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. 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
  2. Sales 101 Ep 2: Curiosity Before Conclusions

    19/12/2025

    Sales 101 Ep 2: Curiosity Before Conclusions

    Sales 101: Curiosity Before ConclusionsOne of the fastest ways to lose trust in a sales conversation is jumping to conclusions too early. In this episode, Sam Wakefield breaks down why confidence in sales doesn’t come from having answers—it comes from genuine curiosity. What You’ll Learn in This EpisodeWhy jumping to conclusions creates resistance and confusionThe difference between symptoms and stories in discoveryHow curiosity slows the conversation down in the right wayWhy top performers ask better questions and talk lessHow curiosity builds trust without pressure or tactics 🎤 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 Let’s Connect📲 Instagram: https://www.instagram.com/therealcloseitnow/ 👥 Facebook Group: https://www.facebook.com/groups/closeitnow/ Final ThoughtYou don’t need perfect questions or all the answers to be effective in sales. Stay curious, slow the conversation down, and remember—your job is to understand the human first, the problem second, and the solution last.

    26 min
  3. Sales 101 Ep 1: How to Start Every In-Home Sales Appointment With a Clear Plan

    17/12/2025

    Sales 101 Ep 1: How to Start Every In-Home Sales Appointment With a Clear Plan

    Sales 101: How to Start Every In-Home Sales Appointment With a Clear PlanMost sales appointments don’t fall apart at price. They fall apart because the conversation never had a clear plan. In this episode, Sam Wakefield breaks down the very first step every new salesperson must master to lead confidently and avoid pressure. What You’ll Learn in This EpisodeWhy clarity at the start of the appointment lowers resistance instantlyHow to lead the conversation without sounding salesy or scriptedThe exact language to create a shared plan with the homeownerHow co-creation changes the tone of the entire sales conversationWhy understanding the human always comes before the problem and the solution 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 and learn how to stand out in crowded markets. https://www.door2doorinstitute.com ⭐ Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/review

    20 min
  4. The One-Sit Close Myth: Why High-Pressure Selling Is Destroying HVAC Sales

    05/12/2025

    The One-Sit Close Myth: Why High-Pressure Selling Is Destroying HVAC Sales

    The One-Sit Close Myth: Why High-Pressure Selling Is Destroying HVAC Sales The HVAC industry has been pushed to believe that if you don't close the deal in the home, you’ve failed. But that mindset is outdated, unhealthy, and costing salespeople millions in cancellations, burnout, and missed opportunities. In this episode, Sam Wakefield exposes the truth behind the one-sit close philosophy, why it's misaligned with real buyer psychology, and how mastery-level salespeople close more — without relying on pressure, discounts, or manipulative tactics. What You’ll Learn in This EpisodeWhy the one-sit close myth actually hurts your salesHow buyer emotions, timing, and trust determine the real closeWhy next-day closes are NOT failures (they’re wins!)The skill progression from amateur → intermediate → masteryHow to read the room and know when to push vs. when to pauseWhy high-pressure closers have massive cancellation ratesHow to keep homeowners focused and present during holiday season appointmentsWhy discounting is a drug — and how to close without it Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com 🌐 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 ThoughtA sale is a sale — whether it happens today, tomorrow, or next week. Master closers don’t obsess over one-sit outcomes… they obsess over serving, communicating, and guiding homeowners into confident decisions. Pressure creates cancellations. Presence creates trust. And trust creates long-term, high-value customers.

    36 min
  5. The Art of Changing Your Mind: How to Grow Without Guilt, Shame, or Drama

    21/11/2025

    The Art of Changing Your Mind: How to Grow Without Guilt, Shame, or Drama

    The Art of Changing Your Mind: How to Grow Without Guilt, Shame, or Drama What if changing your mind wasn’t a failure but a sign you’re finally paying attention to who you’re becoming? In this episode, Sam unpacks why updating your beliefs feels uncomfortable, how to navigate Identity Lag, and how to evolve without blowing up your whole life in the process. What You’ll Learn in This EpisodeWhy “consistency” is the most overrated virtueHow Identity Lag shows up (and why it’s completely normal)Why cognitive dissonance is actually a growth notificationHow to shift your beliefs without chaos or guiltThe Future Draft method for rewriting your next version with intention Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com 🌐 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 ThoughtChanging your mind isn’t inconsistency — it’s evolution. You’re not betraying who you were; you’re honoring who you’re becoming. Give yourself permission to update your beliefs, rewrite your identity, and step into the next version of you with clarity and confidence.

    27 min
  6. The 4 Buyer Archetypes: How to Identify Any Homeowner and Sell to Their Decision Style

    17/11/2025

    The 4 Buyer Archetypes: How to Identify Any Homeowner and Sell to Their Decision Style

    The 4 Buyer Archetypes: How to Identify Any Homeowner and Sell to Their Decision Style What if the reason some homeowners buy instantly while others drag out the process has nothing to do with your price — and everything to do with their archetype? In this episode, Sam breaks down the four buyer personalities (🔴 Red, 🟡 Yellow, 🔵 Blue, 🟢 Green), how each one thinks, what they fear, and exactly how to communicate so the conversation feels natural, aligned, and trust-filled from the first 90 seconds. What You’ll Learn in This EpisodeThe 4 buyer archetypes and how to spot them instantlyWhy each type responds differently to pressure, pacing, and informationThe biggest communication mistake salespeople make with GreensHow to adapt tone, energy, and structure for every appointmentThe secret to making any homeowner feel “Wow… you just get me” Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com 🌐 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 ThoughtEvery buyer is motivated by something different — certainty, community, fun, or clarity. When you learn to recognize their archetype, you stop “selling” and start leading. Master the four types, and every conversation becomes smoother, easier, and dramatically more effective.

    31 min
  7. Financing Like a Pro: How to Present Money Without Killing the Emotion

    07/11/2025

    Financing Like a Pro: How to Present Money Without Killing the Emotion

    Financing Like a Pro: How to Present Money Without Killing the Emotion What 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 about financing—they present programs that 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 as freedom, not debtWhy presenting the lowest monthly investment first changes everythingHow “protection framing” builds instant trustThe secret to talking about money without killing emotion Resources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com 🌐 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 ThoughtMoney doesn’t kill emotion — bad framing does. When you present programs as protection, peace of mind, and possibility, you help homeowners feel safe, not sold. Don’t sell financing — present freedom.

    37 min
  8. The Story Arc of the Sale: Why Buyers Fixate on Price (and How to Get Them Unstuck)

    23/10/2025

    The Story Arc of the Sale: Why Buyers Fixate on Price (and How to Get Them Unstuck)

    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 Episode How the sales appointment mirrors a story arcWhy buyers fixate on price (and how to redirect their focus)The 70/30 rule: pain vs. pleasure motivationHow to use the Emotion → Logic → Emotion sequence to prevent buyer’s remorseHow to close the story and lead buyers back to their “why” Resources & Links 📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com 🌐 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 Connect Website: https://www.closeitnow.net Instagram: https://www.instagram.com/therealcloseitnow LinkedIn: https://www.linkedin.com/in/closeitnow/ ⭐ Love the show? Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review Final Thought Price is the climax of your sales story—but it’s not the ending. When you re-anchor emotion after logic, you finish the story, prevent buyer’s remorse, and turn hesitation into confidence. Remember: logic builds comfort, but emotion builds commitment.

    27 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 - 2025
  • Episodes
    268
  • Rating
    Clean
  • Copyright
    © Copyright 2019-2025 Sam Wakefield | All rights reserved
  • Show Website
    Sales Training. Close It Now!

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