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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

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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19:43

The Pink Headphone Close

Sales Training. Close It Now! ·

2020/03/05

As salespeople, closing techniques are your bread and butter. One particular and unique technique to make sure you’re remembered is the pink earmuff technique. Sam Wakefield, in this episode, gives a reality check on what the HVAC industry really is without holding back. Sam emphasizes the importance and impact of paying attention to your customer’s choice of words and their surroundings in building a solid rapport. Learn about the things that you should never do in a sale if you want to come out

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17:22

Surviving The HVAC Market: Out With The Old, In With...

Sales Training. Close It Now! ·

2020/02/27

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

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24:08

When It’s OK To Fire The Customer

Sales Training. Close It Now! ·

2020/02/20

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.

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17:01

The Ping Pong Close

Sales Training. Close It Now! ·

2020/01/29

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.

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50:02

Tom Wittman: Closing The Sale Despite Objections

Sales Training. Close It Now! ·

2020/01/01

Objections are the biggest obstacles in any sales process, which is why overcoming objections of all kinds is an essential skill to learn. Sales is the lifeblood of any business, and if you keep getting held down by objections, you won’t be able to achieve the magnitude of success you need in order to flourish. Sam Wakefield chats with Tom Wittman, who is a success advocate for HVAC and plumbing businesses. Drawing on his many years of experience and finely honed expertise, Tom illustrates how you

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22:25

How to Close the Single Leg Appointment in the House

Sales Training. Close It Now! ·

2019/12/18

When you’re trying to sell to a couple, the sales process tends to get pretty standard. However, dealing with just one half of a couple can be a tricky task. It’s difficult to close at a single leg appointment, but it’s not impossible. Sam Wakefield teaches you how to make the most of these notoriously uncertain situations with gusto. Soon, you won’t even have to worry about single-leg appointments at all. Let Sam show you some of the best techniques to employ in order to make sure you close the

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23:26

How To Sell The Full System VS Furnace Only Or AC Only

Sales Training. Close It Now! ·

2019/12/11

Every single one of us here in the HVAC industry has probably encountered people buying only a portion of equipment. Some would only buy the cooling portion during the summer and the furnace during the winter. In this episode, host Sam Wakefield guides us into getting people off the fence and over the hump of buying the full system. He walks us through a role-play scenario of how to have the conversation to sell the full system with the homeowner. Grab a pen and paper and take note so you can see

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16:49

Increasing Sales Urgency

Sales Training. Close It Now! ·

2019/11/14

There are two things that drive people to buy. There’s the logic side of the brain and the emotional side of the brain. Logic is only the steering wheel, but the emotion is the gas pedal. So what do we do to make people take their foot off of the brake and put their foot on the gas to take action with those buying decisions? How do we increase the urgency of that sale not only in the peak season but in the offseason as well? In this episode, Sam Wakefield shares some strategies on how you can tie

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27:35

Breaking Down The Walls Of Resistance!

Sales Training. Close It Now! ·

2019/10/18

The sales process is a tricky process. Today, host Sam Wakefield talks about breaking down the walls of resistance that will make sales less tricky. He teaches us how we can open our prospects’ mental understanding for them to listen to us and how we can obliterate those resistance walls when they come up in our appointments. Know more from Sam as he teaches us how to take control of any appointment and steer it to any direction that we want it to go.

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19:07

3 Steps to Success

Sales Training. Close It Now! ·

2019/10/11

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.

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19:18

How To Sort The Clients That Want The Down And Dirty...

Sales Training. Close It Now! ·

2019/08/05

When someone says they want the cheapest price, should you drop your price or just walk away? Today, Sam Wakefield discusses the psychology behind how to sort the client that wants the “down and dirty” price. He’s going to be unpacking that and talk about a couple of different scenarios where that might apply and how to effectively use this verbiage to decipher what they’re really telling you and to listen between the lines.

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19:53

How to sell accessories with passion and conviction!

Sales Training. Close It Now! ·

2019/07/26

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.

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21:34

The Power of the system!

Sales Training. Close It Now! ·

2019/07/25

This episode covers the importance of having a set system that works for you not against you. We also hear a couple of fantastic testimonies from listeners and coaching students. The system works. Make sure to check out www.closeitnow.net to stay connected.

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25:27

Are you out of order?

Sales Training. Close It Now! ·

2019/07/19

This episode discusses what happens when you Can’t. Stop. Talking. Are you offering solutions before you know all of the details? Also check out www.closeitnow.net to stay in the loop with events, coaching, and courses. And Go join the community to keep the conversation going at www.facebook.com/groups/closeitnow

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23:02

Do you trust me?

Sales Training. Close It Now! ·

2019/07/12

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 !!!!!

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27:28

The power of the pause!

Sales Training. Close It Now! ·

2019/07/11

The power of the pause! We talk about the amazing power of silence in this episode. This is an amazing tool in your tool belt. Make sure to check out www.closeitnow.net to find out about all the coaching programs and upcoming live events. Also join the community at www.facebook.com/groups/closeitnow

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20:23

Jedi mind trick to overcome ‘I want to think about it’!

Sales Training. Close It Now! ·

2019/07/07

Here we deep dive into a simple, easy to implement method to flip the switch in a customers brain from stranger to immediate trust. It is so simple yet one of the most powerful tools in your toolbox. Are you tired of hearing ‘I want to think about it’? Then this is a technique you must learn. Make sure to check out www.closeitnow.net to stay connected and hear about upcoming coaching programs, live events, and courses. Also join the community at www.facebook.com/groups/closeitnow

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26:20

Who is in control?

Sales Training. Close It Now! ·

2019/07/04

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.

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20:10

Listening between the lines!

Sales Training. Close It Now! ·

2019/07/04

This episode covers one of the most important questions you will ever ask a client. From the answer to that question you can learn what the main concern of the homeowner is instead of just going off of what they are asking for. We all know that people don’t always know what they want and this is a fantastic way to decipher what they are really saying. Make sure to check out www.closeitnow.net to find out about our coaching program and also go join the community at

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274 results

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