Archived: HVAC Sales Training. Close It Now!Closing sales in the HVAC industry can be overwhelming and high pressure. Every episode we will break apart the components of a sales call and walk you through all the way to the close. We will cover everything from the basic structure of a great appointment to how to overcome all the objections that con be thrown at you. Whether you are a rookie or a seasoned expert, this show is for you!

]]>en-usfalseSam Wakefieldhttp://closeitnow.net/podcasts/Sam Wakefieldsam@closeitnow.netepisodic© Copyright 2019-2023 Sam Wakefield | All rights reservedEarn The Right To The Car: How To Get Better qio41AdsUFri, 09 Apr 2021 10:00:00 GMT1320falseProgressing 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.

]]>Casting Doubt On The CompetitionrdvaHVGLkDFri, 02 Apr 2021 10:00:00 GMT1410 http://closeitnow.net/casting-doubt-on-the-competitionfalseHow 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 strategy of casting doubt on the competition without having to resort to degrading them, tune in!

]]>How To Handle The “Getting More Bids” Objection0IgugNDQCTue, 16 Mar 2021 10:00:00 GMT1181 closeitnow.net/how-to-handle-the-getting-more-bids-objectionfalseWhat 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 tool to your toolbox of sales techniques!

]]>Don't Let System Selection Stop The SalenkiLlEPtqdFri, 19 Feb 2021 11:00:00 GMT1186http://closeitnow.net/dont-let-system-selection-stop-the-salefalseMost 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 strategies to use to avoid being stuck in an eternal loop without making a sale.

]]>How To Handle The On The Fence Shopper To Make Them Buym8xEZKrv-Fri, 09 Oct 2020 10:00:00 GMT940http://closeitnow.net/how-to-handle-the-on-the-fence-shopper-to-make-them-buyfalseIt 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 shopper’s foot off the brake and put it on the gas instead.

]]>How To Introduce Change To Your Sales TeambqJr139B54Wed, 26 Aug 2020 10:00:00 GMT1111http://closeitnow.net/how-to-introduce-change-to-your-sales-teamfalseYou 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 pissing people off? Well, first of all, it doesn’t help to blindside your team. It has everything to do with effective communication, as Sam Wakefield explains further.

]]>How To Get Out Of The SlumpTKvyILOMbXThu, 06 Aug 2020 10:00:00 GMT937http://closeitnow.net/how-to-get-out-of-the-slumpfalseLife 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.

]]>Playing The Mental Chess Game In Sales-JTJck_w4Mon, 29 Jun 2020 10:00:00 GMT1971http://closeitnow.net/playing-the-mental-chess-game-in-salesfalseMaking 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 asking. Dive deep into this great episode to know why people are buying or are not buying from you and how to get them off the fence that holds them back.

]]>Paint The Picture Part 2: Getting Inside Your Clients’ Heads And Understanding Them BetterT0_ijdkjgThu, 18 Jun 2020 10:00:00 GMT1493http://closeitnow.net/paint-the-picture-part-2-getting-inside-your-clients-heads-and-understanding-them-better/falseEffective 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 teaches you the art of asking questions and listening between the lines to get to the bottom of what is holding your client from taking positive action. Listen and learn more about using customer psychology to pitch sales more successfully.

]]>Paint The Picture Part 1: Painting An Emotional Picture For Your ClientRRmSLKqVPhThu, 11 Jun 2020 10:00:00 GMT1308http://closeitnow.net/paint-the-picture-part-1-painting-an-emotional-picture-for-your-clientfalsePeople 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 your clients by using imagery, gap-building and future-casting. Using some examples in HVAC sales, Sam shows the power that words have over people’s emotions when chosen with care. Listen and learn how to get your clients to see the value of your offerings and move them to action.

]]>The Client-First Experience With Mike Claudio (Part Two)Lmlmx5dreTue, 05 May 2020 10:00:00 GMT2818http://closeitnow.net/the-client-first-experience-with-mike-claudio-part-twofalseThe 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 experience. Social media, guerrilla marketing, and referrals play a big part in today’s market landscape. Let Mike and Sam guide you through creating a client experience that will draw people in when complemented by these differing platforms.

]]>How To Become A Successful Relationship Builder With Mike Claudio (Part One)2A-6E5nZjTue, 28 Apr 2020 10:00:00 GMT2867http://closeitnow.net/how-to-become-a-successful-relationship-builder-with-mike-claudio-part-onefalseSuccess leaves clues. In this episode, Sam Wakefield interviews Mike Claudio of WinRate Consulting to 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 professionally, Mike has sold over $100 million in projects. Get to know his approach deeper in this conversation, and learn how to leverage it to your own success.

]]>Key Questions For Increasing IAQ Sales During The COVID-19 PandemicdIPRZhChFTue, 21 Apr 2020 10:00:00 GMT948http://closeitnow.net/key-questions-for-increasing-iaq-sales-during-the-covid-19-pandemicfalseWe 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.

]]>How To Host A Virtual Sales Appointment With Aaron Courtney5YZ4BepbJMon, 06 Apr 2020 10:00:00 GMT3547http://closeitnow.net/how-to-host-a-virtual-sales-appointment-with-aaron-courtneyfalseWith 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 an average sell of right around $11,000. Here, Aaron shares with us how they do things at his company in terms of virtually meeting and setting appointments with clients. He goes into the detail of setting the right expectation when conversing with clients, having the right tools in place for the appointment, and going about the presentation. Don’t miss out even when you are in with the tips and tricks Aaron shares in this conversation.

]]>Product Vs. Offer: Pricing Your ServiceWQLpxZ9tUThu, 12 Mar 2020 10:00:00 GMT1597http://closeitnow.net/product-vs-offer-pricing-your-service/falsePrice 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 turning a better profit.

]]>Sales Integrity: Don’t Cut Corners Even If They Can Outspend You6y0XYIJTCThu, 12 Mar 2020 10:00:00 GMT1233http://closeitnow.net/sales-integrity-dont-cut-corners-even-if-they-can-outspend-youfalseThere are two types of people in sales, those who overcharge, and those who don’t. Sales is a very interactive type of business where you gain the trust of a client, and this is best done with integrity. In this episode, Sam Wakefield reminds everyone about the importance of integrity, not just in business, but as a person. Being in service, he emphasizes the importance of doing everything you can to get things right the first time around, not cutting corners even if they can outspend you. Learn how you can differentiate yourself from competitors and imprint quality service on your clients without lowering your prices.

]]>The Pink Headphone ClosemCc87KvWFThu, 05 Mar 2020 10:00:00 GMT1183http://closeitnow.net/the-pink-headphone-close/falseAs 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 on top and close that deal as he breaks down some of the biggest mistakes people in the industry do.

]]>Surviving The HVAC Market: Out With The Old, In With The NewNnDkp2bQ-oThu, 27 Feb 2020 10:00:00 GMT1045http://closeitnow.net/surviving-the-hvac-market-out-with-the-old-in-with-the-new/falseThere 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 pent-replacements and doing a winning presentation for the new system!

]]>When It’s OK To Fire The CustomerNYcjAm9XXThu, 20 Feb 2020 10:00:00 GMT1452http://closeitnow.net/when-its-ok-to-fire-the-customerfalseCan 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.

]]>The Ping Pong CloseaEMhLP04nWed, 29 Jan 2020 10:00:00 GMT1024http://closeitnow.net/the-ping-pong-closefalseThe 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.

]]>Tom Wittman: Closing The Sale Despite ObjectionsOwxmn6ehYUWed, 01 Jan 2020 10:00:00 GMT3009http://closeitnow.net/tom-wittman-closing-the-sale-despite-objectionsfalseObjections 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 can successfully overcome the one obstacle that most businesses have trouble with. Make sure you master this all-important skill to keep your business growing!

]]>How to Close the Single Leg Appointment in the HouseSA1B-o7x2Wed, 18 Dec 2019 10:00:00 GMT1345http://closeitnow.net/how-to-close-the-single-leg-appointment-in-the-housefalseWhen 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 sale because, after all, the logical conclusion to any well-executed sales process is a sale.

]]>How To Sell The Full System VS Furnace Only Or AC OnlygBdRvqXxOWed, 11 Dec 2019 10:00:00 GMT1409http://closeitnow.net/how-to-sell-the-full-system-vs-furnace-only-or-ac-only/falseEvery 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 to it that you make that full sale next time.

]]>Increasing Sales UrgencyzQ5fQZYdHvThu, 14 Nov 2019 10:00:00 GMT1009http://closeitnow.net/increasing-sales-urgencyfalseThere 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 in all of the buyer’s emotions and capitalize on that to make those sales in those off times.

]]>Breaking Down The Walls Of Resistance!g2FDWjgY_4Fri, 18 Oct 2019 10:00:00 GMT1655http://closeitnow.net/breaking-down-the-walls-of-resistancefalseThe 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.

]]>3 Steps to SuccessnVNI9vH_wVFri, 11 Oct 2019 10:00:00 GMT1146http://closeitnow.net/3-steps-to-successfalseDo 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.

]]>How To Sort The Clients That Want The Down And Dirty PriceH1FVDgQDuoMon, 05 Aug 2019 10:00:00 GMT1161http://closeitnow.net/podcasts/falseWhen 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.

]]>How to sell accessories with passion and conviction!3j1u6pQH2Fri, 26 Jul 2019 10:00:00 GMT1193http://closeitnow.net/how-to-sell-accessories-with-passion-and-convictionfalseThis 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.

]]>The Power of the system!BRRA5aT8gThu, 25 Jul 2019 10:00:00 GMT1294http://closeitnow.net/the-power-of-the-system/falseThis 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.

]]>Are you out of order?YivO50GZxFri, 19 Jul 2019 10:00:00 GMT1527http://closeitnow.net/are-you-out-of-order/falseThis 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

]]>Do you trust me?XdAMMFn_BFri, 12 Jul 2019 10:00:00 GMT1382http://closeitnow.net/do-you-trust-mefalseWhat 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 !!!!!

]]>The power of the pause!cn1ksdUX4Thu, 11 Jul 2019 10:00:00 GMT1648http://closeitnow.net/the-power-of-the-pausefalseThe 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

]]>Jedi mind trick to overcome ‘I want to think about it’!kbNK1Y-drsSun, 07 Jul 2019 10:00:00 GMT1223http://closeitnow.net/jedi-mind-trick-to-overcome-i-want-to-think-about-it/falseHere 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

]]>Who is in control?VZ3JnFsvHqThu, 04 Jul 2019 10:00:00 GMT1580http://closeitnow.net/who-is-in-controlfalseIn 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.

]]>Listening between the lines!2RvzHsfBUlThu, 04 Jul 2019 10:00:00 GMT1210http://closeitnow.net/listening-between-the-lines/falseThis 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 www.facebook.com/groups/closeitnow.

]]>This is what you are not getting!p5YwgkZjoTue, 02 Jul 2019 10:00:00 GMT1428http://closeitnow.net/this-is-what-you-are-not-getting/falseThis episode covers the top down presentation style. How are you presenting your solutions? We dive into the take away offer and how powerful it is to tap into FOMO (Fear of missing out).

Make sure to check out www.closeitnow.net to stay up to date with all of the news, events, and promotions!

Also, join our community at www.facebook.com/groups/closeitnow

]]>Are you asking for the sale or creating extra work for yourself?9yN4_wC7aSat, 29 Jun 2019 10:00:00 GMT1162http://closeitnow.net/are-you-asking-for-the-sale-or-creating-extra-work-for-yourselffalseIn this episode we discuss how so many salespeople build in extra followup that is unnecessary. We also cover 1 simple way to ask for the sale.

Make sure to check out www.closeitnow.net to get connected to all things related. You will get insight into the coaching program, sales system, and also learn how to connect to the Facebook community. www.facebook.com/groups/closeitnow

]]>Go Ahead, Judge A Book By Its Cover!m9dizpvpzSat, 22 Jun 2019 10:00:00 GMT1629http://closeitnow.net/go-ahead-judge-a-book-by-its-coverfalseMake sure to check out www.closeitnow.net for all things HVAC sales training.

Also join the community at www.facebook.com/groups/closeitnow

]]>Do You Believe?Hd1HYr0hXSat, 22 Jun 2019 10:00:00 GMT1447http://closeitnow.net/do-you-believefalseWhether you think you can, or you think you can’t — you’re right. Henry Ford.

Make sure to check out www.closeitnow.net to find out about all the upcoming events and coaching programs.

Also, join the community at www.facebook.com/groups/closeitnow

]]> The 2 ‘Must Haves’ To Make Every Sale!859ot_n5XThu, 20 Jun 2019 10:00:00 GMT1383http://closeitnow.net/the-2-must-haves-to-make-every-salefalseThis episode dives into the two must have traits every closer must have in order to make the sale.

It’s not what you think…

Make sure to check out www.closeitnow.net for all things HVAC sales training related.

Also, join the community at www.facebook.com/groups/closeitnow

]]>Controlling The Energy And Intensity Of An AppointmentACwae3cHz0Wed, 19 Jun 2019 10:00:00 GMT1151http://closeitnow.net/controlling-the-energy-and-intensity-of-an-appointmentfalseThis episode dives into the deeper technique of how to control the energy and intensity of an appointment. To have the ability to bring the energy up or down based on the situation is crucial in leading the customer into a buying decision. It is completely possible to change the intensity of an appointment.

]]>The Number One Sale You Have To Make In Order To Close!JjcGkjmBTMon, 17 Jun 2019 10:00:00 GMT914http://closeitnow.net/the-number-one-sale-you-have-to-make-in-order-to-closefalseIn this episode we talked about the most important sale that has to be made to close any and every project. This episode also covered some of the topics that this podcast will be about and also is a welcome and introduction.

]]>How To Get A Response When You Are Being Ghosted!OCHqEUC8PSat, 15 Jun 2019 10:00:00 GMT1194http://closeitnow.net/how-to-get-a-response-when-you-are-being-ghostedfalseThis episode we cover some psychology behind how to get a response from a customer when they have started to ignore your follow ups.

Have you ever been trying to get in touch with a prospect and just gotten crickets? The technique in this segment will help shed some light on how to overcome that problem.

Make sure to check out www.closeitnow.net to stay in touch with all things HVAC sales related. Also join the community at www.facebook.com/groups/closeitnow to get training, support, celebrate wins, and be a part of a growing group of like minded sales professionals dedicated to learning the skills necessary to crush it!

]]>Shut Up And Sell!69ZVxINVL7Fri, 14 Jun 2019 10:00:00 GMT1160http://closeitnow.net/shut-up-and-sell/falseIn this episode we talk about one of the biggest problems outgoing personalities have in sales. Talking too much. There is a basic exercise to overcome this and you will learn what it is. Then we move into the real focus of the Close It Now movement.

Calling all HVAC salespeople from around the globe, this is a community to join together for support, cheer each other on, and celebrate your wins. Go check out www.closeitnow.net to get connected to the community, coaching programs, and the Close it Now sales system.

]]>How To Piss Off The Homeowner!QhkYawy_tSat, 08 Jun 2019 10:00:00 GMT1200http://closeitnow.net/how-to-piss-off-the-homeowner/falseIn this episode we learn a valuable lesson in what not to do when dealing with a combative prospect. Then we move into the real focus of the appointment

]]>When Is The Right Time To Suggest A System Replacement, And The 2 Keys To Every Buying DecisionWU8MSyztTWed, 05 Jun 2019 10:00:00 GMT2306http://closeitnow.net/when-is-the-right-time-to-suggest-a-system-replacement-and-the-2-keys-to-every-buying-decisionfalseIn this episode we talked about the right time to suggest a system replacement. And big hint, it has nothing to do with the condition of the equipment. Then we move into the two key components to every buying decision. If you don’t satisfy both of these components the answer will always be I have to think about it, or maybe get other quotes.

]]>How To Build Instant Rapport Without Talking About The Weather!BMAn4oWyTTue, 04 Jun 2019 07:00:00 GMT1153http://closeitnow.net/how-to-build-instant-rapport-without-talking-about-the-weather/falseIn this episode you will learn how to build instant rapport without spending endless time talking about the weather, golf, the dog, etc. You are in the home to be a professional and be friendly, not be their friend. Learning the difference is key in boosting your total ticket price and your close rate.

]]>How To Increase Urgency For System Replacement!GCO9RToiiGFri, 31 May 2019 10:00:00 GMT1020http://closeitnow.net/how-to-increase-urgency-for-system-replacement/falseIn this episode we cover the use of stories to compare problems that a consumer doesn’t understand to something they know they have to take care of immediately.

]]>How To Handle The ‘Apples To Apples’ Price ComparisonZnH3OJTnM5Sat, 25 May 2019 10:00:00 GMT1526http://closeitnow.net/how-to-handle-the-apples-to-apples-price-comparison/falseClients comparing prices from one offer to another is as normal as you choosing which is the better burger. In this episode, Sam Wakefield shares the secret to closing amazing projects and breaks down the pieces and parts of the process. There are ways to leave clients with no other choice but to choose you, and one must not also forget the importance of impression in the business. As Sam talks about how crucial doing due diligence is in the business, he also shares how to deal with the competition, how to handle price comparison, and how to harness the power of connecting with people emotionally. Learn all this and more and start making a difference in your close rate.

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