Sales Training. Close It Now!

Sam Wakefield
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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.

  1. Stop Fighting Objections: Build a System That Eliminates Them Before They Start

    1 DAY AGO

    Stop Fighting Objections: Build a System That Eliminates Them Before They Start

    Stop Fighting Objections: Build a System That Eliminates Them Before They Start If objections keep showing up at the end of your appointments, this episode will change the way you look at your entire sales process. Sam sits down with Josh Thomas, serial entrepreneur and founder of VA IQ, for a conversation that cuts straight to the root of why salespeople lose deals they should be winning. Josh makes a simple but powerful case: objections at the end of a call are not a closing problem. They are a process problem. Something was missed earlier, and the buyer is telling you exactly what it was. Once you understand that, you stop trying to out-talk objections and start building a system that handles them before the customer ever walks in the door. Josh walks through his Spider Method, the eight beliefs every buyer has to resolve before they can say yes, and the three-phase market feedback cycle that shows you precisely what your buyers need to hear before they will commit. The conversation also takes a sharp turn into efficiency and time leverage. Josh breaks down the math on how much money business owners are losing by doing low-level administrative work themselves, what it actually looks like to delegate that work to a high-performing virtual assistant, and why the fear of training and managing a VA is exactly the objection his own market gave him and exactly how he solved it. In This Episode: Why systems beat raw talent every time, and the college football story that proves itJosh's Spider Method and the eight beliefs every buyer must resolve before decidingThe three-phase cycle for dialing in your sales message using real market feedbackHow to pre-handle objections with content and messaging before the appointment startsThe math on how much you are paying yourself to do work a VA could handle for a fraction of the costHow VA IQ onboards and manages virtual assistants so you never have to become a trainer or HR departmentThe one thing Josh says to start doing today to immediately tighten your close rate Resources and Mentions: VA IQ: vaiq.net VA IQ ROI Calculator: vaiq.net/calculator Podcast: Leverage Everything with Josh Thomas (Spotify, Apple, YouTube) Book: They Ask You Answer by Marcus Sheridan Leave a review on Apple Podcasts or Google and help this show reach the people who need it most:https://g.page/r/CbfnnDqTCwQdEAE/review

    1h 6m
  2. Isolate the Real It: The Diagnostic Approach to Closing More Sales

    13 FEB

    Isolate the Real It: The Diagnostic Approach to Closing More Sales

    "Isolate the Real It: The Diagnostic Approach to Closing More Sales"You didn't lose that sale because of price, product, or timing. You lost it because you never isolated the Real It—the actual thing standing in the way. Most salespeople try to solve everything at once, overwhelming the homeowner and killing the sale before it ever had a chance. In this episode, Sam Wakefield breaks down the diagnostic approach to sales that separates top performers from everyone else. You'll learn how to use qualification questions—not to qualify the homeowner, but to isolate the components of their decision. When you stop guessing and start diagnosing, you close more sales with less resistance. If you've ever walked away from an appointment confused about what went wrong, this episode will show you exactly how to find the Real It and guide your homeowner to clarity. This is the mental shift that changes everything. In This Episode: Why most salespeople lose sales by trying to solve the wrong problemThe combination lock metaphor: how one misaligned piece blocks the entire saleHow to use qualification questions to separate product, payment, timeline, and scopeReal-world language examples of isolating the Real It in appointmentsWhy confidence looks like clarity, not information overloadThe difference between diagnosing and convincingHow to get commitment before you negotiateWhy you can't negotiate with confusion—only clarity Resources & Mentions: Win-Win Selling by Doug C. Brown (origin of "the Real It" language)Close It Now Coaching: closeitnow.net/coachingClose It Now Facebook Group: facebook.com/groups/closeitnowEmail Sam: sam@closeitnow.net New Group Coaching Program: Sam is opening his first group coaching program starting March 2026. Pods of 5 salespeople focused on multiplying close rates and average tickets with integrity. Half the cost of one-on-one coaching. Limited to 5 spots per group. Visit closeitnow.net or email sam@closeitnow.net to learn more. Final Thought: A problem that is well-defined is half-solved. The next time a homeowner hesitates, don't panic. Don't pile on more information. Don't assume what's wrong. Just isolate the Real It. Ask the question that separates the pieces. Find the number that's off on the combination lock. And help them see it clearly. That's when the sale happens. Next Week: How to Right-Size a Project Without Discounting Your Price—the skill that protects your margin while keeping the sale alive. Leave a review on Apple Podcasts or Google to help more salespeople find this show. Google Review Link: https://g.page/r/CbfnnDqTCwQdEAE/review

    27 min
  3. Mental Health, Masculinity, and Success: The Conversation Most Men Avoid | William Fruin

    6 FEB

    Mental Health, Masculinity, and Success: The Conversation Most Men Avoid | William Fruin

    Mental health isn’t separate from success — it quietly determines it. In this episode of the Close It Now Podcast, Sam Wakefield sits down with William Fruin, host of Normalizing Men’s Mental Health, for an honest conversation about masculinity, boundaries, trauma, and the unseen cost of carrying pressure in silence. This episode explores how childhood modeling, unspoken expectations, and avoidance patterns shape adult behavior — and why so many men find success at work while feeling disconnected at home. This is not therapy talk. It’s real conversation for men navigating leadership, responsibility, identity, and family — often without support. In This Episode, You’ll Hear:Why many men remain stuck in a “comfortable hell” instead of choosing growthHow early experiences shape decision-making and emotional patternsThe mental health challenges facing men in trades, construction, and home servicesWhy mental health is healthcare, even when progress isn’t immediateHow boundaries protect relationships instead of limiting successWhy constant availability leads to burnout, not effectivenessHow personal healing changes the way you show up as a leader, partner, and father Resources & Mentions🎙 Normalizing Men’s Mental Health — William Fruin YouTube: https://www.youtube.com/@normalizingmensmentalhealth 📚 Never Eat Alone — Keith Ferrazzi 📚 Blink — Malcolm Gladwell Final ThoughtSuccess without mental health comes at a cost. When men learn to address what they carry internally, everything else — leadership, relationships, and performance — begins to change.

    55 min
  4. Sales Is You vs You: Why Most Techs & Salespeople Lose Before the Call Starts | Scott Sylvan Bell

    30 JAN

    Sales Is You vs You: Why Most Techs & Salespeople Lose Before the Call Starts | Scott Sylvan Bell

    Sales Is You vs You: Why Most Techs & Salespeople Lose Before the Call Starts | Scott Sylvan Bell Most sales conversations are lost long before the technician or salesperson ever walks into the home. In this episode, Sam Wakefield sits down with Scott Sylvan Bell to break down the internal habits, mindset gaps, and self-leadership failures that quietly sabotage sales performance before the call even begins. This isn’t about scripts, closes, or objection handling. It’s about the inner game — discipline, preparation, emotional control, and personal standards — and why sales is ultimately a battle with yourself, not the homeowner. What You’ll Learn in This EpisodeWhy most techs and salespeople lose the sale before the appointment startsHow lack of self-leadership shows up in sales resultsThe internal habits that quietly sabotage confidence and consistencyWhy mindset, discipline, and preparation matter more than scriptsHow to stop fighting homeowners and start mastering yourselfThe difference between external excuses and internal responsibility Resources & Links🌐 Coaching & Training: https://www.closeitnow.net/coaching 👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow ▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales Let’s ConnectWebsite: https://www.closeitnow.net Instagram: https://www.instagram.com/therealcloseitnow LinkedIn: https://www.linkedin.com/in/closeitnow/ Final ThoughtSales isn’t about beating objections or overcoming homeowners — it’s about mastering your preparation, discipline, and mindset. When you win the internal battle before the call starts, the external conversation becomes simpler, calmer, and far more effective.

    1h 11m
  5. Why Sales Feels Hard — And What No One Ever Taught You About It

    23 JAN

    Why Sales Feels Hard — And What No One Ever Taught You About It

    Why Sales Feels Hard — And What No One Ever Taught You About It If sales feels awkward, uncomfortable, or forced, there’s probably nothing wrong with you. In this episode, Sam Wakefield breaks down why sales feels hard for good, ethical people — and how traditional sales training teaches the wrong mental model from the start. This is a foundational reset on what sales actually is and why, once you understand it, selling becomes simpler, calmer, and more effective. What You’ll Learn in This EpisodeWhy sales feels hard for people who genuinely careThe biggest lie most sales training is built onWhy pressure is a symptom, not a skillWhat sales actually is when done rightThe human skills every great salesperson uses (but few are taught)Why selling gets easier when you stop trying to “close” Resources & Links🌐 Coaching & Training: https://www.closeitnow.net/coaching 👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow ▶️ Subscribe on YouTube: https://www.youtube.com/@Closeitnowsales Let’s ConnectWebsite: https://www.closeitnow.net Instagram: https://www.instagram.com/therealcloseitnow LinkedIn: https://www.linkedin.com/in/closeitnow/ Final ThoughtIf sales feels hard, it doesn’t mean you’re bad at it — it usually means you care. When you stop trying to pressure people and start focusing on clarity, safety, and understanding, sales stops feeling forced and starts feeling natural. You don’t need to become aggressive. You need to become clear.

    38 min
  6. How Damon Lilly Built a $2.2M HVAC Company in 12 Months

    13 JAN

    How Damon Lilly Built a $2.2M HVAC Company in 12 Months

    Episode TitleHow Damon Lilly Built a $2.2M HVAC Company in 12 Months Opening HookWhat if the reason most HVAC companies struggle isn’t marketing, pricing, or competition — but how they’re built from day one? In this episode, Damon Lilly breaks down how a sales-first foundation helped him scale from zero to $2.2M in just 12 months. What You’ll Learn in This EpisodeWhy most HVAC companies are built upside down from the startThe difference between hiring technicians and recruiting performersHow a sales-first mindset impacts dispatching and close ratesRepair vs. replacement conversations done with integrityWhy structure must come before scaleLessons learned while growing fast in a competitive market 🔗 Connect with Damon / Learn About the FranchiseInterested in learning more about Damon Lilly’s approach to building and scaling service businesses — or exploring the Quality Pro Services franchise opportunity? 🌐 Learn more here: https://qualityproservices.com 💬 Quote from the Episode“If you build the company right from the beginning, growth becomes a byproduct — not a struggle.”📬 Want the Inside Conversation?Each week, I send a single email breaking down sales, leadership, and real-world lessons pulled straight from conversations like this one. This is where I share context, perspective, and insights that aren’t announced anywhere else. If you want to go deeper than the podcast, get on the list by emailing sam@closeitnow.net. Let’s Connect🌐 Website: https://www.closeitnow.net 🚀 Coaching & Training: https://www.closeitnow.net/coaching 📲 Instagram: https://www.instagram.com/therealcloseitnow/ 👥 Facebook Group: https://www.facebook.com/groups/closeitnow ▶️ YouTube: https://www.youtube.com/@Closeitnowsales Final ThoughtFast growth isn’t the goal — healthy growth is. When sales, structure, and leadership are aligned from the beginning, scale becomes a result, not a struggle. Work to become someone worth buying from.

    59 min
  7. Sales 101 Ep 4: How to Present Price Without Pressure

    7 JAN

    Sales 101 Ep 4: How to Present Price Without Pressure

    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 instead of clarityWhat the “ledge moment” is and how to guide buyers through itHow calm leadership leads to confident decisions Resources & Links📞 Work with Sam / Join the Close It Now Movement 🌐 Website: https://www.closeitnow.net 🚀 Coaching & Training: https://www.closeitnow.net/coaching 📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales 📘 Book Recommendation: Guerrilla Marketing Guide — Get your copy here: 👉 https://www.door2doorinstitute.com ⭐ Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/review Let’s Connect📲 Instagram: https://www.instagram.com/therealcloseitnow/ 👥 Facebook Group: https://www.facebook.com/groups/closeitnow/ Final ThoughtPresenting price isn’t about pushing people forward—it’s about helping them feel steady enough to decide. When you guide calmly, avoid the yes-or-no trap, and stay anchored in what matters to the homeowner, pressure disappears and clarity takes its place.

    30 min
  8. Sales 101 Ep 3: Why Price Isn’t the Real Reason People Don’t Buy

    26/12/2025

    Sales 101 Ep 3: Why Price Isn’t the Real Reason People Don’t Buy

    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 builds trustHow this step prevents price and “think about it” objections 🎤 Upcoming Speaking EngagementI’ll be speaking at the ACA/NE One-Day Event on February 26th, sharing practical sales insights for HVAC and home service professionals who want to lead with clarity, confidence, and integrity. If you’re in the New England area, I’d love to see you there. 🎟️ Grab your ticket here: https://fs19.formsite.com/bOcH2q/bhmwbaf6xo/index Resources & Links📞 Work with Sam / Join the Close It Now Movement 🌐 Website: https://www.closeitnow.net 🚀 Coaching & Training: https://www.closeitnow.net/coaching 📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales 📘 Book Recommendation: Guerrilla Marketing Guide — Get your copy here: 👉 https://www.door2doorinstitute.com ⭐ Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/review

    26 min
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About

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.

Information

  • Creator
    Sam Wakefield
  • Years Active
    2019 - 2026
  • Episodes
    280
  • Rating
    Clean
  • Copyright
    © Copyright 2019-2025 Sam Wakefield | All rights reserved
  • Show Website
    Sales Training. Close It Now!

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