Shows
Sales Training. Close It Now!Sales 101 Ep 2: Curiosity Before ConclusionsSales 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 better questions and talk lessHow curiosity builds trust without pressure or tactics🎤 Upcoming Speaking Engagemen...
2025-12-1925 min
Sales Training. Close It Now!Sales 101 Ep 1: How to Start Every In-Home Sales Appointment With a Clear PlanSales 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 language to create a shared plan with the homeownerHow co-creation changes the tone...
2025-12-1720 min
Sales Training. Close It Now!Sales Psychology Series Ep #5 – Neuro-Aware Selling (Part 2): Recognizing and Responding in the HomeWhat 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 frameworks like the Permission Stack make sales easierCreating safety and clarity in high-stakes conversationsReso...
2025-07-2441 min
Sales Training. Close It Now!Unlocking the Inner Game: Rewiring Your Beliefs to Sell with Confidence and Lead with PurposeWhat 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 more than mindset—it’s the inner mechanics of your results.🔑 What You’ll Learn...
2025-07-121h 01
Sales Training. Close It Now!Psychology Series Ep#2: The 4 Buyer Archetypes: How to Identify and Adapt for Maximum Sales Impact🎯 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 the Close 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 Episode:The 4 Buyer Types: Logical...
2025-07-0225 min
Sales Training. Close It Now!Beyond the Tools: Marc Mason on Mindset, Confidence, and the Real Work of SalesWhat 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 confidence is a choice—and how to rebuild it when it b...
2025-06-281h 11
Sales Training. Close It Now!The 80% Life: How Coasting on Talent Holds You Back from GreatnessHave 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 subconscious limitationsWhat it really looks like to give 100%💥 This episode will challenge you to...
2025-06-1622 min
Sales Training. Close It Now!Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVACLeadership 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 of Leadership 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 blueprint.What You’ll Learn in This Episode:What most HVAC companies get w...
2025-06-131h 16
Sales Training. Close It Now!Perfectionism, Procrastination, and the Power of 80%: Beating the ‘I’m Not Ready’ TrapWhat 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 discipline becomes a trapThe long-term cost of cruising on “good enough”How vices snea...
2025-06-1129 min
Sales Training. Close It Now!Assume the Sale: Unlocking Top Performer Mindset with Dominic Caminata of Grosso UniversityWhat happens when you stop asking if the homeowner will buy—and instead ask how you 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 things sales certainty, performance psychology, and what it truly means to assume 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 move from hesitant to high-performing, this conversation is your launchpad.What You’ll...
2025-06-061h 14
Sales Training. Close It Now!Episode 2: What is a Container (and Why Every Sale Needs One)What Is a Container (and Why Every Sale Needs One)Energy-Driven Sales Series – Episode 2If you've ever felt like the buyer ran the show, the energy was off, or the conversation fell flat… this episode is for you.In part two of the Energy-Driven Sales series, Sam Wakefield introduces a powerful yet often overlooked skill in sales: the container. This invisible element either creates trust and flow—or chaos and resistance. And whether you realize it or not, you're already setting one… the question is, are you doing it intentionally?This episode brea...
2025-04-0836 min
Sales Training. Close It Now!Ep #3 The Courage to Take Flight: Building the Foundation for Success with Jimmie JayesCourage is the first of the two wings you need to take flight in both life and business. In Episode 3 of the Roots and Wingsseries, we uncover the vital role courage plays in moving past fear, overcoming challenges, and embracing discomfort to achieve lasting success. Whether you’re facing hesitation in sales, life, or leadership, this episode is your call to bold action.We’ll explore why fear is often your greatest teacher, how courage is developed through daily action, and what separates those who succeed from those who stay stuck. If you’re ready to stop playing...
2025-01-311h 14
Sales Training. Close It Now!Beyond Scripts: The Real Secret to Becoming a Top PerformerYour belief about who you are determines your outcomes. In this episode, we dive deep into the power of identity, mindset, and personal standards in sales and life. If you’ve ever struggled to break through a plateau, this is the shift you need. We’ll explore how limiting beliefs hold you back, why your habits shape your identity, and how top performers redefine their self-image to create unstoppable success.You don’t get what you want—you get who you are willing to become. Are you ready to transform your belief system and take control of your res...
2025-01-2944 min
Sales Training. Close It Now!Part #2 Roots, Wings, and Leadership: Guiding Families and Teams with Jimmie JayesIn part two of our Roots, Wings, and Leadership series with Jimmie Jayes, we dive deeper into the “roots” side of family and leadership—focusing on core values and the courage required to build anti-fragile kids and teams. We explore the importance of instilling lasting values over material wealth, how to create meaningful family legacies, and why core values must be lived, not just written. Jimmie and Sam discuss the essential role of connection, systems that make prioritizing family easier, and the real impact of setting clear non-negotiables. Tune in to learn how to avoid the pitfalls of hustle culture...
2025-01-241h 16
Sales Training. Close It Now!The Death of the Handshake DealIn this episode of Close It Now, we dive deep into the changing landscape of the home services industry and why the days of the handshake deal are fading fast. Too many professionals have adopted a “sell at any cost” mentality, resorting to dishonesty and high-pressure tactics that ultimately erode trust and tarnish the reputation of the entire industry.We discuss the critical importance of integrity and why doing the right thing—consistently and without compromise—is the only way to build a sustainable and successful business. With government regulations looming due to unethical practices, it's up to us to...
2025-01-2147 min
Sales Training. Close It Now!Part #1 Roots, Wings, and Leadership: Guiding Families and Teams to GreatnessIn this inspiring episode of Close It Now, Sam Wakefield teams up with Jimmie Jayes for a thought-provoking discussion on "Roots and Wings"—a philosophy that bridges family, business, and leadership.Discover how to raise non-fragile kids who are deeply rooted in family values and empowered to be fearless world changers. Sam and Jimmie explore what it means to create a culture within your family, instilling a mindset of purpose, resilience, and belonging. They share actionable strategies for nurturing roots: emphasizing connection, loyalty, and shared values. Then, they shift to developing wings: empowering your children with the con...
2025-01-171h 12
Sales Training. Close It Now!Goals Are Overrated: Build Standards, Break Limits, and Achieve MoreIn this solo episode, Sam Wakefield dives deep into the mindset shift that separates top performers from the rest. It’s not just about setting goals—it’s about creating unshakable personal standards. While goals can feel like stopping points, standards become the foundation for unstoppable progress.🔑 Key Takeaways:The hidden flaws in traditional goal-setting and how they limit your potential.Why personal standards create a higher baseline for success.The power of checkpoints: how to celebrate progress without losing momentum.How to identify and implement non-negotiable standards in your life and business.Real-world examples of how standa...
2025-01-1444 min
Sales Training. Close It Now!Go for No: Turning Rejection into a Pathway to Success with Andrea WaltzIn this transformative episode of Close It Now, we dive deep into the psychology of rejection with Andrea Waltz, co-author of the groundbreaking book Go for No! Yes is the Destination, No is How You Get There. Andrea brings her unique perspective on how sales professionals can redefine their relationship with 'no' to unlock their true potential.What you'll learn in this episode:Why 'no' is not the enemy but a stepping stone to 'yes.'Practical strategies for building resilience in the face of rejection.How shifting your mindset can lead to fearless selling.Tools and tec...
2025-01-1050 min
Sales Training. Close It Now!They Stole My Script—And You Won’t Believe What Happened Next!In this powerful first episode of 2025, Sam Wakefield returns to kick off the new year with a bang! Life threw curveballs, but now it’s time to refocus, reenergize, and make this your breakout year. In this episode, Sam tackles a story every sales professional can relate to: when the competition claims they’re “just like you, but cheaper.” Learn how to handle this objection like a pro and show homeowners why value beats price every time.Here’s What You’ll Discover:How to reframe homeowner conversations to avoid commoditization.Proven analogies and tools to demonstrate...
2025-01-0635 min
Sales Training. Close It Now!Sales Success Starts Here: Doug C. Brown on the Art of Follow-UpFollow-up is the secret weapon for sales success, and in this episode, we dive deep into its transformative power with Doug C. Brown, CEO of CEO Sales Strategies and a globally renowned sales growth expert. Doug brings over four decades of experience helping businesses achieve predictable, measurable revenue growth. He’s worked with industry giants like Intuit, CBS, and Procter & Gamble, built over 35 businesses, and generated over $900 million in sales.Together, we discuss how to use follow-up to close deals from even the toughest leads, common mistakes salespeople make, and why most miss the goldmine in their clie...
2025-01-031h 13
Sales Training. Close It Now!Exposing Sales Myths: Why Scalable Systems Beat Unicorn Performers with Scott Sylvan BellIn this powerful and thought-provoking episode, Sam Wakefield sits down with sales expert Scott Sylvan Bell to tackle some of the most damaging myths in the sales industry. Together, they explore:The Unicorn Performer Myth: Why glorifying outlier sales reps with unattainable numbers can damage team morale and lead to unsustainable practices.The Ego Factor: How sales egos—both individual and organizational—hinder the creation of scalable systems that drive consistent results.Scalable Success: The importance of building systems and strategies that work for the entire team, not just one superstar.Leadership Psychology: How to foster a winning enviro...
2024-12-131h 37
Sales Training. Close It Now!Call-by-Call Chaos or Control? The Truth About This Game-Changing Management System with Kent BollIs call-by-call management the key to unlocking your team’s potential, or does it invite chaos into your operations? In this episode, I sit down with Kent Boll, owner of Boll Co. and a leader in the trades industry, to dive deep into the realities of this game-changing management system.We explore the pros, the cons, and the key considerations for transitioning to a call-by-call model. Kent shares invaluable insights on how this approach can improve accountability, boost efficiency, and create a culture of success—but also highlights the potential challenges and what companies need to address befo...
2024-12-041h 12
Sales Training. Close It Now!From Streets to Empire: Building the Ultimate Door-to-Door Sales Force with Clark ManwaringIn this episode of Close It Now, Sam Wakefield sits down with Clark Manwaring, a true legend in the door-to-door (D2D) sales industry. Clark, who built the largest D2D sales team in history with an astounding 15,000 members, shares his invaluable insights on recruiting, growing high-performing sales teams, and mastering the art of door-to-door sales.Get ready for a deep dive into the strategies that have made Clark a household name in the D2D world. From the keys to attracting top talent to building a culture of excellence and resilience, this episode is packed with...
2024-11-191h 04
Sales Training. Close It Now!Future-Proof Hiring: AI, Culture, and Success with The Sales BossGet your tickets for Relentless: The Ultimate Sales Transformationhttps://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?aff=oddtdtcreator Ready to unlock the secrets to hiring success in a rapidly changing world? In this episode of Close It Now, Sam Wakefield interviews Jonathan Porter Whistman—author of The Sales Boss and founder of WhoHire—who shares his powerful insights on recruiting, culture, and team-building. They discuss practical strategies for attracting top talent, creating a workplace culture that drives performance, and using AI to make smarter hiring decisions. Discover how WhoHire is transforming the hiring process by predicting perf...
2024-11-151h 10
Sales Training. Close It Now!Stand Out or Fade Out: How to Crush Your Competition and Make a Lasting Impact with Tim BrownIn this episode, Sam Wakefield sits down with Tim Brown, CEO of Hook Agency, for an in-depth brainstorm on the art of differentiation. Together, they explore actionable strategies for setting yourself apart from the competition and making a memorable impact that keeps people coming back.Tim and Sam discuss how to create a standout brand presence, unique ways to make your clients and prospects feel special, and the small, intentional steps you can take to be unforgettable. They also touch on the importance of authenticity, and why going the extra mile to show genuine care is what...
2024-11-081h 07
Sales Training. Close It Now!Unlock Freedom and Mastery Faster Than You Ever Thought PossibleIn this episode, Sam Wakefield dives into the game-changing power of structured approaches. While many believe that having a set process can feel restrictive, Sam explains how the right methods actually provide freedom and flexibility. By using a well-defined framework, you’ll be able to achieve mastery and make rapid progress without feeling limited.Sam also shares his top strategies for learning scripts and processes quickly, making them second nature in no time. Whether you're in sales or any field that requires peak performance, these insights will transform the way you approach your work.Key Ta...
2024-11-0442 min
Sales Training. Close It Now!Discipline Over Motivation: How to Master Confidence and Purpose with Dre BaldwinDiscipline Over Motivation: How to Master Confidence and Purpose with Dre BaldwinIn this impactful episode, Sam Wakefield is joined by Dre Baldwin, CEO and Founder of Work On Your Game, to explore the secrets behind true success. Together, they break down why discipline and systems are far more reliable than motivation when it comes to achieving lasting results. Dre shares his proven strategies for cultivating discipline, establishing systems that work, and consistently performing at a high level.The conversation also delves into how to generate genuine confidence and why it’s critical to understand yo...
2024-11-0145 min
Sales Training. Close It Now!Meet Your New Success Coach: How to Unlock 'Success On Demand' with Stephen DaleIn this exciting episode, we welcome Stephen Dale to the Close It Now team as our newest trainer! Stephen has an impressive track record in the HVAC industry, with years of experience training top sales teams with organizations like The New Flat Rate, Power Selling Pros, and Lennox. He joins us to share his insights on mindset and introduce a powerful strategy for achieving "Success On Demand."In this episode, we give you an inside look at Stephen’s unique training style, focusing on the power of mindset and practical tools for locking in success. Stephen dives de...
2024-10-291h 01
Sales Training. Close It Now!Fuel Your Passion: How Systems and Accountability Drive Success with Tommy MelloIn this insightful episode, Sam Wakefield sits down with Tommy Mello, the founder and CEO of A1 Garage Door Service, to dive into the balance between passion and structure in business. Tommy shares his journey of building a successful company, emphasizing that while passion is essential, it’s not enough without the right systems in place.They discuss how creating systems helps businesses scale, but more importantly, they focus on the need for checks and balances to ensure those systems are followed. Tommy reveals the strategies he uses to keep his team accountable and how that accountability fu...
2024-10-2554 min
Sales Training. Close It Now!Break the Time Illusion: How Your Habits Shape the Future You WantIn this thought-provoking episode, we dive deep into the idea that time is an illusion and explore how your daily habits play a critical role in shaping your future. We discuss how to break free from the constraints of time, reframe your mindset, and take intentional steps to create the success you desire—both personally and professionally.Key Topics Covered:Why time is often considered an illusion and how that affects your life and mindset.The powerful role habits play in determining your future outcomes.Practical strategies for creating habits that align with your goals and le...
2024-10-1832 min
Sales Training. Close It Now!What Top Performers Know That They Aren't SharingIn this eye-opening episode, we uncover the hidden strategies and psychological insights that top sales performers are using to dominate the game—secrets they aren’t sharing with anyone else. Sam Wakefield dives deep into the homeowner's mind, breaking down the key awareness lesson that separates the elite from the average.Understanding how homeowners think and make decisions is a game changer, and in this episode, you’ll learn why some people always close the deal while others struggle to even get a foot in the door.Tune in to hear:The psychology behind why ho...
2024-10-1434 min
Sales Training. Close It Now!Time Is Priceless: A Heartfelt Reflection on Loss, Life, and What Truly MattersIn this deeply personal episode, I step away from the usual sales training to reflect on something much more profound: the value of time. After losing a close friend’s mother to unexpected cancer, I’ve been reminded how fragile and fleeting life can be. This episode is an honest and vulnerable look at how loss has made me re-evaluate what truly matters—our relationships, our purpose, and how we spend the limited time we have.Join me as I share my raw thoughts on life, love, and the importance of living fully. It’s a conversation about ma...
2024-10-1132 min
Sales Training. Close It Now!1 Simple trick for influence!Let's go on a journey of psychology and influence! Int his episode we cover a simple ingredient that when added to your arsenal will spice up any conversation. More importantly we discuss what it takes to get out of the rut of the fall slump. Host Bio:Sam Wakefield is the host of the "Close It Now" podcast and an expert in sales strategies. With years of experience, Sam is dedicated to helping sales professionals understand the psychological factors at play in sales and achieve greater success in their careers.Link...
2024-09-3034 min
Sales Training. Close It Now!Adapt or Die: Why the Future Will Belong to the Disruptors, Not the Followers with Jay SamitIn this must-hear episode of Close It Now, host Sam Wakefield dives deep with Jay Samit, a globally recognized disruptor and expert in transforming industries. With a career that spans leading roles at Sony, EMI, and helping to launch LinkedIn, Jay’s experience is unmatched when it comes to guiding businesses through turbulent times and teaching them to innovate from within.They explore the urgent need for sales teams and businesses to rethink their approaches to stay relevant in a rapidly shifting landscape. Sam and Jay break down actionable tactics for adapting to disruption, emphasizing why those wh...
2024-09-271h 11
Sales Training. Close It Now!Why Most Sales Teams Fail: 10 Rules You’re Breaking Right NowThink your sales team has what it takes to succeed? Think again. In this episode, Sam Wakefield exposes the 10 critical rules most sales teams are breaking—and it’s sabotaging their success. With decades of experience leading high-performing teams, Sam lays out the code of conduct that separates winners from everyone else.Key Takeaways:Uncover the hidden habits holding your team back.Learn why common sales tactics are failing and how to fix them.Discover the “unbreakable” rules that top-performing teams follow every day.Actionable Advice:Identify which rules your team is breaking right no...
2024-09-2335 min
Sales Training. Close It Now!Unlock the Secret Weapon Everyone’s Sleeping On: Skyrocket Your Success NowIn this episode, Sam Wakefield and Dan Lievens of Share One dive into the game-changing power of video testimonials. They explore how businesses are missing out by not utilizing this powerful tool, and why video feedback can be a secret weapon for building trust and boosting conversions.Key Points:Underutilized Potential: Learn why video testimonials remain an untapped resource in many industries.Building Trust: Understand how authentic customer stories build credibility with potential clients.Simple Implementation: Dan shares easy steps to incorporate video testimonials into your business strategy.Real Results: Discover how video feedback increases engagement...
2024-09-2059 min
Sales Training. Close It Now!Why Closing Deals is Overrated—Just Sell the Calendar Instead!In this episode, Sam Wakefield shakes up conventional sales wisdom by introducing a concept that will keep your pipeline moving, even when you can't close the deal on the spot. Sam dives into the BAMFAM strategy (Book a Meeting From a Meeting), a game-changing approach that ensures you never leave a homeowner interaction without a next step in place.Key Takeaways:Sell the Calendar: Learn why your real goal should be to book the next meeting, even if the homeowner isn’t ready to commit to a project yet.BAMFAM Method: Sam explains how the BAMFAM te...
2024-09-1829 min
Sales Training. Close It Now!Why You’re Losing Sales: Stop Blaming Customers and Start Handling ResistanceIn this episode of the Close It Now podcast, Sam Wakefield gets real about one of the biggest reasons salespeople lose deals—blaming the customer. Instead of pointing fingers, Sam breaks down how to effectively handle sales resistance during appointments. Whether it’s overcoming objections or identifying hidden concerns, Sam offers actionable strategies to turn resistance into an opportunity to build trust and close the sale.Key Takeaways:Understanding Resistance: Why customers push back and how you can approach it with the right mindset.Turning Objections Into Opportunities: Learn how to handle resistance in a way that...
2024-09-1030 min
Sales Training. Close It Now!Selling with Heart: How Genuine Care will Close More Deals than Words AloneIn this heartfelt episode of the Close It Now podcast, Sam Wakefield explores the true meaning of caring for homeowners and how genuine concern can set you apart in sales. He discusses why showing up authentically with care and concern can transform your relationship with customers, making traditional sales tactics unnecessary. Sam also emphasizes the importance of handwritten letters as a powerful closing tool, adding a personal touch that leaves a lasting impression.If you've ever wondered how to build deeper connections with homeowners and close more deals through authenticity, this episode is for you....
2024-09-0630 min
Sales Training. Close It Now!From Insights to Impact: Revolutionizing Sales Conversations with Rilla LabsIn this insightful episode of the Close It Now podcast, Sam Wakefield sits down with Sebastian Jimenez, the visionary CEO of Rilla Labs. Together, they delve into how Rilla is revolutionizing the sales industry by using advanced data analysis to refine and accelerate sales conversations. Discover how Rilla's AI-driven insights can help your sales team achieve faster and more effective results compared to traditional coaching methods.Key Takeaways:AI-Powered Sales Coaching: Learn how Rilla uses cutting-edge technology to analyze voice data from sales conversations and turn those insights into actionable strategies.Accelerating Success: Understand how data-driven...
2024-09-021h 03
Sales Training. Close It Now!What's Working, What's Not, What's Next?Episode Title: What's Working, What's Not, What's NextEpisode Description:In this episode of the Close It Now podcast, Sam Wakefield is joined by Jennifer Bagley, CEO of CI Web Group, to discuss the rapidly evolving landscape of the trades industry. Together, they explore how artificial intelligence (AI) is reshaping the industry, providing actionable insights on how to leverage these changes for growth and success. They also break down the critical steps to building a business in the right order, ensuring long-term success, and dive deep into the importance of maintaining the right mindset in...
2024-08-2351 min
Sales Training. Close It Now!Facing Reality: Coping with Industry Stress, Overcoming Vices, and Pushing Through FatigueIn this episode, we dive headfirst into the tough realities of the industry today. We explore how stressful situations can lead us to rely on certain vices—habits that might be holding us back more than helping us. We discuss the importance of recognizing these patterns and finding healthier ways to cope with stress. Additionally, we tackle the topic of fatigue: when you’re tired, don’t quit—rest, then push forward with renewed energy. This episode is packed with practical advice and insights for anyone navigating the pressures of the industry while striving to stay resilient and focused on succe...
2024-08-1238 min
Sales Training. Close It Now!Crush the Summer Sales Slump: Reignite Your PerformanceIn this episode of the "Close It Now" podcast, host Sam Wakefield addresses a common challenge faced by sales professionals: the summer slump. Sam shares a foolproof exercise designed to help you hyper-grow as a person and get back on track as a top performer. This powerful exercise not only helps you overcome the summer slump but also shows you how to elevate your performance to become a top sales professional. Packed with actionable tips and motivational insights, this episode is perfect for anyone looking to reignite their sales motivation and finish the season strong.Key Takeaways:
2024-07-1630 min
Sales Training. Close It Now!Empowering the American Dream: Financial Literacy for the Hispanic Community with Stephen MartinezIn this episode of the "Close It Now" podcast, host Sam Wakefield sits down with Stephen Martinez, author of "The American Dream," host of "The American Dream" podcast, and founder of the American Dream Event. Stephen shares his inspiring mission to bring financial literacy and business education to the Hispanic community, an often underserved population. They discuss the unique challenges faced by this demographic and the transformative impact of financial empowerment. This episode is packed with valuable insights and practical advice on promoting financial literacy and supporting the American Dream for everyone.Key Takeaways:Stephen's Mission...
2024-07-1251 min
Sales Training. Close It Now!Mastering Objections: The Easy Way to Uncover and Handle Sales ObjectionsIn this episode of the "Close It Now" podcast, host Sam Wakefield shares an incredibly simple and effective method to uncover and handle real objections at the end of a sale. Sam delves into practical techniques that help identify hidden objections and transform potential hurdles into opportunities to close deals. This episode is packed with actionable advice and strategies designed to enhance your objection-handling skills and boost your sales success.Key Takeaways:Identifying Hidden Objections: Learn how to spot objections that aren't immediately obvious.Practical Techniques: Discover simple methods to address and overcome objections.Turning Hurdles...
2024-07-0929 min
Sales Training. Close It Now!Revolutionizing HVAC: The Power of Manual J with ConduitIn this episode of the "Close It Now" podcast, host Sam Wakefield sits down with Shelby Breger from Conduit Tech to dive deep into the importance of Manual J load calculations in the HVAC industry. They discuss why these calculations are crucial, how and when to use them, and provide a high-level overview of Conduit Tech's innovative software that is disrupting the HVAC industry. This episode is packed with insights on how proper load calculations can enhance efficiency and comfort in HVAC systems.Key Takeaways:Importance of Manual J: Understand why Manual J load calculations are...
2024-07-0555 min
Sales Training. Close It Now!Unlocking Club Memberships: Turning 'No' into 'Yes' for HomeownersIn this insightful episode of the "Close It Now" podcast, host Sam Wakefield delves into the art of navigating conversations with homeowners who are hesitant to become club members, even when it's more cost-effective than repairs. We dive deep into the psychology behind why someone might resist making a purchase and uncover the underlying reasons for their hesitance. Sam shares proven strategies to overcome objections and demonstrate the true value of club memberships.Sales professionals will find this episode packed with practical advice to boost their membership conversions and improve their overall sales approach. Learn why homeowners...
2024-07-0220 min
The Cringe is RealAustralia's Next Top Model - Season 6 (w/ Stephen Wakefield)*Trigger warning for those not keen on discussions of suicide and body image issues* Fashion icon Stephen Wakefield is back to re-live the traumatic Australia’s Next Top Model Season 6. The season that gave us THAT iconic moment where Sarah Murdoch named the wrong winner at the live final. Lime green Ford Fiesta's aside, this season is a wild ride. The show first aired on Foxtel in 2010 and was adapted from the American original series with iconic host Tyra Banks. Stephen's cringe of the week is his cat waking him up at 3am and the two also discuss M.I...
2024-06-301h 10
Sales Training. Close It Now!Ninja Trick for Better Appointments: The Secret Tool for Instant RapportIn this episode of the "Close It Now" podcast, host Sam Wakefield delves into the fascinating psychology behind multiple exposures and their impact on consumer decisions. Learn a powerful ninja trick that can instantly improve your appointment setting and discover the most underutilized tool for building instant rapport with homeowners. This episode is packed with actionable insights and strategies designed to help sales professionals enhance their approach and close more deals.Key Takeaways:Multiple Exposures: Understand how repeated interactions warm up potential customers and influence their purchasing decisions.Ninja Trick: Discover a simple yet effective strategy...
2024-06-1728 min
Sales Training. Close It Now!Exiting to Excellence: Overcoming Struggles and Achieving Success with Jerome MyersIn this heartfelt episode of the "Close It Now" podcast, host Sam Wakefield sits down with Jerome Myers, founder of Exodus and host of the Dreamcatcher podcast. Together, they explore the emotional and mental challenges faced by Apex performers. Jerome shares his profound insights on the downfalls and struggles these high achievers encounter, along with the 8 exits of a founder and how to Exit to Excellence. This conversation delves into how to navigate the journey from struggle to success while maintaining your self-image and emotional well-being. Tune in for an inspiring and enlightening discussion packed with wisdom and actionable...
2024-06-1454 min
Sales Training. Close It Now!Unlocking Buyer Potential: Avoiding Common Sales PitfallsIn this episode of the "Close It Now" podcast, host Sam Wakefield delves into the human psychology surrounding belief systems and how salespeople unknowingly disqualify homeowners from the ability to buy. Often, our own beliefs and assumptions create barriers that prevent potential customers from making a purchase, and we may not even realize it.Sam explores the subtle ways these belief systems manifest in sales interactions and provides actionable strategies to identify and overcome these common pitfalls. By understanding the psychology behind belief systems, you can learn to connect with homeowners more effectively, address their needs and...
2024-06-1128 min
Sales Training. Close It Now!Mastering Homeowner Service: Deep Dive into IAQ Sales using the microscope with Jason James (Part 2)In this episode of the "Close It Now" podcast, host Sam Wakefield continues his conversation with Jason James, an HVAC veteran and the #1 IAQ salesperson at a 21-location company. This part 2 episode focuses on the microscope technique, featuring an in-depth role play session designed to help you master the art of serving homeowners at the highest level. Jason shares expert insights and advanced strategies to enhance your IAQ sales skills. You'll learn the intricacies of the microscope technique and how it can elevate your sales performance. The detailed role play session with Jason demonstrates real-world applications, providing valuable insights...
2024-06-071h 04
Sales Training. Close It Now!Embrace the Journey and the 'Win or Learn' MindsetIn this episode of the "Close It Now" podcast, host Sam Wakefield dives deep into the struggles faced during the early years of a sales career. Emphasizing the powerful mindset of "I win or I learn," Sam discusses the importance of not comparing yourself to others and avoiding frustration on the journey to mastering sales. This episode is packed with valuable insights and motivational advice to help you stay focused, positive, and resilient in your sales journey.Key Takeaways:Early Struggles: Understand the common challenges faced in the early years of a sales career.Mindset Shift...
2024-06-0343 min
Sales Training. Close It Now!Mastering Exterior Sales: Overcoming Objections with TJ MoonIn this episode of "Close It Now," host Sam Wakefield is joined by TJ Moon, a renowned business and sales coach specializing in exteriors, roofing, windows, and doors. Together, they engage in a dynamic role play session focused on handling and overcoming common closing objections in exterior sales. TJ shares his expert insights and practical strategies that can help you enhance your sales techniques and close more deals effectively. Whether you're a seasoned sales professional or new to the field, this episode is packed with actionable advice to take your skills to the next level.Key Takeaways:
2024-05-311h 29
Sales Training. Close It Now!Boost Your Basement Sales: Innovative Upgrades for Higher TicketsIn this episode of the "Close It Now" podcast, host Sam Wakefield dives into strategies for increasing the average ticket for basement work. If most of your projects are in basements, you know there are certain limitations on the scope of work. However, your imagination and a variety of accessories or improvements can significantly enhance homeowner comfort and efficiency. Tune in to learn how to offer innovative upgrades that will help you maximize your sales potential in basement renovations.Key Takeaways:Creative Solutions: Explore a variety of accessories and improvements that can be installed in basements...
2024-05-2827 min
Sales Training. Close It Now!Unlocking Sales Mastery: Insider Tips and Role Play with Brian Burton from the Waste No Day PodcastUnlocking Sales Mastery: Insider Tips and Role Play with Brian Burton from the Waste No Day PodcastIn this exciting episode of "Close It Now," host Sam Wakefield sits down with Brian Burton from the Waste No Day Podcast for an in-depth discussion on what makes a top salesperson. Brian shares invaluable insights and practical tips that can help you elevate your sales game to the next level. Additionally, they dive into a role play session, demonstrating the powerful technique of the reverse engineer close. Whether you're a seasoned sales professional or just starting out, this episode...
2024-05-241h 41