Sales Training. Close It Now! (Sam Wakefield)

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.

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!

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.

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 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.

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

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 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.

🚀 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 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 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.

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.

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...

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!

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.

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.

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.

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...

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," 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!

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...

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.

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!

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 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!

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 

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).

Make sure to check out www.closeitnow.net to stay up to date with all of the news, events, and promotions!

Also, join our community at www.facebook.com/groups/closeitnow

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.

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!

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.

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 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.

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. Mike Claudio is an expert business coach, sales trainer, and the owner of 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.

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.

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.

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.

Consumer Reports article mentioned in the episode:

https://www.consumerreports.org/appliances/central-air-conditioning/buying-guide/

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!

What is the magic bullet for trust? Is there the trick that will triple your income in a single bound? Find out here.

Also make sure to check out www.closeitnow.net to learn about all the awesome coaching and events, and go join the community at www.facebook.com/groups/closeitnow !!!!!

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!

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.

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

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.

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.

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

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!

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...

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.

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!

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 

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 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.

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

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.

Success leaves clues. In this episode, Sam Wakefield interviews Mike Claudio of 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.

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 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!

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.

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, 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.

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…

Make sure to check out www.closeitnow.net for all things HVAC sales training related.

Also, join the community at 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!

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!

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!

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 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 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 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 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 

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.

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.

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...

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!

Profit Rocket Growth Summit 2023 Speaker Series Part #1

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.

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.

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 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

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!

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 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 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 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.

🚨 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!

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

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 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 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.

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.

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!

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.

Make sure to check out www.closeitnow.net to learn about all things Close It Now.

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.

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 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 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 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!

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.

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 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 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 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.

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/

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...