day classroom, half day ride-alongs. Your team, your market, your systems.
If you want to talk about what that looks like for your company, book a call directly with Sam here:
calendar.app.google/KZH1j2Q1MAXTKbT38
Connect with Sam Wakefield:
Website: https://www.closeitnow.net
Email: sam@closeitnow.net
Instagram: @therealcloseitnow
Facebook: https://www.facebook.com/samuel.l.wakefield
LinkedIn: https://www.linkedin.com/in/closeitnow/
Join the Community: https://www.facebook.com/groups/closeitnow
Leave a Review
If this episode gave you something you can use, the best thing you can do is leave a review on Apple Podcasts or Google. It takes two minutes and it helps more contractors and salespeople find this show. Every review gets read, and if yours gets read on air you will earn a no-charge one-on-one coaching session with Sam directly.
Apple Podcasts: search Close It Now and leave a review
Google: https://g.page/r/CbfnnDqTCwQdEAE/review
You're right on both counts. The research said 100-200 words for Apple/Spotify but that's the minimum floor, not the target. Looking back at the FM Hero episode, the show notes were substantially longer and more detailed. Let me rewrite:
Lisa Forrest of Contractor Commerce joins Sam Wakefield to break down why home service contractors who show pricing online are closing more deals, winning better clients, and building websites that actually work for them around the clock.
Lisa spent five years as a territory manager at Lennox before joining Contractor Commerce, where she has spent four years watching contractors transform their online presence into a legitimate revenue engine. The data is no longer supposition. It is proven. 70% of homeowners prefer a contractor who shows pricing online. Only 31% of contractors are doing it. The gap between those two numbers is where your competitors are winning business that should be yours.
This conversation covers HVAC, plumbing, electrical, garage doors, roofing, windows, pools, and more. If you own or run a home services company, this one is worth your full attention.
In this episode:
- Why showing prices online raises your close rate instead of killing it
- How 45% of homeowners who get an online estimate convert to an in-home appointment
- Why contractor commerce leads close at 65% and higher
- How to use your website to capture intent-ready buyers during the off season
- The difference between transactional and relational selling in home services
- How contractors are buying their commercial clients subscriptions to lock in service agreements
- Good, better, best online pricing and how to present it without killing the conversation
- Version 3: how homeowners can now go from first click to deposit without a single phone call
- Why your website must be mobile optimized or you are already losing deals
- The "and not or" mindset around online leads versus traditional lead sources
- How to turn online pricing from a cost on your website into a profit center
- Why the home services buyer has changed since the pandemic and what to do about it
- The intent data opportunity most contractors are completely ignoring
- What happened when a 50-year-old Charlotte HVAC company started using Contractor Commerce and got into doors they had never been in before
- Why authenticity and relational selling are the foundation of every close, online or in person
Connect with Lisa Forrest:
Website: https://www.contractorcommerce.com
Email: lforrest@contractorcommerce.com
LinkedIn: Lisa Forrest
Connect with Sam Wakefield:
Website: https://www.closeitnow.net
Email: sam@closeitnow.net
Instagram: @therealcloseitnow
Facebook: https://www.facebook.com/samuel.l.wakefield
LinkedIn: https://www.linkedin.com/in/closeitnow/
Join the Community: https://www.facebook.com/groups/closeitnow
Summer Sales Surge 2026:
Four-series live virtual training, July through October. Full bundle $1,497.
hvacsalesjumpstart.com/complete-1497
Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review
Every ounce of refrigerant you leave behind is money you bought and threw in the trash.
Most HVAC and home services companies have no idea how much refrigerant they're actually losing, what it's costing them, or that the EPA already has the authority to come after them for it. Not someday. Now.
Sam sits down with Les Rhynard and Adam Dykstra, co-founders of FM Hero and the former founders of Rapid Recovery, the world's largest refrigerant recovery company. These guys have been in the trenches of refrigerant management since the mid-90s, and what they're seeing coming in 2029 should have every contractor paying close attention.
Key Teaching Points:
The regulatory burden is real, and "who" is you. Every person who touches refrigerant, from the technician to the contractor to the equipment owner, carries individual liability. The EPA clarified this in 2018-2019 and they've been enforcing it since.
The Kroger case set the precedent. One hundred two and a half million dollars. Most of that wasn't fines; it was forced equipment upgrades. The fine per day per violation is calculated at $124,000. Even if you never see a number that big, losing your certification is on the table too.
The heel in a disposable cylinder is not nothing. On average, nearly a pound of refrigerant stays in every can that gets thrown out. At current market pricing of $2.00 to $3.50 per pound retail, two pounds per cylinder adds up fast across a fleet of technicians.
Paper logs never worked and never will. FM Hero built a mobile app around how technicians actually work, not around what compliance officers wished they would do. Scan the unit, tap through the workflow, done in about a minute. The app is free for technicians.
2029 is not a drill. The volume of 410A available to the market gets cut in half. The US recovery-to-reclaim rate is 3%. Japan runs 44%. There are currently zero SNAP-approved drop-in replacements for 410A. The only supply source is recovered refrigerant from the units already in the field.
The opportunity for contractors: go into a commercial building, show the equipment owner what they don't know about their compliance burden, offer to manage it for them, and lock in the service agreement. Compliance becomes a profit center, not a cost.
Every ounce counts.
Download FM Hero at fmhero.com or search FM Hero in the Apple App Store or Google Play. Free compliance guides are also available at fmhero.com, no email required.
Work with Sam:
Website: https://www.closeitnow.net
Coaching and training: https://www.closeitnow.net/coaching
Facebook group: https://www.facebook.com/groups/closeitnow
Email: sam@closeitnow.net
Summer Sales Surge 2026:
Four-series live virtual training, July through October. Full bundle $1,497.
hvacsalesjumpstart.com/complete-1497
Leave a review on Apple Podcasts or Google to help more contractors and salespeople find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
Do you feel micromanaged right now? Your boss breathing down your neck? Asking for more details, more plans, more updates? You're probably thinking it's a boss problem. But Sam's going to tell you something that might sting: it's not your boss. It's you.
And before you tune out, hear him out—because this applies at every level. Whether you're a salesperson with no team, a manager with a team, or an owner with leadership above you, the root cause is the same.
Sam's lived by one principle for twenty-five years: Leader of one, leader of many. If you can't lead one, you can't lead any. And if you're feeling micromanaged, the person you're failing to lead is yourself.
In this episode, Sam breaks down the three hundred sixty degree Extreme Ownership Framework and shows you exactly why you're being micromanaged and how to fix it.
Key Teaching Points:
The problem isn't your boss. It's extreme ownership and upstream communication. Two main categories: salesperson or technician with no team below, or manager with team below and leadership above. The three hundred sixty degree framework: lead up to your boss, lead across to your peers, lead down to your team. Layer one: the salesperson or technician. You're not taking ownership of your role. You're not communicating proactively. Layer two: the manager. You haven't taken extreme ownership of alignment with leadership above. You don't have a clear understanding of what success looks like to them. Layer three: all levels. The framework works everywhere.
The One Three One Framework:
Never take a problem to your manager without three ideas to solve it. Problem plus three solutions, then suggest the one you think is right. This develops trust.
Real Example:
Christian Stevens got a sixteen thousand dollar sale on his first appointment after training. He was four thousand dollars higher than the previous quote because he asked more questions and gained trust.
The Fix:
Take extreme ownership. Show them you've got it. Communicate proactively. Don't wait for them to ask. Send a text immediately after an appointment. Here's what happened. Here's the outcome. Tell them the story.
Proactive communication stops micromanagement. Once they see you're on top of it, they have no reason to micromanage you anymore.
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching and training: https://www.closeitnow.net/coaching
- Facebook group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
HVAC Sales Jumpstart 2026:
Live training every Monday night, seven PM Central, starting July first. Forty-five minutes to an hour of content plus question and answer. Recorded for life. Success happens at the speed of implementation. One concept per week that you can execute immediately. Go to hvacjumpstart.com
Summer Sales Surge Series 2026:
Four series live virtual training June through September. Fourteen ninety-seven dollars full bundle. salesurgebundle.com
Three Ways to Work with Sam:
One: On-site training. Half-day classroom plus half-day ride-alongs with your team.
Two: Virtual training. Same frameworks, delivered remotely for teams or individuals.
Three: The Build. Company scaling partnership with Doug C. Brown. You built the revenue. We help you build the business.
Key Principle:
Leader of one, leader of many. If you can't lead one, you can't lead any. If you're being micromanaged, the person you're failing to lead is yourself.
Leave a review on Apple Podcasts or Google to help more contractors and salespeople find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
This is how you scale a contracting business without burning yourself out.
Sam Wakefield and Doug C. Brown just became business partners. Sam's been training contractors on sales and systems for years. Doug took Tony Robbins' sales team from seventeen point eight percent close rates to forty-three point two percent in four months. He's worked with ClickFunnels, E-Myth, and dozens of trades companies.
When they combined forces? Exponential results.
In this episode, you'll see exactly how we scaled a plumbing business from forty-five thousand dollars per month to one hundred fifty thousand dollars per month in ninety days. That's three times revenue in a quarter. But here's where it gets good. When Doug looked at the numbers, he cut the plumber's expenses in half. Then we added process around everything. And within two and a half weeks into the month, this guy had his best sales day, best sales week, and was on track for his best month ever.
That's revenue growth plus expense reduction plus process improvement happening at the same time.
How We Scaled This Plumbing Business:
Step one: revenue growth through sales training and systems. Step two: expense restructuring and profit optimization. Step three: process implementation around everything. Result: triple the revenue in ninety days, cut expenses in half, best month ever by week two point five.
The Formula:
Money in minus money out equals result. That result equals the owner's quality of life. If you improve both sides of that equation at the same time, you transform the owner's life.
Key Teaching Points:
- Why most contractors build the business on their own back
- How to get it off your back through process and systems
- The axiom: success happens at the speed of implementation
- Ninety percent of your time should be spent selling when growing to your first million
- But selling at a profit, that's the difference
- Sam's strength: revenue growth, sales frameworks, communication
- Doug's strength: expense reduction, profit margins, process, efficiency
- Together: exponential growth contractors never thought possible
- The right tool at the right time, why most people fail with software
- Most contractors buy wrong tools at the wrong time or right tools at the wrong time
- Software doesn't fix broken business fundamentals
- No magic bullets in business
- Digitized follow-ups and AI call centers are distractions if the timing is wrong
- Why random tools and software waste contractor's money
- Same concepts apply whether you're two hundred K or two hundred million in revenue
- But your focus changes at each stage
- Russell Brunson was Doug's student at Tony Robbins before ClickFunnels
- Doug's credentials: Tony Robbins, ClickFunnels mentor, E-Myth, trades companies
- Revenue growth without profit improvement equals owner crushed
- Profit improvement without revenue growth equals leaving money on the table
- You need both at the same time with proper process
- The synergy of growing revenue, cutting expenses, and adding systems simultaneously
Real Results from This Episode:
Virginia plumber, forty-five thousand dollars per month in sales. After ninety days with Sam's training, one hundred fifty thousand dollars per month. Then Doug restructured the expenses, cut them in half. Then we added process. Week two point five into the month, best sales day ever, best week ever, best month ever. And that's just the beginning because we're still implementing.
Work with Sam & Doug:
- Website: https://www.closeitnow.net
- Coaching and training: https://www.closeitnow.net/coaching
- Facebook group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
- Google Review: https://g.page/r/CbfnnDqTCwQdEAE/review
The Build - Company Scaling Partnership:
This is the new offering from Sam and Doug. Not just sales training. Not just profit optimization. Both. Together. You built the revenue. We help you build the business. Email sam at closeitnow.net to apply.
Summer Sales Surge Series 2026:
Live virtual training June through September. Monday nights seven PM Central. Fourteen ninety-seven dollars for the entire bundle. Email sam@closeitnow.net or visit salesurgebundle.com
Three Ways to Work with Sam:
One: On-site training. Half-day classroom plus half-day ride-alongs with your team.
Two: Virtual training. Same frameworks, delivered remotely for teams or individuals.
Three: The Build. Company scaling partnership with Doug C. Brown. You built the revenue. We help you build the business.
Next Week: Leader of One, Leader of Many
Leave a review on Apple Podcasts or Google to help more contractors find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
Christian Moore is one of the few people who's been wildly successful in BOTH roles. Comfort advisor at a 52 million dollar company. Project manager at a 2.5 million dollar company. Now selling technician at Cowboys AC in San Antonio.
He's lived both sides. And in this episode, he breaks down the pros, cons, differences, and what nobody tells you about each role.
If you've ever thought about moving from tech to sales, or from sales back to tech, this episode is for you.
In This Episode:
- Christian's journey: 52 million dollar company to 2.5 million dollar company to Cowboys AC
- Why he left after the PE acquisition (got the ick)
- Project manager vs comfort advisor: the real differences
- Comfort advisor: marketed leads only, fighting to establish credibility from scratch
- Selling tech: rapport already built, homeowners are grateful you showed up
- The midnight install story: crew arrived at 11:45 PM, complete system installed by morning
- How same-day same-night installs close deals on service alone
- Why Christian replaced his own 7-year-old AC (coil leak at 6 years, compressor at 7)
- The role-play: how to present options on a 9-year-old system with zero charge
- "I don't want you to hate me" - normalizing the replacement conversation
- Sitting in silence for 20 minutes while they decide
- The triple takeaway close: "Are you sure? Going once, going twice, last call"
- Why he tries to UNSELL it at every step
- "You do not get the right to tell me I never informed you" - the directness selling techs can use
- Doctor analogy: if your doc said "your blood pressure is fine-ish" and you had a heart attack 6 weeks later, that's malpractice
- How many techs are committing malpractice in homes every day by not being direct
- Prescription without diagnosis is malpractice
- The advantage of comfort advisor: navigate higher level conversations
- The disadvantage: fewer leads (homeowners want "fix it first" mentality now)
- The advantage of selling tech: opportunities everywhere
- The disadvantage: if you're not trained in communication, you grab low-hanging fruit and leave help on the table
Key Differences:
Comfort Advisor: Marketed leads only, homeowner doesn't know you from Adam, fight to establish credibility from scratch, higher level conversations, full presentation every time
Selling Technician: Service calls and tech turnovers, rapport already built by the tech who sold you coming out, homeowners are grateful you showed up, let your hands do the credibility work, self-narrate the diagnostic (this is good, this is not good), show your work as you go, can be very direct
The Midnight Install:
Client concern. 9-year-old system. Zero charge. No warranty because it was never registered. Christian presents four options at 9:30 PM. Homeowner chooses Option 4 (full replacement with zoning). Crew arrives at 11:45 PM. Complete install by morning.
Cowboys AC runs 24 hours a day, 7 days a week. If you have a need, they're there. Christian is out past midnight at least once a week because on the way home, someone has a problem.
The question for owners: If a company moved into your market and operated like that, what would happen? Or flip side: if YOU operated like that, how much market share would you take?
The Role-Play (9-Year-Old System, Zero Charge):
"From my diagnostic tonight, there's zero charge in this system. We have a leak somewhere. We can do a pressure test, pump it full of nitrogen, isolate the problem, get pricing. But remember earlier when I told you the last company never registered the warranty? Everything is out of pocket. You said you replaced the coil 3 years ago for 3 thousand dollars cash. The last thing I want is for you to hate me, but whatever the repair is, you don't get that money back when the next thing fails.
The other option, and I don't want you to hate me for it because this system's only 9 years old, is updating this to have full brand new warranties, installed correctly. Earlier you said it comes down to taking care of your grandchildren who are differently abled and need conditioned air. I don't know the turnaround time on the fix because we haven't isolated it yet. But the fastest thing to give you peace of mind is resetting this from the ground up. Totally up to you. Just let me know how I can help."
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
Summer Sales Surge Series 2026:
Live virtual training June through September. Monday nights 7 PM Central. 1497 dollars for the entire bundle. Month one will pay for the entire summer. Email sam at closeitnow.net or visit salesurgebundle.com
3 Ways to Work with Sam:
- On-Site Training - Half-day classroom plus half-day ride-alongs with your team
- Virtual Training - Same frameworks, delivered remotely for teams or individuals
- The Build - Company scaling for HVAC and home services owners. You built the revenue. We help you build the business. Finding 15 to 20 percent of revenue sitting in your company that should have gone to your bottom line.
Connect with Christian Moore:
Cowboys AC - San Antonio, Texas
Next Week:
Leader of One, Leader of Many
Leave a review on Apple Podcasts or Google to help more salespeople and contractors find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
How many times have you been in an appointment where everything was going great, and then they hit you with one of these:
"I need to talk to my spouse."
"This is a big decision. I need to think about it."
"I'm getting three quotes. I'll let you know."
And you just... freeze. You don't want to be pushy. So you say, "Yeah, totally understand. Take your time." And then you leave. And you never hear from them again.
Here's what's happening: You hit a moment of hesitation, and instead of getting past it, you just accepted it as the end of the conversation.
But there's a tool—a really simple tool—that most people don't talk about. When you use it correctly, it lets you step into a parallel universe, get past the hesitation, and come right back to reality without being pushy or weird.
It's called the hypothetical. And Sam breaks down exactly how to use it.
In This Episode:
- The moment you freeze when they say "I need to think about it"
- Why most salespeople just accept hesitation as the end
- The parallel universe concept: step in, get past the hump, step back out
- The hypothetical is a backup tool, not what you lead with
- Example 1: "I need to talk to my spouse" - Hypothetically, if they were sitting right here, what would you tell them
- Example 2: "I'm getting three quotes" - Hypothetically, why did you call us specifically
- Example 3: "This is too expensive" - Separate the what from the how (would you want it if money wasn't an issue)
- Example 4: "I need to think about it" - Hypothetically, if you woke up tomorrow and this was already done, what would that feel like
- Get them to tell you what they're actually thinking, not what fear is telling them
- Step back out of the hypothetical and into reality: So it sounds like you're leaning toward Option 2
- Three mistakes: using it too early, staying in it too long, using it to manipulate
- People don't want to sit in hesitation, they want clarity
- The hypothetical gives them clarity without feeling pushed
Real Result:
Lyndon from Wheat and Sons in Maryland, second week in the field, first appointment of the day: 27 thousand dollar close with a for sale sign in the front yard. He didn't prejudge. He offered everything to everyone every time. He did the process. They said I want that one. Done.
The Framework:
When they say: "I need to talk to my spouse"
Wrong way: "Yeah, totally understand. Take your time." Then you leave and never hear from them again.
Right way: "Totally get it. Hypothetically, if your spouse were sitting right here next to you right now, and they said, what do you think we should do, what would you tell them?"
What happens: They tell you what they actually think. Not what fear is telling them. You get back into a real conversation.
Then step out: "Okay, great. So it sounds like you're leaning toward Option 2. Let's talk about that."
Three Mistakes:
Mistake 1: Using it too early. Don't lead with it. It's a backup tool for when you hit resistance.
Mistake 2: Staying in it too long. It's a detour. Step in, get past the hump, step back out.
Mistake 3: Using it to manipulate. This helps them get past mental roadblocks, not pressure them into buying something they don't want. If you use it to manipulate, it backfires and you feel gross.
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
Summer Sales Surge Series 2026:
Live virtual training June through September. Monday nights 7 PM Central. Deep dive into a different component of the sales process each month. 1497 dollars for the entire bundle. Month one will pay for the entire summer. Email sam at closeitnow.net or visit salesurgebundle.com
3 Ways to Work with Sam:
- On-Site Training - Half-day classroom plus half-day ride-alongs with your team
- Virtual Training - Same frameworks, delivered remotely for teams or individuals
- The Build - Company scaling for HVAC and home services owners. You built the revenue. We help you build the business. Finding 15 to 20 percent of revenue sitting in your company that should have gone to your bottom line.
Next Week:
Stop Giving Them Everything - Why Less Is More in Your Presentation. Most people think the more options they give, the better. But more options actually make it harder to buy. There's a point of diminishing returns. Sam shows you exactly why.
Leave a review on Apple Podcasts or Google to help more salespeople find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
This episode is different. Crystal Williams didn't study marketing in some classroom and decide to sell services to contractors. She was born into the trades. Her grandfather, father, and brother all built and ran McWilliams Heating, Cooling and Plumbing in East Texas. She grew up in the business.
When she took over marketing, she tripled their annual sales. Then she realized most contractors are getting terrible marketing advice from people who have never worn a tool belt. So she started Lemon Seed Marketing with partner Emily Fleniken to fix it.
Sam sits down with Crystal to break down what most contractors get wrong about marketing, why branding is way deeper than a logo and van wrap, and how to stop throwing money at shiny objects that don't move the needle.
In This Episode:
- Why Sam only interviews people he knows and trusts now
- Crystal tripled her family's HVAC business before starting Lemon Seed Marketing
- The biggest miss: branding goes way deeper than a logo and van wrap
- AI logos scream out within three seconds - they have no depth
- Brand first, strategize afterwards (not the other way around)
- Strategy versus plan: anyone can give you a plan, but how does it all work together
- Shiny object syndrome: you look up and have five companies doing the same thing
- Marketing gets none of the accolades but all the blame
- Three steps before creating anything: audit what you're doing, build ideal avatar, competitive analysis for positioning
- Doctor analogy: he takes your family history before prescribing diabetes medicine
- Most contractors are entrepreneurial operators, not marketers (either too controlling or too ADD to let it work)
- If you're booked three weeks out, that's not a flex - that's pissing off customers
- Whoever shows up on weekends and at night wins the game
- Marketing hierarchy: brand, social media, website first (foundation), then Google Local Services, then direct mail, then mass media
- Direct mail performs better when people already trust your brand
- Mass media requires longer flight dates and stronger budgets or you're spreading too thin
- AI answering services: cool idea, terrible execution when you go cold turkey from three CSRs to all AI overnight
- Pretty websites don't sell systems - prioritize conversion and ease of use over aesthetics
- Go High Level for websites: run from that
Crystal's Two Immediate Action Steps:
Step 1: Start posting on social media three to four times a week - pictures of your team, your trucks, your warehouse, behind the scenes content from your actual location
Step 2: Fill out your Google Business Profile completely and post to it weekly - before and afters, technician spotlights, community involvement
The Marketing Hierarchy:
Foundation (do this first): Brand, social media posting three to four times per week, website focused on conversion over pretty
Layer 2: Google Business Profile filled out and posting weekly, Google Local Services Ads, directories cleaned up
Layer 3 (only after foundation is solid): Direct mail with consistent strategy, mass media like billboards and radio with longer flights
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
3 Ways to Work with Sam:
- On-Site Training - Half-day classroom plus half-day ride-alongs with your team
- Virtual Training - Same frameworks, delivered remotely for teams or individuals
- The Build - Company scaling for HVAC and home services owners. You built the revenue. We help you build the business. Finding 15-20 percent of revenue sitting in your company that should have gone to your bottom line.
Connect with Crystal Williams and Lemon Seed Marketing:
- Website: https://www.lemonseedmarketing.com
- Email: crystal@lemonseedmarketing.com
- Podcast: From the Yellow Chair
- Special Offer: Mention Close It Now in your onboarding form and get 250 dollars off
Crystal Williams is the co-founder of Lemon Seed Marketing, a full-service brand strategy agency for skilled trades. She tripled her family's HVAC business as marketing director before founding Lemon Seed with Emily Fleniken in 2020. Service World's Woman of the Year 2018, Top 40 Under 40 by AHR News. Secretary on Women in HVACR executive board.
Crystal's Family Businesses:
McWilliams HVAC - Sailor Mac mascot named after her grandfather who started the business in 1974 after retiring from the Navy
Spot On Pest Control - Johnny the Ladybug mascot named after her grandfather Johnny who committed suicide in 2014, supports suicide awareness and life after suicide
Rufus Roofing - Rufus the Armadillo with a back made of roofing shingles
Leave a review on Apple Podcasts or Google to help more salespeople and contractors find this show.
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How much time do you spend actually doing the work of sales versus how much time do you spend tripping out about the appointment?
Be honest. You're driving to the appointment, mentally role-playing every possible scenario. What if they say this? What if they ask about that? What if they don't like me? What if the price is too high? What if they already got three quotes?
You're rehearsing responses. Building entire conversations in your head. Catastrophizing outcomes that haven't even happened yet. And by the time you knock on the door, you're exhausted. Not because you did the work. But because you tripped out about doing the work.
Here's the truth: Most of your sales anxiety doesn't happen during the appointment. It happens between appointments. And if you could solve that anxiety, sales would become exponentially easier.
Sam breaks down the framework that sounds ridiculous but works every time: The courage of a six-year-old in a Batman t-shirt.
In This Episode:
- Most sales anxiety happens between appointments, not during them
- You're mentally exhausted before you knock on the door
- Anxiety kills confidence—and confidence is what homeowners buy
- The 6-year-old framework: unaffected by responses, asks clarifying questions, takes people at their word
- Scenario: "I got two cheaper quotes" (defensive spiral vs curious clarifying question)
- Marry the process, divorce the outcome—control what you can control
- Kids don't worry about being liked, don't rehearse conversations, don't catastrophize
- Presence is what confidence looks like
The Framework:
Without childlike courage (before appointment):
- "What if they're price shoppers? What if I mess up? What if they don't trust me?"
- Knock on door already defeated, anxious, mentally exhausted
With childlike courage:
- "I'll find out what's wrong, show them what I found, help them decide"
- "If they want my help, great. If not, that's fine too"
- Zero attachment to outcome—homeowner feels your confidence
When they say "I got two cheaper quotes":
- Without courage: "Oh no, I'm screwed. I should lower my price"
- With courage: "Interesting. What did they find? What was included?" (Unaffected, curious)
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
Summer Sales Surge Series 2026:
Live virtual training June through September. One night a week through busy season. One guy tripled his revenue. Another doubled his income. Another doubled his close rate. Email sam@closeitnow.net for details.
3 Ways to Work with Sam:
- On-Site Training - Half-day classroom plus half-day ride-alongs with your team
- Virtual Training - Same frameworks, delivered remotely for teams or individuals
- Growth Catalyst - Find 15 to 20 percent revenue hidden in your company that should have gone to your bottom line
Next Week:
Going for the No - Why Most Salespeople Waste Time Being Nice. Stop prolonging conversations that should have ended five minutes ago.
Leave a review on Apple Podcasts or Google to help more salespeople find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
How many times have you presented options and gotten "Let me think about it"?
Here's what's actually happening: They have no idea how to make this decision. They've bought HVAC once, maybe twice in their life. They don't know what questions to ask. They don't know what matters. They don't know how to evaluate the options you just gave them.
When you say "Here are your three options—which one do you want?" you just handed them a test they never studied for. And they freeze. Not because they don't trust you. Because you didn't train them how to buy.
In this episode, Sam breaks down the difference between presenting options and training homeowners how to evaluate those options. And why the homeowner is waiting for YOU to lead them through the decision.
In This Episode:
- Why "let me think about it" means you didn't train them how to buy
- The truck buying analogy: presenting options without context vs with training
- Your job isn't to present options—it's to train them how to evaluate options
- The training framework: Ask questions first, then present top-down
- Why you start with Option 1 (complete solution), then show what gets taken away
- Lead with monthly investment, not total price
- How to guide them: "Based on what you said, I'd lean toward Option 1"
- People don't want more options—they want clarity from being led
The Training Framework:
Step 1: Ask questions first
- "Are you looking for peace of mind for years, or just get through this season?"
- "Is your main concern keeping cost low now, or avoiding future breakdowns?"
Step 2: Frame the decision around their answers
- "So peace of mind is the priority—that helps"
Step 3: Present top-down (complete solution first)
- Option 1: Everything taken care of, monthly investment 127 dollars
- Option 2: Does everything Option 1 does except doesn't give you new system, 68 dollars per month
- Option 3: Does what Option 2 does except doesn't address the blower motor, 24 dollars per month
Step 4: Guide them toward the fit
- "Based on what you said about wanting peace of mind, I'd lean toward Option 1"
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
3 Ways to Work with Sam:
- On-Site Training (SPRING 2026 PROMO ACTIVE) - Half-day classroom plus half-day ride-alongs with your team.
- Virtual Training - Same frameworks, same results, delivered remotely for teams or individuals.
- Growth Catalyst - Full company growth and scaling program. Finding 15-20% of revenue sitting in your company that should have gone to your bottom line.
Next Week:
The Matrix of Success - Why Effort Doesn't Equal Results. Most people think if they just work harder, they'll get better results. But effort without strategy is just exhaustion.
Coming Soon:
Full episode on presenting financing properly—leading with the monthly investment, using zero down to counter the future objection, and why the number you lead with changes everything.
Leave a review on Apple Podcasts or Google to help more salespeople find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
This episode is different. Sam sits down with Kyle Sattler and Paul Olson from So Good Marketing—and these aren't your typical digital marketing guys. Paul started as a plumber cutting thread at 11 years old, worked his way up to CEO of an HVAC/plumbing company, and grew it 55% while cutting marketing spend to 2.8%. Kyle took a 60% pay cut to join him and build something better.
They didn't start a marketing company because they thought it would be fun. They started it because they needed something better for their own company—and when they started sharing what they were doing, five companies said "we'll pay you to do this for us" before they even had an LLC.
Here's the controversial truth: SEO has been trending down for nearly 4 years. You're spending the same money or more for fewer impressions and less effectiveness. Google's AI Overview launched in May 2025 and shifted everything—over 65% of AI search results now come from YouTube and Reddit, not traditional SEO.
So what do you do? Paul and Kyle break down the reality vs. the scare tactics, where your marketing dollars should actually go, and why having a think tank mentality in your business is the only way to stay ahead.
In This Episode:
- Why Sam stopped having sponsors and got selective about guests
- Paul's journey: pump truck driver to plumber to CEO of HVAC/plumbing company
- How they grew a company 55% while cutting marketing spend to 2.8% and fuel to 0.97%
- SEO reality check: It's not dead, but it's been trending down for 4 years
- The AI search shift: 65% of results come from YouTube and Reddit, NOT traditional SEO
- Why marketing companies push fifteen thousand dollar website rebuilds when FAQs only get 5% of AI search results
- The think tank system: Daily walks around the neighborhood throwing crazy ideas at each other
- If you don't embrace change, get used to extinction
Connect with the Guests:
So Good Marketing - Digital marketing company built by contractors who needed better results.
- Website: https://sogoodteam.com
- Kyle Sattler: kyle@sogoodteam.com
- Paul Olson: paul@sogoodteam.com
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
3 Ways to Work with Sam:
- On-Site Training (SPRING 2026 PROMO ACTIVE) - Half-day classroom plus half-day ride-alongs with your team.
- Virtual Training - Same frameworks, same results, delivered remotely for teams or individuals.
- Growth Catalyst - Full company growth and scaling program. Finding 15-20% of revenue sitting in your company that should have gone to your bottom line.
Why This Interview Matters:
Sam rarely has guests anymore. After 7 years of podcasting, he's pulled down episodes from guests who either lost credibility or were taking advantage of contractors. No sponsors means full control over who gets recommended to this community.
Kyle and Paul earned their spot because they're not marketing guys who can't do, so they teach. They're contractors who built a marketing system for their own company, got results, and then other companies begged them to do it for them.
Key Stats:
- 55% company growth year-over-year
- 2.8% marketing spend (industry average: 8-12%)
- 65% of AI search results come from YouTube and Reddit
- Only 5% from FAQs (what most companies are spending fifteen thousand dollars to add)
- SEO trending down for nearly 4 years
Leave a review on Apple Podcasts or Google to help more salespeople and contractors find this show.
Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review
Picture this: You're at the park on a perfect 75-degree day. An old guy sits next to you and starts rattling off investment advice. You're half-listening, being polite, but not really paying attention. 45 minutes later, you get up to leave. And he says, "By the way, I'm Warren Buffett."
Everything changes. You wish you'd listened differently. You wish you'd asked questions. You wish you'd recorded the conversation. Why? Credibility. The advice was the same. The words were the same. But who you thought was saying them changed everything.
Here's another example: Joshua Bell, one of the world's most celebrated violinists. Three days before this happened, he sold out Boston's Symphony Hall—even the nosebleed seats went for $100. Then The Washington Post set up an experiment. They had Joshua Bell stand in a D.C. Metro station during morning rush hour in plain clothes, playing his $3.5 million Stradivarius violin for 45 minutes. Out of 1,097 people who walked past him, only 7 stopped to listen. One person recognized him. His case held $32.17 when he finished.
Same person. Same skill. Different context. That's exactly what's happening in your appointments.
In this episode, Sam Wakefield breaks down the 3 credibility flags you must plant in the first 5 minutes—or you'll fight an uphill battle the entire appointment.
In This Episode:
- Warren Buffett park bench story: why the same advice gets different responses
- Joshua Bell Metro experiment: accurate details from the 2007 Washington Post study
- The one question homeowners are asking: "Who am I listening to?"
- Why credibility must be established in the first 5 minutes, not at the end
- The 3 credibility flags: Experience, Pattern Recognition, Professional Context
- Ninja trick: Put your back to the equipment to control the conversation
- Trust equals honesty plus competence (competence must be communicated)
Work with Sam / Join the Close It Now Movement:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
- Free Friday Trainings: Every Friday 10am CST live in the Facebook group
3 Ways to Work with Sam:
- On-Site Training (SPRING 2026 PROMO ACTIVE) - Half-day classroom plus half-day ride-alongs with your team.
- Virtual Training - Same frameworks, same results, delivered remotely for teams or individuals.
- Growth Catalyst - Full company growth and scaling program. Finding 15-20% of revenue sitting in your company that should have gone to your bottom line.
Email sam@closeitnow.net or visit closeitnow.net to learn more.
Next Week:
The Car Analogy - How to Make the Intangible Tangible. Most homeowners don't understand HVAC, but they understand cars. When you use the right comparisons, you don't need technical explanations anymore.
Leave a review on Apple Podcasts or Google to help more salespeople find this show. If I read your review on the show, you earn a free 1-hour coaching session.
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"Stop Saying 'Only' and 'Just': The Words That Kill Your Value"When was the last time you heard a Mercedes commercial say, "It's only $95,000"? Or a Porsche salesperson tell you, "It's just $120,000"? Never. Because premium brands don't justify their price. So why are you?
Every time you say "only" or "just" in front of a number, you're telling the homeowner two things: You don't believe in your value, and they probably shouldn't either.
Here's the thing: words matter. Not because homeowners are analyzing every syllable, but because language creates frames. And frames create expectations. And expectations determine how people perceive value. When you say "It's only $89" or "It's just $3,500," you're not making it sound affordable. You're making it sound like an apology. And homeowners can hear it.
In this episode, Sam Wakefield breaks down why "only" and "just" are justification words that undermine your credibility—and what to say instead to present your value with confidence.
In This Episode:
- Why premium brands never say "only" or "just"
- How justification words reveal you don't believe in your own value
- The hidden danger: "only $350" might be a month of groceries to them
- Right way vs. wrong way: service call and repair examples
- Why you must say "investment" not "price" or "cost"
- How to handle "That's a lot" without apologizing (it's commentary, not an objection)
Work with Sam / Join the Close It Now Movement:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
- Free Friday Trainings: Every Friday 10am CST live in the Facebook group
Growth Catalyst Program:
Business owners: Finding 15-20% or more of hidden revenue in your company that should have gone to your bottom line. Sam just helped a bath and kitchen remodeling company triple their net profit with a couple simple adjustments. Email sam@closeitnow.net for a diagnostic.
Next Week:
Why Warren Buffett Would Sell More Systems Than You - The Credibility Principle changes how you position yourself in the first 5 minutes.
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You just spent 45 minutes diagnosing the problem. You know exactly what's wrong. You're confident in your solution. And then they say, "Let me think about it." Or worse: "I want to get a second opinion."
What just happened? You didn't show your work.
Think back to math class. You solved the problem, wrote down the answer, and your teacher marked it wrong—even though the answer was correct. Why? Because you didn't show your work. The same thing is happening in your appointments. You've got the right answer, but the homeowner can't see how you got there. So they don't trust it.
Here's the reality: Only 3% of the population are technicians. That means 97% of your homeowners cannot mentally connect the technical dots on their own. They can't see the bridge between "my room is cold" and "restricted ductwork." You found YOUR problem. You found the HOUSE'S problem. But you didn't find THEIR problem. And when you don't build that bridge, you create cognitive dissonance. They're left uncertain. And a confused mind says no.
In this episode, Sam Wakefield breaks down the 3-part framework for showing your work so homeowners actually understand—and price objections disappear.
In This Episode:
- Why the right answer still loses the sale if you don't show your work
- The math class principle: teacher can't see how you got there equals wrong answer
- Only 3% are technicians—97% need you to build the bridge for them
- The 3-part framework: Past (their experience), Now (what's causing it), Future (the solution)
- The critical check-in question: "Can you see how this is causing that?"
- Why most price objections aren't about price—they're about confidence
Work with Sam / Join the Close It Now Movement:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
New Group Coaching Program:
Starting April 2026 - Pods of 5 for 6 months. Weekly sessions covering process, skills, and communication so homeowners actually understand what you're telling them. No more 1-on-1 coaching—this is the only way to work with Sam directly now. Email sam@closeitnow.net to apply.
Next Week:
Stop Saying "Only" and "Just" - The Language That Kills Your Value. The words you use reveal whether you actually believe in what you're selling.
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If you've ever had a homeowner act standoffish or hover over you while you work—it's not about you. By the time you showed up, they already said yes.
When that phone rings, it means they've hit an emotional tipping point. To get to that call, they had to overcome social anxiety, invite a stranger into their home, and take a risk. By the time you pull up, they've already been through an emotional journey. Your job isn't to convince them—it's to honor the courage it took for them to call.
In this episode, Sam Wakefield breaks down why the first five minutes make or break everything, and how to shift from treating homeowners like transactions to seeing them as people who took a risk by trusting you.
In This Episode:
- Why the appointment starts when they realized they had a problem—not when you walk in
- The social anxiety homeowners overcome just to pick up the phone
- What's going through their mind when you pull up (felons, theft, damage, mess)
- The first 5 minutes: exact language for phone, walk-up, and in-home
- How to honor the tipping point instead of treating it like just another job
Work with Sam / Join the Close It Now Movement:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: sam@closeitnow.net
New Group Coaching Program:
Starting April 2026 - Pods of 5 for 6 months. Weekly sessions covering process, skills, and internal work. Half the cost of 1-on-1. Sign up in March and get bonus weekly coaching until April starts at no extra charge.
Next Week:
Show Your Work: The number one reason homeowners say "let me think about it." Just like in math class—if you don't show your work, you don't get credit.
Stop Fighting Objections: Build a System That Eliminates Them Before They Start
If objections keep showing up at the end of your appointments, this episode will change the way you look at your entire sales process. Sam sits down with Josh Thomas, serial entrepreneur and founder of VA IQ, for a conversation that cuts straight to the root of why salespeople lose deals they should be winning.
Josh makes a simple but powerful case: objections at the end of a call are not a closing problem. They are a process problem. Something was missed earlier, and the buyer is telling you exactly what it was. Once you understand that, you stop trying to out-talk objections and start building a system that handles them before the customer ever walks in the door. Josh walks through his Spider Method, the eight beliefs every buyer has to resolve before they can say yes, and the three-phase market feedback cycle that shows you precisely what your buyers need to hear before they will commit.
The conversation also takes a sharp turn into efficiency and time leverage. Josh breaks down the math on how much money business owners are losing by doing low-level administrative work themselves, what it actually looks like to delegate that work to a high-performing virtual assistant, and why the fear of training and managing a VA is exactly the objection his own market gave him and exactly how he solved it.
In This Episode:
- Why systems beat raw talent every time, and the college football story that proves it
- Josh's Spider Method and the eight beliefs every buyer must resolve before deciding
- The three-phase cycle for dialing in your sales message using real market feedback
- How to pre-handle objections with content and messaging before the appointment starts
- The math on how much you are paying yourself to do work a VA could handle for a fraction of the cost
- How VA IQ onboards and manages virtual assistants so you never have to become a trainer or HR department
- The one thing Josh says to start doing today to immediately tighten your close rate
Resources and Mentions:
VA IQ: vaiq.net VA IQ ROI Calculator: vaiq.net/calculator Podcast: Leverage Everything with Josh Thomas (Spotify, Apple, YouTube) Book: They Ask You Answer by Marcus Sheridan
Leave a review on Apple Podcasts or Google and help this show reach the people who need it most:https://g.page/r/CbfnnDqTCwQdEAE/review
"Isolate the Real It: The Diagnostic Approach to Closing More Sales"You didn't lose that sale because of price, product, or timing. You lost it because you never isolated the Real It—the actual thing standing in the way. Most salespeople try to solve everything at once, overwhelming the homeowner and killing the sale before it ever had a chance.
In this episode, Sam Wakefield breaks down the diagnostic approach to sales that separates top performers from everyone else. You'll learn how to use qualification questions—not to qualify the homeowner, but to isolate the components of their decision. When you stop guessing and start diagnosing, you close more sales with less resistance.
If you've ever walked away from an appointment confused about what went wrong, this episode will show you exactly how to find the Real It and guide your homeowner to clarity. This is the mental shift that changes everything.
In This Episode:
- Why most salespeople lose sales by trying to solve the wrong problem
- The combination lock metaphor: how one misaligned piece blocks the entire sale
- How to use qualification questions to separate product, payment, timeline, and scope
- Real-world language examples of isolating the Real It in appointments
- Why confidence looks like clarity, not information overload
- The difference between diagnosing and convincing
- How to get commitment before you negotiate
- Why you can't negotiate with confusion—only clarity
Resources & Mentions:
- Win-Win Selling by Doug C. Brown (origin of "the Real It" language)
- Close It Now Coaching: closeitnow.net/coaching
- Close It Now Facebook Group: facebook.com/groups/closeitnow
- Email Sam: sam@closeitnow.net
New Group Coaching Program:
Sam is opening his first group coaching program starting March 2026. Pods of 5 salespeople focused on multiplying close rates and average tickets with integrity. Half the cost of one-on-one coaching. Limited to 5 spots per group. Visit closeitnow.net or email sam@closeitnow.net to learn more.
Final Thought:
A problem that is well-defined is half-solved. The next time a homeowner hesitates, don't panic. Don't pile on more information. Don't assume what's wrong. Just isolate the Real It. Ask the question that separates the pieces. Find the number that's off on the combination lock. And help them see it clearly. That's when the sale happens.
Next Week:
How to Right-Size a Project Without Discounting Your Price—the skill that protects your margin while keeping the sale alive.
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Mental health isn’t separate from success — it quietly determines it.
In this episode of the Close It Now Podcast, Sam Wakefield sits down with William Fruin, host of Normalizing Men’s Mental Health, for an honest conversation about masculinity, boundaries, trauma, and the unseen cost of carrying pressure in silence.
This episode explores how childhood modeling, unspoken expectations, and avoidance patterns shape adult behavior — and why so many men find success at work while feeling disconnected at home.
This is not therapy talk.
It’s real conversation for men navigating leadership, responsibility, identity, and family — often without support.
In This Episode, You’ll Hear:1. Why many men remain stuck in a “comfortable hell” instead of choosing growth 2. How early experiences shape decision-making and emotional patterns 3. The mental health challenges facing men in trades, construction, and home services 4. Why mental health is healthcare, even when progress isn’t immediate 5. How boundaries protect relationships instead of limiting success 6. Why constant availability leads to burnout, not effectiveness 7. How personal healing changes the way you show up as a leader, partner, and father
Resources & Mentions🎙 Normalizing Men’s Mental Health — William Fruin
YouTube: https://www.youtube.com/@normalizingmensmentalhealth
📚 Never Eat Alone — Keith Ferrazzi
📚 Blink — Malcolm Gladwell
Final ThoughtSuccess without mental health comes at a cost. When men learn to address what they carry internally, everything else — leadership, relationships, and performance — begins to change.
Sales Is You vs You: Why Most Techs & Salespeople Lose Before the Call Starts | Scott Sylvan Bell
Most sales conversations are lost long before the technician or salesperson ever walks into the home. In this episode, Sam Wakefield sits down with Scott Sylvan Bell to break down the internal habits, mindset gaps, and self-leadership failures that quietly sabotage sales performance before the call even begins.
This isn’t about scripts, closes, or objection handling. It’s about the inner game — discipline, preparation, emotional control, and personal standards — and why sales is ultimately a battle with yourself, not the homeowner.
What You’ll Learn in This Episode1. Why most techs and salespeople lose the sale before the appointment starts 2. How lack of self-leadership shows up in sales results 3. The internal habits that quietly sabotage confidence and consistency 4. Why mindset, discipline, and preparation matter more than scripts 5. How to stop fighting homeowners and start mastering yourself 6. The difference between external excuses and internal responsibility
Resources & Links🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtSales isn’t about beating objections or overcoming homeowners — it’s about mastering your preparation, discipline, and mindset. When you win the internal battle before the call starts, the external conversation becomes simpler, calmer, and far more effective.
Why Sales Feels Hard — And What No One Ever Taught You About It
If sales feels awkward, uncomfortable, or forced, there’s probably nothing wrong with you. In this episode, Sam Wakefield breaks down why sales feels hard for good, ethical people — and how traditional sales training teaches the wrong mental model from the start. This is a foundational reset on what sales actually is and why, once you understand it, selling becomes simpler, calmer, and more effective.
What You’ll Learn in This Episode1. Why sales feels hard for people who genuinely care 2. The biggest lie most sales training is built on 3. Why pressure is a symptom, not a skill 4. What sales actually is when done right 5. The human skills every great salesperson uses (but few are taught) 6. Why selling gets easier when you stop trying to “close”
Resources & Links🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtIf sales feels hard, it doesn’t mean you’re bad at it — it usually means you care. When you stop trying to pressure people and start focusing on clarity, safety, and understanding, sales stops feeling forced and starts feeling natural. You don’t need to become aggressive. You need to become clear.
Episode TitleHow Damon Lilly Built a $2.2M HVAC Company in 12 Months
Opening HookWhat if the reason most HVAC companies struggle isn’t marketing, pricing, or competition — but how they’re built from day one? In this episode, Damon Lilly breaks down how a sales-first foundation helped him scale from zero to $2.2M in just 12 months.
What You’ll Learn in This Episode1. Why most HVAC companies are built upside down from the start 2. The difference between hiring technicians and recruiting performers 3. How a sales-first mindset impacts dispatching and close rates 4. Repair vs. replacement conversations done with integrity 5. Why structure must come before scale 6. Lessons learned while growing fast in a competitive market
🔗 Connect with Damon / Learn About the FranchiseInterested in learning more about Damon Lilly’s approach to building and scaling service businesses — or exploring the Quality Pro Services franchise opportunity?
🌐 Learn more here:
https://qualityproservices.com
💬 Quote from the Episode
“If you build the company right from the beginning, growth becomes a byproduct — not a struggle.”
📬 Want the Inside Conversation?Each week, I send a single email breaking down sales, leadership, and real-world lessons pulled straight from conversations like this one.
This is where I share context, perspective, and insights that aren’t announced anywhere else.
If you want to go deeper than the podcast, get on the list by emailing sam@closeitnow.net.
Let’s Connect🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ YouTube: https://www.youtube.com/@Closeitnowsales
Final ThoughtFast growth isn’t the goal — healthy growth is. When sales, structure, and leadership are aligned from the beginning, scale becomes a result, not a struggle. Work to become someone worth buying from.
Sales 101: How to Present Price Without PressureOpening HookPrice isn’t what kills most sales. The moment after price does. In this episode, Sam Wakefield breaks down how to present options, talk about price calmly, and guide homeowners through the emotional “ledge moment” where uncertainty spikes and pressure usually shows up.
What You’ll Learn in This Episode1. Why pressure shows up after price, not before 2. How to present options without forcing a yes-or-no decision 3. Why over-explaining creates resistance instead of clarity 4. What the “ledge moment” is and how to guide buyers through it 5. How calm leadership leads to confident decisions
Resources & Links📞 Work with Sam / Join the Close It Now Movement
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales
📘 Book Recommendation:
Guerrilla Marketing Guide — Get your copy here:
👉 https://www.door2doorinstitute.com
⭐ Leave a Review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Let’s Connect📲 Instagram: https://www.instagram.com/therealcloseitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow/
Final ThoughtPresenting price isn’t about pushing people forward—it’s about helping them feel steady enough to decide. When you guide calmly, avoid the yes-or-no trap, and stay anchored in what matters to the homeowner, pressure disappears and clarity takes its place.
Sales 101: Show You UnderstandPrice isn’t usually the real problem in sales. Most conversations stall because the homeowner doesn’t feel understood. In this episode, Sam Wakefield breaks down why understanding—not explaining—is the skill that separates professionals from amateurs.
What You’ll Learn in This Episode1. Why feeling understood drives buying decisions 2. The difference between hearing words and understanding meaning 3. A simple Sales 101 structure to show you understand 4. Why pausing after reflection builds trust 5. How this step prevents price and “think about it” objections
🎤 Upcoming Speaking EngagementI’ll be speaking at the ACA/NE One-Day Event on February 26th, sharing practical sales insights for HVAC and home service professionals who want to lead with clarity, confidence, and integrity.
If you’re in the New England area, I’d love to see you there.
🎟️ Grab your ticket here:
https://fs19.formsite.com/bOcH2q/bhmwbaf6xo/index
Resources & Links📞 Work with Sam / Join the Close It Now Movement
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales
📘 Book Recommendation:
Guerrilla Marketing Guide — Get your copy here:
👉 https://www.door2doorinstitute.com
⭐ Leave a Review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Sales 101: Curiosity Before ConclusionsOne of the fastest ways to lose trust in a sales conversation is jumping to conclusions too early. In this episode, Sam Wakefield breaks down why confidence in sales doesn’t come from having answers—it comes from genuine curiosity.
What You’ll Learn in This Episode1. Why jumping to conclusions creates resistance and confusion 2. The difference between symptoms and stories in discovery 3. How curiosity slows the conversation down in the right way 4. Why top performers ask better questions and talk less 5. How curiosity builds trust without pressure or tactics
🎤 Upcoming Speaking EngagementI’ll be speaking at the ACA/NE One-Day Event on February 26th, sharing practical sales insights for HVAC and home service professionals who want to lead with clarity, confidence, and integrity.
If you’re in the New England area, I’d love to see you there.
🎟️ Grab your ticket here:
https://fs19.formsite.com/bOcH2q/bhmwbaf6xo/index
Resources & Links📞 Work with Sam / Join the Close It Now Movement
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales
📘 Book Recommendation:
Guerrilla Marketing Guide — Get your copy here:
👉 https://www.door2doorinstitute.com
⭐ Leave a Review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Let’s Connect📲 Instagram: https://www.instagram.com/therealcloseitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow/
Final ThoughtYou don’t need perfect questions or all the answers to be effective in sales. Stay curious, slow the conversation down, and remember—your job is to understand the human first, the problem second, and the solution last.
Sales 101: How to Start Every In-Home Sales Appointment With a Clear PlanMost sales appointments don’t fall apart at price. They fall apart because the conversation never had a clear plan. In this episode, Sam Wakefield breaks down the very first step every new salesperson must master to lead confidently and avoid pressure.
What You’ll Learn in This Episode1. Why clarity at the start of the appointment lowers resistance instantly 2. How to lead the conversation without sounding salesy or scripted 3. The exact language to create a shared plan with the homeowner 4. How co-creation changes the tone of the entire sales conversation 5. Why understanding the human always comes before the problem and the solution
Resources & Links📞 Work with Sam / Join the Close It Now Movement
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales
📘 Book Recommendation:
Guerrilla Marketing Guide — Get your copy here and learn how to stand out in crowded markets. https://www.door2doorinstitute.com
⭐ Leave a Review:
https://g.page/r/CbfnnDqTCwQdEAE/review
The One-Sit Close Myth: Why High-Pressure Selling Is Destroying HVAC Sales
The HVAC industry has been pushed to believe that if you don't close the deal in the home, you’ve failed. But that mindset is outdated, unhealthy, and costing salespeople millions in cancellations, burnout, and missed opportunities. In this episode, Sam Wakefield exposes the truth behind the one-sit close philosophy, why it's misaligned with real buyer psychology, and how mastery-level salespeople close more — without relying on pressure, discounts, or manipulative tactics.
What You’ll Learn in This Episode1. Why the one-sit close myth actually hurts your sales 2. How buyer emotions, timing, and trust determine the real close 3. Why next-day closes are NOT failures (they’re wins!) 4. The skill progression from amateur → intermediate → mastery 5. How to read the room and know when to push vs. when to pause 6. Why high-pressure closers have massive cancellation rates 7. How to keep homeowners focused and present during holiday season appointments 8. Why discounting is a drug — and how to close without it
Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtA sale is a sale — whether it happens today, tomorrow, or next week. Master closers don’t obsess over one-sit outcomes… they obsess over serving, communicating, and guiding homeowners into confident decisions. Pressure creates cancellations. Presence creates trust. And trust creates long-term, high-value customers.
The Art of Changing Your Mind: How to Grow Without Guilt, Shame, or Drama
What if changing your mind wasn’t a failure but a sign you’re finally paying attention to who you’re becoming? In this episode, Sam unpacks why updating your beliefs feels uncomfortable, how to navigate Identity Lag, and how to evolve without blowing up your whole life in the process.
What You’ll Learn in This Episode* Why “consistency” is the most overrated virtue * How Identity Lag shows up (and why it’s completely normal) * Why cognitive dissonance is actually a growth notification * How to shift your beliefs without chaos or guilt * The Future Draft method for rewriting your next version with intention
Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtChanging your mind isn’t inconsistency — it’s evolution. You’re not betraying who you were; you’re honoring who you’re becoming. Give yourself permission to update your beliefs, rewrite your identity, and step into the next version of you with clarity and confidence.
The 4 Buyer Archetypes: How to Identify Any Homeowner and Sell to Their Decision Style
What if the reason some homeowners buy instantly while others drag out the process has nothing to do with your price — and everything to do with their archetype? In this episode, Sam breaks down the four buyer personalities (🔴 Red, 🟡 Yellow, 🔵 Blue, 🟢 Green), how each one thinks, what they fear, and exactly how to communicate so the conversation feels natural, aligned, and trust-filled from the first 90 seconds.
What You’ll Learn in This Episode The 4 buyer archetypes and how to spot them instantly * Why each type responds differently to pressure, pacing, and information * The biggest communication mistake salespeople make with Greens * How to adapt tone, energy, and structure for every appointment * The secret to making any homeowner feel “Wow… you just get* me”
Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtEvery buyer is motivated by something different — certainty, community, fun, or clarity. When you learn to recognize their archetype, you stop “selling” and start leading. Master the four types, and every conversation becomes smoother, easier, and dramatically more effective.
Financing Like a Pro: How to Present Money Without Killing the Emotion
What if the reason buyers hesitate isn’t the price — it’s how you present the money? In this episode, Sam Wakefield reveals why top performers never talk about financing—they present programs that protect both the homeowner and the company while keeping emotion alive in the sale.
What You’ll Learn in This Episode The exact word swaps that turn fear into confidence * How to frame programs as freedom*, not debt * Why presenting the lowest monthly investment first changes everything * How “protection framing” builds instant trust * The secret to talking about money without killing emotion
Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtMoney doesn’t kill emotion — bad framing does. When you present programs as protection, peace of mind, and possibility, you help homeowners feel safe, not sold. Don’t sell financing — present freedom.
Every great story has a rise, a climax, and a resolution—and your sales appointments follow the exact same arc. The problem? Most salespeople stop telling the story right at the climax—the price reveal. In this episode, Sam shows you how to guide buyers through emotion, logic, and back into emotion to get them unstuck and ready to move forward.
What You’ll Learn in This Episode
- How the sales appointment mirrors a story arc
- Why buyers fixate on price (and how to redirect their focus)
- The 70/30 rule: pain vs. pleasure motivation
- How to use the Emotion → Logic → Emotion sequence to prevent buyer’s remorse
- How to close the story and lead buyers back to their “why”
Resources & Links
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Final Thought
Price is the climax of your sales story—but it’s not the ending. When you re-anchor emotion after logic, you finish the story, prevent buyer’s remorse, and turn hesitation into confidence. Remember: logic builds comfort, but emotion builds commitment.
What if the biggest reason homeowners don’t buy has nothing to do with price, timing, or your presentation? In this episode, Sam reveals the missing step in the sales process — explaining what happens after they say yes.
What You’ll Learn in This Episode
- Why 70% of homeowners said they didn’t know what “Delivery” meant
- How uncertainty kills trust (and how to remove it)
- The step-by-step walkthrough to explain install day clearly
- How predictability creates peace of mind
- Why describing the experience builds more trust than any close
Resources & Links
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Final Thought
People don’t freeze because of price — they freeze because of doubt. When you walk homeowners through what to expect before, during, and after install day, you eliminate uncertainty and replace it with trust. Don’t just sell systems — sell the experience.
There’s a moment in every appointment when the homeowner leans back and says, “No one’s ever asked me that before.” That’s not a coincidence — it’s discovery done right. In Part 3 of the Discovery Trilogy, Sam breaks down the exact questions that create clarity, connection, and trust.
What You’ll Learn in This Episode
- The Two-Pass Questioning Model: problem → person
- How to use mirroring and labeling for empathy on demand
- The “flinch” and emotional pivot that builds instant trust
- The brain science behind curiosity and decision-making
- How co-creating the action list transfers ownership to the homeowner
- Why real discovery makes closing the logical next step
Resources & Links
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
When you ask better questions, you’re not manipulating people — you’re setting their decision-making brain free. You’re helping them put words to the discomfort that’s been living rent-free in their mind. Real discovery doesn’t just sell systems — it builds relationships.
Most salespeople treat discovery like a checklist — but that only shuts homeowners down. In Part 2 of the Discovery Trilogy, Sam shows you how to turn discovery into a conversation that builds trust, urgency, and connection.
What You’ll Learn in This Episode
- How to treat every question as a conversation starter
- The “observation vs. concern” filter to uncover real priorities
- Why you must ask to understand, not to answer
- How to use Chris Voss’s mirroring technique in the home
- Why slowing down creates natural urgency without pressure
Resources & Links
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
Discovery done right isn’t about checking boxes — it’s about creating a safe, conversational space where homeowners tell you why they need change. Master this skill, and you’ll become someone worth buying from.
What happens when personal trials ignite a mission bigger than business? In this special edition, Sam sits down with JD De La Rosa, CEO of Roofio and founder of Services Summit, to talk leadership, entrepreneurship, and building a movement that gives back.
What You’ll Learn in This Episode
- JD’s journey from sales to launching Roofio
- How a family battle with cancer inspired the Services Summit mission
- Why leadership in the trades is about service first
- How the community can unite to give back in powerful ways
Resources & Links
🎟️ Get your tickets to Services Summit: www.servicessummit.com
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
Great leaders don’t just close deals — they create movements. JD’s story is proof that when business is built on service, it has the power to transform lives.
Every sales call follows a hidden map—and if you don’t know it, you’re leaving deals on the table. In Part 1 of the Discovery Trilogy, Sam reveals how guiding energy and time creates natural urgency without pressure.
What You’ll Learn in This Episode
- The energy arc: positive → negative → positive
- How the time flow moves from past → present → immediate future
- Why widening the gap makes value tower over cost
- How this timeline creates trust and momentum in every appointment
Resources & Links
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
Sales is the transfer of emotion. When you intentionally guide the energy and time of an appointment, you transfer certainty—not hesitation. That’s the difference between being replaceable and being someone worth buying from.
Opening Hook
Why do homeowners suddenly act after living with a problem for months—or even years? The secret isn’t in your script or your price. It’s in uncovering the tipping point: the “why now” that moves buyers from hesitation to decision.
What You’ll Learn in This Episode
- The difference between selling the what vs. uncovering the why
- How to ask “why now” questions that reveal true urgency
- Why features and logic commoditize you—and how emotion makes you unforgettable
- How to create natural urgency without discounts or pressure
Resources & Links
📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
If you’re only selling the what, you’re replaceable. When you uncover the “why now,” you become unforgettable. Practice this skill, and you’ll find that urgency isn’t manufactured—it’s discovered.
What happens when a homeowner says, “We just moved in”? Too many reps unintentionally unsell themselves and lose the deal. In this episode, Sam shows you how to flip that moment into momentum and tap into the excitement of the first year of homeownership.
What You’ll Learn in This Episode
- Why 85% of home improvements happen in the first year
- The language that kills deals vs. the language that closes them
- How to pour gasoline on new homeowner excitement
- A simple framework to co-create the project with your clients
Resources & Links
📘 Get your copy of the Guerrilla Marketing Guide: www.door2doorinstitute.com
🌐 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
Let’s Connect
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
Stop planting seeds of doubt. When you learn to harness new homeowner energy, you’ll not only close more deals—you’ll build trust that lasts. Step into the first-year advantage and become someone worth buying from.
The launch is official — the Door 2 Door Institute is here, and we’re redefining what’s possible in home services sales.
This episode dives into:
- What the Institute is and why we created it
- The gaps we’re solving in door-to-door recruiting, training, and leadership
- How we’re connecting the dots across every trade — HVAC, roofing, solar, pest control, and beyond
- What it means to sell, lead, and grow in the D2D world today
- How to get involved
This is for anyone in home services who’s tired of isolated training, inconsistent results, and the lone-wolf grind. It’s time to level up together.
📌 Learn more → https://door2doorinstitute.com/
📌 Review the show → https://g.page/r/CbfnnDqTCwQdEAE/review
Most reps wait until the end to drop a big finding like a cracked heat exchanger — but by then, it’s too late. The buyer is in defense mode, objections are loaded, and trust evaporates.
In this episode, we break down how to present major findings like heat exchangers in a way that builds certainty, not fear. Join me, Jason, and Bill as we unpack the psychology of belief stacking, timing, and identity-based sales conversations that lead the buyer to the truth — before you even say the words.
What You’ll Learn in This Episode Why “leading with evidence” often backfires when selling safety concerns * The psychology behind premature resistance — and how to sidestep it * How to frame and pace* the discovery conversation to reduce fear and increase ownership * Why sales is about identity, not information — especially in technical sales * A new way to think about cracked heat exchangers (and similar high-stakes findings)
Resources & Links 📚 Book Recommendation: Start With Why* by Simon Sinek — for framing belief before information * 🧠 Join our D2D Sales Movement and transform how you lead buyers to decisions: https://door2doorinstitute.com/
Let’s Connect* 🌐 Website: https://www.closeitnow.net * 📲 Instagram: https://www.instagram.com/therealcloseitnow * 👥 Facebook Group: https://www.facebook.com/groups/closeitnow * 🎥 YouTube Channel: https://www.youtube.com/@Closeitnowsales/videos
Final ThoughtIf you’ve ever felt awkward delivering a major finding — especially something safety-related — this episode gives you the psychological edge to do it with integrity and impact.
⭐️ Love the show? Leave us a review here — it means the world and helps others find the movement.
Proactive Sales Psychology: Preventing Objections Before They Happen
What if the objections you’re hearing from buyers… are your fault?
In this powerful conclusion to the Sales Psychology Series, we explore how to reverse-engineer objections before they ever come up — and what it means to lead buyers instead of reacting to them. If you’re tired of “price is too high” or “I need to think about it,” this episode is your wake-up call.
What You’ll Learn in This Episode:* Why most objections are triggered — not natural * The psychological traps reps fall into that create resistance * How to embed certainty and trust before the close * The mindset shift from defensive to directive communication * Tactical frameworks to keep buyers emotionally aligned
Resources & Links 🔥 Coaching & Programs: https://www.closeitnow.net/coaching * 📚 Book of the Week: Exactly What to Say* by Phil M. Jones * 🚪 D2D Training & Mastery: https://door2doorinstitute.com/ * 🌟 Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/review
Let’s Connect* 🌐 Website: https://www.closeitnow.net * 📲 Instagram: https://www.instagram.com/therealcloseitnow * 👥 Facebook Group: https://www.facebook.com/groups/closeitnow * 🎥 YouTube: https://www.youtube.com/@Closeitnowsales/videos
Final ThoughtThe most elite salespeople don’t handle objections — they dissolve them before they form. That’s the real psychology of influence. Start leading with clarity, confidence, and control.
Ever felt like a buyer ghosted you after saying yes? It might not be about your price or product at all — it could be their own subconscious bias at work.
What You’ll Learn in This Episode* The 4 most common cognitive biases that sabotage deals * How confirmation bias and sunk cost fallacy show up in home services sales * The role of contrast bias in pricing conversations * Tools to help buyers reframe decisions without pressure * How to align psychology with trust — and close more confidently
Resources & Links🔥 Want to master buyer psychology? Start coaching with Sam:
https://www.closeitnow.net/coaching
📖 Book of the Week: Thinking, Fast and Slow by Daniel Kahneman — a foundational resource on how the brain actually makes decisions.
⭐ Love the podcast? Leave a Google review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Let’s ConnectInstagram: @therealcloseitnow
Facebook Group: Close It Now
Website + Coaching: https://www.closeitnow.net
Final ThoughtSales isn’t about “overcoming” objections — it’s about understanding what’s underneath them. Train your awareness, read the resistance, and lead the buyer through the mental fog. Success lives in clarity.
What if the biggest thing holding you back in sales isn’t your skillset — but a subconscious habit you don’t even know you’re repeating? In this live coaching episode, we unpack a real-time identity shift that transformed a sales approach mid-call.
What You’ll Learn in This Episode How subconscious identity patterns shape your sales behavior * The moment reps accidentally talk buyers out* of saying yes — and how to fix it * Why most salespeople sell emotionally and justify logically — and how to reverse it * The power of slowing down the conversation at the right moment to build trust * A powerful coaching breakdown you can apply to your next sales call immediately
Resources & Links📘 Book Recommendation: The Alter Ego Effect by Todd Herman – a masterclass in performance identity
💻 Work with Sam 1:1 or train your team:
https://www.closeitnow.net/coaching
📅 Want Sam to speak at your event?
https://www.closeitnow.net
Let’s Connect📲 Instagram: @therealcloseitnow
👥 Facebook Group: Close It Now Facebook Community
🌐 Website: www.closeitnow.net
📺 YouTube: Close It Now Sales
Final ThoughtThe transformation in this episode happened live — and it’s a blueprint for breaking through your own sales ceiling. The inner game always shows up in the outer result. Master the pattern, master the process.
⭐ Love the Show?Please take 10 seconds to leave a Google review and help others discover Close It Now. Your review means the world and helps spread this movement to more sales professionals who need it.
🎙️ Episode 7 — Cognitive Biases That Kill Deals (And How to Reverse Them)Opening HookMost reps try to win with logic… but that’s not how your buyer’s brain works. In this episode, we crack open the invisible biases that stall decisions and show you how to sell to the subconscious.
What You’ll Learn in This Episode* 4 decision-making traps that derail deals before they start * How to spot “stuck” buyers and unstick their thinking * Tools like contrast, anchoring, and emotional sequencing * Why stories rewire belief better than stats ever will * How to use psychology to guide — not manipulate — the sale
Resources & Links🔥 Want to sell to the real brain your buyer is using?
https://www.closeitnow.net/coaching
📚 Book Recommendation:
Thinking, Fast and Slow by Daniel Kahneman – master the mental shortcuts buyers don’t even know they’re using.
Let’s Connect🌐 Website: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
🔗 LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtYour buyer isn’t ignoring logic — their brain is just wired to feel safe first. When you master the psychology of decision-making, you move beyond tactics into true influence.
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
🔥 Opening HookYour most talented rep is brilliant with homeowners—but can’t seem to keep up with the “simple stuff.” What if the problem isn’t motivation… but neurology?
In this powerful episode of the Sales Psychology Series, we pull back the curtain on what’s actually happening when gifted salespeople drop the ball—and how to coach them to consistent, empowered performance.
🎯 What You’ll Learn in This Episode* Why traditional accountability structures can fail neurodivergent reps * The neuroscience of motivation, executive function, and momentum * How to create “sales anchors” that support focus and confidence * A complete 3-part structure for coaching reps with ADHD, AuDHD, or Autism * Real-world tools you can use today: visual checklists, autonomy prompts, and daily reset rituals
📚 Book Recommendation“Driven to Distraction” by Edward M. Hallowell and John J. Ratey — a must-read to understand how ADHD shows up in high performers.
💡 Resources & Links🔥 Learn more or book a coaching call: https://www.closeitnow.net/coaching
📺 Watch the Sales Psychology Series on YouTube: https://www.youtube.com/@Closeitnowsales/videos
💬 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
🤝 Let’s Connect📲 Instagram: @therealcloseitnow
🌐 Website: https://www.closeitnow.net
🔗 Linktree: https://linktr.ee/closeitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
🗣️ Final ThoughtThey’re not lazy. They’re not difficult. They’re not broken. They’re brilliant—and when you lead with brain-based strategy and psychological safety, you unlock their full sales power.
The Sales Problem He Couldn’t See (Until We Unlocked It Live)
🎙️ Opening Hook
What if the biggest thing holding you back in sales… was invisible to you? In this electrifying live coaching session with Andrew Randall, we uncover a hidden pattern that’s been blocking his results—and it might be blocking yours too.
This episode is raw, real, and packed with breakthroughs as we dissect language, mindset, and the subtle cues that sabotage your close.
🔥 You’ll never hear a sales conversation the same way again.
What You’ll Learn in This Episode
- The exact phrasing that derails high-trust sales
- How subconscious language patterns shape buyer resistance
- A live coaching demo showing how to shift from reactive to responsive
- The importance of awareness over perfection in sales identity
- Real-time insight into how to stop blocking the close with nervous energy
- How to rewire limiting scripts into connection-driven conversations
Resources & Links
📖 Book Recommendation: “The Four Agreements” by Don Miguel Ruiz — a powerful guide to personal language mastery that directly impacts how we sell.
🎧 Watch this episode on YouTube: https://www.youtube.com/@Closeitnowsales/videos
Let’s Connect
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
Final Thought
This episode proves that the best sales breakthroughs don’t come from new scripts—they come from new awareness. When you learn to spot the hidden blocks, you unlock your highest performance.
▶️ Want more coaching like this? Let’s get you in the room.
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
What happens when operations and sales aren't just aligned—but synced like a power duo? Meet Patrick and Mary, a dynamic force proving that when the Enforcer meets the Farmer, magic happens in HVAC businesses.
What You’ll Learn in This Episode* The exact dynamic between a strong sales leader and a structured operator * Why clearly defined roles create business harmony (and eliminate chaos) * How Patrick and Mary built a predictable, profitable sales culture * The psychology behind why their system works across personalities * Advice for owners on building partnerships that drive performance
Resources & Links📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales/videos
📍 Zoom Room: https://www.zoomwithsam.net
📘 Book Recommendation: Rocket Fuel by Gino Wickman and Mark C. Winters – the ultimate playbook for powerful Visionary + Integrator partnerships
💡 Want the system for your team? Book a call: https://www.closeitnow.net/coaching
Let’s Connect🌐 Website: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
🔗 LinkedIn: https://www.linkedin.com/in/closeitnow/
Final ThoughtYou don’t need a unicorn—you need the right pairing. Tune in to learn how duplicatable synergy is built and how YOU can structure your business to run smoother, scale faster, and dominate your market.
What happens when your buyer doesn’t respond how you expect? In this powerful episode, Sam Wakefield unpacks how to recognize and adapt to neurodivergent communication in the home — from autism to ADHD to AuDHD and beyond. Learn how to modify your approach without losing the heart of the sale.
What You’ll Learn in This Episode:
- Common traits and behaviors of neurodivergent buyers
- How to spot communication friction (without labeling anyone)
- Adapting your tone, tempo, and scripting in real time
- Why clear frameworks like the Permission Stack make sales easier
- Creating safety and clarity in high-stakes conversations
Resources & Links:
- Download the Close It Now Follow-Up System: https://www.closeitnow.net/coaching
- Watch this series on YouTube: https://www.youtube.com/@Closeitnowsales
- Join the Close It Now Facebook group: https://www.facebook.com/groups/closeitnow
- Book Sam for live training or coaching: https://www.closeitnow.net
Let’s Connect:
- Instagram: https://www.instagram.com/therealcloseitnow
- LinkedIn: https://www.linkedin.com/in/closeitnow
- Website: https://www.closeitnow.net
Final Thought:
You don’t need to be a psychologist to sell with empathy — but if you ignore neurodivergence, you’re leaving trust (and tickets) on the table. This is how you serve every homeowner at the highest level.
If you think lead generation is just about marketing spend and scripts, think again. In this episode, Peter Roth uncovers the real reason call centers outperform every other strategy in consistent pipeline growth — and how to scale it inside your business.
What You’ll Learn in This Episode* Why most companies fail with lead gen before the call even happens * The biggest mindset shifts required to build a successful internal or outsourced call center * How to train and motivate call center staff to create qualified, high-converting appointments * Simple systems that create predictability and accountability in the lead process * Why speed-to-lead isn’t enough (and what really drives conversions)
Resources & Links📞 Learn more or connect with Peter Roth at: https://Scalifyco.com
Let’s Connect🚀 Coaching & Training: https://www.closeitnow.net/coaching
👥 Join the Community: https://www.facebook.com/groups/closeitnow
📲 Follow on Instagram: https://www.instagram.com/therealcloseitnow
🌐 Website: https://www.closeitnow.net
⭐ Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/review
Final ThoughtCall centers aren’t just a backend operation — they’re a frontline weapon. If you want consistent, scalable, and stress-free lead flow, it’s time to rethink how you staff and structure your inbound and outbound calls. Don’t miss this one.
What if your buyer wasn’t “difficult”—just different? In this eye-opening episode, we kick off the Neuro-Aware Selling mini-series by breaking down how neurodivergence influences communication and decision-making. You’ll walk away with tools to sell more effectively, respectfully, and confidently to a segment of the population that’s been misunderstood for too long.
What You’ll Learn in This Episode* The definition of neurodivergence and why it matters in sales today * How Autism, ADHD, Dyslexia, and AuDHD show up in buyer behavior * Communication signals to look for in the field * Why clarity, pacing, and permission are vital for ND buyers * How emotionally intelligent selling leads to better results * The opportunity cost of ignoring neurodivergent needs
Resources & Links📚 Book Recommendation: “Unmasking Autism” by Dr. Devon Price – A game-changing look at the inner world of neurodivergent individuals and how they interact with society.
🎓 Coaching & Training: https://www.closeitnow.net/coaching
🧠 Close It Now: Sales Psychology Series (YouTube Playlist): https://www.youtube.com/playlist?list=PLH3-vhYQ6Z5aH9d8Ypyc_VOPxxrpbPQH2
Let’s Connect🌐 Website: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow
🎧 Listen to more episodes: https://www.closeitnow.net/podcast
Final ThoughtUnderstanding your buyer’s brain is the fastest path to trust. When you can adapt your language, tone, and delivery to meet people where they are — especially those who think differently — you’ll not only close more deals, you’ll become someone worth buying from.
⭐ Enjoying the series? Leave a review and share the show!
Full review link: https://g.page/r/CbfnnDqTCwQdEAE/review
What if your sales plateau has nothing to do with your strategy—and everything to do with your subconscious identity?
In this powerful conversation, Sam Wakefield sits down with Stephanie Kwong to explore the invisible beliefs that silently shape your confidence, leadership, and performance in sales.
From identity gaps to nervous system safety, Stephanie brings the tools elite performers use to unlock clarity, dissolve resistance, and finally align with the results they know they’re capable of.
This is more than mindset—it’s the inner mechanics of your results.
🔑 What You’ll Learn in This Episode:* Why limiting beliefs—not skill—hold most sales pros back * The identity shifts required to move from burnout to alignment * How to access and rewire subconscious patterns that sabotage success * Tools for emotional regulation, nervous system clarity, and presence * Stephanie’s “Quantum Formula” for rewiring beliefs that no longer serve you
📚 Book Recommendation:“The Big Leap” by Gay Hendricks — A must-read on upper limits, identity shifts, and unlocking your Zone of Genius (this episode is the practical application of it!)
🔗 Resources & Links:* Connect with Stephanie: https://www.stephaniekwong.com * Learn about The Quantum Coaching Academy: https://www.theqca.com * Coaching & Sales Training with Sam: https://www.closeitnow.net/coaching
🤝 Let’s Connect:🌐 Website: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:The inner game is the sales game. When you change what you believe about yourself, everything else changes—your energy, your leadership, your results.
✨ If this episode shifted something for you, share it with your team, drop a review, or DM me your biggest takeaway. Let’s grow from the inside out.
⭐ Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review
The Trust Thermometer: How to Read Buyer Energy and Create Safety That ClosesIn this episode of the Sales Psychology Series, Sam Wakefield introduces the Trust Thermometer—a powerful tool to instantly gauge your buyer’s emotional state and build the safety they need to say yes.
Most salespeople think buyers say no because of money or logic. The truth? Buyers say no because they don’t feel safe yet. This episode teaches you how to feel the room, recognize cold vs. warm vs. hot energy, and adjust your approach in real time.
If you’ve ever walked out of a call thinking “They just weren’t ready,” this episode gives you the clarity and confidence to never guess again.
🔥 What You’ll Learn:* The 3 levels of buyer readiness: Cold, Warm, and Hot * What energy, tone, and body language really reveal * How to warm up skeptical or hesitant homeowners * The psychology of emotional safety in high-ticket sales * Tools for calming the room and leading with trust
🎧 This is emotional intelligence in action — not manipulation, but empathy-based sales mastery.
📞 Want to sell with calm confidence instead of pressure?
Coaching & Training → https://www.closeitnow.net/coaching
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
🌐 Website: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
In this episode, Sam Wakefield sits down with Ryan Fenn, founder and CEO of Chiirp, to unpack the powerful intersection of technology, faith, and service in the trades.
From repairing windshields to scaling an 8-figure SaaS platform used by thousands of contractors, Ryan shares the real story behind Chiirp’s rise—and how automation is changing the follow-up game forever.
If you’re in home services and struggling to keep up with follow-through, this episode will shift your mindset and your method.
🔑 What You’ll Learn:* Why Ryan started Chiirp (and how it almost didn’t happen) * The #1 follow-up mistake most contractors make * How automation + authenticity = scalable trust * The mindset shift that took Ryan from burnout to breakthrough * Faith, family, and leading with purpose in a performance-driven world
📲 Learn more about Chiirp → https://www.chiirp.com
💬 Want to build a follow-up system that actually closes?
Coaching & Training → https://www.closeitnow.net/coaching
⭐ Love the show? Leave a review →
https://g.page/r/CbfnnDqTCwQdEAE/review
🎯 What if you could instantly know how your buyer wants to be sold to—just by how they speak and show up in the home?
In this episode of the Close It Now: Sales Psychology Series, Sam Wakefield breaks down the Four Primary Buyer Archetypes and how to tailor your presentation to each one. This isn’t guesswork—it’s emotional intelligence applied in real time.
Learn how to sell smarter, build instant trust, and dramatically improve your close rate by understanding the human across from you.
🔍 In This Episode:* The 4 Buyer Types: Logical, Emotional, Skeptical, and Avoidant * How to spot them within the first 5 minutes of a conversation * The pacing, tone, and visuals that each type responds to * What NOT to do when facing a skeptical or avoidant buyer * Real-world scripts and phrasing tailored to each style * How to stay emotionally adaptable without losing structure
🧠 Why It Matters:Your product didn’t change—but your buyer did. Understanding how they make decisions is your new sales edge. It’s time to move beyond canned scripts and start closing with clarity, empathy, and precision.
💡 Want to work with Sam?🚀 Coaching & Training: https://www.closeitnow.net/coaching
🌐 Website: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
What does it take to rise from the bottom and build a winning mindset? In this episode, Sam Wakefield sits down with Marc Mason—entrepreneur, speaker, real estate investor, and voice for the next generation of men. Together, they dive into the psychology of sales, the power of personal transformation, and how to stay resilient when life knocks you down.
💥 Whether you're a new rep or seasoned closer, this conversation will reignite your belief in what's possible.
What You’ll Learn in This Episode:
- Why confidence is a choice—and how to rebuild it when it breaks
- The mindset shift that took Marc from broke to bold
- Tools for visualization, discipline, and staying in momentum
- How personal responsibility impacts sales results
- What it means to coach the next generation with purpose
🔥 You don’t need perfect circumstances—you need the right mindset.
Connect with Marc Mason on Instagram: @marcmasonofficial
—
📞 Work with Sam / Join the Close It Now Movement:
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
💬 Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review
The Buyer Isn’t Broken: Why Psychology Beats Tactics Every Time
🎙️ Sales Psychology Series | Episode 1
Most salespeople are trained to fix the wrong thing — the pitch, the pricing, the script — when the real issue is psychological misalignment. In this kickoff episode of the Sales Psychology Series, Sam Wakefield introduces three transformative tools: the Buyer Lens, the Emotional Buy Cycle, and the Trust Thermometer.
These frameworks will forever change the way you approach in-home sales by helping you read buyers faster, build trust without pressure, and align your energy with their decision-making process.
You’ll walk away seeing your homeowners in a whole new way — and finally understanding why even your “perfect” presentations sometimes fall flat.
🎯 In This Episode:
- Why most sales breakdowns aren’t tactical — they’re psychological
- The 3 invisible forces that shape buyer decisions
- How to reframe resistance as processing friction
- The emotional safety triggers that determine “yes” or “no”
- What top performers do differently to calibrate energy and build trust
📚 Series Goal:
To train high-performing salespeople to read, adapt, and serve real humans — not scripts. The Sales Psychology Series explores cognitive bias, communication types, neurodivergence, emotional states, and how psychology impacts decision-making across every phase of the sale.
📞 Ready to master the psychology of sales?
Coaching & Training → https://www.closeitnow.net/coaching
Join the Movement → https://www.closeitnow.net
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
What if the secret to building a 7-figure business wasn’t hustle—but alignment? In this episode, Sam sits down with Tomas Keenan to reveal how high-performance leadership starts with unshakeable standards, tactical habits, and letting go of what no longer serves your legacy.
What You’ll Learn in This Episode* How Tomas went from tools-in-hand technician to respected 7-figure leader * The difference between hustle-driven chaos and values-driven clarity * What it really means to “live your core values” in business * Why letting go of ego, tasks, and control is essential for scale * Tomas' framework for building teams that lead themselves * The mindset every service-based entrepreneur must adopt to grow
Resources & Links📚 Check out Tomas Keenan’s books:
https://www.amazon.com/stores/author/B09BSMCQC7
🎧 Listen to Tomas Keenan’s Podcast "GPS to Success":
https://www.tomaskeenan.com/podcast
🌐 Connect with Tomas: https://www.tomaskeenan.com/
🚀 Coaching & Training with Sam: https://www.closeitnow.net/coaching
⭐ Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review
Let’s Connect📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
🌐 Website: https://www.closeitnow.net
Final ThoughtThe moment you define your standards is the moment you stop chasing and start attracting. This episode is a wake-up call for every business owner stuck in the weeds. Step into your role as the leader your company is waiting for.
Have you been praised your whole life for being naturally good—but deep down know you’ve rarely gone all in? In this raw and revealing episode, Sam Wakefield shares the cost of living the 80% Life. If you've ever felt like talent became your ceiling instead of your launchpad, this one's for you.
You’ll learn:
- Why talent-driven success leads to complacency
- The hidden toll of “good enough” on growth and fulfillment
- Sam’s personal journey from coasting to full-capacity living
- How to break free from subconscious limitations
- What it really looks like to give 100%
💥 This episode will challenge you to let go of safety and finally meet your full potential.
—
Work with Sam / Join the Close It Now Movement:
Website: https://www.closeitnow.net
Coaching & Training: https://www.closeitnow.net/coaching
Instagram: https://www.instagram.com/therealcloseitnow
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Love the show? Leave a review:
https://g.page/r/CbfnnDqTCwQdEAE/review
Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVAC
In this powerhouse episode, Sam Wakefield interviews Chris Morin—HVAC educator, founder of HVAC Pro Blog, and author of Leadership in HVAC. They dive deep into what real leadership looks like in residential contracting: from training technicians with people skills to building a culture that scales with integrity.
If you lead a team, manage a shop, or want to grow into leadership, this episode is your blueprint.
What You’ll Learn in This Episode:
- What most HVAC companies get wrong about leadership
- The difference between managing and coaching
- How to develop techs into future leaders
- Chris’s framework for building a sustainable company culture
- Real-world challenges (and wins) from the field
Resources & Links:
📚 Get Chris Morin’s books on Amazon:
https://www.amazon.com/stores/Chris-Morin/author/B09BSMCQC7
📞 Work with Sam / Join the Close It Now Movement:
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
Let’s Connect:
DM Sam on Instagram or tag a teammate who needs to hear this message.
Final Thought:
The best HVAC companies aren’t built on equipment—they’re built on leadership. Don’t just run calls. Build people.
What if your talent has been holding you back?
In this powerful episode, Sam Wakefield reveals the hidden danger of being naturally gifted: when 80% effort brings results, it’s easy to settle for less than your true potential.
This conversation goes beyond performance—it’s about purpose, identity, and reclaiming the drive to show up fully. Sam shares his personal turning point and challenges you to ask: What could life look like if you finally gave 100%?
🎯 Episode Highlights:* Why talent without discipline becomes a trap * The long-term cost of cruising on “good enough” * How vices sneak in when we’re not living at full alignment * Sam’s 100% wake-up call in his 40s * Shifting from autopilot to intention and congruence * What it really feels like to play all out
📖 Recommended Reading:Good to Great by Jim Collins – because good is the enemy of great.
📞 Work with Sam / Join the Close It Now Movement:🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Final Thought & Call to Action:This episode is your invitation to stop settling and start leading your life—and business—from the inside out.
Share this episode with someone who’s been stuck at 80%.
Then leave a review and let the world know how this show is impacting you:
https://g.page/r/CbfnnDqTCwQdEAE/review
What happens when you stop asking if the homeowner will buy—and instead ask how you can best serve them after they do? In this episode, Sam Wakefield is joined by Dominic Caminata, CEO and founder of Grosso University, to talk all things sales certainty, performance psychology, and what it truly means to assume the sale.
Dominic shares the foundational beliefs that separate the average rep from the elite closer, including why confidence isn't optional—and how clarity drives conversion. If you’re ready to move from hesitant to high-performing, this conversation is your launchpad.
What You’ll Learn in This Episode:
- What it means to assume the sale—and why most reps get it wrong
- Why identity and mindset drive performance more than product knowledge
- How Grosso University transforms sales teams from average to elite
- The role of belief, consistency, and leadership in closing at scale
- Dominic’s own journey from rep to CEO—and the lessons along the way
Resources & Links:
📞 Work with Sam / Join the Close It Now Movement:
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
📌 Connect with Grosso University:
🌐 Website: https://www.grossouniversity.com
Final Thought:
The sale isn’t something you wait for. It’s something you own. When you assume the sale with service in your heart and certainty in your energy, homeowners feel it—and they say yes.
What if the biggest reason homeowners aren’t buying… is you’re not making it easy enough? In this episode, Sam Wakefield sits down with Chris Scoville of Improvifi to uncover the financing gap killing sales—and how to fix it fast.
What You’ll Learn in This Episode
- Why not offering financing is sabotaging your close rate
- How buyer psychology shifts when you remove price friction
- The truth about “sticker shock” and the psychology of payment plans
- How Improvifi is revolutionizing homeowner financing with lower barriers of entry
- Practical steps to integrate financing into every sales presentation
- Why this is the easiest marketing ROI boost you’ll ever get
Resources & Links
👉 Learn more or partner with Improvifi: https://improvifi.com
📧 Contact Chris: chris@improvifi.com
📞 Schedule a demo: https://improvifi.com/schedule
Let’s Connect
🌐 Website: https://www.closeitnow.net
🚀 Coaching & Training: https://www.closeitnow.net/coaching
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
Final Thought
If you’re not offering financing, you’re not in the game. It’s not just about closing more—it’s about serving better. Give homeowners a way to say yes without hesitation.
This is the moment where everything we’ve built in the Energy Series comes to life. The close isn’t a pitch—it’s a transfer of peace, certainty, and alignment. In this finale, we show you how to make every closing moment sacred, connected, and complete.
What You’ll Learn in This Episode* Why the close is the culmination of energetic alignment, not pressure * The brain science behind resolution and why clarity triggers trust * How to guide a buyer through the emotional-logical-emotional decision arc * The Trust Close and how to use identity and presence to earn the sale * What to say when homeowners hesitate—and how to create calm certainty * Why your nervous system is the most powerful closing tool you have * How to ask closing questions that invite trust, not resistance * Step-by-step guidance for closing conversations that feel grounded and real * A powerful wrap-up phrase that doesn’t sell—just serves
Resources & Links🚨 Want personal coaching? Visit closeitnow.net
📣 Group coaching is coming: Stay tuned for the Close It Now Mastermind
📦 TradeScale: Full-company systems integration with coaching & accountability
📍 D2D training event coming soon — details dropping soon!
💬 DM “COACHING” on Instagram @therealcloseitnow to get started
📚 Book Club is BACK – Grab Go for No! The Sequel → https://a.co/d/9yiY2M9
Let’s Connect💻 Website: http://www.closeitnow.net
📲 Instagram: @therealcloseitnow
👥 Join the FB Group: Close It Now
🎥 YouTube: Close It Now Sales Training
Final ThoughtYou’ve done the work—your energy is aligned, your presence is grounded, and the system is in place. The close isn’t a finish line, it’s a transfer of trust. Serve with certainty. Lead with calm. Close it now.
From rock bottom to leadership at the top—Ken Baden’s journey is one of redemption, grit, and building something that lasts. In this episode, we dig into why door-to-door is still the most powerful (and overlooked) marketing strategy in home services—and how to scale sales teams that win.
If you’ve ever been afraid to knock—or unsure how to build a canvassing culture—this one is a must-listen.
- What You’ll Learn in This Episode* Ken’s story of overcoming addiction and turning pain into power
- The real reason canvassing is still king in 2024
- How to build, train, and scale canvassing teams
- Why canvassing produces the highest ROI—and how to do it right
- When to use in-house production vs. subcontractors
- Leadership mindset, team retention, and the power of belief
-
Why most companies are missing massive opportunities at the door
-
Resources & Links* 🎧 Ken’s podcast: The Kitchen Table
- 🔗 Connect with Ken: @officialkenbaden
-
💼 Learn more at: badenconsulting.com
-
Let’s ConnectWebsite: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review
- Final Thought
“You’re one door away from your biggest deal, your best rep, or your next breakthrough. Don’t be afraid to knock.”
Before your pitch… before your logic… before your words even land—there’s energy.
This episode dives deep into energetic framing—how your presence and nervous system shape the entire sales experience before a single word is spoken.
You'll learn what it means to lead the room without saying a word, how to anchor the space with calm authority, and why your energy—not your script—is what buyers actually respond to.
We’ll cover:
- The psychology of energetic framing
- Tools to set the tone before you speak
- Frame-killing habits and how to fix them
- Real-world resets to regain leadership in tense moments
- Why sales resistance is often a regulation problem, not a price one
If you want to sell with less pressure and more presence, this episode will shift how you show up—because the strongest frame always wins.
📚 Resources & Links:
🧠 Learn more: https://www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review
“The buyer doesn’t follow your pitch—they follow your nervous system.”
Dru Fay is more than a barber—he’s a serial entrepreneur, brand builder, mentor, and community connector.
In this inspiring conversation, Sam Wakefield sits down with Dru to unpack how he built multiple businesses starting from behind the barber chair. From launching his first business as a teenager to creating a thriving barber brand, product line, and nonprofit, Dru embodies the entrepreneurial hustle mindset.
If you want to learn about true brand building, stacking vertical businesses, overcoming setbacks, and making every move intentional… this episode is your blueprint.
💡 What You’ll Learn:* Dru’s journey from car washes to barbering and beyond * Why mindset + consistency = unstoppable momentum * How to build multiple vertical business streams * What it means to “bet on yourself” and execute relentlessly * The lessons behind Dru’s “Mr. Make It Happen” nickname
📲 Connect with Dru Fay:
Instagram: https://www.instagram.com/faymousfades/
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Love the episode? Leave a review and help others grow:
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💬 Final Thought:
“You don’t have to wait to be great.
Start where you are, with what you have, and build relentlessly.”
Most reps listen to words.
Elite sales pros listen to energy.
In this episode of the Energy-Driven Sales Mini-Series, Sam Wakefield teaches you how to unlock the hidden layer of every sales conversation. Using the proven 3 Levels of Listening framework (inspired by Co-Active Coaching), you’ll learn to hear what buyers are feeling but won’t say out loud.
Discover how to shift from transactional selling to transformational conversations.
Learn how to read hesitation, tension, and readiness—and how to guide the buyer to safety so they close themselves.
💡 What You’ll Learn:* The 3 levels of listening every sales pro must master * Why most objections are silently decided before they’re spoken * The art of holding space and leading energy * Tools and exercises to develop global listening skills * The daily mindset practice that separates the top 1% from average reps
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💬 Final Thought:
“Stop listening to win.
Start listening to lead.”
Is digital marketing broken?
In this episode, Jonathan Bannister delivers a blunt and timely message for the home services industry: the digital marketing tactics that used to work… just don’t anymore.
We dive into the real reasons so many HVAC and home service companies are burning money on bad leads, weak branding, and agency fluff. Jonathan breaks down what actually works now—and how to build a lead flow that converts in today’s market.
This episode is equal parts wake-up call and playbook, packed with powerful insights for owners, marketers, and sales pros alike.
💡 What You’ll Learn:* Why traditional digital marketing is failing home service businesses * The biggest lies agencies keep selling (and why they don’t care) * How to build brand equity that lasts longer than your ad spend * What SEO and Google Ads miss—and how to fix it * Why content, trust, and strategy beat funnels and gimmicks * How to future-proof your lead gen with integrity and impact
📚 Jonathan’s New Book:
🔥 Fck Digital Marketing* – https://book.topservdigital.com/FDM
Follow @jonathanbannister and @topservdigital for launch details.
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🎫 Tickets are 50% off through the event!
👉 https://www.closeitnowbootcamp.com
💳 Financing available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Love the episode? Leave a review and share it forward.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💬 Final Thought:
“You don’t have a marketing problem. You have a trust problem.
Fix that—and the leads take care of themselves.”
Your buyer is already reacting—before you say a single word.
In this episode, we explore the neuroscience of energetic mirroring and how your internal state silently drives the entire sales conversation. If you’ve ever had a homeowner shut down, tense up, or resist you without explanation—this is the episode that explains why.
We’ll break down how mirror neurons work, why emotional energy transfers instantly, and how to shift your presence to lead the room with confidence and calm.
💡 What You’ll Learn: What energetic mirroring is and why it matters in sales * The science behind emotional transfer and mirror neurons * How to recognize when your buyer is reflecting your* energy * Quick reset tools to ground yourself before and during the call * How to lead the emotional tone of the appointment * Why presence—not pressure—is what closes the deal
🎟️ Relentless Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
👉 https://www.closeitnowbootcamp.com
💳 Financing: https://www.closeitnoweasypay.com
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Love the show? Leave a review and help others find it:
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💬 Final Thought:
“You don’t sell with your words—you sell with your state.
Show up steady, and they’ll show up ready.”
Doug C. Brown: How to Add $100K in Commissions with Metrics and Mindset
Guest: Doug C. Brown, CEO of CEO Sales Strategies
How much commission are you leaving on the table?
In this episode, Doug C. Brown reveals the sales systems, KPIs, and mindset shifts that can help any rep add $100K+ in predictable commission income—without grinding harder.
Whether you’re an individual contributor, sales leader, or business owner, this conversation will help you connect the dots between numbers, behavior, and repeatable results.
Doug shares the exact structure he’s used to help generate over $500M in sales, along with the daily disciplines that separate pros from performers who just get lucky.
What You’ll Learn in This Episode:
- How to add $100K in commissions by managing the right numbers
- The most overlooked KPIs that impact your close rate
- Why mindset determines income more than experience
- The daily rituals top producers actually follow
- The connection between metrics, belief, and buyer trust
- How to reverse-engineer any income goal into a plan
📚 Recommended Reading:
Win-Win Selling by Doug C. Brown
👉 https://a.co/d/298dd5C
Doug's podcast episode referenced in this episode: https://ceosalesstrategies.com/sales-and-business-mental-game/
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
👉 https://www.closeitnowbootcamp.com
💳 Financing available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“You don’t need to work more—you need to measure smarter and lead your mindset.
That’s where predictable income begins.”
What if the real difference between average and elite performers…
isn’t intensity—but consistency?
In this episode, Sam Wakefield shows you how to build the routines, rituals, and internal systems that let you show up at your best—especially on the days you don’t feel like it.
You’ll learn the exact process top performers use to reset their energy between calls, how to manage your state on purpose, and how to anchor into your peak emotional energy anytime using a simple NLP technique.
Whether you’re in a slump or just ready to raise your floor—this episode gives you the tools to stay consistent, steady, and sharp.
What You’ll Learn in This Episode:
- Why motivation and hype eventually fail
- The difference between performing and preparing
- How to build an energy system for repeatable success
- The truth about emotional posture and how it affects trust
- How to set and use an anchor to access your best self on command
- What pros do to recover when the day falls apart
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
👉 https://www.closeitnowbootcamp.com
💳 Financing available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“You don’t need motivation. You need rhythm.
Because your best self isn’t something you find—it’s something you anchor.”
After 25 years as a carpenter, Brian O’Boyle did something bold:
He started completely over—in HVAC sales.
In this episode, Sam Wakefield sits down with Brian to unpack the highs, lows, and lessons from his first year in the industry. From imposter syndrome to breakthrough moments, Brian shares the real, unfiltered story of what it’s like to enter HVAC sales with no background, a heavy Irish accent, and a whole lot of heart.
Whether you’re new to the trades, training new reps, or just need a reminder of how far mindset can take you—this conversation is pure gold.
What You’ll Learn in This Episode:
- What it’s like to leave the tools and pick up the tablet
- How Brian overcame anxiety, doubt, and culture shock
- The learning curve of HVAC sales as a former tradesman
- Why honesty and vulnerability help you build trust faster
- How Brian closed over $450K in his first year—with no prior sales experience
- What’s next for him as he prepares to attend Relentless
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
👉 https://www.closeitnowbootcamp.com
💳 Payment plans available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“You don’t need decades of experience to succeed in sales.
You just need belief, support, and the guts to start.”
Transferring Certainty: How to Lead Buyers Without Pressure or Pushback
Energy-Driven Sales Series – Episode 4
Most reps try to close the deal by talking more, pushing harder, or justifying value.
Top closers? They move the buyer by doing something far more powerful: transferring belief.
In this episode, Sam Wakefield breaks down how to lead with calm, grounded certainty—so the buyer can finally relax and say yes. Learn how to project clarity, trust, and conviction without hype or pressure.
This is the invisible skill that changes everything in the home: how to lead with energy, not emotion—and let your belief do the selling.
What You’ll Learn in This Episode:
- What “certainty” really means in the sales process
- How to move buyers without forcing the conversation
- The nervous system shift that makes people feel safe enough to buy
- Posture, language, and tone changes that transfer belief
- Simple grounding rituals to reset your energy before every call
- What happens when certainty is missing—and how to fix it fast
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
A masterclass in sales, systems, and becoming a true professional in the field.
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
Step into the version of you who closes with calm confidence.
👉 https://www.closeitnowbootcamp.com
💳 0% interest financing available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“People don’t buy products—they buy belief.
And belief starts with how you show up.”
The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your Pipeline
Guest: Christian Moore
What if one handwritten letter could close the deal, generate referrals, and turn your install into a reputation machine?
In this episode, Sam Wakefield sits down with Christian Moore—a rising sales leader who used a personal, simple, and powerfully intentional close to separate himself from the noise.
They break down the psychology of The Letter Close, how to plant seeds for referrals before the sale is even done, and what it means to truly “be someone worth buying from.”
If you’ve ever felt stuck, slow, or forgotten after the quote—this episode will change the way you look at every install and every conversation.
What You’ll Learn in This Episode:
- The story behind The Letter Close—and how it led to an immediate deal
- How to position yourself for referrals before you leave the home
- Why personal touches still dominate in a digital-first world
- What to do when momentum slows and you need to reignite your pipeline
- How to create inbound leads through 6-pack introductions
- Why trust, timing, and presence still matter more than tech or pricing
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off right now through the event!
No code needed. Grab your seat and invest in the version of you who closes with confidence.
👉 https://www.closeitnowbootcamp.com
💳 0% interest financing available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
"You don’t need a complicated close—you need one moment of trust, done right."
Energetic Awareness & Emotional Leadership: How to Lead the Room Without Saying a Word
Energy-Driven Sales Series – Episode 3
What if the most powerful thing you could do in a sales call… is stay calm?
In this episode, Sam Wakefield explores one of the most overlooked skills in high-performance selling: the ability to read the emotional tone of the room and lead with presence—not pressure.
You'll learn what it means to lead the buyer’s energy, how to ground yourself when conversations get tense, and how calm confidence closes more than clever words ever will.
If you've ever felt thrown off by distracted buyers, awkward moments, or emotional tension… this is your guide to becoming the calmest, most trusted person in the room.
What You’ll Learn in This Episode:
- The difference between situational and energetic awareness
- How to lead the emotional rhythm of the conversation
- 3 phrases to shift buyer energy without sounding scripted
- Grounding rituals to use before, during, and after the appointment
- The cost of reactive selling—and how to avoid it
- Why the calmest person in the room wins more often than the loudest
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
Buy now and lead the version of yourself who closes with calm, confident energy.
👉 https://www.closeitnowbootcamp.com
💳 0% interest financing: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
“You don’t lead with what you say.
You lead with how you show up.
That’s emotional leadership. That’s energetic awareness.
And that’s what separates amateurs from pros.”
Most people think sales success is about pressure, personality, or being naturally persuasive. But the truth? When the moment comes, you don’t rise to the occasion—you fall to the level of your training.
In this episode, Sam Wakefield and elite sales coach Doug Wyatt dig into what actually creates consistent results in sales: discipline, identity, and reps. This isn’t a hype conversation—it’s a real-world look at how top performers lead with calm, clarity, and confidence under pressure.
What You’ll Learn in This Episode:
- Why motivation fades but discipline sticks
- How top reps train their nervous systems, not just their scripts
- What emotional regulation has to do with higher close rates
- Why “one week ahead” thinking changes the sales game
- How to make your training stick, even when things get hard
- The difference between sounding confident and being confident
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 BOGO tickets extended through the event!
Buy one ticket, bring someone who needs to grow with you—for FREE.
Reserve your seat now: https://www.closeitnowbootcamp.com
💳 0% interest financing available: https://www.closeitnoweasypay.com
Connect with Doug: https://www.synergylearningsystems.net/
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
"You don’t rise to the occasion. You fall to your level of training."
If you’re ready to stop winging it and start winning consistently—this is where it begins.
What Is a Container (and Why Every Sale Needs One)
Energy-Driven Sales Series – Episode 2
If you've ever felt like the buyer ran the show, the energy was off, or the conversation fell flat… this episode is for you.
In part two of the Energy-Driven Sales series, Sam Wakefield introduces a powerful yet often overlooked skill in sales: the container. This invisible element either creates trust and flow—or chaos and resistance. And whether you realize it or not, you're already setting one… the question is, are you doing it intentionally?
This episode breaks down what a container really is, how it works, and why it’s the foundation of every high-trust, high-conversion sales conversation. Sam also shares real stories from the field, actionable tips for setting the space, and the brain science behind how to lead the room like a true pro.
What You’ll Learn in This Episode:
- What a container is and how it shapes every sales interaction
- The 3 types of containers: physical, emotional, and verbal
- Why mirror neurons and nervous system cues impact trust
- How to regulate your energy to guide the buyer’s mindset
- How to shift from accidental to intentional influence
- Practical language and posture tips to take control with confidence
- Why controlling the space starts the moment you arrive—not at the close
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 BOGO tickets extended through the event!
Buy one, bring your teammate or business partner for FREE.
Lock in your spot now at: https://www.closeitnowbootcamp.com
💳 0% interest financing available: https://www.closeitnoweasypay.com
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
"Sales isn't about forcing a close—it’s about creating the space where a yes can show up naturally." – Sam Wakefield
👉 Enjoyed this episode? Share it with a teammate or tag @therealcloseitnow on social. And don’t forget to subscribe, leave a review, and keep showing up as someone worth buying from. Let’s grow together.
📲 Let’s Connect!
🔗 Website: https://www.closeitnow.net
📱 Instagram: https://www.instagram.com/therealcloseitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
Think Bigger, Sell Bigger: The Mindset Behind Massive Sales Growth | Jeremy Mitchell (Sales Pride)
Connect with Jeremy:
🔗 Website: https://www.salespridecoaching.com
📱 Instagram: https://www.instagram.com/salespridecoach
If you’ve ever felt stuck in a sales rut, wondered how to break through income plateaus, or wanted to tap into the mindset that drives top 1% performers, this episode is your wake-up call.
In this powerhouse conversation, Jeremy Mitchell, founder of Sales Pride and a former top earner at Leaffilter, unpacks the psychology, strategies, and Law of Attraction principles that took him from struggling car salesman to coaching home service pros to millions. We’re talking real transformation — not just in sales, but in life.
From his journey through Tony Robbins’ events to mastering one-call closes at premium prices, Jeremy reveals how to think bigger, sell bigger, and live bigger. This isn’t about tactics alone — it’s about rewiring your brain for abundance and serving clients at a higher level.
If you’re ready to stop chasing deals and start attracting success, this one’s for you.
📌 What You’ll Learn in This Episode:
✅ How to shift from price-based selling to results-based mastery
✅ The 3 pillars to master any skill (and how Jeremy built Sales Pride on them)
✅ Why “telling isn’t selling” — and how to ask questions that close deals
✅ The Law of Attraction in action: Writing your goals into reality (100 times a day!)
✅ How to reframe objections like “I need three bids” into wins
✅ The power of gratitude and alignment to unlock flow states
✅ Why serving others is the fastest path to personal abundance
✅ How to sell at higher prices without competing on discounts
This isn’t just sales talk — it’s a blueprint for leveling up your entire life.
You’ll walk away with actionable strategies and a mindset shift that can 2x, 5x, or even 10x your results.
🎟️ Want More of This Level of Insight?
🔥 The Close It Now Relentless Bootcamp is happening May 6–8, 2025 in Boston, MA!
Join us for 3 days of elite training in leadership, sales, systems, and the psychology of high-performance teams. This is where the industry’s top minds get sharpened.
👉 Secure your ticket now: https://www.closeitnowbootcamp.com
💳 Apply for 0% interest financing for up to 18 months: https://www.closeitnoweasypay.com
⭐ Leave a Review & Help More People Win
Your feedback helps this podcast reach more people who need to hear it.
👉 Leave a review on Google: https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
🔥 “You can have everything you want in life if you help enough other people get what they want.” — Zig Ziglar
Ready to stop playing small and start building a legacy? It starts with this episode.
Let’s go. 🚀
📲 Let’s Connect!
🔗 Website: https://www.closeitnow.net
📱 Instagram: https://www.instagram.com/therealcloseitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
Lead the Space, Lead the Sale: How to Set the Container
Most salespeople are trying to close deals without ever setting the stage for success.
This episode flips that on its head.
We’re diving into the concept of the container—a powerful leadership tool that creates clarity, safety, and trust before the sales conversation even begins. When you know how to set the container, objections decrease, energy flows, and the buyer follows your lead naturally.
If you’ve ever struggled with buyers taking control, getting “weird” energy during appointments, or feeling like your sales are inconsistent—this is the missing piece.
📌 What You’ll Learn in This Episode:
✅ What a container actually is (and how to use it)
✅ The brain science behind trust and clarity
✅ The 4 elements of a powerful container
✅ What happens when you skip this critical step
✅ How to lead energy instead of chasing it
✅ Why "You don’t close a sale—you open a space for trust, clarity, and commitment."
This isn’t sales theory—it’s leadership mastery.
🎟️ Want to Experience This LIVE?
🔥 Join me at the Close It Now Relentless Bootcamp – May 6–8, 2025, in Boston, MA!
3 Days. Sales Psychology. Leadership. Systems. Mastery.
👉 Get your ticket now: https://www.closeitnowbootcamp.com
💳 Finance your ticket at 0% interest for up to 18 months: https://www.closeitnoweasypay.com
⭐ Leave a Review & Help More People Win
Let’s get this message out to the world.
👉 Drop a review on Google: https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
🔥 Most reps are trying to close a sale.
Top performers open a space where the sale closes itself.
Lead the space, and you’ll lead the sale.
Let’s go. 🚀
📲 Let’s Connect!
🔗 Website: https://www.closeitnow.net
📱 Instagram: https://www.instagram.com/therealcloseitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
🔥 Why People Really Buy: Sales Psychology with Wizard of Ads’ Ryan Chute
Connect with Ryan: https://www.ryanchute.com
Follow Ryan on Instagram: https://www.instagram.com/wizardryandchute
If you’ve ever wondered why people truly buy — beyond just price, features, or urgency — this episode is going to flip your perspective.
In this deep-dive conversation, Ryan Chute from Wizard of Ads breaks down the psychology behind buying decisions, how identity and messaging drive conversion, and why most companies are “advertising to survive” rather than building a brand that thrives.
We go deep on the difference between transactional vs. relational marketing, how to create emotional resonance, and the exact science of becoming the business customers trust — and talk about.
If you’re tired of selling with discounts and are ready to build long-term, brand-driven dominance, this one’s for you.
📌 What You’ll Learn in This Episode:
✅ Why buyers are driven by identity, not just needs
✅ The dangerous difference between attention and trust
✅ How to deliver delight and unlock loyalty (without a referral program)
✅ Why advertising is “the tax for being unremarkable”
✅ The science behind oxytocin, dopamine, and buying behavior
✅ What friction is costing your business behind the scenes
✅ How relational selling beats transactional hustling every time
✅ Why most companies are stepping over $100 bills to pick up fives
This isn’t marketing theory — it’s messaging mastery.
You’ll walk away with new eyes for how you sell, lead, and brand your business.
🎟️ Want More of This Level of Insight?
🔥 The Close It Now Relentless Bootcamp is happening May 6–8, 2025 in Boston, MA!
Join us for 3 days of elite training in leadership, sales, systems, and the psychology of high-performance teams. This is where the industry’s top minds get sharpened.
👉 Secure your ticket now: https://www.closeitnowbootcamp.com
💳 Apply for 0% interest financing for up to 18 months: https://www.closeitnoweasypay.com
⭐ Leave a Review & Help More People Win
Your feedback helps this podcast reach more people who need to hear it.
👉 Leave a review on Google: https://g.page/r/CbfnnDqTCwQdEAE/review
💡 Final Thought:
🔥 People don’t buy because of what you say — they buy because of how you make them feel.
Want to stand 600 feet above your competition? It starts here.
Let’s go. 🚀
You’re Not an Imposter—You’re Growing Into the RoleHave you ever looked around and wondered, “Who let me in the room?”
You’re not alone—and you’re not an imposter.
In this vulnerable and powerful episode, Sam Wakefield tackles the all-too-common struggle of imposter syndrome. Whether you're new to leadership, stepping into a higher level of sales, or launching something bold—this message is for you.
We unpack why high achievers feel imposter syndrome the most, what brain science says about this emotional resistance, and how to shift your mindset from fear to confidence.
Because the truth is:
You didn’t get lucky. You showed up. You put in the work. You’ve earned this seat.
📌 What You’ll Learn in This Episode: ✅ What imposter syndrome really is—and why it often hits hardest after a win
✅ The neuroscience behind why our brain fights growth and new identity
✅ How to shift from “I hope I’m enough” to “I’m here to help them win”
✅ The reason feeling unqualified is often proof you’re the right person
✅ Two affirmations that will help anchor you when self-doubt creeps in:
“I’ve put in the work. I’ve earned this seat. I may not know it all—but I’m ready to grow into what’s next.”
“I’m here to help them win—not to prove that I’m enough.”
🎟️ Ready to Step Into Your Next Level?
🔥 Close It Now: Relentless – The Ultimate Sales Transformation
🗓️ May 6–8, 2025 | South Boston, MA
👉 Tickets & Details: http://www.closeitnowbootcamp.com
👉 Financing Options (0% for up to 18 months): http://www.closeitnoweasypay.com
⭐ Leave a Review & Help Someone Else Push Through
If this episode spoke to you, share it—and leave a review so others can find it. Your voice helps build the community.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
📲 Let’s Stay Connected
🔗 Website: http://www.closeitnow.net
📱 Instagram: https://www.instagram.com/therealcloseitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow
🎯 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
You don’t need to prove that you belong.
You do belong.
This moment isn’t too big for you—it’s just your next level calling.
Hit play. Then answer the call. 🚀
I am the imposter.
🔥 You Don’t Have a Sales Problem—You Have a Systems Problem
w/ Tim Roberts, CEO of Scale It Now
Most companies think they need more leads…
But in reality, they need stronger systems.
In this episode, I sit down with Timothy Roberts, the master integrator behind Scale It Now—the expert Fortune 500 companies turn to when they’ve plateaued, burned out, or simply outgrown their own infrastructure. From the Red Crossto the Boy Scouts of America, Tim has retrenched and restructured countless household names, and today he’s dropping the blueprint for how YOU can scale smarter.
We unpack the hidden bottlenecks killing your growth, why adding more salespeople doesn’t fix your sales problem, and the real difference between growth and scalable success.
If you’ve ever said “we’re doing okay, but I feel stuck,” this episode is going to change your business life.
📌 What You’ll Learn in This Episode: ✅ Why your lack of systems—not sales—is the real problem
✅ How to recognize when your business is growing… but not scaling
✅ Why hustle becomes your enemy without structure
✅ The danger signs that show up before a business breakdown
✅ The real difference between “CEO” thinking and “sales leader” thinking
✅ How to restructure without starting over
✅ What to do when you become the bottleneck in your own business
This isn’t about just doing more—it’s about doing what works.
Let this be your systems breakthrough.
🎟️ Ready to Scale Smarter?
🔥 The Close It Now Relentless Bootcamp is happening May 6–8, 2025 in Boston, MA!
Join the elite in the home services industry for 3 days of immersive sales and leadership transformation. We're going deep into high-performance sales, systems, mindset, and how to finally break through.
👉 Secure your ticket now: https://www.closeitnowbootcamp.com
💳 Apply for 0% interest financing for up to 18 months: https://www.closeitnoweasypay.com
⭐ Leave a Review & Help More People Win
This episode could be the answer someone’s been looking for.
Share it. Leave a review. Spread the word.
👉 Leave a review on Google: https://g.page/r/CbfnnDqTCwQdEAE/review
📲 Let’s Connect!
🔗 Website: https://www.closeitnow.net
📱 Instagram: https://www.instagram.com/therealcloseitnow
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
👥 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
🔥 Scaling isn’t about doing more. It’s about doing what works—on purpose.
This episode is your roadmap to restructuring, realigning, and finally breaking through the ceiling.
Let’s get to work.
Press play and let’s go. 🚀
🔥 The Close It Now Manifesto: The 10 Codes That Will Redefine Sales Forever
Ever wonder why some sales pros dominate while others struggle?
It’s not luck—it’s how they think, act, and execute.
In this episode, we’re unveiling the 10 unbreakable codes that separate elite closers from the amateurs. These are the principles that high performers live by—the ones that create certainty, influence, and effortless sales.
If you’re tired of hearing “I need to think about it” or struggling to control the sales process, this episode will give you the exact framework to command attention, earn trust, and close deals like never before.
📌 What You’ll Learn in This Episode:
✅ The 10 unbreakable codes that define the Close It Now movement
✅ Why most salespeople fail—and how to break free from the cycle
✅ The secret to getting buyers to chase you instead of resisting
✅ How to create certainty before the close even happens
✅ The real difference between selling and leading
✅ How to control the conversation from the first second
✅ The mindset shift that separates six-figure earners from everyone else
This isn’t just sales training—it’s the new standard.
📖 Book Recommendations from This Episode:
💡 Never Split the Difference – Chris Voss
💡 Go For No – Richard Fenton & Andrea Waltz
💡 Pitch Anything – Oren Klaff
💡 The Psychology of Influence – Robert Cialdini
🎟️ Ready to Transform Your Sales?
🔥 The Close It Now Relentless Bootcamp is happening May 6-8, 2025, in Boston!
This is where top sales pros come to level up. If you’re serious about mastering sales, influence, and high-performance closing, this is your event.
👉 Secure Your Spot Now: www.closeitnowbootcamp.com
⭐ Leave a Review & Help More People Win
If this episode hit home, drop us a review and share your biggest takeaway! Your feedback helps more people close more deals, more easily.
👉 Leave a Google Review: https://g.page/r/CbfnnDqTCwQdEAE/review
📲 Let’s Connect!
🔗 Website: www.closeitnow.net
📱 Instagram: @therealcloseitnow
💼 LinkedIn: Close It Now
🎯 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
🔥 The game has changed. The Close It Now movement is the future.
Master these 10 Codes, own your influence, and close like never before.
Are you ready? Hit play and let’s go. 🚀
Imagine being on the verge of getting fired—then, just months later, becoming the top salesperson in your company. That’s exactly what happened to Josh Baca. In this episode, we break down the critical mindset shift that took him from struggling tech to elite comfort advisor on track for $4M in sales this year.
What You’ll Learn in This Episode:✅ The mental barriers that hold techs back from sales success
✅ The key mindset shifts that separate high performers from the rest
✅ How Josh transformed his approach and skyrocketed his results
✅ The real difference between being a technician and a true comfort advisor
✅ Why most people fail in the transition—and how to avoid it
Resources & Links:🎟️ Join me at Close It Now Relentless: The Ultimate Sales Transformation – www.closeitnowbootcamp.com
⭐ Leave a Google Review – https://g.page/r/CbfnnDqTCwQdEAE/review
🔥 Get One-on-One Coaching & Training – www.closeitnow.net
Let’s Connect:🔗 Website: www.closeitnow.net
📲 Facebook Group: https://www.facebook.com/groups/closeitnow
📩 Instagram: https://www.instagram.com/therealcloseitnow/
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought:Josh’s story is proof that success is a decision. If you’ve ever doubted your ability to transition into sales—or if you’re already in sales but struggling—this episode will give you the blueprint for transformation. Listen now and start leveling up! 🚀
Ever wonder why you keep running into the same sales objections? It’s not a coincidence—it’s YOU. In this episode, we’re exposing the Sales Mirror Effect and breaking down how your own doubts, fears, and mindset create the very objections you dread the most. If you’re tired of hearing “I need to think about it” or “I need three bids,” it’s time to face the truth and fix the problem where it really starts.
📌 What You’ll Learn in This Episode:
✅ The subconscious signals you’re sending that invite objections
✅ Why top performers rarely hear “I need to think about it”
✅ The power of confidence, certainty, and how to train your mindset to close effortlessly
✅ A simple framework to shift your energy and attract buyers instead of pushback
🎟️ Ready to Transform Your Sales?
The Close It Now Relentless Bootcamp is happening May 6-8, 2025 in Boston. This is where top sales pros come to level up. Don’t miss it!
👉 Secure Your Spot Now: www.closeitnowbootcamp.com
⭐ Leave a Review & Help More People Win
If this episode hit home, drop us a review and share your biggest takeaway! Your feedback helps more people close more deals, more easily.
👉 Leave a Google Review: https://g.page/r/CbfnnDqTCwQdEAE/review
📲 Let’s Connect!
🔗 Website: www.closeitnow.net
📱 Instagram: @therealcloseitnow
💼 LinkedIn: Close It Now
🎯 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
Sales is a reflection of YOU. Change your mindset, change your results. 🚀
What if you could increase your close rate, shorten the sales cycle, and build instant trust—all before you even set foot in a homeowner’s house? Video technology is changing the sales game, and those who ignore it are leaving serious money on the table.
What You’ll Learn in This Episode:
✅ Why video communication is the #1 trust-building tool in home services sales
✅ How companies using LiveSwitch are crushing their competition with real-time video solutions
✅ The biggest mistakes salespeople make when leveraging video—and how to avoid them
✅ Simple ways to integrate video into your follow-ups, presentations, and pre-appointment process to get homeowners to say yes faster
✅ The future of sales technology and why adapting now will put you ahead of the curve
Resources & Links
LiveSwitch Website: https://www.liveswitch.com/
🔥 Get your ticket to Close It Now Relentless: The Ultimate Sales Transformation! This event will teach you next-level strategies to dominate sales, scale your business, and become a top performer. Reserve your spot now at: www.closeitnowbootcamp.com
📝 Leave a 5-star Google review! Your feedback helps us continue to bring you the best sales training in the industry. Drop a review here: https://g.page/r/CbfnnDqTCwQdEAE/review
🎯 Connect with me for coaching, training, and more:
🌐 Website: www.closeitnow.net
📲 Instagram: https://www.instagram.com/therealcloseitnow/
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
📢 Facebook Group: https://www.facebook.com/groups/closeitnow
Final Thought
The future of sales is here, and those who embrace video technology will dominate their market. Are you ready to sell smarter, not harder? Tune in now and start making video a powerful tool in your sales arsenal!
What if you could close more deals without ever feeling like you're closing? In this episode, I reveal the secret behind The Invisible Close—a powerful technique that gets homeowners to sell themselves on your solutions. Say goodbye to resistance, objections, and pressure-filled closes, and start closing more effortlessly!
What You’ll Learn in This Episode:
✅ How the Permission Stack builds trust and eliminates pushback
✅ Why traditional closing tactics create friction (and what to do instead)
✅ The psychology behind micro-commitments and seamless sales conversations
✅ How to guide homeowners to their own buying decision—without “selling”
✅ A game-changing strategy that will instantly increase your close rate
🔥 Close It Now Relentless: The Ultimate Sales Transformation – May 6-8, 2025
Ready to take your sales game to the next level? Close It Now Relentless is the premier event for high-performance sales training, designed to transform how you sell forever. Secure your spot now at www.closeitnowbootcamp.com
Resources & Links:
🔗 Visit our website to learn more about the coaching programs or to have Sam speak at your next event: www.closeitnow.net
⭐ Leave a Google Review for Close It Now: https://g.page/r/CbfnnDqTCwQdEAE/review
📩 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
Let’s Connect:
📸 Instagram: https://www.instagram.com/therealcloseitnow/
💼 LinkedIn: https://www.linkedin.com/in/closeitnow/
Final Thought
The best closes don’t feel like closes at all. When you master The Invisible Close, homeowners won’t just say yes—they’ll feel like it was their idea all along. Tune in, implement, and start closing with ease today!
🔥 The Property Manager vs. HVAC War: Why They Hate Each Other & How to Fix It
Property managers and HVAC companies are supposed to work together—but let’s be real, it’s usually a nightmare. HVAC pros think property managers are cheap, slow, and unreasonable. Property managers think HVAC companies are overpriced, unreliable, and impossible to deal with.
So what’s the truth? And more importantly—how do we fix it?
In this episode, I sit down with Jason Hull of DoorGrow to break down the biggest friction points between these two industries and reveal how they can actually work together profitably without all the drama.
🔥 What You’ll Learn in This Episode:
✅ Why HVAC companies hate working with property managers (and vice versa)
✅ The biggest mistakes both sides make that cause unnecessary friction
✅ How to create win-win partnerships that actually work long term
✅ The secret to getting property managers to pay more and value your service
✅ How property managers can secure better HVAC relationships for less stress and higher efficiency
Property managers need HVAC companies. HVAC companies need property managers. It’s time to cut through the nonsense and fix this broken relationship once and for all.
Guest Contact:
Instagram: https://www.instagram.com/kingjasonhull/
https://doorgrow.com
🔥 Resources & Links:
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: The No B.S. Guide to Property Management
🚀 Coaching & Training: Ready to close more deals and maximize your HVAC sales? Visit www.closeitnow.net for training, coaching, and free resources.
🔥 Let’s Connect:
🔹 LinkedIn: https://www.linkedin.com/in/closeitnow/
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
The battle between HVAC companies and property managers doesn’t have to exist—but it will until both sides decide to fix it. What’s your experience? Drop a comment or send me a message—I’d love to hear your take!
🚨 The Elephant in the Room: Why Talking Money Too Soon Kills Your Sales 🎪🐘Price is the biggest distraction in any sales conversation. Mention it too soon, and the homeowner stops thinking about value and starts fixating on cost. Suddenly, their focus shifts from "How will this improve my home?" to "Can I get this cheaper elsewhere?"
In this episode, we break down the Price Circus Elephant—why price resistance happens, how to control the conversation, and exactly when to introduce money so it feels like an investment, not an expense.
What You’ll Learn in This Episode:🔥 Why bringing up price too early derails the entire sale
🎯 The psychology behind how homeowners process pricing
💰 The right moment to introduce cost to eliminate resistance
💡 How to keep control when homeowners ask about price too soon
🚀 The proven word tracks top closers use to frame pricing the right way
Resources & Links:🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: Pitch Anything by Oren Klaff
🚀 Coaching & Training: Ready to close more deals? Visit www.closeitnow.net for coaching, training, and free resources.
Let’s Connect:🔹 LinkedIn: https://www.linkedin.com/in/closeitnow/
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:The way you introduce price can make or break your deal. Are you controlling the conversation, or is the Price Circus Elephant running wild? Send me a message or drop a comment—I want to hear how this strategy works for you!
Top performers don’t just show up—they train, think, and execute at an elite level. In Part 1 of this powerhouse conversation with Doug Wyatt, we explore the mindset and daily routines that drive massive success. Whether you’re struggling with consistency or looking to reach the next level, this episode lays out the blueprint for winning in sales and life.
We’ll cover how to build an unstoppable mindset, why morning routines dictate your outcomes, and why entitlement is the enemy of success. Plus, we break down the psychology of elite performers, decision-making strategies, and the powerful impact of self-discipline.
What You’ll Learn in This Episode:
🔥 How top sales performers train, think, and execute at a higher level
🔥 Why “Must Be Nice” is a dangerous mindset and how to eliminate entitlement
🔥 The daily routines and rituals that create lasting success
🔥 How to reframe challenges into opportunities for growth
🔥 A game-changing shift that will help you dominate sales and life
Resources & Links:
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now!
📖 Recommended Reading: The Slight Edge by Jeff Olson, Atomic Habits by James Clear
🚀 Coaching & Training: Ready to level up? Visit www.closeitnow.net for sales training, coaching, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform.
Let’s Connect:
🔹 LinkedIn: https://www.linkedin.com/in/closeitnow/
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
Your results are a direct reflection of your mindset and habits. What’s one routine you can improve today that will take your game to the next level? Drop a comment or send me a message—I’d love to hear what changes you’re making!
Most salespeople focus on explaining why a customer should buy, but the true masters know it’s about getting the buyer to say it themselves. This episode unlocks the power of the question “But why though?”—a simple yet game-changing technique that shifts control of the conversation and gets homeowners to vocalize their own reasons for moving forward.
We’ll cover how to eliminate sales resistance, why buyer psychology is more important than your pitch, and how to use strategic questioning to turn objections into confirmations. If you’ve ever struggled with customers stalling or saying “I need to think about it,” this is the episode that will change the game.
What You’ll Learn in This Episode:
🔥 Why “But Why Though?” is the ultimate sales tool to eliminate objections
🔥 How to guide conversations so customers sell themselves
🔥 The psychology of decision-making and why what they say matters more than what you say
🔥 A proven framework to uncover true motivation and lock in commitment
🔥 The difference between pushing a sale and pulling the buyer into a decision
Resources & Links:
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: Pitch Anything by Oren Klaff, The Psychology of Selling by Brian Tracy
🚀 Coaching & Training: Ready to level up? Visit www.closeitnow.net for sales training, coaching, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform.
Let’s Connect:
🔹 LinkedIn: https://www.linkedin.com/in/closeitnow/
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
The best salespeople don’t push—they lead. What’s one way you can shift your conversations to get buyers to sell themselves? Drop a comment or send me a message—I’d love to hear how you’re applying this strategy!
Top performers don’t just show up—they train, think, and execute at an elite level. In Part 1 of this powerhouse conversation with Doug Wyatt, we explore the mindset and daily routines that drive massive success. Whether you’re struggling with consistency or looking to reach the next level, this episode lays out the blueprint for winning in sales and life.
We’ll cover how to build an unstoppable mindset, why morning routines dictate your outcomes, and why entitlement is the enemy of success. Plus, we break down the psychology of elite performers, decision-making strategies, and the powerful impact of self-discipline.
What You’ll Learn in This Episode:
🔥 How top sales performers train, think, and execute at a higher level
🔥 Why “Must Be Nice” is a dangerous mindset and how to eliminate entitlement
🔥 The daily routines and rituals that create lasting success
🔥 How to reframe challenges into opportunities for growth
🔥 A game-changing shift that will help you dominate sales and life
Resources & Links:
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now!
📖 Recommended Reading: The Slight Edge by Jeff Olson, Atomic Habits by James Clear
🚀 Coaching & Training: Ready to level up? Visit www.closeitnow.net for sales training, coaching, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform.
Let’s Connect:
🔹 LinkedIn: https://www.linkedin.com/in/closeitnow/
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
Your results are a direct reflection of your mindset and habits. What’s one routine you can improve today that will take your game to the next level? Drop a comment or send me a message—I’d love to hear what changes you’re making!
We’ve hit 200 episodes, and to celebrate, we’re giving you some of the most powerful word tracks in sales. The Three Ts—essential tools for objection handling, conversation control, and reframing—are your secret weapons to closing more deals with confidence.
And as a bonus? You’ll learn the $5000 Close, a simple yet game-changing word track that will completely shift how you handle price objections. If you’re ready to level up your sales game, this episode is a must-listen.
What You’ll Learn in This Episode:
🔥 The Three Ts and how they transform sales conversations
🔥 How to reframe objections and take control of the dialogue
🔥 The $5000 Close Bonus Word Track to eliminate price resistance
🔥 Why word tracks matter and how to internalize them for instant impact
🔥 How to use these strategies to increase your close rate immediately
Resources & Links:
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: Pitch Anything by Oren Klaff
🚀 Coaching & Training: Ready to close more deals? Visit www.closeitnow.net for coaching, training, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform, and leave a review if this episode brings you value!
Let’s Connect:
🔹 LinkedIn: https://www.linkedin.com/in/closeitnow/
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
The right word tracks can be the difference between struggling and dominating in sales. Which of the Three Ts will you start using first? Drop a comment or send me a message—I want to hear about your success!
Capabilities are the foundation that allows you to soar, both in life and business. In Episode 4 of the Roots and Wings series, we explore what it means to harness your capabilities—those innate and learned skills that empower you to take massive action and achieve success.
Join Jimmie Jayes and me as we dive into the four pillars of capabilities: awareness, resourcefulness, adaptability, and leadership. Learn how embracing these traits will propel your personal and professional growth, and leave you better equipped to face any challenge that comes your way.
What You’ll Learn in This Episode: 🔥 How to identify and develop your unique capabilities for success
🔥 The power of resourcefulness and how to build it
🔥 Why awareness and adaptability are critical for personal growth
🔥 Leadership principles that align with becoming your best self
🔥 How capabilities shape your long-term vision and decision-making
About Our Guest: Jimmie Jayes
Jimmie Jayes is an entrepreneur and business coach known for helping clients grow beyond limits they once thought impossible. His innovative approach to capabilities development has transformed companies, with one of his clients achieving over a billion dollars in sales within just eight years. Learn more about Jimmie's work at Fig and Eagle.
Resources & Links:
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: Think and Grow Rich by Napoleon Hill, Atomic Habits by James Clear
🚀 Coaching & Training: Ready to level up your sales game? Visit www.closeitnow.net for training, coaching, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform, and leave a review if this episode brought you value!
Let’s Connect: 🔹 https://www.linkedin.com/in/closeitnow/
🔹https://www.instagram.com/therealcloseitnow/
🔹 https://www.facebook.com/groups/closeitnow
🔹 https://linktr.ee/closeitnow
💡 Final Thought:
Capabilities unlock your potential. Once you recognize what you are capable of, there are no limits to what you can achieve. What’s one capability you want to strengthen this week? Drop it in the comments or send me a message—I’d love to hear how you're growing!
The hard sell is officially on life support, and storytelling has taken its place. In this episode, we explore why high-pressure tactics no longer work and how storytelling can revolutionize your sales game. Whether you're a seasoned pro or just starting out, mastering storytelling can turn hesitant prospects into eager buyers.
You’ll learn how stories influence decision-making, how to craft compelling narratives, and how to incorporate storytelling naturally into your presentations. If you're ready to move beyond outdated techniques and become someone worth buying from, this episode is your roadmap.
What You’ll Learn in This Episode:
🔥 Why the hard sell is losing its power
🔥 How storytelling builds trust and creates emotional impact
🔥 Simple frameworks to craft your own powerful sales stories
🔥 Types of stories that convert prospects into clients
🔥 Common storytelling mistakes and how to avoid them
Resources & Links:
🎟 Get your ticket to Close It Now Relentless: The Ultimate Sales Transformation event! www.closeitnowbootcamp.com
🚀 Coaching & Training: Ready to elevate your sales process? Visit www.closeitnow.com
📖 Recommended Reading: Building a StoryBrand by Donald Miller
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform and leave a review if this episode resonates with you!
Let’s Connect:
🔹 LinkTree: https://linktr.ee/closeitnow
🔹 Instagram: https://www.instagram.com/therealcloseitnow/
🔹 Facebook Group: https://www.facebook.com/share/g/14kjTu9c7x/
💡 Final Thought:
A great story leaves a lasting impact. What’s one story you’ll develop to transform your next presentation? Share it with me—I’d love to hear it!
Courage is the first of the two wings you need to take flight in both life and business. In Episode 3 of the Roots and Wingsseries, we uncover the vital role courage plays in moving past fear, overcoming challenges, and embracing discomfort to achieve lasting success. Whether you’re facing hesitation in sales, life, or leadership, this episode is your call to bold action.
We’ll explore why fear is often your greatest teacher, how courage is developed through daily action, and what separates those who succeed from those who stay stuck. If you’re ready to stop playing small and start making powerful moves, this episode is your blueprint for growth.
What You’ll Learn in This Episode:🔥 The true meaning of courage and how it drives success
🔥 How to overcome fear and embrace discomfort as a growth opportunity
🔥 Daily habits that build bravery and resilience
🔥 Stories of top performers who found success through courageous action
🔥 How to commit to becoming the version of yourself you need to reach your goals
Resources & Links:🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: Think and Grow Rich by Napoleon Hill, The Obstacle Is the Way by Ryan Holiday
🚀 Coaching & Training: Ready to level up your sales game? Visit www.closeitnow.com for training, coaching, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform, and leave a review if this episode brought you value!
Let’s Connect:🔹 LinkedIn: Sam Wakefield
🔹 Instagram: @therealcloseitnow
🔹 Facebook Group: Close It Now Sales Training
💡 Final Thought:Courage is not the absence of fear—it’s taking action despite it. What’s one bold move you’ll make today to step closer to your goals? Drop it in the comments or send me a message—I’d love to hear about your breakthrough!
Your belief about who you are determines your outcomes. In this episode, we dive deep into the power of identity, mindset, and personal standards in sales and life. If you’ve ever struggled to break through a plateau, this is the shift you need. We’ll explore how limiting beliefs hold you back, why your habits shape your identity, and how top performers redefine their self-image to create unstoppable success.
You don’t get what you want—you get who you are willing to become. Are you ready to transform your belief system and take control of your results? This episode will challenge your thinking, push your boundaries, and give you a roadmap to become someone worth buying from.
What You’ll Learn in This Episode:
🔥 Why your belief system controls your outcomes
🔥 The connection between identity and long-term success
🔥 How to rewrite limiting beliefs and replace them with empowering ones
🔥 The daily habits that shape top performers
🔥 The secret to making lasting changes that stick
Resources & Links:
Hook Agency: https://hookagency.com/
🎟 Join us at Close It Now Relentless: The Ultimate Sales Transformation! Get your ticket now at www.closeitnowbootcamp.com
📖 Recommended Reading: Think and Grow Rich by Napoleon Hill, Atomic Habits by James Clear
🚀 Coaching & Training: Ready to level up your sales game? Visit www.closeitnow.com for training, coaching, and free resources.
🔥 Follow & Subscribe: Never miss an episode! Subscribe to Close It Now on your favorite podcast platform, and leave a review if this episode brought you value!
Let’s Connect:
🔹 LinkedIn: Sam Wakefield
🔹 Instagram: @closeitnow
🔹 Facebook Group: Close It Now Sales Training
💡 Final Thought:
Success happens at the speed of implementation. What’s one thing you’ll take action on today? Drop it in the comments or send me a message—I’d love to hear about your breakthrough!
In part two of our Roots, Wings, and Leadership series with Jimmie Jayes, we dive deeper into the “roots” side of family and leadership—focusing on core values and the courage required to build anti-fragile kids and teams. We explore the importance of instilling lasting values over material wealth, how to create meaningful family legacies, and why core values must be lived, not just written. Jimmie and Sam discuss the essential role of connection, systems that make prioritizing family easier, and the real impact of setting clear non-negotiables. Tune in to learn how to avoid the pitfalls of hustle culture, raise resilient children, and ensure your values stand the test of time.
Guest Bio:
Jimmie Jayes is a renowned business coach and thought leader with a passion for empowering entrepreneurs to achieve extraordinary success. With a track record of guiding clients to unparalleled heights, one of Jimmie’s coaching clients has achieved over $1 billion in sales in less than eight years. Known for his innovative strategies and transformative insights, Jimmie helps leaders cultivate resilient teams, build impactful businesses, and create lasting legacies. Whether mentoring executives or speaking to audiences, Jimmie inspires others to think bigger, lead boldly, and make a meaningful difference in the world.
Connect with him here: https://figandeagle.com/
Host Bio:
Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam’s mission is simple: Be someone worth buying from.
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this episode of Close It Now, we dive deep into the changing landscape of the home services industry and why the days of the handshake deal are fading fast. Too many professionals have adopted a “sell at any cost” mentality, resorting to dishonesty and high-pressure tactics that ultimately erode trust and tarnish the reputation of the entire industry.
We discuss the critical importance of integrity and why doing the right thing—consistently and without compromise—is the only way to build a sustainable and successful business. With government regulations looming due to unethical practices, it's up to us to maintain professionalism and ensure our industry remains strong and independent.
Additionally, we tackle a hot topic: keeping politics out of the conversation. As home service professionals, our focus should be on serving customers, solving problems, and delivering value—not engaging in political debates that can alienate potential clients and harm relationships.
What You'll Learn in This Episode:
- Why the “sell at any cost” mindset is dangerous for long-term success.
- How integrity and honesty set you apart from the competition.
- The looming threat of government regulation and how to prevent it.
- The importance of keeping politics out of your sales conversations.
- Strategies to rebuild trust and create lasting relationships with homeowners.
Tune in to learn how to thrive in the evolving market while maintaining your reputation and delivering exceptional service.
Host Bio:
Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam’s mission is simple: Be someone worth buying from.
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this inspiring episode of Close It Now, Sam Wakefield teams up with Jimmie Jayes for a thought-provoking discussion on "Roots and Wings"—a philosophy that bridges family, business, and leadership.
Discover how to raise non-fragile kids who are deeply rooted in family values and empowered to be fearless world changers. Sam and Jimmie explore what it means to create a culture within your family, instilling a mindset of purpose, resilience, and belonging. They share actionable strategies for nurturing roots: emphasizing connection, loyalty, and shared values. Then, they shift to developing wings: empowering your children with the confidence, courage, and vision to make a difference in the world.
But this isn’t just about parenting. The same principles apply to leadership in business. Learn how fostering a strong foundation while empowering independence can drive success in your family, team, or organization.
Guest Bio:
Jimmie Jayes is a renowned business coach and thought leader with a passion for empowering entrepreneurs to achieve extraordinary success. With a track record of guiding clients to unparalleled heights, one of Jimmie’s coaching clients has achieved over $1 billion in sales in less than eight years. Known for his innovative strategies and transformative insights, Jimmie helps leaders cultivate resilient teams, build impactful businesses, and create lasting legacies. Whether mentoring executives or speaking to audiences, Jimmie inspires others to think bigger, lead boldly, and make a meaningful difference in the world.
Connect with him here: https://figandeagle.com/
Host Bio:
Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam’s mission is simple: Be someone worth buying from.
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this solo episode, Sam Wakefield dives deep into the mindset shift that separates top performers from the rest. It’s not just about setting goals—it’s about creating unshakable personal standards. While goals can feel like stopping points, standards become the foundation for unstoppable progress.
🔑 Key Takeaways:
- The hidden flaws in traditional goal-setting and how they limit your potential.
- Why personal standards create a higher baseline for success.
- The power of checkpoints: how to celebrate progress without losing momentum.
- How to identify and implement non-negotiable standards in your life and business.
- Real-world examples of how standards help you blow past your goals.
Sam challenges you to rethink your approach to success, embrace the mindset of high achievers, and set a new trajectory for your personal and professional growth.
🎙 Perfect For You If:
- You’ve ever felt stagnant after hitting a goal.
- You want to create lasting habits that align with your vision.
- You’re ready to push your limits and achieve more than you thought possible.
🚀 Tune in now and learn how to ditch the goal trap, set higher standards, and achieve beyond what you ever imagined.
🎧 Don’t forget to subscribe, leave a review, and share this episode with someone ready to raise their standards and break through their limits!
Host Bio:
Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam’s mission is simple: Be someone worth buying from.
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this transformative episode of Close It Now, we dive deep into the psychology of rejection with Andrea Waltz, co-author of the groundbreaking book Go for No! Yes is the Destination, No is How You Get There. Andrea brings her unique perspective on how sales professionals can redefine their relationship with 'no' to unlock their true potential.
What you'll learn in this episode:
- Why 'no' is not the enemy but a stepping stone to 'yes.'
- Practical strategies for building resilience in the face of rejection.
- How shifting your mindset can lead to fearless selling.
- Tools and techniques to transform 'no' into a powerful motivator for success.
Key Takeaway: Success in sales isn't about avoiding rejection—it's about embracing it as a critical part of the process. Andrea’s insights will help you reframe your thinking and transform how you approach every sales conversation.
Listen in to uncover how a single word, 'no,' can be the catalyst for unstoppable growth in your career.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast since its beginning in 2019 and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this powerful first episode of 2025, Sam Wakefield returns to kick off the new year with a bang! Life threw curveballs, but now it’s time to refocus, reenergize, and make this your breakout year. In this episode, Sam tackles a story every sales professional can relate to: when the competition claims they’re “just like you, but cheaper.” Learn how to handle this objection like a pro and show homeowners why value beats price every time.
Here’s What You’ll Discover: How to reframe homeowner conversations to avoid commoditization. * Proven analogies and tools to demonstrate the value of quality work. * Why price is secondary and how to help homeowners see the bigger picture. * Key insights into building homeowner confidence and trust. * Exciting updates, including details on Relentless: The Ultimate Sales Transformation* in Boston (April 29–May 1). * Tips on leveraging follow-ups to close deals you thought were gone—don’t miss the free webinar on January 16th with Doug C. Brown!
Call to Action:👉 Register for the free January 16th webinar on follow-ups https://forms.gle/xBtdsA6g7qfsX5WY8
👉 Grab your ticket for Relentless: The Ultimate Sales Transformation—the event that will revolutionize your sales game.
👉 Join the Close It Now Facebook Group to connect with an empowering community of top sales pros.
Let’s make 2025 your most successful year yet!
Sign up for the Follow Up Webinar Here!!!
https://forms.gle/xBtdsA6g7qfsX5WY8
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
Follow-up is the secret weapon for sales success, and in this episode, we dive deep into its transformative power with Doug C. Brown, CEO of CEO Sales Strategies and a globally renowned sales growth expert. Doug brings over four decades of experience helping businesses achieve predictable, measurable revenue growth. He’s worked with industry giants like Intuit, CBS, and Procter & Gamble, built over 35 businesses, and generated over $900 million in sales.
Together, we discuss how to use follow-up to close deals from even the toughest leads, common mistakes salespeople make, and why most miss the goldmine in their client databases. Plus, we’re giving you a teaser for our upcoming webinar on January 16th, where we’ll provide actionable steps, proven follow-up sequences, and exact verbiage to master this critical skill.
If you’re ready to turn missed opportunities into millions, tune in to learn from one of the industry’s best and start 2025 stronger than ever!
Sign up for the Follow Up Webinar Here!!!
https://forms.gle/xBtdsA6g7qfsX5WY8
Get your ticket to Relentless: The Ultimate Sales Transformation!
https://www.closeitnowbootcamp.com
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this powerful and thought-provoking episode, Sam Wakefield sits down with sales expert Scott Sylvan Bell to tackle some of the most damaging myths in the sales industry. Together, they explore:
- The Unicorn Performer Myth: Why glorifying outlier sales reps with unattainable numbers can damage team morale and lead to unsustainable practices.
- The Ego Factor: How sales egos—both individual and organizational—hinder the creation of scalable systems that drive consistent results.
- Scalable Success: The importance of building systems and strategies that work for the entire team, not just one superstar.
- Leadership Psychology: How to foster a winning environment that encourages sustainable performance for everyone.
- Avoiding Burnout: Practical tips to keep your team energized and engaged without falling into hype-driven sales traps.
Sam and Scott don’t just expose the flaws in common sales practices—they provide actionable advice on how to break free from the myths and focus on what truly works. Whether you're a sales leader, a seasoned professional, or just getting started in the industry, this episode delivers the no-nonsense strategies and insights you need to create long-lasting success.
Don’t miss this conversation—it’s packed with hard truths and real-world wisdom that will transform how you think about sales leadership and team building.
Mentioned in the Episode:
- How hype-driven sales cultures impact team dynamics.
- The dangers of chasing flashy, unscalable wins.
- Why systems and consistency are the ultimate keys to success.
Don’t Forget:
Tickets for the Relentless: The Ultimate Sales Transformation Event are on sale now! Secure your spot before the end of the year and gain access to an exclusive virtual group training starting in January.
Be someone worth buying from.
GET YOUR TICKETS TO RELENTLESS: THE ULTIMATE SALES TRANSFORMATION HERE!
https://www.closeitnowbootcamp.com
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
Is call-by-call management the key to unlocking your team’s potential, or does it invite chaos into your operations? In this episode, I sit down with Kent Boll, owner of Boll Co. and a leader in the trades industry, to dive deep into the realities of this game-changing management system.
We explore the pros, the cons, and the key considerations for transitioning to a call-by-call model. Kent shares invaluable insights on how this approach can improve accountability, boost efficiency, and create a culture of success—but also highlights the potential challenges and what companies need to address before making the leap.
Whether you’re curious about adopting call-by-call management or want to refine your existing system, this episode is packed with actionable advice that will help you take your operations to the next level.
Tune in to discover if call-by-call is the right fit for your business and how to implement it effectively for maximum results.
Connect with Kent:
Email: KBoll5096@gmail.com
Facebook Page: https://www.facebook.com/share/1B9nMT8Vvo/?mibextid=JRoKGi
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- https://linktr.ee/closeitnow
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this episode of Close It Now, Sam Wakefield sits down with Clark Manwaring, a true legend in the door-to-door (D2D) sales industry. Clark, who built the largest D2D sales team in history with an astounding 15,000 members, shares his invaluable insights on recruiting, growing high-performing sales teams, and mastering the art of door-to-door sales.
Get ready for a deep dive into the strategies that have made Clark a household name in the D2D world. From the keys to attracting top talent to building a culture of excellence and resilience, this episode is packed with actionable tips to help you scale your sales operation like never before.
Whether you’re just starting out or leading a seasoned team, Clark’s expertise will inspire you to think bigger and achieve more. Don’t miss this opportunity to learn from the best and take your sales game to the next level!
Connect with Clark Manwaring: https://www.instagram.com/clark_salesrecruiter/
Close It Now Information:
Make sure to get your ticket for Relentless: The Ultimate Sales Transformation event.
https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?aff=oddtdtcreator
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
Get your tickets for Relentless: The Ultimate Sales Transformation
https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?aff=oddtdtcreator
Ready to unlock the secrets to hiring success in a rapidly changing world? In this episode of Close It Now, Sam Wakefield interviews Jonathan Porter Whistman—author of The Sales Boss and founder of WhoHire—who shares his powerful insights on recruiting, culture, and team-building. They discuss practical strategies for attracting top talent, creating a workplace culture that drives performance, and using AI to make smarter hiring decisions. Discover how WhoHire is transforming the hiring process by predicting performance and screening for the best candidates, helping businesses build future-proof teams. Tune in for an episode packed with actionable advice for hiring managers, leaders, and anyone looking to build a winning team!
Connect with WhoHire: www.whohire.com
Make sure to mention Sam or Close It Now when you book a demo to get your setup fee waved!!!
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this episode, Sam Wakefield sits down with Tim Brown, CEO of Hook Agency, for an in-depth brainstorm on the art of differentiation. Together, they explore actionable strategies for setting yourself apart from the competition and making a memorable impact that keeps people coming back.
Tim and Sam discuss how to create a standout brand presence, unique ways to make your clients and prospects feel special, and the small, intentional steps you can take to be unforgettable. They also touch on the importance of authenticity, and why going the extra mile to show genuine care is what builds loyal clients in the long run.
Key Takeaways:
- Practical techniques to differentiate yourself in a competitive market
- How to leave a lasting impression and build loyalty by making people feel special
- Ways to turn every client interaction into a memorable experience
Whether you're looking to refine your approach or completely revamp it, this episode offers powerful insights to help you leave a mark and stand out in your field.
Listen now to start building a unique presence that no one will forget!
Link to Hook Agency: https://hookagency.com/
Link to the Sales Summit: https://www.eventbrite.com/e/hvac-champion-summit-tickets-1040036696757
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this episode, Sam Wakefield dives into the game-changing power of structured approaches. While many believe that having a set process can feel restrictive, Sam explains how the right methods actually provide freedom and flexibility. By using a well-defined framework, you’ll be able to achieve mastery and make rapid progress without feeling limited.
Sam also shares his top strategies for learning scripts and processes quickly, making them second nature in no time. Whether you're in sales or any field that requires peak performance, these insights will transform the way you approach your work.
Key Takeaways:
- Why structured frameworks actually give you more freedom
- How to learn and master new scripts or processes at lightning speed
- The importance of having clear, actionable steps in your work
If you’re ready to break free from limitations and elevate your performance, tune in now and discover how structure can set you free!
Hook Sales Summit Ticket Link:
https://www.eventbrite.com/e/hvac-champion-summit-tickets-1040036696757?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl
3 Bids episode referenced in this episode:
Spotify:
https://open.spotify.com/episode/2pqFs3vN4YyITXuc41FyX1?si=NDZzsa60SIGe74keCMktEA
Apple Podcast:
https://podcasts.apple.com/us/podcast/sales-training-close-it-now/id1465156828?i=1000625114553
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
Discipline Over Motivation: How to Master Confidence and Purpose with Dre Baldwin
In this impactful episode, Sam Wakefield is joined by Dre Baldwin, CEO and Founder of Work On Your Game, to explore the secrets behind true success. Together, they break down why discipline and systems are far more reliable than motivation when it comes to achieving lasting results. Dre shares his proven strategies for cultivating discipline, establishing systems that work, and consistently performing at a high level.
The conversation also delves into how to generate genuine confidence and why it’s critical to understand your deeper purpose—your “why”—to maintain focus and drive. Dre’s unique insights from his professional basketball career and his journey as an entrepreneur provide powerful takeaways for sales professionals, entrepreneurs, and anyone aiming to elevate their performance.
Key Topics Covered:
- The difference between discipline and motivation, and why one matters more
- How to implement systems that ensure consistent success
- Techniques to build and sustain unshakeable confidence
- Finding and using your “why” to fuel your journey
If you’re ready to master the mental game and take your performance to the next level, don’t miss this episode!
Dre's Bio:
Dre Baldwin is CEO and Founder of Work On Your Game Inc. He has given 4 TEDxTalks and has authored 35 books.
Dre’s content has been consumed over 103 million times. His daily Work On Your Game MasterClass has amassed over 3,100 episodes and over 7.3 million listeners.
Dre had a 9-year professional basketball career, playing in 8 countries. Dre’s framework is the "roadmap in reverse" for professional High Performance, Consistency and Results.
Web: http://WorkOnYourGame.com/Dre
Photos: https://drive.google.com/drive/folders/1RIakBrvuHNp5IuwQiaur1mdK9qrHqj2a?usp=drive_link
Social:
http://Instagram.com/DreBaldwin
http://YouTube.com/Dreupt
https://www.facebook.com/WorkOnYourGameUniversity
http://LinkedIn.com/in/DreAllDay
http://Twitter.com/DreAllDay
http://TikTok.com/WorkOnYourGame
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this exciting episode, we welcome Stephen Dale to the Close It Now team as our newest trainer! Stephen has an impressive track record in the HVAC industry, with years of experience training top sales teams with organizations like The New Flat Rate, Power Selling Pros, and Lennox. He joins us to share his insights on mindset and introduce a powerful strategy for achieving "Success On Demand."
In this episode, we give you an inside look at Stephen’s unique training style, focusing on the power of mindset and practical tools for locking in success. Stephen dives deep into the concept of setting an anchor using NLP (Neuro-Linguistic Programming) to help you consistently access a high-performance state—whenever you need it.
Key Topics Covered:
- Introduction to Stephen Dale’s approach and training background
- Building a resilient and success-focused mindset
- How to set an anchor using NLP techniques for “Success On Demand”
- Practical tips to bring this mindset into your daily routine
Why Listen?
This episode gives you firsthand experience of Stephen’s coaching style, providing actionable insights to help you lock in success when you need it most. If you're ready to elevate your mindset and add another powerful tool to your sales strategy, tune in and discover how to get results on demand!
Listen now and let Stephen guide you toward consistent success!
Link to episode referenced in episode about getting out of the Summer Slump:
Apple Podcasts: https://podcasts.apple.com/us/podcast/sales-training-close-it-now/id1465156828?i=1000662349816
Spotify: https://open.spotify.com/episode/47pGWz2eQvcPME4MiKvGVt?si=6bb4604b1c50493d
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this insightful episode, Sam Wakefield sits down with Tommy Mello, the founder and CEO of A1 Garage Door Service, to dive into the balance between passion and structure in business. Tommy shares his journey of building a successful company, emphasizing that while passion is essential, it’s not enough without the right systems in place.
They discuss how creating systems helps businesses scale, but more importantly, they focus on the need for checks and balances to ensure those systems are followed. Tommy reveals the strategies he uses to keep his team accountable and how that accountability fuels consistent growth and success.
Key Takeaways:
- Why passion alone won’t sustain your business without systems.
- The critical role of accountability in ensuring your systems are implemented.
- Practical strategies Tommy Mello uses to keep his team on track and his business thriving.
- How passion and discipline can work hand in hand to drive long-term success.
Whether you're an entrepreneur, small business owner, or leader looking to take your company to the next level, this episode is packed with valuable insights you can apply immediately.
Tune in now and learn how to fuel your passion with systems that work!
You can sign up for the A1 Garage Door shop tour here --> https://www.tommymello.com/shop
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this thought-provoking episode, we dive deep into the idea that time is an illusion and explore how your daily habits play a critical role in shaping your future. We discuss how to break free from the constraints of time, reframe your mindset, and take intentional steps to create the success you desire—both personally and professionally.
Key Topics Covered:
- Why time is often considered an illusion and how that affects your life and mindset.
- The powerful role habits play in determining your future outcomes.
- Practical strategies for creating habits that align with your goals and lead to measurable success.
- Insights on how top performers leverage their habits to shape their reality.
- The importance of consistency, self-discipline, and habit stacking in driving success.
Key Takeaways:
- The future you want is within your control, and your habits are the building blocks to get there.
- Shifting your perspective on time can unlock greater productivity and focus.
- By focusing on the right habits today, you can design the future you’ve always wanted.
Actionable Steps:
- Reflect on your current habits and identify which ones are serving your future goals and which are holding you back.
- Start small: Pick one habit to change or add that aligns with your long-term vision.
- Stay consistent and track your progress!
Listen now to discover how you can harness the power of habits to shape the future you want.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this eye-opening episode, we uncover the hidden strategies and psychological insights that top sales performers are using to dominate the game—secrets they aren’t sharing with anyone else. Sam Wakefield dives deep into the homeowner's mind, breaking down the key awareness lesson that separates the elite from the average.
Understanding how homeowners think and make decisions is a game changer, and in this episode, you’ll learn why some people always close the deal while others struggle to even get a foot in the door.
Tune in to hear:
- The psychology behind why homeowners say "yes"
- How top performers subtly use this knowledge to win more often
- Ways to elevate your sales approach by unlocking this powerful mindset shift
Ready to move from good to great? This episode gives you the tools and insights you need to level up your sales game and connect more deeply with every homeowner you meet.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review
In this deeply personal episode, I step away from the usual sales training to reflect on something much more profound: the value of time. After losing a close friend’s mother to unexpected cancer, I’ve been reminded how fragile and fleeting life can be. This episode is an honest and vulnerable look at how loss has made me re-evaluate what truly matters—our relationships, our purpose, and how we spend the limited time we have.
Join me as I share my raw thoughts on life, love, and the importance of living fully. It’s a conversation about making the most of every moment, both in business and in life. This isn’t just about sales—it’s about how we connect with people, cherish our time, and leave a lasting impact.
If you’ve ever wondered about what it really means to live a meaningful life, this episode is for you.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Hook Agency: Here you can learn about the upcoming HVAC sales event and learn about all the services Hook Agency has to offer!
https://hookagency.com/
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Google Review Here --> https://g.page/r/CbfnnDqTCwQdEAE/review
Let's go on a journey of psychology and influence! Int his episode we cover a simple ingredient that when added to your arsenal will spice up any conversation.
More importantly we discuss what it takes to get out of the rut of the fall slump.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Link referenced in episode:
https://thedecisionlab.com/biases/primacy-effect
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
In this must-hear episode of Close It Now, host Sam Wakefield dives deep with Jay Samit, a globally recognized disruptor and expert in transforming industries. With a career that spans leading roles at Sony, EMI, and helping to launch LinkedIn, Jay’s experience is unmatched when it comes to guiding businesses through turbulent times and teaching them to innovate from within.
They explore the urgent need for sales teams and businesses to rethink their approaches to stay relevant in a rapidly shifting landscape. Sam and Jay break down actionable tactics for adapting to disruption, emphasizing why those who continue to rely on outdated strategies risk becoming obsolete. Jay reveals practical steps to harness disruption as a competitive advantage, sharing stories of iconic companies that succeeded by rewriting the rules—and those that failed by clinging to the past.
This episode isn’t just for sales leaders or entrepreneurs, but for anyone determined to future-proof their career and build long-term success. Sam's expertise in sales and leadership is complemented by Jay's visionary approach, making this a conversation that will challenge you to rethink your own strategies and take immediate action. Tune in to learn why the future belongs to those who disrupt, and how you can start doing it now.
Don't miss this game-changing episode packed with the insights and tools you need to disrupt your industry and dominate in the marketplace.
Contact Jay Samit:
https://jaysamit.com/
Check out Jay's Art here--> https://www.instagram.com/jaysamit/
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (include a picture if possible), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
Think your sales team has what it takes to succeed? Think again. In this episode, Sam Wakefield exposes the 10 critical rules most sales teams are breaking—and it’s sabotaging their success. With decades of experience leading high-performing teams, Sam lays out the code of conduct that separates winners from everyone else.
Key Takeaways:
- Uncover the hidden habits holding your team back.
- Learn why common sales tactics are failing and how to fix them.
- Discover the “unbreakable” rules that top-performing teams follow every day.
Actionable Advice:
- Identify which rules your team is breaking right now and correct course.
- Simple, powerful steps to elevate your team’s performance starting today.
- Gain insights that can drive immediate results in sales and morale.
Are you ready to find out what’s really standing between your team and success? Tune in and start breaking the right rules for growth.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google, our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode, Sam Wakefield and Dan Lievens of Share One dive into the game-changing power of video testimonials. They explore how businesses are missing out by not utilizing this powerful tool, and why video feedback can be a secret weapon for building trust and boosting conversions.
Key Points:
- Underutilized Potential: Learn why video testimonials remain an untapped resource in many industries.
- Building Trust: Understand how authentic customer stories build credibility with potential clients.
- Simple Implementation: Dan shares easy steps to incorporate video testimonials into your business strategy.
- Real Results: Discover how video feedback increases engagement and drives higher conversion rates.
Actionable Tips:
- Start leveraging video testimonials to stand out from the competition.
- Utilize Dan’s approach to make the testimonial process seamless for customers.
Whether you’re a seasoned pro or new to sales, this episode is packed with insights on using video testimonials to take your business to the next level. Tune in to unlock the hidden power that could transform your success.
Contact Share One for a special offer for the Close It Now community:
https://www.share.one/CLOSEITNOW
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile, Google, or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode, Sam Wakefield shakes up conventional sales wisdom by introducing a concept that will keep your pipeline moving, even when you can't close the deal on the spot. Sam dives into the BAMFAM strategy (Book a Meeting From a Meeting), a game-changing approach that ensures you never leave a homeowner interaction without a next step in place.
Key Takeaways:
- Sell the Calendar: Learn why your real goal should be to book the next meeting, even if the homeowner isn’t ready to commit to a project yet.
- BAMFAM Method: Sam explains how the BAMFAM technique keeps the sales conversation alive and builds trust with homeowners by always setting up a follow-up.
- The Psychology of Appointment Setting: Understand how keeping the momentum with scheduled meetings can wear down sales resistance and help homeowners feel more comfortable with their buying decisions.
- Overcoming Objections: Tips on handling the most common objections when trying to schedule that next meeting.
Why It Matters:
Sales aren't always about closing the deal immediately. Sometimes, the most valuable thing you can leave with is a future appointment. This episode will teach you how to ensure no interaction with a homeowner is wasted, and how to convert indecision into scheduled progress.
Tune In To Learn:
- How to shift your focus from closing deals to booking meetings
- The power of persistence and how it builds trust with clients
- Simple, actionable steps to apply the BAMFAM strategy today
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the Close It Now podcast, Sam Wakefield gets real about one of the biggest reasons salespeople lose deals—blaming the customer. Instead of pointing fingers, Sam breaks down how to effectively handle sales resistance during appointments. Whether it’s overcoming objections or identifying hidden concerns, Sam offers actionable strategies to turn resistance into an opportunity to build trust and close the sale.
Key Takeaways:
- Understanding Resistance: Why customers push back and how you can approach it with the right mindset.
- Turning Objections Into Opportunities: Learn how to handle resistance in a way that builds trust and moves the sale forward.
- The Biggest Sales Mistake: Stop blaming the customer and take ownership of the sales process.
- Proven Techniques: Walk away with strategies that help you confidently handle resistance in your next appointment.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this heartfelt episode of the Close It Now podcast, Sam Wakefield explores the true meaning of caring for homeowners and how genuine concern can set you apart in sales. He discusses why showing up authentically with care and concern can transform your relationship with customers, making traditional sales tactics unnecessary. Sam also emphasizes the importance of handwritten letters as a powerful closing tool, adding a personal touch that leaves a lasting impression.
If you've ever wondered how to build deeper connections with homeowners and close more deals through authenticity, this episode is for you.
Key Takeaways:
- Authentic Care: Learn why genuinely caring for your homeowners is the key to long-term success in sales.
- Communicating Concern: Understand how fully expressing your concern can eliminate the need for high-pressure sales tactics.
- The Power of Handwritten Letters: Discover how a simple handwritten letter can become a powerful tool in closing deals and creating lasting relationships.
- Closing with Heart: Move beyond words and focus on actions that show you truly care about the homeowner’s needs.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this insightful episode of the Close It Now podcast, Sam Wakefield sits down with Sebastian Jimenez, the visionary CEO of Rilla Labs. Together, they delve into how Rilla is revolutionizing the sales industry by using advanced data analysis to refine and accelerate sales conversations. Discover how Rilla's AI-driven insights can help your sales team achieve faster and more effective results compared to traditional coaching methods.
Key Takeaways:
- AI-Powered Sales Coaching: Learn how Rilla uses cutting-edge technology to analyze voice data from sales conversations and turn those insights into actionable strategies.
- Accelerating Success: Understand how data-driven insights can drastically reduce the time it takes to improve sales performance.
- Beyond Traditional Methods: Explore the advantages of using Rilla's AI compared to conventional sales coaching techniques.
- Practical Applications: Discover how you can leverage Rilla’s technology to transform your own sales approach and drive better results.
About Our Guest:
Sebastian Jimenez is the founder and CEO of Rilla Labs, a company at the forefront of sales innovation. With a passion for technology and data, Sebastian has created a platform that empowers sales teams to improve their conversations and close deals more effectively.
Connect with Rilla here --> https://www.rilla.com/rilla-labs
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
Episode Title: What's Working, What's Not, What's Next
Episode Description:
In this episode of the Close It Now podcast, Sam Wakefield is joined by Jennifer Bagley, CEO of CI Web Group, to discuss the rapidly evolving landscape of the trades industry. Together, they explore how artificial intelligence (AI) is reshaping the industry, providing actionable insights on how to leverage these changes for growth and success. They also break down the critical steps to building a business in the right order, ensuring long-term success, and dive deep into the importance of maintaining the right mindset in a competitive market.
Key Takeaways:
- AI in the Trades: Learn how AI is impacting the trades industry and what you can do to stay ahead of the curve.
- Business Building Blocks: Discover the essential steps for building a business in the correct order to maximize success.
- Mindset Matters: Understand the role of mindset in overcoming challenges and thriving in the industry.
About Our Guest:
Jennifer Bagley is the CEO of CI Web Group, a leading digital marketing agency specializing in helping businesses in the trades industry grow and succeed. With a wealth of experience in both technology and business strategy, Jennifer shares valuable insights on how to navigate the current landscape.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
For a Free audit of your website Connect with Jennifer Bagley at:
https://www.ciwebgroup.com/
https://www.instagram.com/ciwebgroup/
https://www.facebook.com/CIWebGroup
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode, we dive headfirst into the tough realities of the industry today. We explore how stressful situations can lead us to rely on certain vices—habits that might be holding us back more than helping us. We discuss the importance of recognizing these patterns and finding healthier ways to cope with stress. Additionally, we tackle the topic of fatigue: when you’re tired, don’t quit—rest, then push forward with renewed energy. This episode is packed with practical advice and insights for anyone navigating the pressures of the industry while striving to stay resilient and focused on success.
Key Takeaways:
- Coping with Stress: Understand how the vices you turn to during stressful times can impact your progress, and learn strategies for healthier coping mechanisms.
- Resilience Under Pressure: Discover the importance of resting instead of quitting when fatigue sets in, and how to keep moving forward with determination.
- Realistic Industry Insights: Get a no-nonsense view of the current challenges in the industry, and how to navigate them with confidence and clarity.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield addresses a common challenge faced by sales professionals: the summer slump. Sam shares a foolproof exercise designed to help you hyper-grow as a person and get back on track as a top performer. This powerful exercise not only helps you overcome the summer slump but also shows you how to elevate your performance to become a top sales professional. Packed with actionable tips and motivational insights, this episode is perfect for anyone looking to reignite their sales motivation and finish the season strong.
Key Takeaways:
- Overcoming the Summer Slump: Understand the common reasons for the summer slump in sales and learn how to combat it.
- Hyper-Growth Exercise: Discover a simple yet effective exercise to boost your personal growth and sales performance.
- Becoming a Top Performer: Learn strategies to elevate your sales skills and achieve top performer status.
- Reigniting Motivation: Get practical tips on how to stay motivated and maintain high performance throughout the summer.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield sits down with Stephen Martinez, author of "The American Dream," host of "The American Dream" podcast, and founder of the American Dream Event. Stephen shares his inspiring mission to bring financial literacy and business education to the Hispanic community, an often underserved population. They discuss the unique challenges faced by this demographic and the transformative impact of financial empowerment. This episode is packed with valuable insights and practical advice on promoting financial literacy and supporting the American Dream for everyone.
Key Takeaways:
- Stephen's Mission: Learn about Stephen Martinez's dedication to improving financial literacy and business education in the Hispanic community.
- Unique Challenges: Understand the specific challenges faced by the Hispanic demographic in achieving financial empowerment.
- Practical Advice: Discover practical tips and strategies for promoting financial literacy and supporting underserved populations.
- Impactful Stories: Hear inspiring stories of individuals who have benefited from financial education and how it has transformed their lives.
Guest Bio:
Stephen Martinez is the author of "The American Dream," the host of "The American Dream" podcast, and the founder of the American Dream Event. He focuses on bringing financial literacy and business education to the Hispanic community, aiming to serve an underserved population and help individuals achieve their own versions of the American Dream.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Learn more about The American Dream:
https://americandreamevent.com/
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield shares an incredibly simple and effective method to uncover and handle real objections at the end of a sale. Sam delves into practical techniques that help identify hidden objections and transform potential hurdles into opportunities to close deals. This episode is packed with actionable advice and strategies designed to enhance your objection-handling skills and boost your sales success.
Key Takeaways:
- Identifying Hidden Objections: Learn how to spot objections that aren't immediately obvious.
- Practical Techniques: Discover simple methods to address and overcome objections.
- Turning Hurdles into Opportunities: Understand how to use objections to your advantage and close more sales.
- Actionable Advice: Get practical tips and strategies that you can implement immediately to improve your sales performance.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield sits down with Shelby Breger from Conduit Tech to dive deep into the importance of Manual J load calculations in the HVAC industry. They discuss why these calculations are crucial, how and when to use them, and provide a high-level overview of Conduit Tech's innovative software that is disrupting the HVAC industry. This episode is packed with insights on how proper load calculations can enhance efficiency and comfort in HVAC systems.
Key Takeaways:
- Importance of Manual J: Understand why Manual J load calculations are essential for designing efficient HVAC systems.
- Practical Application: Learn how and when to use Manual J calculations in real-world scenarios.
- Software Overview: Get a high-level view of Conduit Tech's Manual J software and how it is revolutionizing the HVAC industry.
- Industry Impact: Discover the broader impact of accurate load calculations on HVAC system performance and customer satisfaction.
Guest Bio:
Shelby Breger is a CO-Founder with Conduit Tech, a company renowned for its Manual J load calculation software. Shelby brings a wealth of knowledge about HVAC system design and the importance of accurate load calculations.
Connect with Conduit:
https://getconduit.com/
Shelby@getconduit.com
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this insightful episode of the "Close It Now" podcast, host Sam Wakefield delves into the art of navigating conversations with homeowners who are hesitant to become club members, even when it's more cost-effective than repairs. We dive deep into the psychology behind why someone might resist making a purchase and uncover the underlying reasons for their hesitance. Sam shares proven strategies to overcome objections and demonstrate the true value of club memberships.
Sales professionals will find this episode packed with practical advice to boost their membership conversions and improve their overall sales approach. Learn why homeowners might resist club memberships and how to address their concerns effectively. Discover ways to clearly communicate the benefits and savings of club memberships compared to one-time repairs. Sam also provides exact scripting for these challenging situations, giving you the tools to guide conversations towards a positive outcome. Additionally, hear real-life examples of successful membership conversions.
Tune in to enhance your sales techniques, understand consumer psychology, and achieve greater success in converting homeowners to club members.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield delves into the fascinating psychology behind multiple exposures and their impact on consumer decisions. Learn a powerful ninja trick that can instantly improve your appointment setting and discover the most underutilized tool for building instant rapport with homeowners. This episode is packed with actionable insights and strategies designed to help sales professionals enhance their approach and close more deals.
Key Takeaways:
- Multiple Exposures: Understand how repeated interactions warm up potential customers and influence their purchasing decisions.
- Ninja Trick: Discover a simple yet effective strategy to improve your appointment setting.
- Instant Rapport: Learn about the most underutilized tool that can help you build instant rapport with homeowners.
- Actionable Insights: Get practical tips and techniques that you can implement immediately to boost your sales performance.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
American Dream Event:
https://americandreamevent.com/
Use code CLOSEITNOW for 10% off your tickets!
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
- Email: sam@closeitnow.net
- Book A Discovery Call with Sam: https://flowto.it/JspnXu2Ne?fc=0
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In this heartfelt episode of the "Close It Now" podcast, host Sam Wakefield sits down with Jerome Myers, founder of Exodus and host of the Dreamcatcher podcast. Together, they explore the emotional and mental challenges faced by Apex performers. Jerome shares his profound insights on the downfalls and struggles these high achievers encounter, along with the 8 exits of a founder and how to Exit to Excellence. This conversation delves into how to navigate the journey from struggle to success while maintaining your self-image and emotional well-being. Tune in for an inspiring and enlightening discussion packed with wisdom and actionable advice.
Key Takeaways:
Apex Performers' Challenges: Understand the unique struggles faced by high achievers.
8 Exits of a Founder: Learn about the critical exit strategies for founders.
Exit to Excellence: Discover how to transition smoothly while preserving your self-image.
Emotional and Mental Well-being: Gain insights into maintaining mental and emotional health during high-stress transitions.
Actionable Advice: Get practical tips and strategies from Jerome Myers on achieving success and overcoming struggles.
Guest Bio:
Jerome Myers is the founder of Exodus and The Myers Development Group, LLC, and the host of the Dreamcatcher podcast. With extensive experience in real estate investing and personal development, Jerome is dedicated to helping individuals achieve financial freedom and personal growth. His work focuses on guiding people through their emotional and mental challenges to reach their full potential.
Resources Mentioned:
Post Exit Identity Assessment:
https://theexitparadox.com/assessment
Main Website for Exodus:
https://exittoexcellence.com/
Dreamcatchers Podcast:
https://www.d3v3loping.com/dreamcatchers-podcast/
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
American Dream Event where I am a Keynote speaker:
https://americandreamevent.com/
Use code CLOSEITNOW for 10% off your tickets!
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield delves into the human psychology surrounding belief systems and how salespeople unknowingly disqualify homeowners from the ability to buy. Often, our own beliefs and assumptions create barriers that prevent potential customers from making a purchase, and we may not even realize it.
Sam explores the subtle ways these belief systems manifest in sales interactions and provides actionable strategies to identify and overcome these common pitfalls. By understanding the psychology behind belief systems, you can learn to connect with homeowners more effectively, address their needs and concerns, and ultimately increase your sales success.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.
American Dream Event:
https://americandreamevent.com/
Use code CLOSEITNOW for 10% off your tickets!
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on our Facebook profile or where you listen to this podcast. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield continues his conversation with Jason James, an HVAC veteran and the #1 IAQ salesperson at a 21-location company. This part 2 episode focuses on the microscope technique, featuring an in-depth role play session designed to help you master the art of serving homeowners at the highest level. Jason shares expert insights and advanced strategies to enhance your IAQ sales skills. You'll learn the intricacies of the microscope technique and how it can elevate your sales performance. The detailed role play session with Jason demonstrates real-world applications, providing valuable insights that you can apply immediately. Whether you're looking to improve your IAQ sales or provide exceptional service to your clients, this episode is packed with practical advice and proven techniques. Tune in to discover how to serve homeowners with excellence and ensure customer satisfaction and loyalty.
Guest Bio:
Jason James is an HVAC veteran and the #1 IAQ salesperson at a 21-location company. With extensive experience in the industry, Jason is known for his expertise in IAQ sales and his commitment to providing exceptional service to homeowners.
Connect with Us:
- Website: www.closeitnow.net
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on the platform you listen on. Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield dives deep into the struggles faced during the early years of a sales career. Emphasizing the powerful mindset of "I win or I learn," Sam discusses the importance of not comparing yourself to others and avoiding frustration on the journey to mastering sales. This episode is packed with valuable insights and motivational advice to help you stay focused, positive, and resilient in your sales journey.
Key Takeaways:
- Early Struggles: Understand the common challenges faced in the early years of a sales career.
- Mindset Shift: Learn how adopting the "I win or I learn" mindset can transform your approach to sales.
- Avoiding Comparison: Discover why comparing yourself to others can be detrimental and how to focus on your personal growth.
- Staying Positive: Get practical tips on how to maintain a positive attitude and avoid frustration on your path to mastery.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience in the industry, Sam is dedicated to helping sales professionals overcome challenges and achieve success in their careers.
Connect with Us:
- Website: www.closeitnow.net
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review where you listen. Your feedback helps us bring you more great content!
In this episode of "Close It Now," host Sam Wakefield is joined by TJ Moon, a renowned business and sales coach specializing in exteriors, roofing, windows, and doors. Together, they engage in a dynamic role play session focused on handling and overcoming common closing objections in exterior sales. TJ shares his expert insights and practical strategies that can help you enhance your sales techniques and close more deals effectively. Whether you're a seasoned sales professional or new to the field, this episode is packed with actionable advice to take your skills to the next level.
Key Takeaways:
- Expert Strategies: Learn from TJ Moon's extensive experience in exterior sales, including roofing, windows, and doors.
- Role Play Session: Gain insights from a detailed role play session on handling closing objections.
- Practical Tips: Discover practical tips and techniques to improve your objection handling and close more deals.
- Sales Enhancement: Understand how to apply these strategies in real-world scenarios to boost your sales performance.
Guest Bio:
TJ Moon is a business and sales coach with a specialization in exteriors, roofing, windows, and doors. With years of experience in the industry, TJ helps sales professionals develop their skills and achieve greater success in their careers.
Connect with Us:
- Website: closeitnow.net
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on https://podcasts.apple.com/us/podcast/sales-training-close-it-now/id1465156828 Your feedback helps us bring you more great content!
In this episode of the "Close It Now" podcast, host Sam Wakefield dives into strategies for increasing the average ticket for basement work. If most of your projects are in basements, you know there are certain limitations on the scope of work. However, your imagination and a variety of accessories or improvements can significantly enhance homeowner comfort and efficiency. Tune in to learn how to offer innovative upgrades that will help you maximize your sales potential in basement renovations.
Key Takeaways:
- Creative Solutions: Explore a variety of accessories and improvements that can be installed in basements to increase the average ticket.
- Overcoming Limitations: Learn how to work within the limitations of basement projects while still providing valuable enhancements.
- Homeowner Benefits: Understand how these upgrades can help homeowners live more comfortably and efficiently.
- Sales Strategies: Get practical tips on how to present and sell these innovative upgrades to your clients.
Host Bio:
Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies for the home improvement industry. With years of experience, Sam is dedicated to helping professionals enhance their sales skills and grow their businesses.
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Apple Podcasts https://podcasts.apple.com/us/podcast/sales-training-close-it-now/id1465156828 . Your feedback helps us bring you more great content!
Unlocking Sales Mastery: Insider Tips and Role Play with Brian Burton from the Waste No Day Podcast
In this exciting episode of "Close It Now," host Sam Wakefield sits down with Brian Burton from the Waste No Day Podcast for an in-depth discussion on what makes a top salesperson. Brian shares invaluable insights and practical tips that can help you elevate your sales game to the next level. Additionally, they dive into a role play session, demonstrating the powerful technique of the reverse engineer close. Whether you're a seasoned sales professional or just starting out, this episode is packed with actionable advice and strategies you won't want to miss.
Key Takeaways:
- Sales Mastery: Discover the key traits and techniques that define top-performing salespeople.
- Expert Insights: Gain practical tips from Brian Burton, a seasoned sales expert and host of the Waste No Day Podcast.
- Role Play Session: Learn the reverse engineer close technique through a detailed role play demonstration.
- Actionable Advice: Implement the strategies discussed to enhance your sales performance and close more deals.
Guest Bio:
Brian Burton is a renowned sales expert and co-host of the Waste No Day Podcast. With extensive experience in the field, Brian is dedicated to sharing his knowledge and helping sales professionals achieve their full potential.
Resources Mentioned:
- Waste No Day Podcast: https://www.wastenoday.com/
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Apple Podcast. Your feedback helps us bring you more great content!
In this episode of "Close It Now," host Sam Wakefield sits down with Brigham Dickinson, the founder and president of Power Selling Pros, to discuss the three groundbreaking technologies that are set to revolutionize call center operations. Brigham shares his expert insights on how these technologies can enhance customer interactions, streamline processes, and significantly boost sales performance. Whether you’re managing a small team or overseeing a large call center, this episode is packed with valuable information that you can implement right away to see immediate results.
Key Takeaways:
- Cutting-Edge Technologies: Discover the three technologies that are transforming the call center landscape.
- Practical Implementation: Learn how to integrate these technologies into your existing systems for maximum efficiency.
- Expert Insights: Gain valuable tips and strategies from Brigham Dickinson, a leading authority in customer service and sales training.
- Real-World Examples: Hear success stories and real-world applications that demonstrate the power of these technologies.
Guest Bio:
Brigham Dickinson is the founder and president of Power Selling Pros, a company dedicated to helping home service businesses enhance their customer service and sales through effective communication and service strategies. With years of experience and a passion for excellence, Brigham is a sought-after speaker, author, and coach in the industry.
Resources Mentioned:
- Power Selling Pros: https://powersellingpros.com/
- https://www.rilla.com/
Connect with Us:
- Website: https://www.closeitnow.net/
- Facebook: https://www.facebook.com/groups/closeitnow
- Instagram: https://www.instagram.com/therealcloseitnow/
- LinkedIn: https://www.linkedin.com/in/closeitnow/
Subscribe & Leave a Review:
If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on wherever you listen. Your feedback helps us bring you more great content!
In this episode of the Close It Now podcast, we chat with Al Levi, the mastermind behind the 7-Power Contractor system. Although Al is usually known for his expertise in streamlining business operations, today he opens up about his real passion: sales.
Al shares how strong systems can make your sales game smoother and more effective. He offers practical advice and real-world examples to help you connect the dots between a well-run business and hitting your sales goals. If you've been struggling to streamline your sales process, this episode is for you.
Listen in to hear Al talk about the 7 powers and how they apply to your sales strategy. He also shares personal stories and lessons learned over the years, giving you a glimpse into how to shift your mindset and step up your sales game.
Don't miss this chat with one of the best in the business if you're ready to rethink your approach to sales and boost your bottom line. You'll walk away with ideas you can put to work right away to make your business stronger and more successful!
Make sure to check out www.closeitnow.net to learn more about our coaching programs, set up a discovery call to find out if coaching is right for you, or to book Sam to speak at your next event!
You can also grab a copy of the Close It Now online course which has the complete sales system at www.hvacdoors.net
In this episode of the Close It Now podcast, "Kitchen Table vs. Truck: Where Should You Craft Your Winning Proposal?", we delve into the benefits of preparing your proposal at the kitchen table with the homeowner. Crafting the proposal in this setting allows you to foster a transparent relationship, explain the details clearly, and collaborate closely to create a personalized solution that resonates with your client. By addressing their questions directly and building trust through open communication, you position yourself as a trusted advisor, increasing the likelihood of closing the deal.
We'll explore how this approach can improve your sales process, provide practical tips for mastering the kitchen table conversation, and discuss how to adapt to different homeowner personalities and preferences to optimize your proposal strategy. Tune in to discover how you can streamline your approach, build stronger client relationships, and close more deals effectively.
To learn more about our training programs visit www.CloseItNow.net
You can also grab a copy of the Close It Now online course complete with the full sales system, an entire module on overcoming objections, and a module with guest Sam Taggart that covers Door 2 Door scripting for HVAC at --> www.hvacdoors.net
In this episode, we sit down with Briana McAdory, the Area Manager for a $50 million-a-year HVAC company and a trailblazer in the trades industry. At just 25, she's breaking stereotypes, not just by being young but also as a woman in a predominantly male field.
Briana shares her journey, from the challenges she faced to the mindset that helped her overcome them. We dive into what it means to be a young leader in HVAC, and how she's redefining expectations through her dedication and tenacity. She discusses the importance of personal growth, touching on how she stays motivated and constantly improves her skills.
A major part of our conversation revolves around systems and Standard Operating Procedures (SOPs). Briana talks about recognizing where these systems are missing and the steps she took to develop effective SOPs for her team. Whether you're in HVAC or any other industry, her insights into creating streamlined processes and fostering a growth-oriented mindset are invaluable.
Tune in to hear about Briana's inspiring story and get actionable tips on personal development, system-building, and leadership in the HVAC industry. This episode is packed with insights and practical advice you won't want to miss!
Make sure to check out www.closeitnow.net to learn more about the training programs we offer and to find out how to book Sam to speak at your next event!
Episode Title: Mastering the Cattle Call: Taking Control of HVAC Estimates with Confidence
Description:
In this episode of Close It Now, we tackle the common challenge of the 'cattle call' scenario in HVAC sales. When homeowners schedule multiple companies to provide estimates for a new HVAC system simultaneously, it can feel overwhelming. However, instead of avoiding or being intimidated by these situations, we discuss how to assert leadership, leverage local star power, and confidently take control of multiple estimates appointments.
Key Points:
- Understanding the 'cattle call': Explore why homeowners opt for multiple estimates and the challenges it presents for HVAC sales professionals.
- Asserting leadership: Learn strategies for taking charge of the situation, setting yourself apart from competitors, and guiding the homeowner through the process.
- Leveraging local star power: Discover how to leverage your reputation and positive reviews in the local community to instill confidence in the homeowner and stand out among competitors.
- Taking control of appointments: Gain practical tips for managing multiple estimates appointments efficiently and effectively, ensuring each homeowner feels valued and heard.
- Building confidence: Explore techniques for boosting your confidence in high-pressure sales situations, allowing you to showcase your expertise and professionalism.
Conclusion:
Don't let the 'cattle call' scenario intimidate you! With the right strategies and mindset, you can turn these situations into opportunities to demonstrate your leadership, leverage your reputation, and ultimately win over homeowners with confidence and professionalism.
You can grab the Close It Now online course here --> www.hvacdoors.net
Make sure to visit www.closeitnow.net to learn more about the available training programs and to learn how to book Sam for your next event.
Join us on this episode of Close It Now as we sit down with Jason James, a highly accomplished Comfort Advisor, to explore the fascinating world of Indoor Air Quality (IAQ) sales. Jason shares his invaluable insights into his successful sales process and introduces us to the unique tools he employs to showcase IAQ issues to homeowners. From understanding the importance of IAQ to mastering effective sales techniques, this episode is packed with actionable advice for anyone looking to excel in the IAQ sales arena.
Key Points:
- Introducing Jason James: Learn about Jason's background in the HVAC industry and his journey to becoming a top-performing Comfort Advisor.
- The Importance of IAQ: Discover why Indoor Air Quality is a critical consideration for homeowners and how it impacts their health and comfort.
- Jason's Sales Process: Gain insights into Jason's step-by-step approach to selling IAQ products and services, from initial consultation to closing the deal.
- Innovative Tools: Explore the innovative tools and techniques that Jason uses to effectively demonstrate IAQ issues to homeowners and drive sales.
- Success Stories: Hear real-life examples of Jason's recent successes in IAQ sales, including a behind-the-scenes look at a recent $26K/2 week sales milestone.
- Tips for Success: Jason shares his top tips and strategies for aspiring IAQ sales professionals, including the importance of building trust and focusing on customer education.
Conclusion:
Join us as we delve into the dynamic world of IAQ sales with Jason James and gain valuable insights that will empower you to elevate your sales game and make a meaningful impact on homeowners' lives. Whether you're a seasoned professional or just starting out in the industry, this episode is a must-listen for anyone looking to thrive in the competitive world of IAQ sales.
Here is the link to the microscope mentioned. --> https://a.co/d/5A95s2D
Visit www.closeitnow.net to learn more about Close It Now and the available training programs or to book Sam Wakefield as a speaker for your next event!
You can grab the Close It Now online course at www.hvacdoors.net
Join the Facebook Community here --> https://www.facebook.com/groups/closeitnow/
Welcome to a monumental celebration on the Close It Now podcast - we're not just marking our 150th episode; we're also reveling in our astounding achievement of breaking into the top 2% of podcasts worldwide! This episode is nothing short of a milestone, and to add to the festivities, we're joined by none other than Jimmie Jayes, the business coach legend whose strategies have skyrocketed sales organizations to over $700 million.
In This Episode, You'll Discover:
- The Art of Service-Driven Sales: Jimmie Jayes breaks down the core principles of building a sales strategy that's rooted in genuine service, transforming how you engage with your customers.
- Beyond Digital: Dive into the innovative realm of generating leads without relying on the digital world. It's a game-changer for those looking to expand their outreach strategies.
- Jimmie's Golden Nuggets: With a track record like his, every piece of advice from Jimmie is gold. Get ready to be showered with strategies that have proven their weight in sales again and again.
- A Celebration of Success: Join us as we reflect on our journey to the top 2% and what it means for the future of Close It Now. It's a heartfelt look at where we've been and where we're headed.
Special Announcement: As we hit this incredible milestone, we're more committed than ever to bringing you the insights, strategies, and stories that can help elevate your sales game. Stay tuned for what's coming next - because this is just the beginning.
Thank you for being an invaluable part of our journey to 150 episodes. Your support fuels our passion and drives us to continue delivering content that makes a difference in your professional growth. Here's to many more episodes, insights, and breakthroughs together!
Welcome to a special edition of the Close It Now podcast, where we're not just celebrating our incredible journey into the top 2% of podcasts worldwide, but also diving deep into the strategies that will revolutionize your HVAC sales approach. In this episode, Sam Wakefield takes you on a unique road trip, reminiscent of the early days of drive time university, filled with insights, reflections, and actionable strategies.
What's Inside:
- The Celebration: Discover how Close It Now has climbed to the top 2% of worldwide podcasts and what it means for our community.
- The Permission Stack: Unveil the power of building trust and rapport by engaging clients in the sales conversation, ensuring they feel respected and in control every step of the way.
- The Benefit Lens: Learn how to effectively communicate the value of your services through the benefits they bring to your clients, transforming technical features into compelling reasons to buy.
Why Listen:
If you're looking to elevate your HVAC sales game, this episode is packed with golden nuggets. Whether you're on the road or at the office, join us for a journey that promises not only to enhance your sales techniques but also to inspire and motivate you to achieve greater success.
A Road Trip Like No Other:
As we navigate the roads and the world of HVAC sales together, this episode is a reminder of where we've been and where we're going. With the wind in our sails and the top 2% milestone in our rearview mirror, let's accelerate into the future of HVAC sales together.
Tune in to "Top 2% Drive: Powering Sales with Permission & Benefits" and let's celebrate this milestone while gearing up for even greater achievements ahead. Your road to sales mastery starts here!
In this empowering episode of Close It Now, Sam Wakefield sits down with Ryan Cook, a seasoned financial advisor hailing from the heart of Salt Lake City, UT. Together, they delve deep into the world of financial intelligence and the art of making smart money choices specifically tailored for the HVAC industry. Whether you're a seasoned business owner or just starting out, this conversation is packed with golden nuggets of wisdom to help you navigate the financial landscape of your business with confidence and savvy.
What You'll Learn:
- Financial Fundamentals for HVAC Success: Ryan breaks down the essential financial principles every HVAC professional should know.
- Investment Strategies: Discover investment tips that cater specifically to the HVAC industry, helping you grow your business and personal wealth.
- Risk Management: Learn how to safeguard your business from common financial pitfalls, ensuring long-term stability and success.
- Budgeting and Saving: Practical advice on managing your finances, reducing expenses, and maximizing savings without sacrificing service quality.
- Retirement Planning: Strategies for securing your financial future while building a legacy in the HVAC industry.
Why You Can't Miss This Episode:
- Gain insider insights from a financial expert with a deep understanding of the HVAC industry's unique challenges and opportunities.
- Learn actionable strategies to enhance your financial intelligence, leading to better business decisions and increased profitability.
- Discover how to leverage financial tools and resources to give your business a competitive edge.
Tune in to this episode of Close It Now for a masterclass in financial intelligence that will transform the way you think about money and business in the HVAC world. Whether you're aiming to boost your bottom line, expand your services, or simply gain financial peace of mind, Sam and Ryan have you covered.
In this compelling episode of Close It Now, we're thrilled to host Dave and Stephanie Postell, the powerhouse couple from Anchor Heating and Air. Join us as we delve into their remarkable journey within the HVAC industry, exploring the key strategies, challenges, and victories that have propelled their company to the forefront of service excellence and reliability.
Discover from the Postells what it truly takes to cultivate a thriving HVAC business amidst today's competitive landscape. They'll share essential insights on maintaining high-quality service, embracing innovation for enhanced customer satisfaction, and adapting to the ever-changing world of HVAC technologies.
Listeners will be treated to a behind-the-scenes glimpse of Anchor Heating and Air's commitment to innovation, a culture of continuous learning, and a dedication to putting customers first. This episode is a treasure trove of wisdom for anyone in the HVAC field, from seasoned professionals to those just embarking on their career.
Dive into this episode of Close It Now for a dose of inspiration, practical advice, and the motivation needed to elevate your HVAC journey alongside industry giants Dave and Stephanie Postell.
In this captivating episode of Close It Now, Sam Wakefield engages with Brandon Barnum, the innovative founder of HOA.com and the author of "Raving Referrals." Brandon, renowned for his exceptional approach to generating referrals, unveils the secrets behind creating a referral system that continuously propels your HVAC business forward.
Listeners will explore the nuances of referral generation, discovering the strategies for building trust and rapport with clients that transform every job into a potential referral goldmine. The conversation delves into leveraging your network for a steady flow of high-quality leads and employing Brandon's tested methods to boost your referral rates effortlessly.
Moreover, the discussion highlights the psychological triggers that encourage clients to advocate for your business and how to exploit these for your benefit. This episode is laden with practical advice and insights drawn from real-world experiences, making it an essential listen for HVAC professionals aiming to skyrocket their sales through effective referral practices.
Join us in this episode to revolutionize your referral strategy and watch your business achieve unprecedented growth. "Mastering the Art of Consistent Referrals" is your gateway to constructing a robust referral engine that drives your success. Tune in and embark on your journey to referral mastery.
In this illuminating episode of the "Close It Now" podcast, we sit down with the phenomenal Mary Brewington, an HVAC sales professional who has not just navigated but excelled in the HVAC industry with a staggering 90% close rate throughout 2023. As we celebrate Women's Small Business Month, Mary shares her journey, shedding light on the struggles and triumphs of women in the traditionally male-dominated HVAC sector.
The conversation delves deep into the nuances of HVAC sales, with Mary offering invaluable insights into her approach that has led to her remarkable success. Listeners will be treated to an engaging role-play segment where Mary demonstrates her technique for door knocking, a skill that has undoubtedly contributed to her high close rate.
But it's not all about sales tactics. Mary's story is a beacon of inspiration, highlighting the importance of perseverance, adaptability, and the courage to defy norms in pursuit of excellence. This episode is a must-listen for anyone in the HVAC industry, aspiring sales professionals, and those who champion the cause of women making significant strides in their fields.
Tune in to learn, get inspired, and perhaps, find the spark you need to elevate your own sales journey or support the women in your industry to achieve greatness. Don't miss out on this compelling narrative of success, struggle, and the relentless pursuit of breaking barriers.
In this episode of the Close It Now podcast, we welcome Mitch Smedley, a renowned figure in the trades industry and the visionary behind The Void podcast, Trade Wins, and Smedley Plumbing. Host Sam Wakefield and Mitch embark on an in-depth discussion that merges practical wisdom with strategic insights from Mitch's extensive experience in the plumbing and trades sector. This episode is a rich resource for anyone looking to elevate their career or business in the trades.
A standout feature of this episode is an engaging role-play scenario that simulates real-life sales situations, providing listeners with actionable strategies and communication skills to enhance their sales performance. This hands-on approach, coupled with a deep dive into sales philosophy, offers a fresh perspective on how to build lasting relationships with clients and close deals more effectively.
Mitch and Sam also tackle the philosophy of sales success in the trades, emphasizing the importance of a consultative, trust-based approach over traditional sales tactics. Through a mix of personal stories and theoretical insights, they shed light on how to better understand client needs and offer solutions that genuinely meet those needs.
This episode is a must-listen for HVAC professionals, plumbers, and tradespeople at any stage of their career. Whether you're looking to refine your sales approach or seeking inspiration to push your business forward, Mitch's expertise and Sam's insightful questions provide a wealth of knowledge and motivation to help you achieve your professional goals. Join us for a masterclass in sales strategy and customer engagement, tailored for the dynamic world of trades.
In this groundbreaking episode of the Close It Now podcast, Sam Wakefield sits down with the visionary Rich Walker, CEO and founder of Quik Forms, and a serial entrepreneur who embarked on his business journey at the tender age of 12. Rich, also an acclaimed author and a feature in both Slate and Inc. Magazines, shares his profound insights on the transformative power of belief systems in the realm of sales and beyond. Drawing from his rich entrepreneurial journey and the lessons encapsulated in his book, "It's My Life! I can change if I want to," Rich delves into the mechanics of effective change and how altering one's belief system can lead to monumental success in sales. This episode is a treasure trove of wisdom for anyone looking to elevate their sales game, offering practical strategies, personal anecdotes, and the motivational kick needed to embrace change and harness it for sales excellence. Whether you're a seasoned sales professional or just starting out in the HVAC industry, Rich's perspectives on belief systems, coupled with actionable advice, make this episode a must-listen for anyone aiming to transform their approach to sales and life.
Book: http://amzn.to/iKPWK0
LinkedIn: https://www.linkedin.com/in/quikformsceo/
Website: www.quickforms.com
Podcast: https://www.quickforms.com/podcast-blog
In this electrifying episode, we dive into the future of professional networking with none other than Brad Mortensen, the CEO and founder of Repcard, the company that's redefining the way we connect. Gone are the days of traditional paper cards; Brad introduces us to the dynamic world of digital business cards and the unparalleled benefits they offer. With Repcard leading the charge, we uncover how these digital wonders are not just a tool for sharing contact information but a comprehensive platform to showcase your professional identity, achievements, and so much more. Brad shares insider tips on making the most out of Repcard, from enhancing visibility in your industry to creating lasting impressions that go beyond the first handshake. Whether you're looking to elevate your networking game or seeking innovative ways to stand out in the digital era, this episode is a treasure trove of insights and inspiration. Get ready to transform your approach to connections and discover the endless possibilities that digital business cards bring to the table with Brad Mortensen and Repcard.
Drop everything and tune into this game-changer episode where we sit down with the legend, Brandon Stowe, mastermind behind Crackerjack Heating and Air and the revolutionary 'The Matrix' program. This isn't just any chat; it's a deep dive into the future of HVAC, where Brandon spills the beans on how 'The Matrix' is flipping the script on sales presentations, CRM, and AI-driven call centers, making it the Swiss Army knife for the HVAC industry.
But wait, there's more. We're not just geeking out on tech; we're handing over the playbook of sales strategies that have powered Brandon to the top of the game. Imagine closing more deals before breakfast than most do in a month. That's the kind of gold we're dropping.
If you're in HVAC and you're serious about supercharging your sales and operational efficiency, missing this episode isn't an option. Dive in to get the inside scoop on 'The Matrix' and start transforming your approach today. Let's crush it!
In this insightful episode of Close It Now, we sit down with Ian Schotanus, famously known as 'The H.R. Guy,' the leading Human Resources specialist for the trades. With his extensive expertise and the innovative approaches of Big Picture Consulting, Ian delves into the most pressing HR compliance challenges facing the HVAC and trades industries today. From navigating the complex landscape of employment law to practical tips for maintaining a compliant and efficient workforce, this discussion sheds light on the crucial aspects of HR management that can make or break a trades company. Whether you're a business owner, manager, or HR professional within the trades, Ian's insights offer invaluable strategies to enhance your company's compliance and operational success. Tune in to uncover the secrets to mastering HR challenges and propelling your business forward with confidence.
Dive into the heart of HVAC sales excellence with this game-changing episode of the Close It Now podcast, aptly titled "Close It Now: Mastering the Urgency in HVAC Sales." Host Sam Wakefield brings his electrifying energy and deep industry knowledge to the forefront, challenging HVAC professionals to adopt a champion's mindset to overcome the dreaded "let me think about it" objection from homeowners.
In this episode, Sam goes beyond traditional sales techniques, exploring the critical role of emotional intelligence and psychological insight in creating a compelling sense of urgency. By tapping into the homeowner's emotions and understanding their hesitations, listeners learn how to craft persuasive narratives that encourage immediate action.
Furthermore, Sam introduces a potent daily exercise, designed not just to practice but to perfect the art of closing. This isn't merely about repetition; it's about refining your approach through understanding, empathy, and strategic thinking, equipping you with the skills to turn potential setbacks into successful sales.
"Close It Now: Mastering the Urgency in HVAC Sales" is more than just an episode; it's a blueprint for those ready to elevate their sales approach, embody a champion's mindset, and significantly impact their success rate. Whether you're aiming to improve your sales skills or seeking innovative strategies to connect with clients on a deeper level, this episode promises to deliver value, insight, and the inspiration to achieve greatness in the HVAC industry.
In this episode of the "Close It Now" podcast, Sam Wakefield and Luke Miseyko of Always Be Recruiting dive deep into the art and science of crafting an unstoppable HVAC door-to-door sales team. Join us as we explore the foundational strategies and insider secrets that are key to identifying, recruiting, and nurturing the talent that will skyrocket your business. Discover how to attract the right candidates who are not just looking for a job but are passionate about making a difference in the HVAC industry. We'll cover everything from creating compelling job listings to conducting interviews that reveal true potential, and how to onboard your new hires in a way that sets them up for success from day one. This episode is packed with actionable tips and real-world advice for HVAC business owners and sales managers committed to building a team that delivers results and drives growth. Tune in to learn how to transform your door-to-door sales team into a powerhouse that stands out in the competitive HVAC market.
In this compelling episode of the Close It Now podcast, "Behind The Smokescreen," Sam Wakefield explores the nuanced art of permission-based selling, a technique essential for HVAC sales professionals aiming to navigate customer interactions more effectively. Sam dives deep into the psychology of the fight or flight response, revealing how traditional sales approaches can inadvertently trigger defensive reactions in homeowners. Through expert insights and practical advice, listeners will learn how to craft questions that seek permission, thereby fostering a sense of respect and collaboration in sales conversations. This episode not only demystifies the dynamics of customer engagement but also equips HVAC salespersons with the tools to create a more conducive environment for decision-making, ensuring clients feel heard, respected, and part of the sales process. Tune in to discover how to transform your sales approach and achieve better outcomes by making simple yet impactful adjustments to how you communicate with potential clients.
Hey Close It Now crew! Buckle up because this episode is a game-changer. We're chatting with John Renken, the mastermind behind Sales Platoon (find more at mysalesplatoon.com), and it's an episode brimming with inspiration and opportunity.
John's here to spill the beans on Sales Platoon, a unique program that's flipping the script on what it means to transition from military life to a rockstar career in sales. This isn't just any sales training; it's a deep dive into harnessing the exceptional skills our veterans possess—think discipline, leadership, and an unbreakable spirit.
We delve into the nitty-gritty of how Sales Platoon is not only a lifeline for veterans looking for their next chapter but also a goldmine for businesses seeking that rare blend of talent and tenacity. John shares some uplifting success stories, proving just how impactful this program is for everyone involved.
If you're a veteran curious about a sales career or a business owner on the hunt for your next top salesperson, mysalesplatoon.com is where you want to head next. John breaks down how easy it is to get involved, whether you're aiming to upgrade your career game or inject some fresh, motivated talent into your sales team.
This chat with John isn't just enlightening; it's a call to action for anyone ready to embrace the potential of our veterans in the civilian workforce. So, tune in, get inspired, and see where Sales Platoon can take you or your business.
And hey, don't forget to subscribe to Close It Now for more of the good stuff—strategies, stories, and insights that'll keep you ahead of the game in the sales world. Share this episode, and let's spread the word about the incredible opportunities Sales Platoon is creating.
In this engaging episode of 'Close It Now', host Sam Wakefield offers an in-depth recap of the notable D2Dcon7, highlighting the event's most compelling sessions and invaluable takeaways for HVAC sales professionals. A significant portion of the episode is dedicated to the insights of Chris Voss from the Black Swan Group, emphasizing the critical importance of understanding the landscape and context of each HVAC project. Wakefield eloquently bridges these insights with the power of self-investment, advocating for continual professional development within the industry. He also provides a tantalizing preview of the upcoming Close It Now training event, scheduled for March 21-22 in Round Rock, TX. This episode is not just a recap; it's a treasure trove of advice, strategies, and motivational guidance for anyone looking to excel in HVAC sales and elevate their career to new heights.
In this episode, we have an enlightening conversation with Justin Wahrenburg, a comfort advisor at Air Experts in Raleigh, NC, who achieved an incredible $3.57 million in sales in 2023. Justin shares his remarkable journey, highlighting the pivotal role of Close it Now training in his career transformation.
Justin discusses the strategies that propelled him to the top of his field, emphasizing the power of permission-based selling and how it has enabled him to connect with homeowners on a deeper level. He also delves into the concept of the "Benefit Lens" and its impact on his approach to sales.
One of the key takeaways from Justin's experience is the importance of using language effectively in sales. He explores the difference between words of certainty and words of uncertainty, stressing the significance of eliminating uncertain language from sales conversations.
In addition to language, Justin provides valuable insights into the correct order for a successful sales appointment. He outlines the steps that should be followed to ensure a structured and effective conversation that leads to positive results.
Join the Close It Now Community on Facebook: If you're looking to connect with like-minded individuals, discuss sales strategies, and stay updated on the latest insights, consider joining our Close It Now Facebook group. It's a thriving community where sales professionals come together to learn and grow. Join Here.
Close It Now In-Person Sales Training: March 21-22 in Round Rock, TX: For those eager to take their sales skills to the next level, don't miss the Close It Now in-person sales training happening on March 21-22 in Round Rock, Texas. This is a unique opportunity to learn from experts, refine your techniques, and experience the Close It Now approach firsthand. To register or learn more, contact Sam Wakefield at sam@closeitnow.net, text or call 512-364-8559, or connect on Instagram @therealcloseitnow.
Tune in to this episode to gain valuable insights from Justin's journey and discover how Close It Now can elevate your sales career. Don't miss out on the chance to be part of a thriving sales community and take your skills to new heights.
In this insightful episode of "Close It Now," Sam Wakefield takes you on a journey to discover how the power of language can revolutionize your results in sales, recruiting, and life. Sam dives into the mindset that separates the top performers in the HVAC industry from the rest, emphasizing the significance of word choice in shaping our interactions and outcomes. He shares a groundbreaking perspective on how simple word substitutions can dramatically impact your sales approach and effectiveness. The episode also explores the vital balance between work and home life, offering strategies for being fully present with your loved ones while excelling in your career. Sam’s practical advice and motivational insights are based on real-world experiences and are designed to empower HVAC professionals to achieve exceptional success by transforming their approach to communication and mindset. Tune in to "Change Your Language and It Will Change Your Results" for a transformative experience that will elevate your professional and personal life.
In this enlightening episode of the Close it Now podcast, titled "Mastering Market Expansion: Insights on Digital Marketing Choices with Tim Brown," host Sam Wakefield engages in a deep conversation with Tim Brown, the founder of Hook Digital Marketing Agency. This episode provides listeners with a comprehensive understanding of what it takes to successfully enter new markets and the critical factors to consider when choosing a digital marketing agency.
Tim Brown brings his wealth of knowledge and experience to the discussion, offering valuable insights into the challenges and opportunities that come with expanding into new markets. He shares strategies for businesses to effectively navigate these waters, emphasizing the importance of understanding market dynamics and customer needs.
A significant portion of the conversation is dedicated to the nuances of selecting the right digital marketing partner. Tim offers practical advice on what businesses should look for in a digital marketing agency, including key indicators of a reliable and effective agency, and common pitfalls to avoid.
Listeners can expect to gain a deeper understanding of market expansion strategies and digital marketing, with actionable tips and expert advice from Tim Brown. Whether you are a business owner looking to grow your reach or someone interested in the digital marketing landscape, this episode is packed with insights that will enhance your approach to business and marketing.
In this insightful episode of the Close it Now podcast, titled "Breaking the Ice: Winning Trust in Tough Sales Scenarios & Upcoming Events," host Sam Wakefield delves into the nuanced world of engaging with homeowners who initially appear closed off. The episode provides listeners with valuable techniques and mindset strategies to effectively open up conversations and build trust, even when homeowners are holding their cards close to their chest.
Sam shares practical action items that sales professionals can implement to navigate these challenging scenarios successfully. The episode emphasizes the importance of empathy, active listening, and tailored communication approaches to transform guarded interactions into opportunities for connection and understanding.
Additionally, Sam discusses his upcoming speaking role at D2Dcon7 in Salt Lake City from January 25-27, 2024, offering listeners a glimpse into what they can expect from this exciting event. He also announces the Close it Now In-Person Sales Training happening on March 21-22, an event not to be missed by sales professionals looking to enhance their skills and techniques.
This episode is a must-listen for anyone in the sales field, particularly those in the HVAC industry, who face the common challenge of engaging with reserved or hesitant homeowners. It's filled with actionable insights and updates on key industry events that are shaping the future of sales training and professional development.
In this captivating episode of Close it Now, titled "Blueprints for Success," host Sam Wakefield engages in a profound conversation with Dominic Rubino, a seasoned expert in the contracting industry with over 20 years of experience. The discussion traverses crucial topics such as innovative sales strategies, effective management tactics, and the fundamentals of mindset mastery in a professional context.
Dominic Rubino brings his extensive expertise to the table, offering listeners an in-depth look into the art of sales and management. The episode delves into the nuances of building a successful sales approach, drawing parallels between the contracting world and broader business practices. Additionally, Rubino shares his insights on management, emphasizing the importance of leadership skills and effective team dynamics in driving business growth.
A significant part of the conversation is dedicated to mindset. Here, Rubino and Wakefield explore how a positive and growth-oriented mindset can be a game-changer in the professional world. They discuss practical ways to cultivate this mindset, underscoring its role in achieving both personal and professional excellence.
Listeners can expect to walk away from this episode with a treasure trove of knowledge and actionable advice. Whether you are a seasoned professional or just starting your career journey, "Blueprints for Success" is poised to offer valuable perspectives and strategies to enhance your professional skill set and mindset.
In the inaugural 2024 episode of our podcast, "2024 Unleashed: D2Dcon7 Highlights, Mindset Mastery, and On-Site Training Success," we dive into an exhilarating array of topics to kick off the new year. Sam Wakefield opens up about his upcoming speaking role at D2Dcon7 in Salt Lake City, scheduled for January 25-27, 2024. This event promises to be a gathering of industry giants, featuring keynote speakers like Sam Taggart, Lance Armstrong, Kent Clothier, and Victor Rancour. Listeners interested in attending can purchase tickets at www.hvacdoors.net, using the discount code SAMW20 for a 20% discount.
The episode also shines a spotlight on the Mindset training session scheduled for January 4th, led by Sam Wakefield and Corey Berrier from the Successful Life Podcast. This session sets the stage for the upcoming virtual accountability group, which Corey will co-lead starting in February 2024. Additionally, Sam delves into the impactful world of on-site training, sharing insights and real results witnessed from this hands-on approach.
This episode is a treasure trove of inspiration, insights, and exciting announcements that are sure to energize and motivate our listeners for the year ahead.
In this engaging episode of our podcast, "Nailing the One-Leg Talk: Mastering Demand Repair Conversations," we focus on the unique challenges and strategies involved in conducting effective 'one-leg' conversations, especially for service technicians during demand repair calls. The discussion is centered around the art of handling these one-on-one interactions with clients, a skill crucial not only in the HVAC industry but across various fields where service appointments are a norm. We delve into practical techniques and communication skills that can transform these encounters into successful and productive experiences. This episode is particularly insightful for those looking to enhance their client communication skills, build stronger relationships during service calls, and improve overall customer satisfaction. Whether you're a seasoned technician or new to the field, this episode provides valuable insights into making the most out of every one-leg appointment.
In this enlightening episode, we're joined by Jordan Adams, a Solar and Roofing Expert with D2D Experts and the host of The Stoic Dad podcast. Jordan delves into the integral role of personal growth in enhancing sales performance and enriching one's life. He shares his insights on how developing oneself personally leads to significant improvements in professional capacities, especially in the competitive fields of solar and roofing sales. Drawing from his experience as a podcast host, Jordan offers valuable life lessons grounded in the principles of stoicism, demonstrating their practical application in both personal and professional contexts. Additionally, the episode provides a sneak peek into D2Dcon7, a highly anticipated event in the sales industry, scheduled for Jan 25, 26, and 27. Jordan gives listeners a glimpse of what to expect at the event and highlights its importance for professionals in the field. As a special bonus for our listeners, Jordan announces an exclusive discount for D2Dcon7. By using the code SAMW10 at www.hvacdoors.net, listeners can avail themselves of a 10% discount on tickets.
🔥 Welcome back to another episode of the Close it Now podcast! This time, we're shifting our focus to the heating season and diving into the world of modulating heating systems. Join us as we explore the art of effectively communicating the benefits of advanced heating technology to homeowners. Our goal? To help you stand out in the HVAC market and drive your sales even higher during the heating season.
🌟 First up, we revisit the Benefit Lens approach, but with a twist – this time, it's all about heating. Learn how to position the advantages of your modulating heating systems from your customer's perspective. We discuss crafting a narrative that emphasizes the warmth, comfort, and energy efficiency these systems offer, making them a must-have in every home.
🏠 Then, we paint a picture of life post-installation, but with the cozy touch of a modulating heating system. Imagine walking into a home where the temperature is always just right, the energy bills are lower, and the air quality is top-notch. These are the real-life benefits you'll learn to communicate to your customers, ensuring they see your company as the go-to provider for their heating needs.
🚀 Plus, big news! We're announcing our in-person 2-day Close it Now sales masterclass, coming in March 2024. Stay tuned for the exact dates. Want more info? Join our Facebook group, email sam@closeitnow.net, or text 512-364-8559. Don't miss this chance to level up your sales skills and connect with other HVAC professionals.
💬 This episode is not just about heating technology; it's about setting your business apart. By mastering these communication techniques, you'll leave a lasting impression on your clients and emerge as the trusted, innovative HVAC provider in your market.
🎧 Tune in to elevate your heating season sales and gain that competitive edge. Master the modulation, boost your business, and keep those homes warm and cozy with Close it Now!
🚀 Ready for a sales masterclass? Dive into "Knocking on Success" with sales warriors Clint Root and Albert Brand. These guys are the real deal in D2D sales, with decades of dominating the game.
Clint Root, from Highland Utah, is a direct sales juggernaut, mastering the art in 46 states and leading teams that crush over 100 accounts daily. From SmartHome to Fiber, he's got the playbook on winning big.
Albert Brand, the Minnesota-based fiber optics guru, combines a family-man charm with killer sales instincts. He's a relationship-building maestro and a tech sector powerhouse, turning customer interactions into gold.
These titans unpack the secrets of low-cost, high-impact D2D sales and the Hunter Mentality – the relentless drive that's key to sales success. Get ready for explosive insights that'll turbocharge your sales approach.
In this insightful episode, we explore a key skill in the HVAC industry: transitioning from service calls to sales opportunities. The discussion begins with the essential mindset shift for technicians, addressing the challenges they face in moving from technical roles to sales-oriented interactions. This segment not only delves into effective sales techniques but also focuses on the psychological aspects necessary for technicians to identify and pursue sales opportunities during service appointments.
The heart of the episode lies in the art of conversation with homeowners. Here, we offer specific communication strategies and phrases that technicians can use to subtly shift discussions towards considering new HVAC systems. This part of the episode is rich with practical advice, balancing technical expertise with customer-centric communication, and is augmented with real-life examples from experienced professionals.
Wrapping up, the episode emphasizes the collaboration between technicians and comfort advisors, outlining how this teamwork can lead to seamless customer experiences and increased sales success. The final takeaways provide actionable tips for technicians to apply immediately, positioning them as pivotal in driving business growth and enhancing customer relationships in the HVAC industry.
In this inspiring episode, we sit down with Corbin Allen, a Comfort Advisor who has made an extraordinary leap from the confines of prison to the pinnacle of the HVAC industry in Mississippi. With a projected $4 million in sales for 2023, Allen's story is not just about professional success; it's a profound journey of personal transformation and the power of a positive mindset.
Allen opens up about the challenges he faced and how he turned his life around, emphasizing the critical role of belief in oneself. He shares invaluable insights into how a change in perspective can lead to significant life and career breakthroughs.
This episode is more than a success story – it's a deep dive into the themes of resilience, redemption, and the relentless pursuit of goals against all odds. Allen's journey offers potent lessons in overcoming adversity and the impact of maintaining a positive outlook on life.
Whether you're in the HVAC industry or just looking for a dose of motivation and a story of incredible human spirit, this episode with Corbin Allen is sure to inspire and captivate. Join us as we explore the incredible journey of a man who rewrote his destiny.
Dive into the art of impactful communication in this invaluable episode, where we explore the essentials of effective follow-up strategies. This isn't just about what you say; it's about how you say it. We unravel a powerful word formula for follow-up that can significantly enhance your professional interactions, highlighting key phrases to embrace and those to avoid for maximum impact.
Whether you're dealing with clients, networking, or driving sales, these insights will transform your approach, ensuring your communications are not just heard, but truly resonate. Plus, for our listeners who stay tuned until the end, a special easter egg awaits—a surprise bonus gift as a token of our appreciation.
🌟 Exciting Announcement:
In addition to these valuable insights, I'm thrilled to announce an upcoming in-person Sales Masterclass in the vibrant city of Austin, TX! This is your opportunity to engage with like-minded professionals, dive deeper into sales strategies, and experience hands-on training that will take your skills to new heights. Stay tuned for more details in the episode!
Don't miss this dual opportunity to enhance your follow-up techniques and join us for an enriching, face-to-face learning experience in Austin. Tune in now for a journey into effective communication and a chance to elevate your sales career!
In this insightful sixth episode of the "Becoming a Hunter" series on the Close it Now podcast, host Sam Wakefield focuses on a crucial aspect of HVAC sales: the transition phase leading to booking appointments. Sam explores the nuances and strategies that distinguish successful transitions, offering listeners a deep dive into techniques that can turn conversations into confirmed bookings. Whether you're a seasoned sales professional or just starting in the HVAC industry, this episode provides valuable insights into effective communication and persuasion techniques. Tune in to learn how to master the art of the transition and take your sales skills to the next level!
Welcome back to the Close it Now Podcast, where we're diving deep into the world of HVAC door knocking and canvassing. In Part 5 of our 'Becoming a Hunter' series, we explore the critical step of 'Takeaway' in the HVAC door pitch.
Host Sam Wakefield takes you through the techniques and strategies that will help you master the art of canvassing for HVAC leads. You'll discover how to effectively execute the 'Takeaway' or 'Pullback' technique, a powerful tool for engaging potential customers and setting the stage for a successful sale.
If you're ready to supercharge your HVAC sales skills and learn the insider secrets to door knocking, this episode is a must-listen. Tune in now and take your HVAC sales game to the next level!
Make sure to visit www.hvacdoors.net to access the Close it Now online course HVAC U, and stay tuned for more game-changing episodes in the 'Becoming a Hunter' series.
Welcome back to the Close It Now Podcast, your ultimate resource for HVAC sales professionals. In this episode, which is Part 4 of our exciting 'Becoming a Hunter' series, we're diving even deeper into the world of door knocking for HVAC leads.
Join host Sam Wakefield as he unveils the critical fourth step in your door pitch: 'Solutions.' Discover the secrets to addressing homeowner's problems effectively, setting the stage for a successful sale. Sam provides exact scripting and verbiage to help you engage with potential customers, making a lasting impression.
If you're ready to take your HVAC sales skills to the next level and learn the insider strategies to master door knocking, this episode is a must-listen. Stay tuned for more episodes in this transformative series!
To access the Close It Now online course HVAC U, visit www.hvacdoors.net. And don't forget to register for D2DCon7 happening in Salt Lake City from January 25th to 27th, 2023, using the coupon code SAMW10 for a 10% ticket discount.
In this captivating episode, Sam Wakefield, the host of the Close it Now Podcast, sits down with Corey Berrier, an HVAC sales trainer and the host of the Successful Life Podcast. Together, they explore the fascinating world of AI-driven innovations in the HVAC industry.
Corey reveals his groundbreaking AI-powered roof estimation software and an AI-driven chatbot designed specifically for service technicians. These cutting-edge solutions are reshaping the landscape of HVAC sales and service.
Join this insightful conversation to gain valuable insights into the future of technology in the HVAC field. Corey's forward-thinking approach and innovative tools are revolutionizing the way HVAC professionals operate. Don't miss this episode if you're eager to stay at the forefront of industry trends and embrace the transformative power of AI technology.
Welcome back to the Close it Now podcast, the ultimate resource for HVAC sales professionals. In this episode, which is part 3 of our 'Becoming a Hunter' series, we're diving deep into the world of door knocking for HVAC leads.
Sam continues to break down the 5 crucial steps to master the art of canvassing for HVAC, and in this episode, we explore step 3: 'Problem.' You'll learn exactly how to address the homeowner's problems and needs effectively, setting the stage for a successful sale.
But that's not all. Sam also has some exciting news to share. He reveals a special discount code for D2DCon7, happening in Salt Lake City from January 25th to 27th, 2023. Sam will be a featured speaker at this event, alongside other top experts in the field.
If you're ready to supercharge your HVAC sales skills and learn the insider secrets to door knocking, you won't want to miss this episode. Tune in now, and take your HVAC sales game to the next level.
Make sure to go to www.hvacdoors.net to get your copy of the Close it Now online course HVAC U.
Also get registered for D2DCon7 Jan 25-27 and use the coupon code SAMW10 for a 10% ticket discount!
In this compelling episode of the Close it Now podcast, your host Sam Wakefield is joined by a distinguished guest, Doug Mitchell, the mastermind behind the podcast "Building Great Sales Teams." Together, they delve deep into the world of sales training and uncover the often-missed elements that can truly transform your sales team's performance.
Sales training is a complex puzzle, and in this conversation, Doug shares his wealth of knowledge and experience in recruiting, training, and building exceptional sales teams. Discover the core tenets that every successful sales team needs, and explore the vital role of leadership in shaping a winning team.
The discussion doesn't stop at sales alone; it extends to entrepreneurship and life, underlining the importance of holistic growth. Doug's insights, garnered from years of expertise, will challenge your perceptions and inspire you to rethink your approach to sales and team development.
Whether you're a sales leader, entrepreneur, or someone looking to enhance their leadership skills, this episode offers invaluable takeaways. Join us to unravel the secrets of building great sales teams and gain a fresh perspective on sales training.
Don't miss this opportunity to tap into Doug Mitchell's wisdom and experience. Tune in now to the Close it Now podcast, hosted by Sam Wakefield, and embark on a journey of transformation in the world of sales and leadership.
Welcome back to the Close it Now podcast, the ultimate resource for HVAC sales professionals. In Part 2 of our "Becoming a Hunter" series, we're diving deep into the strategies and techniques that will supercharge your door-to-door canvassing skills while breaking long-standing misconceptions in the HVAC industry.
In this episode, host Sam Wakefield lays out the critical first step in your door pitch: breaking preoccupation. This is where the real magic begins. Sam shares exact scripting and verbiage to help you engage with potential customers effectively.
If you've ever wondered how to grab a homeowner's attention and leave a lasting impression, this episode is a must-listen. Sam's insights will empower you to become a true HVAC sales hunter and drive leads at zero cost while dispelling common misconceptions that have persisted in the industry.
Ready to revolutionize your sales game? Tune in now for some game-changing tips and take your HVAC sales to the next level!
In this electrifying episode of the Close it Now podcast, your host, Sam Wakefield, sits down with Gene Slade, an industry veteran with over two decades of experience in HVAC sales and marketing. What sets this episode apart is Gene's unique role as one of the privileged few holding a license for the world's first conversational AI platform.
Listen in as Sam and Gene delve deep into the game-changing potential of AI in the HVAC industry. Imagine a world where your call center operates smarter, not harder. Discover how AI can reshape customer interactions, streamline processes, and supercharge your business.
Gene's practical insights and real-world examples make this episode a must-listen for HVAC professionals seeking innovative ways to stay ahead in the game. If you've ever wondered about the future of customer service and AI's role in it, this episode is your key to unlocking its potential.
Make sure to contact Gene Slade at (239) 848-6533 and at www.leadninjaAI.com
Welcome to Season 4 of the Close it Now Podcast, where we're diving deep into the world of HVAC sales. In this kickoff episode, host Sam Wakefield gets straight to the point, addressing some hard truths about the industry.
Are you tired of seeing lackluster results in your HVAC sales career? Sam reveals the common ailment plaguing many in the field: laziness. It's time to break free from this mindset and embrace a new way of thinking—a carnivore mentality.
What does it mean to be a sales hunter in HVAC? Sam explores this concept and why it's crucial for your success. Instead of complaining about the results you're not getting from the work you're not doing, it's time to take action.
But that's not all—this episode is just part one of an exciting series on door-to-door sales for HVAC. Sam provides valuable insights and fundamental scripting techniques for knocking on doors and generating leads at zero cost.
So if you're ready to transform your HVAC sales game, tune in now. It's time to shift your mindset, leave behind herbivorous habits, and become a true carnivore in the world of HVAC sales. Don't miss this episode, and stay tuned for more actionable strategies to come!
For additional resources and updates, visit [your website]. Connect with us on social media, and if you have questions or topics you'd like us to cover, reach out!
In this captivating episode of the Close it Now podcast, we're joined by Jonathan Neves, the owner of Green Energy Mechanical in Boston. Jonathan is not just a successful entrepreneur but a thought leader in the world of sales philosophy, psychology, and NLP. Together, we explore the profound principles of clarity and the transformative impact of cultivating a powerful mindset in sales.
Jonathan shares invaluable insights into the difference between a positive mindset and a powerful one. He emphasizes how clarity, authenticity, and a deep understanding of human psychology are the cornerstones of effective sales strategies. Throughout the episode, he provides practical advice on how to harness the power of your mindset to connect with customers on a deeper level and achieve remarkable results.
Moreover, in the face of industry slowdowns and the noise of negative forecasts, Jonathan offers a guiding light. He delves into the strategies and practices that keep your mindset on track when external factors threaten to dim your enthusiasm. These insights are invaluable for anyone navigating challenging times in their sales career.
Whether you're in the HVAC industry or any other field, this episode offers a wealth of knowledge to revolutionize your approach to sales. Jonathan's passion for sales excellence shines through as he shares real-world examples and actionable strategies that can elevate your sales game to new heights.
Join us in this enlightening conversation, and gain the inspiration and expertise you need to cultivate a powerful mindset, even when the industry faces adversity, and thrive in the competitive world of sales. Tune in now to unlock the secrets to sales success.
In this insightful episode of the Close It Now podcast, we embark on a journey back to the basics of the HVAC industry. Join us as we explore the fundamental principles that often get overlooked but are crucial for success.
We dive deep into the concept of providing value by educating homeowners on Homeownership 101. Learn why it's essential to bridge the gap between industry expertise and homeowners' basic knowledge, helping them care for and maintain their homes effectively.
But that's not all! We share a compelling story of a significant sale—a fall club membership tune-up that showcases the power of connecting with homeowners on a personal level.
The core of this episode delves into the art of attaching emotions and feelings to home appliances. Discover how to use language that resonates with homeowners, forging strong emotional connections that lead to trust and sales.
Tune in to this episode for practical insights and actionable tips that will reignite your passion for the basics, boost your sales, and transform your approach to connecting with homeowners. It's time to go 'Back to the Basics' and elevate your HVAC business to new heights.
In this enlightening episode of the Close It Now podcast, we dive deep into the world of branding with the renowned Dan Antonelli, founder of Kickcharge Creative. Dan unveils the secrets behind his latest book, 'Branded, Not Blanded,' and explores how effective branding can be the missing piece that transforms your business.
Discover why a compelling brand is essential in today's competitive landscape and how it can set your business apart. Dan shares real-world examples of businesses that have experienced remarkable growth through strategic branding.
We also delve into the core principles of effective branding, from creating a memorable logo to crafting a brand story that resonates with your audience. Dan's wealth of experience in branding shines through as he provides actionable insights that you can apply to your business immediately.
Join us for an episode that will change the way you think about branding and equip you with the tools to take your business to the next level. Tune in now and get ready to revolutionize your approach to branding!
In this enlightening episode of the Close it Now podcast, we're joined by Mike Mueller, a seasoned coach with Profit Rocket and a specialist in empowering HVAC service technicians to excel in their roles. As part of the Profit Rocket Growth Summit 2023 speaker series, Mike brings a wealth of knowledge on accelerating newcomers' journey to success in the industry.
We start by exploring the profound impact of having a solid system in place. Mike emphasizes how having a structured approach not only streamlines processes but also boosts technicians' confidence, particularly when they are new to the field. Building on this foundation, we delve into the significance of mindset and certainty in creating an environment that fosters growth and excellence.
With Mike's expert insights, we uncover the keys to cultivating a positive mindset and harnessing the power of certainty to drive confidence. We also discuss the essential role of ongoing learning and mentorship in nurturing technical and soft skills.
As the conversation unfolds, we turn our attention to the upcoming Profit Rocket Growth Summit 2023. Mike shares his enthusiasm for the event and highlights the invaluable networking and learning opportunities it offers. Furthermore, we get a sneak peek into an innovative strategy that Sam Wakefield has in the pipeline – a technique that has proven successful in other industries and promises to revolutionize lead generation in the HVAC space.
Tune in to gain actionable strategies for setting up new HVAC service technicians for success, building unshakable confidence, and discover groundbreaking approaches for business growth. Don't miss out on this episode that's packed with insights from Mike Mueller and Sam Wakefield, designed to elevate your HVAC business to new heights.
In this dynamic episode of the Close it Now podcast, we're joined by the accomplished serial entrepreneur Brigham Dickinson, founder of Power Selling Pros, Booked, and Athlecare. We delve into the world of business strategies, leadership, and impactful growth.
Brigham shares the game-changing benefits of Power Selling Pros, a comprehensive CRM and call center solution that empowers service companies to excel in customer service and bookings. Discover how this powerful tool can transform your customer interactions and streamline your operations.
But that's not all—our conversation takes a deeper turn as we explore Brigham's latest book, "Something to Give: A Journey to Become a Leader Worth Following." Uncover the invaluable leadership insights gained from Brigham's 15-year journey of building and growing multiple companies. Learn how effective leadership can shape not only your business success but also your personal growth.
Tune in to gain strategic insights, business wisdom, and leadership lessons from a seasoned entrepreneur. Whether you're seeking to optimize your customer interactions or become a more impactful leader, this episode offers a wealth of actionable advice. Join us on this enlightening journey with Brigham Dickinson and discover the keys to business excellence and leadership worth following.
In this dynamic episode of the Close it Now podcast, we embark on a journey of transformation and growth. We challenge the conventional wisdom of setting goals and instead focus on the power of establishing personal standards.
Join us as we dissect the six crucial elements of your life that are fundamental to achieving top-tier performance in the HVAC industry or any field you're passionate about. We're not just here to talk about change; we're here to lead the charge for a revolution in an industry that has seen little transformation in decades.
At Close it Now, we firmly believe that to get change, we must make changes. This episode is your guide to creating habits that have the potential to rewrite the trajectory of your life. It's about more than just professional success; it's about leaving a legacy that will benefit your family and generations to come.
Tune in as we explore the concept of raising the standard and learn how to implement these principles in your life to effect lasting and meaningful change. Together, let's challenge the status quo and embrace a new era of growth, empowerment, and excellence.
Join us for this inspiring episode, and let's set new standards together!
In this engaging installment of the Close it Now podcast, we're thrilled to welcome the remarkable Jennifer L. Bagley, founder of CI Web Group, to the conversation. As part of the Profit Rocket Growth Summit 2023 Speaker Series, Jennifer and Sam Wakefield dive into the state of the industry, uncovering exciting opportunities for businesses to elevate themselves above the current standards.
Together, they explore the industry landscape and highlight the significant room for companies to distinguish themselves through excellence. Jennifer and Sam discuss how setting high standards can set businesses apart, helping them shine amidst the competition.
Venturing into the future of digital marketing, Jennifer shares insights into the innovative utilization of AI technology that CI Web Group is employing to lead the market. By staying ahead of trends and embracing cutting-edge strategies, they are revolutionizing the way businesses approach online engagement.
But that's not all! The episode takes an unexpected turn with a surprise appearance from Darren Dixon, founder of Fyxify. Darren adds his unique perspective on business growth and industry trends, enriching the conversation even further.
Tune in to discover the insights, strategies, and vision that Jennifer L. Bagley and Darren Dixon bring to the table. Learn about the upcoming Profit Rocket Growth Summit and gain a glimpse into the future of digital marketing. Join us on this insightful journey that promises to reshape the way you perceive industry trends and innovations.
In this enlightening episode of the Close it Now podcast, we dive into the art of creating leads through the transformative power of networking. Our guest, Dagan Martinez Vargas, a native Austinite and accomplished 6-figure earner, sheds light on the profound impact of building a strong network on your business success.
As the saying goes, "Your net worth is your network," and Dagan's journey is a testament to that truth. With a background in promoting global alcohol brands and navigating the Downtown Austin tech scene, he mastered the art of "reading the room" and finding opportunities to grow sales. His experience spans from networking at bars and concerts to consulting on digital branding.
Dagan's book, "Play the Room," is a guide to effectively network and turn connections into valuable leads. In this episode, we uncover the intricacies of attending networking events, initiating conversations, and making meaningful connections that drive business growth. Dagan's insights provide a roadmap for those seeking to leverage networking as a powerful tool for success.
Tune in and gain practical tips on how to stand out, promote your business, and create leads through the art of networking. Join us on this journey of discovery and learn how to harness the potential of your network to achieve remarkable results. Don't miss this episode that will empower you to Play the Room and unlock new dimensions of business success.
In this episode of the Close It Now podcast, we delve deep into the art of selling mini split or ductless HVAC systems. If you're a comfort consultant facing challenges when it comes to selling this efficient and versatile equipment, this episode is your roadmap to success.
We kick off by addressing one of the common hurdles comfort consultants encounter: the DIY conversation. You'll discover how to navigate this discussion effectively and transform a potential obstacle into an opportunity. Whether homeowners think of mini splits as glorified window units or are considering a DIY installation, we've got the strategies to address their concerns and showcase the true value of these systems.
But that's not all – we go beyond the technical aspects. We explore the power of storytelling and creating vivid mental images to paint a compelling picture of life with a mini split system. You'll learn how to craft narratives that resonate with homeowners, making them envision the comfort and convenience a mini split can bring to their daily lives.
Join us on this educational journey and gain the insights and techniques you need to master the art of selling mini split HVAC systems. Whether you're an experienced consultant or new to the game, these strategies will elevate your sales game and boost your HVAC business. Tune in now and embark on the path to selling success.
In this exciting episode of the Close it Now podcast, we have the privilege of sitting down with Heath Sprout, the Sales Manager and top producer at Triangle Heating and Cooling in State College, PA. Heath takes us on a journey through the rapid growth of Triangle and shares the pivotal moments that have shaped his sales career.
During our conversation, we explore the impact of the Close it Now Peak Performance on-site sales training that Heath and his team recently experienced. Discover the transformative aha moments and powerful techniques that have elevated Triangle's sales game to new heights.
Heath's passion for sales and commitment to excellence shine through as he shares valuable insights and practical strategies for success. Whether you're a sales professional in the HVAC industry or any other field, this episode offers a wealth of knowledge to revolutionize your approach and drive remarkable results.
Join us as we uncover the keys to sales success and learn how to thrive in a competitive market. Tune in now and gain the inspiration and expertise you need to take your sales performance to the next level.
In this thought-provoking episode of the Close It Now podcast, we dive deep into the challenging world of overcoming the price objection in HVAC sales. We kick off by exploring the unique approach that sets Close It Now apart in an industry where traditional training methods have fallen behind the times.
Join us as we navigate the changing landscape of consumer behavior, recognizing the pivotal role of emotions and feelings in purchasing decisions. Discover how I've harnessed the power of cutting-edge psychological insights and integrated them into a transformative training methodology. Our focus on staying ahead of the curve ensures that we connect with homeowners on a genuine and empathetic level.
The heart of our approach lies in permission-based selling, a groundbreaking system that transforms homeowners into co-creators of their projects. By working together to develop solutions that align with their needs and desires, we've witnessed a significant surge in acceptance rates.
In this episode, I unravel the idea that objections are planted somewhere in the process, and how portraying certainty and empathy are key factors in solving homeowners' real concerns. As we embrace this philosophy of deep connection and empathy, we're revolutionizing HVAC sales and paving the way for a more prosperous future.
Join us on this journey as we master the art of handling the price objection and unveil the strategies that build lasting connections and drive remarkable outcomes. Tune in now to uncover the Close It Now approach that's transforming the sales landscape.
In this awe-inspiring episode of Close it Now, we sit down with the remarkable Zack 'ROI' Williams, founder of ROI Digital Marketing and the Uncaged Men's Accountability Group. Prepare to be moved as Zack shares his incredible journey of resilience after a life-threatening motorcycle accident, defying all odds and emerging stronger than ever. Discover the mindset that allowed him to triumph over adversity and achieve greatness.
Throughout the episode, Zack opens up about his Cardinal moment, a pivotal event that transformed his perspective and ignited his unstoppable spirit. We explore the power of networking and the profound impact of the Uncaged Men's Accountability Group in fostering growth, support, and breakthroughs.
But that's not all! Zack is also a devoted husband, father, and author of the newly released book, "One Foot in Front of the Other." With an unwavering commitment to personal growth and empowerment, he leaves no stone unturned in his quest to inspire others to unlock their full potential.
Tune in to this captivating episode and delve into the world of resilience, transformation, and the extraordinary power of the human spirit. Prepare to be uplifted, motivated, and forever changed by the wisdom and insights of Zack 'ROI' Williams.
In this transformational episode of the Close it Now podcast, we tackle a common stumbling block in the world of sales – the infamous "I want to think about it" objection. Join us as we explore innovative strategies to dismantle this objection and guide your prospects towards decisive action.
We start by diving into the psychology behind the objection, understanding the various reasons that lead to it. From there, we equip you with a powerful framework to reframe the conversation and address the underlying concerns that trigger the hesitation.
Discover how to create a sense of urgency without resorting to high-pressure tactics. Learn to uncover the true objections hiding behind the initial response and provide tailored solutions that resonate with your prospect's needs and desires.
By mastering the art of handling the "I want to think about it" objection, you'll gain the confidence to navigate conversations with authenticity and clarity. Join us on this insightful journey and revolutionize your sales approach, transforming objections into opportunities and achieving remarkable results. Tune in now and unlock the keys to conquering this common challenge in sales.
In this transformative episode of Close it Now, we are joined by the incredible Kevin Polito, who experienced a remarkable journey from his first sales training to achieving a staggering $5 million in sales this year. Together, we explore the profound impact of visualization and the law of attraction on his path to success.
Kevin takes us on his awe-inspiring spiritual awakening, where he discovered the immense power of positivity and the law of expectation. This deep dive into mindset and the correct mental approach to sales uncovers the key to unlocking unprecedented success in the industry.
Join us as we delve into the secrets of establishing the right mindset, harnessing the law of attraction, and using visualization to manifest success. This episode is a must-listen for anyone looking to elevate their sales game and tap into their true potential. Tune in now and unlock the power within to create your own extraordinary sales journey.
In this game-changing episode of Close it Now, we dive headfirst into the art of obliterating the notorious 3 bids objection in HVAC sales. This objection, often used as a smokescreen by homeowners, can leave sales professionals feeling perplexed. But fear not – we've cracked the code on a groundbreaking approach that will leave you empowered and in control.
Join us as we dissect the objection into its two critical stages and reveal its true nature. It's not just an objection – it's a hidden opportunity for you to shine. We'll guide you through a fresh perspective that transforms the 3 bids objection from a stumbling block into a stepping stone.
Discover how to reshape the conversation, inspire confidence, and help homeowners make informed decisions. By understanding the psychology behind the objection and leveraging our unique approach, you'll stand out from the crowd and reshape the way you approach objections.
Tune in now to revolutionize your sales game, destroy the 3 bids objection, and elevate your success in HVAC sales like never before. Don't miss out on this transformative episode that will redefine how you navigate objections and close deals with conviction.
In this heartfelt episode of the Close it Now podcast, we have the privilege of sitting down with Steven Short, the visionary founder of American HVAC in Salt Lake City. As Steven celebrates the impressive milestone of 20 years in the HVAC industry, he shares his incredible journey of personal growth and triumph, which includes overcoming drug and alcohol addiction to become a shining example of success.
Steven's story is a testament to the power of resilience and determination. From humble beginnings to building a thriving HVAC business, he has faced numerous challenges, each one shaping his outlook on life and business. Through his experiences, Steven has gained valuable insights into the importance of recognizing personal limitations, finding joy in one's chosen path, and continuously striving for improvement.
One of the hallmarks of Steven's journey is his infectious catchphrase, "Doing it for a song." This motto exemplifies his unique approach to business, where passion and purpose drive every action, and success is measured not just in financial gains but in the happiness and fulfillment of himself and his team.
Join us on this captivating episode as we delve into Steven's inspiring story and learn from his profound wisdom and perspective. Whether you're an aspiring entrepreneur, an HVAC professional, or simply seeking motivation and personal growth, this episode will leave you uplifted and ready to embrace life's challenges with a positive and determined spirit. Tune in now and be inspired by the incredible journey of Steven Short, a true HVAC industry icon who embodies the spirit of "Doing it for a song."
In this highly informative and engaging episode of the Close it Now podcast, we explore the crucial topic of explaining modulating HVAC equipment to homeowners effectively. Join us as we uncover the key strategies to master the art of communication, ensuring that your message resonates with potential customers and sets your HVAC company apart from the competition.
We kick off by emphasizing the significance of adopting the Benefit Lens approach – a powerful technique that helps you view your offerings from the customer's perspective. By focusing on the benefits your modulating HVAC equipment brings to their lives, you can create a compelling narrative that captivates their imagination and sparks genuine interest.
Next, we delve into the art of painting a vivid picture of the post-installation scenario. By skillfully portraying the enhanced comfort, energy efficiency, and cost savings that homeowners can expect, you instill confidence in your products and services, making your company an irresistible choice.
Learn how to effectively differentiate your HVAC business from generic competitors by presenting a unique value proposition and catering to the specific needs and desires of your customers. By mastering these communication techniques, you'll leave a lasting impression on potential clients and stand out as a trusted and forward-thinking HVAC provider.
Tune in to this episode of Close it Now to elevate your sales game and gain a competitive edge in the HVAC industry. Unleash the power of effective communication, and watch your business thrive!
In this captivating episode of Close it Now, we had the privilege of sitting down with Sean Michael Crane, the founder of the Unstoppable Mindset blueprint and the Unstoppable #365 MFR program. Sean's journey from incarceration for 2007 days to becoming a high-demand public speaker and mindset coach is nothing short of inspiring.
Discover the secrets behind Sean's Unstoppable Mindset and how he transformed adversity into empowerment. Through his mindset and fitness groups, as well as small mastermind sessions, Sean helps men uplevel their lives and unleash their full potential.
Tune in to gain valuable insights and actionable strategies to develop your own Unstoppable Mindset. Join us on this transformational journey and learn how to overcome challenges, tap into your inner strength, and create a life of limitless possibilities. Don't miss this episode that will inspire you to embrace an Unstoppable Mindset and elevate your life to new heights.
In this dynamic and insightful episode of the Close it Now podcast, we tackle a common challenge faced by HVAC professionals: being the first quote in a homeowner's consideration. You've probably encountered homeowners who say they're getting three bids and you're the first one they've met. They want to do their due diligence, and it can feel like an uphill battle to convince them to choose your services.
Fear not! We've got you covered with a powerful psychological sales approach to navigate this situation like a pro. Join us as we delve into the art of reframing the homeowner's mindset, putting you in control of the conversation. Learn how to position yourself as part of an exclusive, carefully selected group that the homeowner has called upon.
Discover how to leverage psychology to make the homeowner sell you on why they contacted you in the first place. By mastering this approach, objections become easy to handle at the end of the appointment. Plus, we reveal a game-changing clarifying question to confidently handle the three bids objection.
Listen in and equip yourself with the tools to overcome the first quote challenge with ease. Transform your sales interactions, build trust, and close deals with confidence. Tune in now to unlock the secrets of a psychological sales master, and take your sales game to extraordinary heights! 🏆🏡🚀
In this eye-opening episode of the Close it Now podcast, we are honored to host Eric Thomas, the mastermind behind Rival Digital, a leading digital marketing company specializing in the HVAC industry. As part of our Profit Rocket Speaker Series #4, Eric shares invaluable insights on the true essence of business growth and how marketing is just one piece of the puzzle.
While digital marketing is crucial for HVAC companies to reach their audience, Eric emphasizes the importance of a holistic approach. Beyond marketing magic, businesses need to focus on branding, exceptional customer service, honing sales skills, and addressing other essential elements that contribute to their success.
With years of experience in the HVAC industry, Eric understands the unique challenges and opportunities that business owners face. Tune in to gain a fresh perspective on taking your HVAC company to the next level and learn the strategies that have propelled Rival Digital and their clients to remarkable heights.
Join us for an insightful conversation that will transform the way you approach your HVAC business. Don't miss out on this episode that unveils the path to sustainable growth and success beyond marketing.
In this captivating episode of the Close it Now podcast, we are joined by Harry Nouhan, a sales training expert who has mastered the art of helping individuals achieve remarkable sales success. Drawing on his extensive experience, Harry emphasizes the crucial role of personal growth in elevating sales performance to the next level. With insights inspired by working alongside renowned speaker Jim Rohn, Harry shares powerful strategies to unlock your full potential and hit the coveted $100K a year income goal.
Tune in as we delve into the transformative impact of personal development on sales mastery. Harry's wisdom and expertise shine through as he offers invaluable advice on cultivating a growth mindset and adopting winning habits that lead to extraordinary sales results. Whether you're an aspiring sales professional or a seasoned veteran, this episode will empower you to reach new heights and surpass your sales goals.
Join us on this enlightening journey of self-discovery and unleash your sales potential with the guidance of the best sales trainer you've never heard of, Harry Nouhan. Tune in now and embark on a path of personal growth that will revolutionize your sales career.
In this compelling episode of Close it Now, we delve deep into the psychology of sales and the transformative power of the pause. Join us as we explore the key differences between ego-driven sales tactics and effective, empathetic communication that drives success.
Drawing inspiration from the timeless wisdom of Brian Tracy, the renowned sales trainer, we uncover the significance of listening to understand rather than merely listening to respond. Discover how shifting your approach from self-focused to customer-focused can revolutionize your sales career.
By mastering the art of the pause, you'll learn to create space for meaningful connections, build rapport, and truly understand your customers' needs. We share practical techniques and actionable insights to help you develop a persuasive sales style that resonates with your audience and drives results.
Tune in to this thought-provoking episode and embrace the psychology of sales to elevate your performance, connect with your customers on a deeper level, and unleash your full potential as a sales professional.
In this electrifying episode of the Close it Now podcast, we dive deep into the world of HVAC marketing and lead generation with our special guest, Kim Fancher, the visionary owner of Score More Leads. Join us as we explore the dynamic landscape of marketing and unveil the revolutionary approach that Score More Leads brings to the table.
Kim shares her unique journey of stepping into the field with service and installation technicians to gain firsthand knowledge of the HVAC industry and connect with homeowners on a deeper level. Discover how Score More Leads is disrupting the traditional marketing and lead generation methods by combining cutting-edge strategies with a deep understanding of customer needs and preferences.
We delve into the pros and cons of buying leads in the HVAC industry, examining the potential benefits and challenges that arise. Gain valuable insights into making informed decisions about lead generation strategies and uncover the untapped opportunities that can elevate your HVAC business.
Join us on this exhilarating ride as we uncover the secrets to dynamically disrupting marketing and lead generation in the HVAC industry. Don't miss out on this eye-opening conversation that will empower you to stay ahead of the competition and achieve remarkable results. Tune in now and discover the power of Score More Leads!
In this compelling episode of Close it Now, we delve into the extraordinary realm of self-discipline and its profound impact on achieving success. Inspired by the timeless wisdom of Brian Tracy's book, "No Excuses," we explore why self-discipline is the cornerstone of all success principles. Without it, no other strategy can truly flourish, but with self-discipline, the possibilities for achievement become limitless.
Join us as we uncover the secrets to mastering self-discipline and harnessing its transformative power in your life and business. We discuss how cultivating self-discipline empowers you to stay focused, overcome obstacles, and maintain unwavering commitment to your goals. Learn how this crucial virtue is the driving force behind consistent results, elevating your sales performance, and making success an effortless reality.
During this episode, we also shed light on the exhilarating experience of conducting site visits for HVAC companies. Discover how our expertise turns sales into easy mode and doubles numbers, all while creating a fun and dynamic atmosphere for business growth.
As we embark on the Profit Rocket Growth Summit 2023 speaker series, our solo podcasts will be dedicated to personal growth. Tune in to gain valuable insights, unleash your self-discipline, and elevate your sales game to extraordinary heights. Get ready to ignite lasting success and join us on this empowering journey of transformation.
Profit Rocket Growth Summit 2023 Speaker Series #3.
Join us for an exciting episode as we sit down with Mario Lopez, owner of AtticMan Heating, Air Conditioning, and Insulation in Sacramento, California. Mario takes us on his entrepreneurial journey, sharing the pivotal moment when he shifted his focus to working on the business instead of in it. Discover the transformational strategies that propelled AtticMan's success and learn how Mario's unique approach to sales and customer experience has revolutionized the HVAC industry.
Mario's remarkable achievements include growing AtticMan from 8 to 50 people in just 2 years, a testament to his leadership and business acumen. In this episode, he shares valuable insights on scaling your HVAC company, building a high-performing team, and achieving exceptional growth.
But that's not all! We're also excited to announce that both Mario Lopez and our host, Sam Wakefield, will be speakers at the upcoming Profit Rocket Growth Conference in Austin, Texas. Mario will be a keynote speaker, inspiring business owners with his expertise and insights, while Sam will be participating on the sales panel, sharing his knowledge and engaging in dynamic discussions on sales strategies and industry trends.
This is an episode you don't want to miss! Gain actionable insights, industry secrets, and inspiration from two influential speakers at the forefront of the HVAC industry. Tune in now and unlock the keys to business growth and success!
In this dynamic episode of Close it Now, we dive into the profound impact of language on your sales success. Join us as we explore the power of eliminating words and phrases of uncertainty and replacing them with terms of certainty. Learn how this simple shift in language can instill confidence in homeowners, conveying that you have the definitive solution to their problems.
We also delve into the importance of divorcing yourself from the notion of "expensive" when discussing products or services. Discover why labeling something as expensive is a relative term that can undermine your sales efforts. Instead, we reveal strategies to showcase the value of your offerings and effectively communicate the benefits to homeowners.
Through real-life examples and practical insights, we provide actionable tips to help you master the art of using language to drive sales. Elevate your communication skills, create a compelling sales narrative, and confidently present the value of your solutions to homeowners.
Join us on this enlightening journey and unlock the power of your language to close more deals, overcome objections, and achieve remarkable sales success in the HVAC industry. Tune in now and transform the way you communicate with homeowners forever.
In this episode of Close it Now, we are joined by Peter Roth, the founder of Solar Wise and Virtual Virtuoso, to explore the dynamic world of lead generation in the solar industry. Join us as we uncover the pros and cons of buying leads and delve into the innovative approach of Virtual Virtuoso in disrupting the solar and lead generation industries.
Peter shares his wealth of knowledge and insights on the importance of having a consistent sales system, the right sales training, and navigating the pitfalls of the solar industry. Discover how Virtual Virtuoso's cutting-edge lead generation strategies are transforming the way solar businesses attract and convert high-quality leads.
Whether you're an established solar professional or just entering the industry, this episode will provide valuable insights and actionable tips to elevate your lead generation efforts. Tune in to gain a competitive edge, learn from Peter's expertise, and discover the secrets to success in the ever-evolving solar market. Don't miss this opportunity to stay ahead of the game and achieve remarkable results in your solar business.
In this thought-provoking episode of the Close it Now podcast, we explore the concept of decision overload and its impact on sales appointments. Join us as we uncover the challenges of presenting too many options to homeowners and how it can lead to indecision and lost sales opportunities.
Discover powerful strategies to simplify the decision-making process and guide homeowners towards confident choices. We dive into the importance of on-site trainings and how they can enhance your sales approach by providing valuable insights, building trust, and addressing concerns in real-time.
Furthermore, we delve into the art of painting the benefit picture, a technique that helps homeowners visualize the positive impact of your solutions on their lives. By effectively communicating the transformational benefits, you'll inspire homeowners to take action and overcome the common objection of "I want to think about it."
Join us on this insightful journey as we equip you with the tools and techniques to eliminate decision overload and generate more "one sit closes." Tune in now and elevate your sales game to new heights by helping homeowners make confident and timely decisions.
In this episode, we have the privilege of hosting Joe Crisara, renowned as America's Service Sales Coach and the owner of Service MVP. We delve into an exciting discussion about his upcoming Service MVP app, set to revolutionize HVAC training. This all-in-one platform will provide comprehensive training resources covering service, sales, management, and office operations, making it a game-changer for industry professionals.
During our conversation, we explore the power of permission-based selling at its highest level through two impactful role-play sessions. Joe shares invaluable insights and techniques for establishing rapport, understanding customer needs, and guiding them through a value-driven sales process. It's more than just asking, "What should we do?" – it's about empowering HVAC professionals to excel in their roles and deliver exceptional service to customers.
Tune in to this episode to gain valuable knowledge from Joe Crisara and discover how the Service MVP app and permission-based selling can take your HVAC career to new heights. Don't miss this opportunity to unlock your potential and ignite excellence in the HVAC industry.
In this captivating episode of the Close it Now HVAC and Solar Sales Training Podcast, we delve into the mystical world of creating extraordinary connections and standing out from your competition. Join us as we unlock the secrets to cultivating deep and heartfelt relationships with homeowners that will set you apart in the industry.
Discover the power of authenticity, empathy, and understanding as we explore the art of connecting on a profound level. Learn how to go beyond the surface and tap into the unique needs, desires, and emotions of your potential customers. By mastering the art of differentiation, you'll position yourself as the go-to expert and leave a lasting impression that resonates with homeowners long after the sales interaction.
Through real-life examples, practical strategies, and expert insights, we unveil the key elements that create a transformative sales experience. From active listening to personalized solutions, you'll gain invaluable tools to establish trust, build rapport, and exceed customer expectations.
Join us on this mysterious journey as we reveal the hidden gems of HVAC and solar sales. Elevate your sales approach, mesmerize your prospects, and unlock unparalleled success. Don't miss this enchanting episode that will inspire you to create connections that transcend the ordinary. Tune in now and embark on a path of extraordinary differentiation in your sales career.
In this episode of Close it Now, we sit down with Sam Taggart, the renowned founder of D2D Experts and the leading expert in canvassing and door knocking. Join us as we dive into the powerful world of door knocking and uncover why it's the missing link in HVAC lead generation. Discover Sam's proven strategies and techniques for building and scaling successful sales companies. If you're ready to stop making excuses and start finding high-quality leads, this episode is a must-listen. Tune in and unlock the door to sales success with Sam Taggart!
In this thrilling episode, we embark on a captivating journey as we join our host on a ride along with a new salesperson. Brace yourself for an immersive experience filled with eye-opening encounters, valuable lessons, and unexpected twists.
Listen in as we dive deep into the world of sales, exploring the challenges, triumphs, and valuable insights gained from real-life experiences in the field. Discover the highs and lows, the moments of clarity, and the lessons learned on the front lines of selling.
From navigating customer objections to building rapport, negotiating deals, and closing sales, each moment unfolds with valuable lessons that can transform your own sales approach. Gain a firsthand perspective as we analyze the strategies employed, the hurdles faced, and the secrets to success that emerge along the way.
Join us as we unravel the untold stories, share the highs and lows, and extract actionable takeaways that can elevate your sales game to new heights. Get ready to be inspired, motivated, and equipped with real-world knowledge that will empower you to overcome obstacles and achieve remarkable results.
Tune in to "Sales Adventures Unveiled: Insights from the Field" and unlock the secrets to sales success straight from the front lines. It's time to learn, grow, and conquer the world of sales one adventure at a time!
Happy podcast listening!
In this episode, we dive deep into the world of solar sales with our special guest, Cameron McBeth. Cameron is a veteran in the solar industry and a partner at Apricot Solar. Join us as we uncover the power of executing a strong discovery and fact-finding section in your sales presentations.
Cameron, a 7-figure earner in solar, shares his wealth of experience and insights on how to effectively uncover customer needs, address concerns, and deliver tailored solutions. Learn the art of asking the right questions, active listening, and building trust with homeowners to close more solar sales.
But the conversation doesn't stop there. We also discuss the incredible wealth transfer happening in the renewable energy space and how the electrify everything movement is creating new opportunities for HVAC professionals to capitalize on. Discover how Apricot Solar's innovative affiliate program is disrupting the solar industry and how you can be part of this exciting movement.
Tune in to this episode to gain valuable strategies, industry insights, and success stories that will empower you to excel in solar sales and take advantage of the growing renewable energy market.
Join us for the highly anticipated second part of this special episode, where we reveal two additional game-changing strategies to generate free leads for your HVAC business. In this episode, we unveil two powerful methods that can amplify your lead generation efforts and help you attract highly qualified prospects.
Part 2 dives deep into these strategies, providing you with step-by-step guidance on how to implement them effectively. Discover innovative approaches and untapped opportunities that can set you apart from the competition and drive consistent lead flow to your HVAC business.
Don't miss out on this episode as we unveil these valuable strategies that have the potential to transform your lead generation efforts. Tune in and gain actionable insights, real-world examples, and expert tips that will empower you to take radical responsibility for your success and achieve remarkable results.
Join us for Part 2 and unlock the secrets to generating free leads for your HVAC business!
In this episode, we have the pleasure of hosting Victor Rancour, the founder of Profit Rocket, a renowned training company for home services businesses. Join us as we explore Victor's incredible journey, from being the top salesperson in the country to building a highly successful HVAC company that achieved $40 million in revenue in less than four years.
Victor shares his insights, strategies, and the blueprint he developed to help entrepreneurs grow and scale their businesses. Learn how to leverage his expertise to drive your own business to new heights and achieve unparalleled success in the home services industry.
As a special bonus, we engage in a powerful role play session where Victor showcases his exceptional objection handling skills. Gain valuable tips and techniques that will empower you to address objections with confidence and close more sales.
Don't miss this opportunity to learn from Victor's remarkable story and gain actionable strategies to take your business to the next level. Tune in to this episode and get ready to unleash your full potential in the home services market.
In Part 1 of this two-part episode, we explore powerful strategies to generate free leads for your HVAC business. Get ready to take radical responsibility for your own success and discover the key to unlocking a steady stream of qualified leads.
Join us as we delve into the world of HVAC lead generation, sharing practical insights and expert tips that will transform your business. Learn how to tap into untapped opportunities and leverage proven tactics to attract and convert leads.
In this episode, we reveal two game-changing strategies that can revolutionize your approach to lead generation. These strategies have helped countless HVAC professionals achieve remarkable results and drive their businesses forward.
Join us on this journey of discovery as we uncover the secrets to generating free leads in the HVAC industry. Get ready to embrace radical responsibility and unleash the true potential of your business.
Tune in to Part 1 of this episode to gain exclusive insights and valuable strategies that will set you on the path to HVAC lead generation success. Don't miss out on this game-changing episode!
In this enlightening episode, we sit down with Nathan Gough, a renowned HVAC/plumbing/electrical sales trainer, as he shares his insights on empowering sales success through a genuine and compassionate approach. Join us as we delve into the importance of caring for homeowners and leading with heart in the world of sales.
Nathan draws from his extensive experience in the industry to highlight the transformative power of connecting with homeowners on a deeper level. We explore practical strategies for building trust, fostering meaningful relationships, and demonstrating genuine care for the well-being of the homeowners you serve.
Discover how leading with heart can differentiate your sales approach and set you apart from the competition. Nathan shares real-world examples and success stories that showcase the positive impact of empathetic selling techniques. Learn how to effectively communicate the value of your HVAC, plumbing, or electrical services while genuinely addressing the needs and concerns of homeowners.
In this episode, we cover:
- The significance of caring for homeowners in the sales process
- Techniques for leading with heart and building trust
- Strategies to effectively communicate the value of HVAC, plumbing, or electrical services
- Real-life examples and success stories highlighting the power of empathy in sales
- Practical tips for implementing a compassionate sales approach
Join us as we discover how to empower sales success by genuinely caring for homeowners and leading with heart. This episode is a must-listen for HVAC, plumbing, and electrical professionals who want to elevate their sales game and create lasting connections with the homeowners they serve.
In this episode, we tackle a common objection faced by HVAC and solar sales professionals: "I don't need solar; I just upgraded to a high-efficiency HVAC system." Join us as we delve into the importance of integrating HVAC and solar solutions, debunk misconceptions, and provide valuable insights on how to address this objection effectively.
But that's not all! We also explore the fundamental element of successful sales: your own certainty in the solution you offer. Discover how your conviction can positively impact your sales approach, build trust with homeowners, and ultimately provide them with the best possible solution for their energy needs.
Tune in to gain practical strategies, expert tips, and real-world examples that will empower you to bridge the gap between HVAC and solar, overcome objections, and elevate your sales game.
Remember, you are the driving force behind helping homeowners achieve optimal energy efficiency and cost savings. Don't miss this episode if you're ready to take your sales skills to the next level!
In this episode, we sit down with Nate Adams, the House Whisperer and founder of the electrify everything movement. We dive into the concept of HVAC 2.0 and how it revolutionizes the industry by incorporating a whole-home perspective and home performance with HVAC systems. Nate shares his expertise on the importance of integrating solar energy into the total home solution and how it enhances energy efficiency and sustainability.
Don't miss this enlightening episode that uncovers the cutting-edge innovations shaping the way we think about home comfort and energy solutions.
Topics discussed in this episode:
- Understanding the concept of HVAC 2.0 and its benefits
- The electrify everything movement and its impact on energy consumption
- Integrating solar energy into the total home solution for enhanced efficiency
- Practical strategies for homeowners to embrace a holistic approach to home performance.
Tune in now to gain valuable insights from Nate Adams, the House Whisperer, and unlock the potential of HVAC 2.0!
Join me for an enlightening episode where we explore the integration of solar into HVAC businesses and the potential for unlocking unprecedented wealth. Discover the dynamics of the largest transfer of wealth in our lifetime and its implications for contractors and business owners in the HVAC industry.
In this episode, I share expert perspectives on how contractors can embrace the opportunity of solar integration and position themselves at the forefront of the energy revolution. We delve into the benefits of incorporating solar into HVAC services and its potential for driving business growth and financial prosperity.
Tune in to gain a deeper understanding of the wealth potential that arises from the synergy of HVAC and solar integration. Explore the possibilities of leveraging solar technologies and learn how it can enhance your business offerings, differentiate you from the competition, and seize new opportunities in the market.
Don't miss this episode if you're in the HVAC industry and want to explore the transformative power of incorporating solar into your business for financial success.
In this episode, we sit down with Aaron Klaser, a successful entrepreneur who has used Chat GPT and AI to build a million-dollar business in just nine weeks. Aaron shares his journey from starting out with nothing to achieving incredible success using cutting-edge technology. He breaks down how he leveraged Chat GPT and AI to create a scalable and efficient business model, and offers valuable insights and tips for HVAC and solar business owners looking to achieve similar growth. This episode is a must-listen for anyone looking to take their business to the next level!
In this episode, we delve into the pivotal concept of the "moment of rapport" and its profound impact on sales success. Join us as we explore the art of building authentic connections with customers, laying the foundation for trust, and fostering meaningful relationships.
We'll uncover the key elements that contribute to the moment of rapport, including active listening, empathy, and finding common ground. Discover practical strategies and techniques to establish a genuine connection with potential clients, enhancing your sales conversations and increasing your chances of closing deals.
From initial interactions to long-term customer relationships, mastering the moment of rapport is a game-changer in the sales world.
Key Topics Discussed:
- Understanding the concept of the moment of rapport and its role in sales
- Techniques for active listening and building empathy with customers
- Leveraging the moment of rapport throughout the sales process
Join us as we unlock the secrets to mastering the moment of rapport and revolutionize your sales approach.
In this episode, we dive into the world of sales and HVAC business collaboration with our guest, Pete Ramsey, a seasoned business coach with extensive experience in the HVAC industry. Pete shares his insights on how sales professionals and HVAC businesses can work together to support each other's growth, drawing on his wealth of experience coaching businesses to achieve greater success.
In this episode, we break down the often-confusing world of HVAC efficiency ratings and explain the difference between SEER and SEER 2 in simple terms that homeowners can easily understand.
We discuss how understanding these ratings can help homeowners make informed decisions when it comes to their HVAC systems and explain how you can use this knowledge to set yourself apart from the competition.
By providing a clear explanation of SEER and SEER 2 and emphasizing the importance of efficiency ratings in the sales process, you can position yourself as a trusted advisor and differentiate your business from others in the market.
Tune in to learn how a better understanding of SEER and SEER 2 can help you boost your HVAC sales and increase customer satisfaction.
In this episode of the podcast, we sit down with Gene Slade, a home improvement sales trainer and the owner of Lead Ninja, to explore the world of ninja-level sales techniques. Gene is a seasoned sales professional with over 20 years of experience in the industry, and he shares his insights on how to close deals and win over customers like a pro.
We start the conversation by discussing the basics of effective sales techniques, such as the importance of building rapport, understanding customer needs, and presenting solutions. But Gene takes it a step further by introducing us to his ninja-level sales techniques, which involve a combination of psychological strategies and communication skills.
Gene shares some of his most effective techniques for establishing trust and credibility with customers, overcoming objections, and closing deals. He also shares his insights on the art of listening, understanding non-verbal cues, and adapting to different personality types.
Throughout the conversation, Gene emphasizes the importance of ethical sales practices and building long-term relationships with customers. He also provides practical tips for sales professionals looking to take their skills to the next level, such as practicing active listening, developing a deep understanding of customer pain points, and leveraging social proof.
If you're looking to improve your sales skills or gain insights into the world of ninja-level sales techniques, this episode is a must-listen. Join us for an engaging and informative conversation with Gene Slade on how to master the art of sales and win over customers like a ninja.
After a long break, Close it Now is back and better than ever. In this episode, we discuss how we have overcome obstacles and challenges to rise from the ashes and come back stronger. We share our experiences of overcoming adversity and how it has inspired us to help others. There is so much more to look forward to this year!
In this episode we discuss everything Paul Redman from his personal upbringing, his experience in the industry, and as well as the wonderful things he has going on over at RYNO.
This episode covers how we create urgency around furnace sales for those who are in need to prep for the season or upgrade an outdated system. Creating Urgency Around Furnace Sales Sam Wakefield: Greetings Sam Wakefield here with Close It Now. Hey, listen, we've got a really perfectly timed episode today. This is, let's see, we're mid-September recording this. I know that you are seeing a lot of situations where you've got people out there, you've gone out and you've given quotes for air conditioners, quotes for cooling and they're saying, well, hang on, you know, it's into the fall. Maybe I'll wait until next year. And then also you've got people who are, um, you're having the conversation with them about. Well, should they do the whole system versus just cooling or just furnace? So that's what we're going to talk about today. We're going to talk about urgency. We're going to talk about how do we take that client and through conversation through questions, turn them into a complete system sale. Especially in the time of the year where we got to create some urgency, because a lot of people are trying to decide if they want to even do the project or not. So stick around. This is going to be a great episode. One thing I want to talk to you about right now as well is just to let you know, uh, obviously we've got a Facebook group go join the Facebook group. If you haven't joined the close it now Facebook group yet. It's a great place for a lot of, uh, just so many people from around the world who are project managers, selling technicians, owners, people just like you, who are out there in the grind every single day, able to connect. Lots of people share great insights from around the world to lift each other up. So it's a good place to connect. Go find the Close It Now Facebook group and join it today. It's a killer place to, um, just to connect with a bunch of. Also, if you didn't know, I now have swag, we've got, uh, shirts, caps, uh, go men's and women's, uh, even have some beanies this year, uh, coming out. So there is a link also in the Facebook group to find out how to order the Close It Now branded clothing. Everyone who invites it, here's a contest running. If you didn't know. Whoever invites the most people to the group, uh, before we hit 1500 people. If you hear this before, then the moment we hit 1500 people in the Facebook group, the person who invited the most is getting a free hat and shirt. So go invite people to the group. Also, if you've got some value from this podcast, I want you to know I've got a new program. I have rolling out my On Site Boot camp. It is just a killer way to take your team to the next level. I will come to your house, train in your facility. We will get your get your mind, right. Get your skills, right. Get, uh, get your people's conversations to the level that they got to be to be able to handle objections. How do we create urgency in the, in the field? How do we take your average close rate? 30 or 40% to 50 or 60% or even more. How do we take your average sale from, you know, five, six, 7,000 to 10, 12, 15,000. Right? We, you have me out, we go through the bootcamp and we'll go into the field, show you how to apply it. Show you how every step of the process works. Get your team consistently on the same day. So reach out to me. Let's get your team, making you some money. Who wants, raise your hand, If you want more bottom line income in your pocket, there's no reason you can't be a million or multi-million dollar salesperson, multimillion dollar project manager. Uh, you know, it's up to you. It's up to you to take action and take those steps. But let's get into today's. This is a really killer, uh, conversation. Actually, one of my coaching clients earlier, I also do private coaching as well, but one of my coaching clients, Chris, yeah, the situation. So let me recount to you the situation, then we'll go through the way that we were talking about how to overcome it. This...
An inside look of Marketing and Sales Training with Gene Slade, Owner of Ninja Sales Training & Marketing.
Sam Wakefield: Alright well welcome back to the Close It Now podcast, Sam Wakefield here and this is your Drive Time University. I hope you are out there crushing it. As we know, as we know, 15 year career, the statistics prove it, the numbers prove it, Charlie Greer always said that a 15 year career as the equivalent of three PhDs, if you use your drive time as education. So that is what we are all about here. Thank you for joining me today. I know you are going to love this episode. It's our next in the series of our, the guests that we're having. I hope you've been enjoying the interviews and this is the new format, I guess it's not new at this point. We're a couple of months into the new format. So still have the solo podcast released on Monday, interview podcast released on Friday and today will not disappoint. I was so excited to connect to this gentleman. I know you probably saw it in the notes. So Mr. Gene Slade, he is our guest today. Uh, if you've been around the HVAC or trades industries at all, you know, this man doesn't really need much of an introduction. He is a super tech, a lead ninja. Well, absolutely. His track record is 10. X-ing your service tickets? I mean, who else can say that with the amount of collateral to back it up in the testimonies and the history. So I'm not going to go on and on about this because we want to dive in to the content today. Gene and I have the opportunity to chat a bit a couple of times, uh, preparing for this podcast and it's a topic that I know that you have all been wanting to, uh, wanting to hear more about. I've been getting a lot of questions about it, which is kind of a teaser into one of our main topics today. But you know, you hear me say a lot of times, if you can tell it, or you can ask it as a question, always ask it as a question. Always use the problem with most people is you're not using enough questions and there's not a single objection. You can't overcome by asking more questions. So that is one of our main topics today. But before we get into all that, Mr. Gene Slade, thank you for being on the podcast today. I'm so excited to hang out with you for this bit
Gene Slade: I'm excited. I'm jacked, man. I'm ready to go. I mean, let's do this. Absolutely. Some people, some stuff let's make some people some money. That's what I'm about, man. I want to help somebody out there more than one people. I want to help everybody we can to make more money, but to work less doing it. And to be able to get home for dinner on time
Sam Wakefield: A hundred percent. That is the, that is a hundred percent our philosophy here. I love how it aligns with, with this podcast. So yeah, let's do it. So before we get into it, let's get, give us a, I know every single time we talk or you speak or you you're on a recording, there is somebody listening that doesn't know who you are. So let's give them a quick history, give them a super nutshell of who you are, why you're here. What got you here and what, you know, kind of, what's your focus.
Gene Slade: Absolutely. So guys, my, I grew up in this business, my father owned his own heating and air conditioning business. Um, you guys heard two chucks in the truck, right? We were two Genes in a truck. We were the guys that literally we would do two or three air conditioners a day and we were, the beer can cold guys. Right? You grab a hold of the suction line. As soon as it's called the beer camp, roll them up. Get out of that. And, uh, I didn't ever hear of a micron gauge before you kidding me, but I was 11. My father needed some help with his business and so he recruited me and he said, boy, if you want food, you want clothes come to work. So it wasn't really, there wasn't really an option. You know, it was a family business. So I began to follow him around with his tool bag and take stuff out of the basement...
An inside look how to look outside the box with Travis Smith and how he has transformed what was once his father's HVAC business into a multi-faceted organization.
In this episode we discuss when to celebrate the sale and how to stay connected with the homeowner. When To Celebrate The Sale
Hey everybody . Welcome back to Close It Now. Sam Wakefield here. Hey, I've got a cool topic today. It's something that's really important, but I think a lot of us miss the importance of it about when to actually celebrate a sale. When do we celebrate the deal? So that's going to be the topic it's really important because we, everybody has it in the wrong place.They put the celebration in the wrong moment, because I've got a question for you, you know, when do we actually get paid? When do we get paid? We're going to talk about that today. So thank you for joining me again, welcome back to Close It Now, it's been a while since we have chatted, but uh you know, life happens.
In fact, I've got a report and recording an entire podcast of what's been going on in my life. I hope you can relate because there's a very powerful message in that as well. So that'll be in the next episode, but today we are talking about you know, the things that, uh, kinda throw us off track, you know, are there's a book that I read that actually I've listened to it and read it in a couple of different versions, uh, numerous times over the years and I highly, highly, highly recommend it. It's called Go For No, Go For No, basically the concept is if you set a no goal, how many times can I hear no. And try to get as many of those as possible, you end up of course making more sales, but it also, what it does, it keeps you from, you know, getting off track when you are on a roll, when you're doing great and say by Tuesday, you've hit your goal for the week. What do you do? Some people like, man, my goal was to do. You know, 30,000, 40, 50,000, a hundred thousand, whatever it is. And so you hit that by Tuesday or Wednesday. There's a group of people that will take Thursday, Friday off, go play golf, go to the lake, you know, go, go play. And then there's the other group of people that. We'll say, all right, this is my chance to double my goal. This is my chance to double down. So who are you, which category do you fall in? Uh, so that is a, that's a big question, but the thing is you're you're none of you have hit that yet, just because you made the sale doesn't mean that you've hit that level. It doesn't mean that you're actually getting counted for that, because remember we don't get paid on sales we get paid when it installs. Raise your hand. How many of you have had installs cancel? How many of you have things go get just screwed up in the process. It turns out different than it was supposed to be.
Uh, the customer, all of a sudden has talked to somebody else and now they're coming back. Well, you know, let's change the price. Like I'm not, not going to go with you still, if you can't, uh, if you can't match this other price for whatever it is, the plan changes. So that's the question because so sales are cool, installs are cooler cause we get paid when it actually installs right? Um, that's a really, really, really valuable lesson. So when you are going through your process, do not celebrate. We don't need to celebrate at the beginning when the sell is made. Uh, we've got to learn to celebrate when the install goes in and that's not even the end and we celebrate.
So I guess the whole point of this podcast is about customers service, don't stop at the sale. If you stop at the sale, you're missing you’re one, you're leaving money on the table. You're not serving your customer the way they need to be served, because the thing is you have to be able to manage it all the way through. It's like even companies that are, have a big team that the people, people buy from people, you know, I know that there's lots of people out there I've heard. You know, the Rick Picard's of the world and the Brad Buckley talk about, they go in, they do their thing and then they're gone. And then other people come in and...
Jimmie Jayes is back again for another epic interview. Jimmie is a top business coach, educator and solar advisor. n this episode of Close it Now, Sam and Jimmie talk about finding effective teams of people to bring in your company and help your company grow. Sam Wakefield: Hey, Sam Wakefield here. Welcome back to Close It Now, the podcast where basically you can tap in next level, psychological thinking about sales. We get all the way down to the nuts and bolts, the nitty gritty, but also, um, you know, what is not. In any other place that space in the industry that I have found. And if you found some recommend it to me, because we all learned from each other is thinking about HVAC sales on a different level. And that's why I like to bring in so many people from outside the industry, because it forces us to think outside of our box. So my guest today, I'm super excited to have him. He is a, if you haven't heard the last one. Go back to the podcast that we did before five essential networking connections on how to get more leads with Mr. Jimmie Jayes. He is back and I'm super excited to have him back here as a, definitely given a lot of his time to us to be able to, uh, to next level. You know, who doesn't want a next level, your game. If you're a half a million dollar a year sales person, it's time to be a million. If you're a million, it's time to be two. If you're two, it's time to be four and it's all possible in the industry, if you're four it’s time to be 10, right? So a quick introduction for Mr. Jimmie Jayes I've known him for quite a while. He is. A business coach currently working with company called Apricot Solar. He's a business coach for the company, also works in the field himself. So he is, it's not just coming at this from a, um, you know, overview trainer manager perspective. He also is walking, fleshing this out, walking every single day, doing sales himself, his, uh, his coach, this company though. And here's these numbers that are going to blow your mind from zero. From the company started to $134 million in a single year. In five years alone. So that's one of the main reasons I reached out to him. It's like, you know, anything, anybody that can help a company see that type of growth, uh, has serious wisdom they can impart to us in here on the Close It Now podcast, his goal is to create 12. Solar millionaire, solar millionaires, 12 solar millionaires in just over 12 months. So in a year somebody's personal income going from zero to a million bucks in 12 months. So that's his goal. Clearly he can, if he can, if you can scale it on business level, you can scale it on an individual level. Um, I'm excited to talk to him today. Uh, Mr. Jimmie Jayes, welcome to the episode. Jimmie Jayes: Thank you so much. Great to be here and, and, uh, excited to be talking to your Close It Now community. Sam Wakefield: Yeah, absolutely. Man. It's it's so cool when we. You know, w when you develop a, a group that is so focused on one thing, it's mind blowing what they can accomplish. The things we've seen, our, our network, uh, support each other and help each other learn and grow in this last couple of years of since Close It Now out started, we're now entering year three. So this, uh, last about that April. Well, I was, this is June, we're in June. Now this year was a two year anniversary. So we're a couple months into year three, which is exciting. So we've got a fun topic today. Uh, this one is going to be a good one. I know a lot of people, you know, when they talk about scaling and growing the business, their biggest thing that I hear from my business owners, from my managers, all the different people always reach out to me. How do we find good people? You know, there there's so many of the biggest complaint is there's just a lack of qualified people in the industry. How do we find them? So today's topic hiring and building a team of HVAC professionals. Um, how do we do that? You clearly,...
In this episode of Close It Now, Sam talks about about having a client that every single time they ask a question, you can barely have 4 or 5 words in.Tune in to this episode and get them to listen to you. Shut Up And Listen: Sam Wakefield: Who is out there Drive Time University? It is Sam Wakefield here at Close It Now. Now today's topic. Shut up, Mr. Homeowner, just let me tell you what's going on. Raise your hand. If you've ever had that client, that every single time they ask a question, you can barely get four or five words in and then they either start talking on top of you or they're on to the next question, the next subject. And it's like, they didn't even ask the question to start with, raise your hand. I know we've all had those clients. It's no fun. It's ridiculous. It's like, you just asked me this question, come on. Especially if they're in a situation where they're just not listening to reason. There it's like Derry, does this make any sense to you at all?
It's like, do you not understand numbers? Do you not understand anything about anything? We all have those clients that we have to deal with. Right?And so that is the topic for today. How do we get into that conversation? How do we move, navigate that conversation so they one, get a better experience from us. Two cut down on the frustration on our part, because it's just freaking frustrating when we are having that, trying to have a conversation and they're just not listening, right? I hate those situations. How do we handle them? How do we manage them? How do we take them from the non, how do we take them from the non listener to the listener? Yeah. Great question. So that's what we're going to talk about today. All right.
So who is, what, what am I a big question for you in your drive time? What are you drinking? I mean, I hope it's not like alcohol or something, but today I am drinking Starbucks, nitro cold brew there. They're not paying me for this. It's just what I grabbed it. Grabbed at the store on the way. Um, yeah, nitro cold brew. That's what I've got today. Everybody drink up with me here. What are you drinking? Hopefully you're staying hydrated, lots and lots of water. Hydration is important.
What else is going on in your world? Are you crushing it this year? Are you living the life of your dreams? Making all the sales you want to make at the prices that you want to sell, or you're selling all of the top end modulating equipment that you want to sell?Are you selling all the indoor air quality that you want to sell? What's going on? How is your life in 2021?
That's what I'm recording this. Is it what we predicted or are you having issues? Are you still live in money on the table? Is it time to take it to the next. If you would like to double your numbers, if you just want to get some better, I mean, we all, if you've chosen to be a lifelong learner, which you probably have, if you're listening to this podcast. This podcast is not for the rah, rah let's just get really forceful with the clients and, you know, beat them down until they buy from us type of a podcast. We are about, you know, about more meat than that. Um, I'm all about giving you actionable items, psychology to next level, your entire life, not just yourself, because we know that sales is not the performance of an hour. It's the overflow of a life. You know, everything that we do affects the way that our sales happen is because people. You know, resonate with you, they like you, or they don't, they, your energy matches your excitement, sales, the transfer of enthusiasm. How do we operate in that peak state? The majority of the time when we're in a home.
That's why the best time to make a sale is right after you've made a sell. You're already excited. You're in that space. You're like everything I touch right now will turn to gold and there's nothingI can't do the thing I can't accomplish right. In this moment. That's that feeling and how do we...
In this episode of Close It Now, Sam interviews Stephen Dale and reminded everyone to not be afraid to ask questions to your client because in this industry, attention to detail is super important. Think a little bit different, don't be afraid to embrace new things and changes with the way that people but because the industry is going to keep on changing. Stephen Dale brings over 20 years’ experience as an operations manager in the home services industry working for two large MEP companies in the Dallas, Texas area where he grew up. He has been a coach and trainer with Power Selling Pros for over five years now working with hundreds of companies and many vendors during his tenure. His diversified empirical knowledge is derived through extensive training from the following operations: Nexstar Network, Service Nation Alliance, Business Development Resources, Anthony Robbins Corporation, Airtime 500; just to name a few. He holds an MBA from Texas A&M and a B.A. from Abilene Christian University. His training style is unique through his ability to connect with others at all levels through humor, knowledge, and class participation. His passion for the home services industry illuminates through his ability to discover client’s pain points and help provide solutions for success together.
In this episode of Close It Now, Sam talks about explaining the importance of placing a deposit for your projects to your clients. It's all about understanding the psychology, it's less about the wording and verbiage into the answer you give to your clients. You have to understand where they are coming from and the reason for their objection. By the, you will be able to establish a great conversation and answer the objection. No Deposit! 22:10 Drivetime university back in session. I hope you're having an awesome day today. I know I am. We gotta fun topic today about deposits down payments, all that kind of stuff and having if you are not a member of the Facebook group, you've got to get in there. There's so much awesome discussion. Positive group of people that support each other. So one of the guys in the group, Chris had this question. He had this issue come up so we're gonna talk about it. Makes for a great topic for a podcast. And that's the thing. If any of you are struggling with something that means more than one person is. I've come to personally come across every single one of these issues in my career, and I know plenty of other people have as well. So let's talk about today's topic of interest. He was at a better point. Probably about second or third or fourth, not the first person that the clients had other quotes his. Gave him his proposal. Turns out he was actually $200 less than this other company. But the compliant had a big issue because they didn't. They liked him better. They said they told him they liked his company better. They like him better the the project that he was proposing better. But they had one big sticking point. One thing that was keeping him from moving forward. That issue was. They had been burned by contractors before. And didn't, and now they don't do they don't give money upfront, they only pay contractors when the project is completed, everything works correctly. Well, of course his company’s policy was for a 50% down payment, which is pretty normal in our industry, right? So it turns out the other company, which was $200 more, they had a zero down policy and working to let him just pay it when their work was completed. So that was the issue. Interesting, right? So stick around. We're going to cover several ways to handle that, and what we can do. But before we do that, let's talk about a couple things. If you are not or have not checked out the high performance coaching program you are missing out. We've got so more and more so many clients that have just doubled their numbers. If you could double your numbers this year, what would that do to your bank account? What would that do to the kind of life you could live? So check out the the high Performance coaching program. It is a rocker and yeah, it gives you that next level. But so yeah, so that's going on. We've got so many things happening. I hope you are doing great around the world we are in. Gosh 20 plus countries now as far as who listens to the podcast, so much is going on with. We're going to have. If you have an idea or a topic that you want me to cover in the podcast, message me, let me know. Join the Facebook group and you can message me there. Put the question in the group or you can email me directly Sam@closeitnow.net. And I will answer the questions if it's if it's something that we need to address. Heck, we'll make a podcast about it and put it up so it can. You know we can answer the question for everybody. Have so if yeah, so if you waiting, struggling with what's going on in the world right now. Where are you? Listening from. What is your friction point? What's the struggle? Are you making all the money you wanna make making all the sales that you want to spank are you? Are you a business owner and you are looking for a way to grow your bottom line by 20, 30? Forty fifty 100%. You want to double your bottom line. We need to chat. I've got some ways to do that I'm helping. Business owners all over the...
In this episode of Close It Now, Sam interviews Danielle Putnam, the president of The New Flat Rate, which is the first and only home service menu-selling system designed to put profit directly into the hands of plumbing, electrical, and HVAC contractors. Listen in as they talk about why using a flat rate pricing model is important and how it can help futureproof your business.
Danielle Putnam with The New Flat Rate 55:43 Sam: Welcome to this weeks close it now Sam Wakefield here I am so excited with another special guest. I hope you're enjoying the new format, a weekly interview. We were bringing in industry experts who are here to drop some Nuggets on you guys and ladies and to you know help everyone up level their game. You know our industry has been such a if you ever watch the Anchorman, it's like old old wooden ship that is super slow. And that has been our industry forever. If you listened very much at all, you'll hear me say over and over that anything that's been done exactly the same way for over 50 years is ripe for revolution. So it is time to up level our game. Let's stop being weird and start selling. As we always say on this podcast, so I'd love to take a second and introduce someone who has been in the industry basically her whole life, and it's hardly say it's a her and but she's so she's third generation a track. Also she is. With the company now that is on the forefront of leading the way into change, helping us up level with just partnerships that they have with. So much about the way that we do things and helping everyone become so much smoother in their process and their systems. And yes, welcome to podcast today. This is Danielle Putnam. she is president of the new flat rate. I don't know if you've ever heard of the new flat rate, but I'll tell you what I've been from the get go in when I got it street. That was one of the very first things that the very first company the service that we use right off the at the start to go from. Time and materials like everybody kind of seems to start with into flat rate pricing and we never looked back from our very first month of using it. We became dramatically more profitable and the margins went up just an insane amount and would never turn back. We never went back to anything else except for. From that moment on we Flat rated everything and the whole world change for us, and so she's going to talk a little bit about that as in. She's also one of the big things that you hear me on this podcast here. Talk about a lot is the value of women in our industry. She's on the Advisory Board of women in HVAC. So yeah, love to welcome you to the podcast today. Danielle, thank you for being there. Danielle: Awesome hey thanks Sam, I appreciate the introduction. It's great to be here. S: Yeah, awesome. Well give us a quick highlight. I know I kind of just hit super high level bullet points, more in depth history of who you are Danielle and what makes you tick. You know what what's gotten, you where you are. President new flowery but you know, kind of the oranges of that. Why what got started there? D: Well, when I was young I thought someday in life I'm going to be successful when I have a flip phone and you know, of course. Long time ago I didn't have a cell phone at all. But in the future I was going to have a flip phone. What I figured by then. I remember that there was a bag phone in my dad's car. He was a contractor, you know. So he had this bag phone. Anytime I got to borrow his car I got to use it. I felt so cool. 'cause you know everybody else was still using pagers but someday I was going to have a flip phone because I wanted to be an entrepreneur. Wanted to be a business person and that was a picture of success for me. It wasn't in dollars. It was when I can wear high heels in business suits and have a flip phone. I'm going to be successful so that, you know. But what I love about growing up in the trades. I feel I was...
There’s a set of people in the world that no matter what they’re buying, the price is too high for them and it doesn’t mean that they’re not getting the value from the company or the value from you. It’s the mere fact that they think that spending money is too much. In this episode of Close It Now, Sam talks about overcoming "Your Price Too High" objection. Your Price Is Too High Today, let’s talk about overcoming the “Your Price Is Too High Objection”. I’d like to share with you all a story from Jason, one of the guys from our Facebook group. He went out to a client’s house, roughly 45 days ago. The client had a 2-storey house. The second system upstairs was the one that he was quoting. They had older systems, it was down and not operational so he quoted a price. He did everything, he had the full process, he gave lots of options and the entire process was great but the client still didn’t go with any of it at the time. The client said they didn’t use the upstairs system as much and nobody is really up there unless they have guests so they decided not do anything right now and told Jason that his price is too high. About The Client They’ve been consistent clients of Jason’s company for years. They've been on their regular maintenance plan. Jason also replaced their downstairs system in the past so it’s not not like a cold market lead, they were not a fresh client because they’ve used him before. There’s lots of history here but he still kept saying, “your price is too high”. This client falls into the category of an ethnic client. I did a podcast recently on “Selling To The Ethnic Client”. If you haven't listened to that one, go back and listen to it. It’s extremely powerful as I talked about what they want to hear, what they need to hear to get them to the next level and to get them to not just buy the very cheapest basic equipment. But to actually invest in value for their home. Go back and listen to “Selling To The Ethnic Client” because it was a great episode! The Conversation Jason’s client kept saying your price is too high over and over again hence, nothing happened during that meeting. 45 days later, now we are midsummer, Jason goes back to the client’s home and it’s 95 degrees upstairs, so it’s so hot with the same folder and books from his first visit. The client said, “Alright!, let’s go ahead and do it, let’s just do this project”. Jason takes the order and signs the client up for what he picked. But during the entire process, the homeowner still kept on saying that the price is too high. Now, the previous visit 45 days before that, it was the same conversation all the time, “the price is too high”. Jason did a good job every time. He’s been listening to coaching he’s been given so every time the client said that he would bring him back to the value that he was getting and reminded the client about his service, what they do, how they handle clients with situations, what their install quality is and just reminded him of the value of the service. Let’s say the client has another quote for $3-4k less from what Jason’s quote was which people always say they have until they actually show it to you. I would take that as fiction instead of fact. When somebody says, show me, show me the quote. And if they do have one, somebody text messages you, what’s in this text here somewhere is easy to destroy so this whole time, even in Jason’s second visit, the price was still high. Jason was concerned for the client, he wanted to make him a happy client so no matter what he said or what he did to restate the value, all the things, the entire time, no matter the sentiment he gave, the client still says that the price is too high and that it’s been so much money. The Solution So that was the setup and the question was what could Jason have done to get him over that...
In this episode of Close It Now, Sam interviews Lisa Gentz, an amazing woman who's dominated the HVAC industry since 2008 (the year of the global financial crisis). She started her journey when her current employer, RSP Heating and Cooling, decided that a female sales person with no HVAC experience would be a good hire. In her 11 years in the industry she has achieved at least a million or more in sales for 9 of those years. In 2019 she took over as the Sales Manager and have the good fortune of helping 5 sales people find the same satisfaction and success that she has had in HVAC sales.
Women In HVAC And Selling With Care It's time to raise the standards in the industry! it's time to embrace our society and just take this industry to really make a dent into this century because we all know that the HVAC industry is a big old slow ship that's very slow to turn and move so everything that we can do to speed up the process to bring it current, gets us where we need to be is part of that journey. Today, So im super excited about our guest today, we have a woman which Is awesome. I love 3x as you know when you listen to my podcast I always love to give shoutouts to women out there in the industry as part of what we're going to talk about today is what it's like as a woman in such a mostly male dominated industry and what we can do to support that so my guest today is Lisa she and last name help me out here but look at most serious answered Lisa: I said it’s a hard G it’s Gentz. Lisa Gentz. S: Yep OK so Lisa Gentz she is she's been in the industry over a decade she's been $1,000,000 a year person for over a decade and she's out there doing the dude just like every single one of you all the rest of us and yeah we actually connected through drivetime university she found the podcast is joined the Facebook group and we started chatting and I just really wanted to bring her on today if you watch the video you'll see that I have the challenge accepted shared on today but if you're not watching the video right across my chest is challenging accepted an award that very intentionally so as you're listing because you know getting into the industry as a woman can sometimes be a little bit of a challenge and this is somebody that stepped up dominated the game she now leads a team of about to be five people and they're all out there doing the same million plus a year and just crushing the goals and so they're doing it too so welcome to the show Lisa I'm so glad to have you today as give us a super quick synopsis of why in the world you chose there how do you get here L: so I had an opportunity as somebody who knew me and knew my sales background I was actually selling cars at the time and they were associated with the business I'm working with now and they knew that they were looking for sales person and she called me and said hey would this interest you and I'm never one to turn down an opportunity came in and talked to them and knew nothing about heating and cooling and the owner of the company said that's great I don't want anybody who knows anything I'll teach you all of that all I wanted somebody who feels comfortable in sales and going into peoples houses and just talking to him well shoot I can do that and and it's worked out well but yeah absolutely green to the industry but miss telling you have it have a great team and good training and it's just been it's been the best decision that I could have made I think the number one thing that prompted me to do this was that I said I was selling cars and I was one of maybe four sales people fighting for every single sale that came on that lot or could I just be the one salesperson and get an trying to make that work and it's like well I'd rather I'd rather be one salesperson than fighting with all of those other people so I'll do it I'll try it and the funniest thing is when I went home to tell my husband that I...
Work to become someone worth buying from and people will be buying from you. Remember the important stuff -- the value of your company and the value of you. Slow down and don't be overwhelmed with the number of appointments you receive and pay attention. Relate to your clients and match their energy. On this episode of Close It Now, Sam talks about the importance of staying connecting to your clients, paying attention, taking care of yourself to improve your client's perception of you and learn about the direct correlation between sales and how you take care of yourself.
If They Ain't Jivin', They Ain't Signin' Hey hey hey, Welcome back Sam Wakefield here with close it now we got a really cool topic for today is something I heard from somebody recently got a name of Ben. it was so impactful when I heard it that it just made me immediately want to record this to you guys. So what is going to be is you know how to stay connected to that client you know it's a it's important to stay connected to the client while you're in the home and to pay attention so we're going to cover that today so a couple of things, reminders that will get you keep you on pace keep you on track. one of the things that sound up the topics I guess today the other one is the importance of taking care of yourself I know in our industry we can you know go out there in just work your face off especially this time of year when it starts to really warm up when it starts to become busy with pretty crazy out there. so many times people will set different things well 100% not true and then things got self care things, things that are important like your exercise routine I don't care who you are you must have an exercise routine and also nutrition how many times do you find yourself driving thru mcdonalds, on those fast food joints, and especially you’re in the area like im in austin, where there’s more restaurants per capita than any other cities in north america. And often the food here is amazing so, geez, on my 1st year I gained so many pounds trying so many restaurants. it was not good for myself no that was one of my worst years ever because I was so focused on everything else I mean I still wasn't bad but it definitely wasn't anywhere like it wasn't you know the few years after that but The thing is you know cells is not the performance of an hour cell is the overflow of a life that's why you hear me say so many times work to become someone worth by front and people will buy from you increase your focus on your growth your personal growth through reading the drive time university like we talked about all the time got to use drive time university but you know that imagine the so this will be topic one today obviously is imagine you're life as like a wheel and you've got spokes on a wheel and each of the spokes represents something different what are the and So what we're going to do here is a quick exercise so you can get a good idea of where you are and through the the high performance coaching program in there out there turn killing it they’re crushing that and and you know my buddy Nick (inaudible) actually supposed to video in the Facebook group he is a stone cold killer he is a closer like you wouldn't believe this last summer I think he would like 19 in a row you know 16 in a row something like that it was just insane but it went through some of did some coaching with me and then it was go 2-3 months later he calls me up is like bro I'm in a slump man I haven't sold anything in like 2 weeks dude I don't know what's going on So what we did is we walk through this exercise and sure enough three days later he calls him back like man I'm on fire again I just closed two close two in a row today working on my third let's go right and so the exercise is really simple but I really want you to focus on it if are you in a slump or anytime you're in the slot come back to this episode and let's walk through this exercise and it will help you...
Rediscover the magic of talking to people in person with using a little bit of humor. Gain your customers' trust faster and build a stronger bond. You will get more YESes and less people backing out of the deal last minute. In this episode of Close It Now, Sam interviews Umar Hameed, host of No Limits Selling podcast, a world renowned keynote speaker and an NLP coach and trainer where they talk about how we can serve customers in a way that they get what they want, they get their problems fixed and we get to be the heroes that do it . Mindset Strategies To Next Level Your Sales This Year Sam: Alright well welcome back this Sam wake filled with close it now I know it has been a little bit of a gap of between the last few episodes and this one but if you're listening now and in the future you won't even recognize that or realize it but for all of you faithful fans out there everyone who's been listening since day one basically what happened you know that sometimes things change when you have a service that doesn't always keep up their end of the bargain so basically the service that was hosting the podcast it turned out to have some glitches and some issues so I had to make a change so that explains why all of you wondering that explains the delay in a kind of podcast gap so to speak that happened but we are back better than ever in fact everybody so the new schedule moving forward is I'm really excited about it it's going to be Mondays will drop my solo podcasts with just like we've always done mostly with my just me on here thanks for listening can we talk about the things that are important to sales before the sales philosophy important to the a track and just you know I'm selling and trades industries and then every Friday moving forward we're going to drop an interview which is awesome so that is what we're doing today I'm really excited to bring our guest today real quick before I introduce him make sure to go join our Facebook group it is just search close it now in groups on Facebook it will come right up or HVAC sales were one of the top Facebook groups and fastest growing on on Facebook and so they're joined Facebook group there's been some really amazing discussion lately it's also a place that you can go to yet when you when you hear a podcast and something picture interest something you have more questions about you can go in there and start it's just a over 1000 like minded sales people just like you comfort consultants comfort visors project managers selling techs that are in there it's it's not like the other Facebook groups and this is 100% positive support improve if somebody comes in with attitude or is demeaning like some of the other groups happen we check him at the door so don't said don't worry about that it's a completely neutral space but errantly exist to lift each other up and train each other and so we all have a better experience and we go and crush it you know it's that's at the end of the day it's about making the you know serving others making a sale that we can only serve others by them giving us money and making sale and then you know go home and living a better life because of it how many people can we touch and help today so I am so excited about our guest today this person we just happened I love the beauty of LinkedIn and the beauty of social media because sometimes the people you connect with are completely unexpected but unexpectedly amazing and this is this gentleman is definitely exactly that we got on the phone the other day and had instant connection he he thinks very similar to me but I think they're going to really appreciate his insight because he comes from a completely different perspective by my yesterday his tagline which I love so much it says become a fear list salesperson and double your sales this year by retraining your brain for success raise your hand if you would like to double yourselves this year by retraining your brain absolutely so quick intro for him
Lead generation equals control. A company can make better margin when people generate quality leads on their own. Yes, they can sit around and wait for the company's appointments but getting people in the field can get you self-generated leads that will increase your ability to scale. Networking happens each and every day. You are always out networking whether you're sitting at events, going out for coffee or working with a homeowner. Every situation is a chance to network. In this episode, Sam interviews Jimmie Jayes, a business coach, educator and solar advisor. Jimmie has helped Apricot Solar from the very beginning and has helped them grow from $0 to $130 million in 5 years of revenue. “5 Essential Networking Connections” Sam: Welcome back to close it now podcast Sam Wakefield here I am so excited with this guest today. He is a freaking Rockstar. You will see here just middle of get into the introduction. but first of all just want to say so glad you’re joining us. Welcome to the new format. I hope you’re enjoying two podcasts a week. For the first two years it was a little bit so little bit less often. But now we’re on the road we’ve got everything going on. We got to do a new company is hosting the podcast. So that is why we are having such add able to produce so many episodes. And thanks to every single one of you listen all around the world. I think the last numbers that I saw word in 24 countries around the world. Basically if your country gets hot and you have any similar speaking English help you somebody in your country has listened to this podcast which is awesome. I love technology and the Internet because of that. So first of all, just want to say hey if you haven’t go joined the Facebook. It’s a cool community with all of you know everything for business owners to and not it HVAC specific business a track we have people that all listen to all different trades all over the world. But just love to dive into the philosophy we talked at a different level on this podcast. And you’re gonna absolutely hear that today uh with our guest that is joining us. So I just want to take a quick introduction. This is a gentleman that I’ve known for several years. I’ve known him in different facets. But man I’ve just been so impressed with his ability to have a conversation that’s different than any that you really have ever had. So little bit about him this is my friend Jimmy JC is a business coach. He’s also so he’s been a business coach for a lot of different people a lot of successful people. But the reason he is here today he is with a company called apricot solar. He is a bit of business coach with the owner and he's also in the field uh as a solar representative himself. You know the thing that's different about this. Is that he's helped this company from the start, go from the zero from the very beginning to a $134 million in five years of revenue. and no stop in there that type of growth is not easily accomplished. But they’ve done an amazing job of just going out and crushing it his goal. His personal goal is two create 12 solar millionaires in across the next 12 months. Boom! How do you like that is pretty awesome. That is net income into individual’s pocket. So I’m super excited to hear what he has to say. I know that you will be as well. So welcome my friend James to the podcast today. Jimmy how you doing brother? Jimmy: I’m doing great! hello close it now community welcome super glad to be chatting with you guys today and honor to be on the show. Sam: Awesome. I love it and thank you so much for being here we really appreciate your time that you’re that you’re giving us today. We know you’re gonna come across this every time we talk there so amazing that they get from you can apply immediately. that’s why the concept that we this podcast still so it is you know giving individual Nuggets and they can immediately applied to go out and completely change ourselves...
How do you sell to an ethnic client? Most people think that ethnic clients are always after the cheapest offer out there because they're ethnically different. In this episode of Close It Now, Sam talks about the importance of discovering what they're truly after by doing a good job on asking the right questions because there's not a single objection that you can't overcome by asking questions. Today we’re going to talk about a controversial topic. But it’s something that has to be talked about. It’s a topic that we have to be very careful in teaching and I get the most questions about it because the hardest objections to overcome are the ones surrounding the topic today. How Do We Deal With Ethnic Buyers? Today we talk about ethnic clients, clients whose cultures are not native to North America. Please know that this is not to single out any specific ethnic group. We have a lot to learn when it comes to the topic of negotiations from the rest of the world. Because foundationally Americans suck at negotiations and we’re going to prove it. This is why the biggest questions I get as a trainer are always about overcoming objections because nobody knows how to negotiate. I have recognized this and have been able to do my research that probably took me five or 10,000 hours on this topic so I can come to you with some verifiable evidence that what I’m saying is true. We’re going to cover how to sell and negotiate with different ethnic cultures other than North America. So buckle up everybody! This is going to be good! Raise your hand if you have ever had difficulties selling to an ethnically diverse client. (And again I’m not singling anybody out). This is just a reminder that there are hundreds of countries around the world with different mindsets on how to buy. Everybody grew up differently in a way that they have distinct ways to socialize that programs them to negotiate and how to deal with sales people when they buy or sell things. With that said, every client was brought up in a different way. I normally hear from most people who reach out to me about this type of client who’s always just looking for the cheapest price. What normally happens is anybody who goes to that appointment will just go to the appointment and offer the cheapest product that they have. And I’m here to tell you to stop being lazy! Stop being a lazy salesperson. Your lazy *** needs to wake up because that is not what they’re after. Let Me Prove It To You That client you have is the same person you know that has a nice car in the driveway and that same person lives in a big nice house. If they wouldn’t have any of that and if they only cared about the cheap price, they wouldn’t have any of that stuff. I was a carrier dealer and I sold a number of green speed combo systems for about $2,000-$30,000, the complete systems. I am sure you know what I am talking about because everyone has them. I was a carrier dealer and the number of green speed combo systems, you know complete systems that I sold for about $2,000-$30,000 to this particular client and everyone has them in your mind you know who I’m talking about. Nobody could understand how I did it for a long time and I didn’t understand how I did it either. The more I started to analyze it, it came down to the client being an ethnic client. Everybody always says that they’re always after the cheapest price. They would know what’s really top to bottom out of the offer on the cheap thing and ask it to be discounted even more. How I overcame it is how I understood it after. Let’s go back to the car and go back to the house and how they like nice things. Everybody from around the world likes nice things. We need to do a really good job in discovery and it’s asking particular questions with the client. How Long Are You Going To Be In The House? There’s two types to this and...
Work To Become Someone Worth Buying From The client decides at the first 5 minutes of your pitch if they're going to buy from you or not and beyond that it's up to you to talk yourself out of the project. Sales is an overflow of life and not a performance of an hour. In this episode, Sam Wakefield interviews Paul "Tall Paul" Redman from the "To The Point" podcast where they talk about how important it is to up-level yourself though personal growth and with that become somebody that's relatable.
FUTURE OF HVAC FUTURE OF HVAC 69:34 SAM: Alright. Well, welcome to the podcast and what will also be on the YouTube as well channel today Sam Wakefield here with close it now. I am so excited everybody. This is episode 50 of the closet now podcasts and this will guest today Paul Redmond from Tall Paul. as most of you may know him from from the to the point home service podcasts. I absolutely love their tagline as well. Cutting through the bullshit. And that is something called Paul what you don’t know my tagline. Is stop being weird and start selling. PAUL: That’s right. Yep SAM: How many times is somebody walking in this walk into a room and goes into creepy salesman voice. And we’re like stop it just be a normal normal freaking person. PAUL: That is a great point SAM: And so so that’s it so that that’s the awesome episode today this is going to be longer than normal. And normally episodes or roughly 20 minutes, but this is will will go as long as we need to because. PAUL: I’m a 90 minute guy but I won’t put you through that today. I’ve got I’ve got questions for you. I have to remind myself that I’m here to be interviewed but I like I want to interview you. Man your story is amazing like two years 50 podcasts I’m I think I’m most fascinated by the fact that you know high performing salespeople. And high performing sales managers make a lot of money. Right have a good quality of life. And at some point you had to come to a point where you’re like you know what you said earlier you talked about lifestyle design which I want to talk more about. But you said you know what I think I want to do things a little bit differently. So I’m just fascinated me I know how much work a podcast is there is a graveyard of podcasts that is bigger than any graveyard I’ve seen before. People start and they’ll do one or two three or four episodes. And they realize like wow scheduling is really hard, production is really hard, it costs money to edit these things talking for an hour is really hard. Getting good guests is really hard. So 50th episode man nice word. SAM: yeah yeah it’s fine in fact since you mentioned that the and you’re right being especially being a top producer in a in a market like Austin Texas for so long is where I get asked a lot where where do you sleep you know where do you have that time. So going back into a lot of the especially the early episodes. you know I call it drivetime university. In fact everybody listens they they they understand drive time University that people will talk about that. But so I’m I was driving to appointments I would throw on my voice recorder grab a little look lovelier microphone and just record right my voice recorder. So early episodes you can hear traffic all these things. But people love it because I mean we’re out there doing the same thing you know using that time efficiently. Because you know as you know what 15 year career the numbers are if you use your drive and that’s it for education it’s the equivalent of three pH D. So that’s yeah so it’s amazing but started. PAUL: Yeah, no absolutely and really the the element of it that I think resonates so well with the people that are listening is the the authenticity piece. And that’s really where we are in the world today whether you’re selling air conditioning or selling software or selling whatever cars. You know all these...
Progressing one's ability or talents is a life-long commitment. There shouldn’t be any end-of-the-road to your mission to get better. It will have its highs and lows but you shouldn't see it as a burden. Sam Wakefield imparts his proven strategies to up your game, not only for personal aspects but also for business advancement. He has his fair share of rejections and failures, so he understands the psyche and knows when to implement.
How do you cast doubt out on the competition without talking negatively about them? In this episode, Sam Wakefield teaches you how you can make your expertise shine and make your client doubt your competition without you having to point fingers or call names. Sam believes that you don’t have to lower yourself to negative talk to win proposals and earn business with the client. You must always come from integrity, from a place of service, and the rest will work out. If you want to discover a simple strategy of casting doubt on the competition without having to resort to degrading them, tune in!
What do you do when a customer says, “Just so you know, we’re getting more bids?” Well, that depends if they’re telling you that upfront or at the end of the appointment. If they’re saying it right at the beginning, then you should know that it’s a smokescreen and there is a way to get around that objection. Sam Wakefield gives an example of how you can turn that objection around, get the customer to admit that your offer is a better fit for them, and close that deal now. Listen in and add another tool to your toolbox of sales techniques!
Most system selection processes in the HVAC industry take a long time because of indecisive customers, probably with so many options or the layout of their homes. Therefore, closing deals is difficult, tedious, and time-consuming. Sam Wakefield explains why it takes only four words to keep the ball rolling and the buyers interested: “the next steps are.” He dissects various HVAC purchasing scenarios, detailing which areas consultants usually find quite challenging to navigate and the best strategies to use to avoid being stuck in an eternal loop without making a sale.
It would be a waste to let go of the on the fence shopper, especially if what they need is that one little push to buy from you. How do you handle them and make them convert? Sam Wakefield has the answer, and in this episode, he shares the two things that really drive people to actually buy—the logic and the emotion. He walks us through the process and how you can frame your sales to get the results you want. Join Sam in this brief yet insightful episode to learn how to take your on the fence shopper’s foot off the brake and put it on the gas instead.
You may have this groundbreaking idea that will change your sales team’s systems, procedures or processes, but that doesn’t mean your team will share the same level of enthusiasm as you, at least initially. Humans tend to be resistant to change, and if you take introducing changes to your team lightly, it might lead to things going all over the place and tempers heating up like Austin on a summer afternoon. What is the most effective way to start changes in the way your team does things without pissing people off? Well, first of all, it doesn’t help to blindside your team. It has everything to do with effective communication, as Sam Wakefield explains further.
Life has its ups and downs, but you only succeed in sales if you have more ups than you have downs. Avoiding a sales slump is, therefore, of utmost importance to every salesperson. Not every day is a jolly day in sales. We all feel burnout. We sometimes feel complacent or uninspired. How do we get out of those situations and stay on top of our game? Believe it or not, none of this has anything to do with the mechanics of sales. Sam Wakefield explains why.
Making sales is more than just giving an offer to others and waiting for them to take it. To be a successful closer, you need to learn how to read between the lines of what your customer is saying or showing you. That is why a necessary skill to have is learning how to do mental chess. In today’s show, Sam Wakefield helps us maneuver into this mental chess game with our buyers. He taps into the importance of integrity, follow-ups, taking things at face value, and understanding more than just asking. Dive deep into this great episode to know why people are buying or are not buying from you and how to get them off the fence that holds them back.
Effective sales pitching is more about knowing the client rather than just being an expert on product specifications. In this closing episode of a two-part series, Sam Wakefield shifts to the sellers’ point of view – how they can paint the picture for themselves by getting inside their clients’ heads and seeing things from their perspective. Using some examples in HVAC sales, Sam shows how you can dig deeper into why people aren’t buying your product and how you can reverse the situation. He teaches you the art of asking questions and listening between the lines to get to the bottom of what is holding your client from taking positive action. Listen and learn more about using customer psychology to pitch sales more successfully.
People don’t buy from someone who simply reads from a product’s spec sheet; they either buy from someone who sells the product cheaper or from someone who really connects with them emotionally. An exceptional salesperson knows how to paint the picture for their clients, touch their pain points and lead them to the realization that they are giving their clients the solution to their problem. In this first episode of a two-part series, Sam Wakefield teaches you some ways to connect emotionally with your clients by using imagery, gap-building and future-casting. Using some examples in HVAC sales, Sam shows the power that words have over people’s emotions when chosen with care. Listen and learn how to get your clients to see the value of your offerings and move them to action.
The cumulative client experience you create throughout all the jobs that your company does will ultimately make or break your market share. Part of putting yourself out there is making sure everything is consistent in a positive sense in order to show that yours is the right company for a job that needs to be done. https://www.linkedin.com/in/michael-claudio-53812b63/ (Mike Claudio) is an expert business coach, sales trainer, and the owner of https://winrateconsulting.com/ (WinRate Consulting). Mike joins Sam Wakefield to talk about creating a consistent and appealing client experience. Social media, guerrilla marketing, and referrals play a big part in today’s market landscape. Let Mike and Sam guide you through creating a client experience that will draw people in when complemented by these differing platforms.
Success leaves clues. In this episode, Sam Wakefield interviews https://winrateconsulting.com/about/ (Mike Claudio) of https://winrateconsulting.com/ (WinRate Consulting) to ask about some of his guerilla philosophies to become a relationship builder. He discusses the four pillars that he applies to qualify leads, and that can help grow your business more sustainably. Emphasizing the importance of building relationships, Mike then talks about how you can hunt for leads by creating good content and showcasing your background. By creating a good experience and communicating professionally, Mike has sold over $100 million in projects. Get to know his approach deeper in this conversation, and learn how to leverage it to your own success.
We are in the middle of the global COVID-19 pandemic. Amid this chaos, there are good things you can take out of it, especially in the sales industry. The indoor air quality (IAQ) space may have been taken for granted before, but you can seize the moment for increasing IAQ sales. Sam Wakefield covers two critical questions that will unlock that door and unlock everyone’s mind to wanting to hear and see more of your IAQ products.
With everyone migrating online for work due to the global crisis of the COVID-19, hosting a virtual sales call is almost going to be an inevitability. Time to step up your virtual game and get the results you would as if you went out in this episode. Host, Sam Wakefield, sits down with a sales Rockstar, https://www.linkedin.com/in/aaroncourtney/ (Aaron Courtney), to discuss some effective ways to host a virtual sales appointment. Aaron is a Residential HVAC Manager at Elite Heating and Air Conditioning and a $4 million a year salesperson with an average sell of right around $11,000. Here, Aaron shares with us how they do things at his company in terms of virtually meeting and setting appointments with clients. He goes into the detail of setting the right expectation when conversing with clients, having the right tools in place for the appointment, and going about the presentation. Don’t miss out even when you are in with the tips and tricks Aaron shares in this conversation.
Price and value often mean two completely different things, and while they’re often conflated, it’s important that you discern the difference between them, if only for the sake of your business. Pricing your services comes down to how you perceive your own business, so it’s best that you take some time to sit down and think about what you bring to the table. Sam Wakefield urges you to think about how you’re pricing your services. At the end of the day, you may just be cheating yourself out of turning a better profit.
There are two types of people in sales, those who overcharge, and those who don’t. Sales is a very interactive type of business where you gain the trust of a client, and this is best done with integrity. In this episode, Sam Wakefield reminds everyone about the importance of integrity, not just in business, but as a person. Being in service, he emphasizes the importance of doing everything you can to get things right the first time around, not cutting corners even if they can outspend you. Learn how you can differentiate yourself from competitors and imprint quality service on your clients without lowering your prices.
As salespeople, closing techniques are your bread and butter. One particular and unique technique to make sure you’re remembered is the pink earmuff technique. Sam Wakefield, in this episode, gives a reality check on what the HVAC industry really is without holding back. Sam emphasizes the importance and impact of paying attention to your customer’s choice of words and their surroundings in building a solid rapport. Learn about the things that you should never do in a sale if you want to come out on top and close that deal as he breaks down some of the biggest mistakes people in the industry do.
There are some bizarre oddities going on in global market these days with some people having a record-breaking year, while others are down by the entire market. Sam Wakefield discusses this phenomenon and shares some good tips for surviving the HVAC market. He notes how the 22 refrigant, being a thing of the past, should be replaced with a new system, and doing so can help grow sales despite the market scare. Sam also shows how you can have a new record-breaking year starting this summer with pent-replacements and doing a winning presentation for the new system!
Can you fire customers? You definitely can! Sam Wakefield shows us how to do this by sorting, figuring out their interest level, and identifying if they want to buy what you are selling. Disqualifying a client and moving on can be done when you have successfully judged your customer’s level of interest. By asking the right questions, you will know if you are not wasting your time. Through some examples, learn some tips on how to identify if a customer is worth firing and whether to let go or not.
The ping pong close scenario is when you have the two primary decision-makers sitting at the table that can’t decide on moving forward. Sam Wakefield dives deeper into this closing technique and explains how this can help you level up in your closing. The psychological aspect always presents itself in terms of decisions. Sam believes that tackling the psychological level allows a person to decide and commit faster.
Objections are the biggest obstacles in any sales process, which is why overcoming objections of all kinds is an essential skill to learn. Sales is the lifeblood of any business, and if you keep getting held down by objections, you won’t be able to achieve the magnitude of success you need in order to flourish. Sam Wakefield chats with https://www.hvaccoachingcorner.com/ (Tom Wittman), who is a success advocate for HVAC and plumbing businesses. Drawing on his many years of experience and finely honed expertise, Tom illustrates how you can successfully overcome the one obstacle that most businesses have trouble with. Make sure you master this all-important skill to keep your business growing!
When you’re trying to sell to a couple, the sales process tends to get pretty standard. However, dealing with just one half of a couple can be a tricky task. It’s difficult to close at a single leg appointment, but it’s not impossible. Sam Wakefield teaches you how to make the most of these notoriously uncertain situations with gusto. Soon, you won’t even have to worry about single-leg appointments at all. Let Sam show you some of the best techniques to employ in order to make sure you close the sale because, after all, the logical conclusion to any well-executed sales process is a sale.
Every single one of us here in the HVAC industry has probably encountered people buying only a portion of equipment. Some would only buy the cooling portion during the summer and the furnace during the winter. In this episode, host Sam Wakefield guides us into getting people off the fence and over the hump of buying the full system. He walks us through a role-play scenario of how to have the conversation to sell the full system with the homeowner. Grab a pen and paper and take note so you can see to it that you make that full sale next time.
There are two things that drive people to buy. There’s the logic side of the brain and the emotional side of the brain. Logic is only the steering wheel, but the emotion is the gas pedal. So what do we do to make people take their foot off of the brake and put their foot on the gas to take action with those buying decisions? How do we increase the urgency of that sale not only in the peak season but in the offseason as well? In this episode, Sam Wakefield shares some strategies on how you can tie in all of the buyer’s emotions and capitalize on that to make those sales in those off times.
The sales process is a tricky process. Today, host Sam Wakefield talks about breaking down the walls of resistance that will make sales less tricky. He teaches us how we can open our prospects’ mental understanding for them to listen to us and how we can obliterate those resistance walls when they come up in our appointments. Know more from Sam as he teaches us how to take control of any appointment and steer it to any direction that we want it to go.
Do you find that people only pay half the attention to everything in their life including your sales pitch? Today, Sam Wakefield discusses why your customers are mentally primed to say no to you, and reveals the three steps to success you can take to make them pay attention to what you’re telling them. Learn how to communicate in congruence to your customers’ brain waves so you can be understood, differentiated, and preferred.
When someone says they want the cheapest price, should you drop your price or just walk away? Today, Sam Wakefield discusses the psychology behind how to sort the client that wants the “down and dirty” price. He’s going to be unpacking that and talk about a couple of different scenarios where that might apply and how to effectively use this verbiage to decipher what they’re really telling you and to listen between the lines.
This episode covers the misconceptions about accessory sales and how to sell them with passion and conviction. Remember, logic is the steering wheel, but emotion is the gas pedal. Make sure to check out www.closeitnow.net to stay connected with all the events, training, and coaching programs.
This episode covers the importance of having a set system that works for you not against you. We also hear a couple of fantastic testimonies from listeners and coaching students. The system works.
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This episode discusses what happens when you Can’t. Stop. Talking. Are you offering solutions before you know all of the details?
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What is the magic bullet for trust? Is there the trick that will triple your income in a single bound? Find out here.
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The power of the pause! We talk about the amazing power of silence in this episode. This is an amazing tool in your tool belt.
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Here we deep dive into a simple, easy to implement method to flip the switch in a customers brain from stranger to immediate trust. It is so simple yet one of the most powerful tools in your toolbox. Are you tired of hearing ‘I want to think about it’? Then this is a technique you must learn.
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In this episode we learn how to set the context and environment for the sales appointment. Controlling the flow of information that the homeowner receives is crucial.
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This episode covers one of the most important questions you will ever ask a client. From the answer to that question you can learn what the main concern of the homeowner is instead of just going off of what they are asking for. We all know that people don’t always know what they want and this is a fantastic way to decipher what they are really saying.
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This episode covers the top down presentation style. How are you presenting your solutions? We dive into the take away offer and how powerful it is to tap into FOMO (Fear of missing out).
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In this episode we discuss how so many salespeople build in extra followup that is unnecessary. We also cover 1 simple way to ask for the sale.
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Whether you think you can, or you think you can’t — you’re right. Henry Ford.
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This episode dives into the two must have traits every closer must have in order to make the sale.
It’s not what you think…
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This episode dives into the deeper technique of how to control the energy and intensity of an appointment. To have the ability to bring the energy up or down based on the situation is crucial in leading the customer into a buying decision. It is completely possible to change the intensity of an appointment.
In this episode we talked about the most important sale that has to be made to close any and every project. This episode also covered some of the topics that this podcast will be about and also is a welcome and introduction.
This episode we cover some psychology behind how to get a response from a customer when they have started to ignore your follow ups.
Have you ever been trying to get in touch with a prospect and just gotten crickets? The technique in this segment will help shed some light on how to overcome that problem.
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In this episode we talk about one of the biggest problems outgoing personalities have in sales. Talking too much. There is a basic exercise to overcome this and you will learn what it is. Then we move into the real focus of the Close It Now movement.
Calling all HVAC salespeople from around the globe, this is a community to join together for support, cheer each other on, and celebrate your wins. Go check out www.closeitnow.net to get connected to the community, coaching programs, and the Close it Now sales system.
In this episode we learn a valuable lesson in what not to do when dealing with a combative prospect. Then we move into the real focus of the appointment
In this episode we talked about the right time to suggest a system replacement. And big hint, it has nothing to do with the condition of the equipment. Then we move into the two key components to every buying decision. If you don’t satisfy both of these components the answer will always be I have to think about it, or maybe get other quotes.
In this episode you will learn how to build instant rapport without spending endless time talking about the weather, golf, the dog, etc. You are in the home to be a professional and be friendly, not be their friend. Learning the difference is key in boosting your total ticket price and your close rate.
In this episode we cover the use of stories to compare problems that a consumer doesn’t understand to something they know they have to take care of immediately.
Clients comparing prices from one offer to another is as normal as you choosing which is the better burger. In this episode, Sam Wakefield shares the secret to closing amazing projects and breaks down the pieces and parts of the process. There are ways to leave clients with no other choice but to choose you, and one must not also forget the importance of impression in the business. As Sam talks about how crucial doing due diligence is in the business, he also shares how to deal with the competition, how to handle price comparison, and how to harness the power of connecting with people emotionally. Learn all this and more and start making a difference in your close rate.