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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

32:49

If They Ain’t Jivin’, They Ain’t Signin’

Sales Training. Close It Now! ·

2021/07/26

Work to become someone worth buying from and people will be buying from you. Remember the important stuff -- the value of your company and the value of you. Slow down and don't be overwhelmed with the number of appointments you receive and pay attention. Relate to your clients and match their energy.On this episode of Close It Now, Sam talks about the importance of staying connecting to your clients, paying attention, taking care of yourself to improve your client's perception of you and learn about

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01:08:49

Mindset Strategies To Next Level Your Sales This Year

Sales Training. Close It Now! ·

2021/07/23

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

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42:57

5 Essential Networking Connections

Sales Training. Close It Now! ·

2021/07/09

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

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34:24

Selling To The Ethnic Client

Sales Training. Close It Now! ·

2021/07/05

How do you sell to an ethnic client? Most people think that ethnic clients are always after the cheapest offer out there because they're ethnically different.In this episode of Close It Now, Sam talks about the importance of discovering what they're truly after by doing a good job on asking the right questions because there's not a single objection that you can't overcome by asking questions.Today we’re going to talk about a controversial topic. But it’s something that has to be talked about. It’s a

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01:11:34

Future of HVAC

Sales Training. Close It Now! ·

2021/07/02

Work To Become Someone Worth Buying FromThe 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

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44:00

Earn The Right To The Car: How To Get Better

Sales Training. Close It Now! ·

2021/04/09

Progressing one's ability or talents is a life-long commitment. There shouldn’t be any end-of-the-road to your mission to get better. It will have its highs and lows but you shouldn't see it as a burden. Sam Wakefield imparts his proven strategies to up your game, not only for personal aspects but also for business advancement. He has his fair share of rejections and failures, so he understands the psyche and knows when to implement.

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47:00

Casting Doubt On The Competition

Sales Training. Close It Now! ·

2021/04/02

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

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39:22

How To Handle The “Getting More Bids” Objection

Sales Training. Close It Now! ·

2021/03/16

What do you do when a customer says, “Just so you know, we’re getting more bids?” Well, that depends if they’re telling you that upfront or at the end of the appointment. If they’re saying it right at the beginning, then you should know that it’s a smokescreen and there is a way to get around that objection. Sam Wakefield gives an example of how you can turn that objection around, get the customer to admit that your offer is a better fit for them, and close that deal now. Listen in and add another

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39:31

Don't Let System Selection Stop The Sale

Sales Training. Close It Now! ·

2021/02/19

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

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15:38

How To Handle The On The Fence Shopper To Make Them Buy

Sales Training. Close It Now! ·

2020/10/09

It would be a waste to let go of the on the fence shopper, especially if what they need is that one little push to buy from you. How do you handle them and make them convert? Sam Wakefield has the answer, and in this episode, he shares the two things that really drive people to actually buy—the logic and the emotion. He walks us through the process and how you can frame your sales to get the results you want. Join Sam in this brief yet insightful episode to learn how to take your on the fence

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18:31

How To Introduce Change To Your Sales Team

Sales Training. Close It Now! ·

2020/08/26

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

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15:37

How To Get Out Of The Slump

Sales Training. Close It Now! ·

2020/08/06

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.

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32:51

Playing The Mental Chess Game In Sales

Sales Training. Close It Now! ·

2020/06/29

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

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24:50

Paint The Picture Part 2: Getting Inside Your...

Sales Training. Close It Now! ·

2020/06/18

Effective sales pitching is more about knowing the client rather than just being an expert on product specifications. In this closing episode of a two-part series, Sam Wakefield shifts to the sellers’ point of view – how they can paint the picture for themselves by getting inside their clients’ heads and seeing things from their perspective. Using some examples in HVAC sales, Sam shows how you can dig deeper into why people aren’t buying your product and how you can reverse the situation. He

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21:45

Paint The Picture Part 1: Painting An Emotional...

Sales Training. Close It Now! ·

2020/06/11

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

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46:51

The Client-First Experience With Mike Claudio (Part Two)

Sales Training. Close It Now! ·

2020/05/05

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

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47:40

How To Become A Successful Relationship Builder With...

Sales Training. Close It Now! ·

2020/04/28

Success leaves clues. In this episode, Sam Wakefield interviewsMike ClaudioofWinRate Consultingto 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

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15:46

Key Questions For Increasing IAQ Sales During The...

Sales Training. Close It Now! ·

2020/04/21

We are in the middle of the global COVID-19 pandemic. Amid this chaos, there are good things you can take out of it, especially in the sales industry. The indoor air quality (IAQ) space may have been taken for granted before, but you can seize the moment for increasing IAQ sales. Sam Wakefield covers two critical questions that will unlock that door and unlock everyone’s mind to wanting to hear and see more of your IAQ products.

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58:59

How To Host A Virtual Sales Appointment With Aaron...

Sales Training. Close It Now! ·

2020/04/06

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

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26:33

Product Vs. Offer: Pricing Your Service

Sales Training. Close It Now! ·

2020/03/12

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

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274 results

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