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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

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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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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266 results

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