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PODCAST

Sales Training. Close It Now!

Closing sales in home services can feel overwhelming and high-pressure. In every episode, we break down the key components of a successful sales conversation and guide you all the way to the close. From building a winning appointment structure to overcoming real-world objections, we cover it all. Whether you’re brand new or a seasoned pro, this show is your blueprint for selling with confidence and clarity.

business careers

All Episodes

36:28

The Buyer Isn’t Broken: Mastering the Psychology...

Sales Training. Close It Now! ·

2025/06/25

The Buyer Isn’t Broken: Why Psychology Beats Tactics Every Time🎙️ Sales Psychology Series | Episode 1Most salespeople are trained to fix the wrong thing — the pitch, the pricing, the script — when the real issue is psychological misalignment. In this kickoff episode of the Sales Psychology Series, Sam Wakefield introduces three transformative tools: the Buyer Lens, the Emotional Buy Cycle, and the Trust Thermometer.These frameworks will forever change the way you approach in-home sales by helping

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01:27:07

Leadership, Legacy & Letting Go: Tomas Keenan on...

Sales Training. Close It Now! ·

2025/06/20

What if the secret to building a 7-figure business wasn’t hustle—but alignment? In this episode, Sam sits down with Tomas Keenan to reveal how high-performance leadership starts with unshakeable standards, tactical habits, and letting go of what no longer serves your legacy.What You’ll Learn in This EpisodeHow Tomas went from tools-in-hand technician to respected 7-figure leaderThe difference between hustle-driven chaos and values-driven clarityWhat it really means to “live your core values” in

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22:02

The 80% Life: How Coasting on Talent Holds You Back...

Sales Training. Close It Now! ·

2025/06/16

Have you been praised your whole life for being naturally good—but deep down know you’ve rarely gone all in? In this raw and revealing episode, Sam Wakefield shares the cost of living the 80% Life. If you've ever felt like talent became your ceiling instead of your launchpad, this one's for you.You’ll learn:Why talent-driven success leads to complacencyThe hidden toll of “good enough” on growth and fulfillmentSam’s personal journey from coasting to full-capacity livingHow to break free from

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01:16:02

Leadership That Works: Chris Morin on Training Techs,...

Sales Training. Close It Now! ·

2025/06/13

Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVACIn this powerhouse episode, Sam Wakefield interviews Chris Morin—HVAC educator, founder of HVAC Pro Blog, and author ofLeadership in HVAC. They dive deep into what real leadership looks like in residential contracting: from training technicians with people skills to building a culture that scales with integrity.If you lead a team, manage a shop, or want to grow into leadership, this episode is your

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29:14

Perfectionism, Procrastination, and the Power of 80%:...

Sales Training. Close It Now! ·

2025/06/11

What if your talent has been holding you back?In this powerful episode, Sam Wakefield reveals the hidden danger of being naturally gifted: when 80% effort brings results, it’s easy to settle for less than your true potential.This conversation goes beyond performance—it’s about purpose, identity, and reclaiming the drive to show up fully. Sam shares his personal turning point and challenges you to ask:What could life look like if you finally gave 100%?🎯 Episode Highlights:Why talent without

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01:14:29

Assume the Sale: Unlocking Top Performer Mindset with...

Sales Training. Close It Now! ·

2025/06/06

What happens when you stop askingifthe homeowner will buy—and instead askhowyou can best serve them after they do? In this episode, Sam Wakefield is joined by Dominic Caminata, CEO and founder of Grosso University, to talk all thingssales certainty, performance psychology, and what it truly means toassume the sale.Dominic shares the foundational beliefs that separate the average rep from the elite closer, including why confidence isn't optional—and how clarity drives conversion. If you’re ready to

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56:09

The Hidden Sales Killer: Why Not Offering Financing...

Sales Training. Close It Now! ·

2025/05/30

What if the biggest reason homeowners aren’t buying… isyou’re not making it easy enough? In this episode, Sam Wakefield sits down with Chris Scoville of Improvifi to uncover the financing gap killing sales—and how to fix it fast.What You’ll Learn in This EpisodeWhy not offering financing is sabotaging your close rateHow buyer psychology shifts when you remove price frictionThe truth about “sticker shock” and the psychology of payment plansHow Improvifi is revolutionizing homeowner financing with

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40:46

Episode #9: The Sacred Close: When Energy Becomes...

Sales Training. Close It Now! ·

2025/05/29

This is the moment where everything we’ve built in the Energy Series comes to life. The close isn’t a pitch—it’s a transfer of peace, certainty, and alignment. In this finale, we show you how to make every closing moment sacred, connected, and complete.What You’ll Learn in This EpisodeWhy the close is the culmination of energetic alignment, not pressureThe brain science behind resolution and why clarity triggers trustHow to guide a buyer through the emotional-logical-emotional decision arcThe Trust

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01:22:37

The Door-to-Door Goldmine: Sales Growth & Redemption...

Sales Training. Close It Now! ·

2025/05/23

From rock bottom to leadership at the top—Ken Baden’s journey is one of redemption, grit, and building something that lasts. In this episode, we dig into why door-to-door is still the most powerful (and overlooked) marketing strategy in home services—and how to scale sales teams that win.If you’ve ever been afraid to knock—or unsure how to build a canvassing culture—this one is a must-listen.2.What You’ll Learn in This EpisodeKen’s story of overcoming addiction and turning pain into powerThe real

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32:58

Episode #8: Energetic Framing: How to Own the Context...

Sales Training. Close It Now! ·

2025/05/21

Before your pitch… before your logic… before your words even land—there’senergy.This episode dives deep intoenergetic framing—how your presence and nervous system shape the entire sales experience before a single word is spoken.You'll learn what it means to lead the room without saying a word, how to anchor the space with calm authority, and why your energy—not your script—is what buyers actually respond to.We’ll cover:The psychology of energetic framingTools to set the tone before you

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01:10:32

The Entrepreneurial Hustle with Dru Fay: From Barber...

Sales Training. Close It Now! ·

2025/05/16

Dru Fay is more than a barber—he’s a serial entrepreneur, brand builder, mentor, and community connector.In this inspiring conversation, Sam Wakefield sits down with Dru to unpack how he built multiple businesses starting from behind the barber chair. From launching his first business as a teenager to creating a thriving barber brand, product line, and nonprofit, Dru embodies the entrepreneurial hustle mindset.If you want to learn about true brand building, stacking vertical businesses, overcoming

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45:13

Episode 7: Energetic Listening: How to Hear What...

Sales Training. Close It Now! ·

2025/05/13

Most reps listen to words.Elite sales pros listen to energy.In this episode of the Energy-Driven Sales Mini-Series, Sam Wakefield teaches you how to unlock the hidden layer of every sales conversation. Using the proven3 Levels of Listening framework(inspired by Co-Active Coaching), you’ll learn to hear what buyers are feeling but won’t say out loud.Discover how to shift from transactional selling to transformational conversations.Learn how to read hesitation, tension, and readiness—and how to guide

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01:20:51

F*ck Digital Marketing: Why the Old Game Is Dead (and...

Sales Training. Close It Now! ·

2025/05/09

Is digital marketing broken?In this episode, Jonathan Bannister delivers a blunt and timely message for the home services industry: the digital marketing tactics that used to work… just don’t anymore.We dive into the real reasons so many HVAC and home service companies are burning money on bad leads, weak branding, and agency fluff. Jonathan breaks down whatactuallyworks now—and how to build a lead flow that converts in today’s market.This episode is equal parts wake-up call and playbook, packed

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18:45

Episode 6: Energetic Mirrors: Why Buyers Reflect What...

Sales Training. Close It Now! ·

2025/05/05

Your buyer is already reacting—before you say a single word.In this episode, we explore the neuroscience ofenergetic mirroringand how your internal state silently drives the entire sales conversation. If you’ve ever had a homeowner shut down, tense up, or resist you without explanation—this is the episode that explains why.We’ll break down how mirror neurons work, why emotional energy transfers instantly, and how to shift your presence to lead the room with confidence and calm.💡 What You’ll

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01:22:10

Doug C. Brown: How to Add $100K in Commissions with...

Sales Training. Close It Now! ·

2025/05/02

Doug C. Brown: How to Add $100K in Commissions with Metrics and MindsetGuest: Doug C. Brown, CEO of CEO Sales StrategiesHow much commission are you leaving on the table?In this episode, Doug C. Brown reveals the sales systems, KPIs, and mindset shifts that can help any rep add $100K+ in predictable commission income—without grinding harder.Whether you’re an individual contributor, sales leader, or business owner, this conversation will help you connect the dots between numbers, behavior, and

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48:38

Episode 5: Energetic Consistency: The Secret to...

Sales Training. Close It Now! ·

2025/04/29

What if the real difference between average and elite performers…isn’t intensity—but consistency?In this episode, Sam Wakefield shows you how to build the routines, rituals, andinternal systemsthat let you show up at your best—especially on the days you don’t feel like it.You’ll learn the exact process top performers use to reset their energy between calls, how to manage your state on purpose, and how to anchor into your peak emotional energyanytimeusing a simple NLP technique.Whether you’re in a

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01:14:37

From Sawdust to Sales: Brian O’Boyle’s First Year in...

Sales Training. Close It Now! ·

2025/04/25

After 25 years as a carpenter, Brian O’Boyle did something bold:He started completely over—in HVAC sales.In this episode, Sam Wakefield sits down with Brian to unpack the highs, lows, and lessons from his first year in the industry. From imposter syndrome to breakthrough moments, Brian shares the real, unfiltered story of what it’s like to enter HVAC sales with no background, a heavy Irish accent, and a whole lot of heart.Whether you’re new to the trades, training new reps, or just need a reminder

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30:44

Episode 4: Transferring Certainty

Sales Training. Close It Now! ·

2025/04/23

Transferring Certainty: How to Lead Buyers Without Pressure or PushbackEnergy-Driven Sales Series – Episode 4Most reps try to close the deal by talking more, pushing harder, or justifying value.Top closers? They move the buyer by doing something far more powerful:transferring belief.In this episode, Sam Wakefield breaks down how to lead with calm, grounded certainty—so the buyer can finally relax and say yes. Learn how to project clarity, trust, and conviction without hype or pressure.This is the

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01:11:51

The Letter Close: How One Ask Can Win the Deal, Build...

Sales Training. Close It Now! ·

2025/04/18

The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your PipelineGuest: Christian MooreWhat if one handwritten letter could close the deal, generate referrals, and turn your install into a reputation machine?In this episode, Sam Wakefield sits down with Christian Moore—a rising sales leader who used a personal, simple, and powerfully intentional close to separate himself from the noise.They break down the psychology ofThe Letter Close, how to plant seeds for referrals before

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27:21

Episode 3: Energetic Awareness & Emotional Leadership

Sales Training. Close It Now! ·

2025/04/14

Energetic Awareness & Emotional Leadership: How to Lead the Room Without Saying a WordEnergy-Driven Sales Series – Episode 3What if the most powerful thing you could do in a sales call… is stay calm?In this episode, Sam Wakefield explores one of the most overlooked skills in high-performance selling: the ability to read the emotional tone of the room and lead with presence—not pressure.You'll learn what it means to lead the buyer’s energy, how to ground yourself when conversations get tense, and

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260 results

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