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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.

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All Episodes

35:26

Sales Psychology Series Ep #8: When Buyers Freeze:...

Sales Training. Close It Now! ·

2025/08/16

What if the biggest thing holding you back in sales isn’t your skillset — but a subconscious habit you don’t even know you’re repeating? In this live coaching episode, we unpack a real-time identity shift that transformed a sales approach mid-call.What You’ll Learn in This EpisodeHow subconscious identity patterns shape your sales behaviorThe moment reps accidentally talk buyersoutof saying yes — and how to fix itWhy most salespeople sell emotionally and justify logically — and how to reverse itThe

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47:02

Sales Psychology Series Ep #7 The Invisible Forces...

Sales Training. Close It Now! ·

2025/08/13

🎙️ Episode 7 — Cognitive Biases That Kill Deals (And How to Reverse Them)Opening HookMost reps try to win with logic… but that’s not how your buyer’s brain works. In this episode, we crack open the invisible biases that stall decisions and show you how to sell to the subconscious.What You’ll Learn in This Episode4 decision-making traps that derail deals before they startHow to spot “stuck” buyers and unstick their thinkingTools like contrast, anchoring, and emotional sequencingWhy stories rewire

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37:02

Sales Psychology Series Ep #6 They’re Not...

Sales Training. Close It Now! ·

2025/08/04

🔥Opening HookYour most talented rep is brilliant with homeowners—but can’t seem to keep up with the “simple stuff.” What if the problem isn’t motivation… but neurology?In this powerful episode of the Sales Psychology Series, we pull back the curtain on what’sactuallyhappening when gifted salespeople drop the ball—and how to coach them to consistent, empowered performance.🎯What You’ll Learn in This EpisodeWhy traditional accountability structures can fail neurodivergent repsThe neuroscience of

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01:19:12

The Sales Problem He Couldn’t See (Until We Unlocked...

Sales Training. Close It Now! ·

2025/08/01

The Sales Problem He Couldn’t See (Until We Unlocked It Live)🎙️Opening HookWhat if the biggest thing holding you back in sales… was invisible to you? In this electrifying live coaching session with Andrew Randall, we uncover a hidden pattern that’s been blocking his results—and it might be blocking yours too.This episode is raw, real, and packed with breakthroughs as we dissect language, mindset, and the subtle cues that sabotage your close.🔥 You’ll never hear a sales conversation the same way

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01:09:04

The Enforcer & The Farmer: Duo Driving HVAC Success

Sales Training. Close It Now! ·

2025/07/25

What happens when operations and sales aren't just aligned—butsynced like a power duo? Meet Patrick and Mary, a dynamic force proving that when the Enforcer meets the Farmer, magic happens in HVAC businesses.What You’ll Learn in This EpisodeThe exact dynamic between a strong sales leader and a structured operatorWhy clearly defined roles create business harmony (and eliminate chaos)How Patrick and Mary built a predictable, profitable sales cultureThe psychology behind why their system works across

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41:04

Sales Psychology Episode 5 – Neuro-Aware Selling...

Sales Training. Close It Now! ·

2025/07/24

What happens when your buyer doesn’t respond how you expect? In this powerful episode, Sam Wakefield unpacks how to recognize and adapt to neurodivergent communication in the home — from autism to ADHD to AuDHD and beyond. Learn how to modify your approach without losing the heart of the sale.What You’ll Learn in This Episode:Common traits and behaviors of neurodivergent buyersHow to spot communication friction (without labeling anyone)Adapting your tone, tempo, and scripting in real timeWhy clear

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01:35:22

Why Call Centers Win: Peter Roth on Building Lead Gen...

Sales Training. Close It Now! ·

2025/07/18

If you think lead generation is just about marketing spend and scripts, think again. In this episode, Peter Roth uncovers therealreason call centers outperform every other strategy in consistent pipeline growth — and how to scale it inside your business.What You’ll Learn in This EpisodeWhy most companies fail with lead gen before the call even happensThe biggest mindset shifts required to build a successful internal or outsourced call centerHow to train and motivate call center staff to create

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41:39

Sales Psychology Series Ep #4: Wait... Is Your Buyer...

Sales Training. Close It Now! ·

2025/07/16

What if your buyer wasn’t “difficult”—just different? In this eye-opening episode, we kick off the Neuro-Aware Selling mini-series by breaking down how neurodivergence influences communication and decision-making. You’ll walk away with tools to sell more effectively, respectfully, and confidently to a segment of the population that’s been misunderstood for too long.What You’ll Learn in This EpisodeThe definition of neurodivergence and why it matters in sales todayHow Autism, ADHD, Dyslexia, and

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01:01:08

Unlocking the Inner Game: Rewiring Your Beliefs to...

Sales Training. Close It Now! ·

2025/07/11

What if your sales plateau has nothing to do with your strategy—and everything to do with your subconscious identity?In this powerful conversation, Sam Wakefield sits down with Stephanie Kwong to explore the invisible beliefs that silently shape your confidence, leadership, and performance in sales.From identity gaps to nervous system safety, Stephanie brings the tools elite performers use to unlock clarity, dissolve resistance, and finally align with the results they know they’re capable of.This is

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47:27

Psychology Series Ep #3: The Trust Thermometer: How...

Sales Training. Close It Now! ·

2025/07/08

The Trust Thermometer: How to Read Buyer Energy and Create Safety That ClosesIn this episode of theSales Psychology Series, Sam Wakefield introduces theTrust Thermometer—a powerful tool to instantly gauge your buyer’s emotional state and build the safety they need to say yes.Most salespeople think buyers say no because of money or logic. The truth? Buyers say no because they don’t feel safe yet. This episode teaches you how to feel the room, recognize cold vs. warm vs. hot energy, and adjust your

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01:27:24

Serve, Automate, Scale: Ryan Fenn on Building Chiirp...

Sales Training. Close It Now! ·

2025/07/05

In this episode, Sam Wakefield sits down with Ryan Fenn, founder and CEO ofChiirp, to unpack the powerful intersection of technology, faith, and service in the trades.From repairing windshields to scaling an 8-figure SaaS platform used by thousands of contractors, Ryan shares the real story behind Chiirp’s rise—and how automation is changing the follow-up game forever.If you’re in home services and struggling to keep up with follow-through, this episode will shift your mindset and your method.🔑

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25:34

Psychology Series Ep#2: The 4 Buyer Archetypes: How...

Sales Training. Close It Now! ·

2025/07/02

🎯 What if you could instantly know how your buyer wants to be sold to—just by how they speak and show up in the home?In this episode of theClose It Now: Sales Psychology Series, Sam Wakefield breaks down the Four Primary Buyer Archetypes and how to tailor your presentation to each one. This isn’t guesswork—it’s emotional intelligence applied in real time.Learn how to sell smarter, build instant trust, and dramatically improve your close rate by understanding the human across from you.🔍 In This

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01:11:48

Beyond the Tools: Marc Mason on Mindset, Confidence,...

Sales Training. Close It Now! ·

2025/06/28

What does it take to rise from the bottom and build a winning mindset? In this episode, Sam Wakefield sits down with Marc Mason—entrepreneur, speaker, real estate investor, and voice for the next generation of men. Together, they dive into the psychology of sales, the power of personal transformation, and how to stay resilient when life knocks you down.💥 Whether you're a new rep or seasoned closer, this conversation will reignite your belief in what's possible.What You’ll Learn in This Episode:Why

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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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273 results

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