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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

29:50

Sales 101 Ep 4: How to Present Price Without Pressure

Sales Training. Close It Now! ·

2026/01/07

Sales 101: How to Present Price Without PressureOpening HookPrice isn’t what kills most sales. The moment after price does. In this episode, Sam Wakefield breaks down how to present options, talk about price calmly, and guide homeowners through the emotional “ledge moment” where uncertainty spikes and pressure usually shows up.What You’ll Learn in This EpisodeWhy pressure shows up after price, not beforeHow to present options without forcing a yes-or-no decisionWhy over-explaining creates resistance

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26:04

Sales 101 Ep 3: Why Price Isn’t the Real Reason...

Sales Training. Close It Now! ·

2025/12/26

Sales 101: Show You UnderstandPrice isn’t usually the real problem in sales. Most conversations stall because the homeowner doesn’t feel understood. In this episode, Sam Wakefield breaks down why understanding—not explaining—is the skill that separates professionals from amateurs.What You’ll Learn in This EpisodeWhy feeling understood drives buying decisionsThe difference between hearing words and understanding meaningA simple Sales 101 structure to show you understandWhy pausing after reflection

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25:52

Sales 101 Ep 2: Curiosity Before Conclusions

Sales Training. Close It Now! ·

2025/12/19

Sales 101: Curiosity Before ConclusionsOne of the fastest ways to lose trust in a sales conversation is jumping to conclusions too early. In this episode, Sam Wakefield breaks down why confidence in sales doesn’t come from having answers—it comes from genuine curiosity.What You’ll Learn in This EpisodeWhy jumping to conclusions creates resistance and confusionThe difference between symptoms and stories in discoveryHow curiosity slows the conversation down in the right wayWhy top performers ask

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20:15

Sales 101 Ep 1: How to Start Every In-Home Sales...

Sales Training. Close It Now! ·

2025/12/17

Sales 101: How to Start Every In-Home Sales Appointment With a Clear PlanMost sales appointments don’t fall apart at price. They fall apart because the conversation never had a clear plan. In this episode, Sam Wakefield breaks down the very first step every new salesperson must master to lead confidently and avoid pressure.What You’ll Learn in This EpisodeWhy clarity at the start of the appointment lowers resistance instantlyHow to lead the conversation without sounding salesy or scriptedThe exact

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35:32

The One-Sit Close Myth: Why High-Pressure Selling Is...

Sales Training. Close It Now! ·

2025/12/05

The One-Sit Close Myth: Why High-Pressure Selling Is Destroying HVAC SalesThe HVAC industry has been pushed to believe that if you don't close the dealin the home, you’ve failed. But that mindset is outdated, unhealthy, and costing salespeople millions in cancellations, burnout, and missed opportunities. In this episode, Sam Wakefield exposes the truth behind the one-sit close philosophy, why it's misaligned with real buyer psychology, and how mastery-level salespeople close more — without relying

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27:28

The Art of Changing Your Mind: How to Grow Without...

Sales Training. Close It Now! ·

2025/11/21

The Art of Changing Your Mind: How to Grow Without Guilt, Shame, or DramaWhat if changing your mind wasn’t a failure but a sign you’re finally paying attention to who you’re becoming? In this episode, Sam unpacks why updating your beliefs feels uncomfortable, how to navigate Identity Lag, and how to evolve without blowing up your whole life in the process.What You’ll Learn in This EpisodeWhy “consistency” is the most overrated virtueHow Identity Lag shows up (and why it’s completely normal)Why

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31:06

The 4 Buyer Archetypes: How to Identify Any Homeowner...

Sales Training. Close It Now! ·

2025/11/17

The 4 Buyer Archetypes: How to Identify Any Homeowner and Sell to Their Decision StyleWhat if the reason some homeowners buy instantly while others drag out the process has nothing to do with your price — and everything to do with theirarchetype? In this episode, Sam breaks down the four buyer personalities (🔴 Red, 🟡 Yellow, 🔵 Blue, 🟢 Green), how each one thinks, what they fear, and exactly how to communicate so the conversation feels natural, aligned, and trust-filled from the first 90

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37:22

Financing Like a Pro: How to Present Money Without...

Sales Training. Close It Now! ·

2025/11/07

Financing Like a Pro: How to Present Money Without Killing the EmotionWhat if the reason buyers hesitate isn’t the price — it’s how you present the money? In this episode, Sam Wakefield reveals why top performers never talk aboutfinancing—they presentprogramsthat protect both the homeowner and the company while keeping emotion alive in the sale.What You’ll Learn in This EpisodeThe exact word swaps that turn fear into confidenceHow to frame programs asfreedom, not debtWhy presenting the lowest

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27:15

The Story Arc of the Sale: Why Buyers Fixate on Price...

Sales Training. Close It Now! ·

2025/10/23

Every great story has a rise, a climax, and a resolution—and your sales appointments follow the exact same arc. The problem? Most salespeople stop telling the story right at the climax—the price reveal. In this episode, Sam shows you how to guide buyers through emotion, logic, and back into emotion to get them unstuck and ready to move forward.What You’ll Learn in This EpisodeHow the sales appointment mirrors a story arcWhy buyers fixate on price (and how to redirect their focus)The 70/30 rule: pain

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33:05

The Missing Step: What 70% of Homeowners Say...

Sales Training. Close It Now! ·

2025/10/21

What if the biggest reason homeowners don’t buy has nothing to do with price, timing, or your presentation? In this episode, Sam reveals themissing stepin the sales process — explaining what happens after they say yes.What You’ll Learn in This EpisodeWhy 70% of homeowners said they didn’t know what “Delivery” meantHow uncertainty kills trust (and how to remove it)The step-by-step walkthrough to explain install day clearlyHow predictability creates peace of mindWhy describing the experience builds

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38:09

Discovery Trilogy Part 3: The Questions That Create...

Sales Training. Close It Now! ·

2025/10/10

There’s a moment in every appointment when the homeowner leans back and says, “No one’s ever asked me that before.” That’s not a coincidence — it’s discovery done right. In Part 3 of the Discovery Trilogy, Sam breaks down the exact questions that create clarity, connection, and trust.What You’ll Learn in This EpisodeThe Two-Pass Questioning Model: problem → personHow to use mirroring and labeling for empathy on demandThe “flinch” and emotional pivot that builds instant trustThe brain science behind

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29:50

Discovery Trilogy Part 2: The Setup That Opens...

Sales Training. Close It Now! ·

2025/10/03

Most salespeople treat discovery like a checklist — but that only shuts homeowners down. In Part 2 of the Discovery Trilogy, Sam shows you how to turn discovery into a conversation that builds trust, urgency, and connection.What You’ll Learn in This EpisodeHow to treat every question as a conversation starterThe “observation vs. concern” filter to uncover real prioritiesWhy you must ask to understand, not to answerHow to use Chris Voss’s mirroring technique in the homeWhy slowing down creates

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29:36

Special Edition: JD De La Rosa on Roofio, Services...

Sales Training. Close It Now! ·

2025/10/01

What happens when personal trials ignite a mission bigger than business? In this special edition, Sam sits down with JD De La Rosa, CEO of Roofio and founder of Services Summit, to talk leadership, entrepreneurship, and building a movement that gives back.What You’ll Learn in This EpisodeJD’s journey from sales to launching RoofioHow a family battle with cancer inspired the Services Summit missionWhy leadership in the trades is about service firstHow the community can unite to give back in powerful

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26:35

Discovery Trilogy Part 1: The Timeline That Sells...

Sales Training. Close It Now! ·

2025/09/26

Every sales call follows a hidden map—and if you don’t know it, you’re leaving deals on the table. In Part 1 of the Discovery Trilogy, Sam reveals how guiding energy and time creates natural urgency without pressure.What You’ll Learn in This EpisodeThe energy arc: positive → negative → positiveHow the time flow moves from past → present → immediate futureWhy widening the gap makes value tower over costHow this timeline creates trust and momentum in every appointmentResources & Links📘 Get your

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41:18

The Tipping Point: Why Now Wins More Sales

Sales Training. Close It Now! ·

2025/09/24

Opening HookWhy do homeowners suddenly act after living with a problem for months—or even years? The secret isn’t in your script or your price. It’s in uncovering thetipping point: the “why now” that moves buyers from hesitation to decision.What You’ll Learn in This EpisodeThe difference between selling thewhatvs. uncovering thewhyHow to ask “why now” questions that reveal true urgencyWhy features and logic commoditize you—and how emotion makes you unforgettableHow to create natural urgency without

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24:52

Stop Unselling Yourself: Closing the New Homeowner

Sales Training. Close It Now! ·

2025/09/13

What happens when a homeowner says, “We just moved in”? Too many reps unintentionally unsell themselves and lose the deal. In this episode, Sam shows you how to flip that moment into momentum and tap into the excitement of the first year of homeownership.What You’ll Learn in This EpisodeWhy 85% of home improvements happen in the first yearThe language that kills deals vs. the language that closes themHow to pour gasoline on new homeowner excitementA simple framework to co-create the project with

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01:26:48

This Changes Everything: The Door 2 Door Institute Is...

Sales Training. Close It Now! ·

2025/09/03

The launch is official — theDoor 2 Door Instituteis here, and we’re redefining what’s possible in home services sales.This episode dives into:What the Institute is and why we created itThe gaps we’re solving in door-to-door recruiting, training, and leadershipHow we’re connecting the dots acrosseverytrade — HVAC, roofing, solar, pest control, and beyondWhat it means to sell, lead, and grow in the D2D worldtodayHow to get involvedThis is for anyone in home services who’s tired of isolated training,

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01:41:17

The Hidden Psychology of Selling Heat Exchangers...

Sales Training. Close It Now! ·

2025/09/01

Most reps wait until the end to drop a big finding like a cracked heat exchanger — but by then, it’s too late. The buyer is in defense mode, objections are loaded, and trust evaporates.In this episode, we break down how to present major findings like heat exchangers in a way that buildscertainty, not fear. Join me, Jason, and Bill as we unpack the psychology of belief stacking, timing, and identity-based sales conversations that lead the buyer to the truth — before you even say the words.What You’ll

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43:56

Sales Psychology Series Ep #10: Stop Objections...

Sales Training. Close It Now! ·

2025/08/29

Proactive Sales Psychology: Preventing Objections Before They HappenWhat if the objections you’re hearing from buyers… are your fault?In this powerful conclusion to theSales Psychology Series, we explore how to reverse-engineer objections before they ever come up — and what it means to lead buyers instead of reacting to them. If you’re tired of “price is too high” or “I need to think about it,” this episode is your wake-up call.What You’ll Learn in This Episode:Why most objections are triggered —

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40:00

Sales Psychology Series Ep #9: 5 Buyer Biases That...

Sales Training. Close It Now! ·

2025/08/27

Ever felt like a buyer ghosted youaftersaying yes? It might not be about your price or product at all — it could be their own subconscious bias at work.What You’ll Learn in This EpisodeThe 4 most common cognitive biases that sabotage dealsHow confirmation bias and sunk cost fallacy show up in home services salesThe role of contrast bias in pricing conversationsTools to help buyers reframe decisions without pressureHow to align psychology with trust — and close more confidentlyResources & Links🔥

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273 results

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