HVAC Sales Training. Close It Now!

Is digital marketing broken?In this episode, Jonathan Bannister delivers a blunt and timely message for the home services industry: the digital marketing tactics that used to work… just don't anymore.We dive into the real reasons so many HVAC and home service companies are burning money on bad leads, weak branding, and agency fluff. Jonathan breaks down what actually works now—and how to build a lead flow that converts in today's market.This episode is equal parts wake-up call and playbook, packed with powerful insights for owners, marketers, and sales pros alike.

Your buyer is already reacting—before you say a single word.In this episode, we explore the neuroscience of energetic mirroring and how your internal state silently drives the entire sales conversation. If you've ever had a homeowner shut down, tense up, or resist you without explanation—this is the episode that explains why.We'll break down how mirror neurons work, why emotional energy transfers instantly, and how to shift your presence to lead the room with confidence and calm.

Doug C. Brown: How to Add $100K in Commissions with Metrics and MindsetGuest: Doug C. Brown, CEO of CEO Sales StrategiesHow much commission are you leaving on the table?In this episode, Doug C. Brown reveals the sales systems, KPIs, and mindset shifts that can help any rep add $100K+ in predictable commission income—without grinding harder.Whether you're an individual contributor, sales leader, or business owner, this conversation will help you connect the dots between numbers, behavior, and repeatable results.Doug shares the exact structure he's used to help generate over $500M in sales, along with the daily disciplines that separate pros from performers who just get lucky.What You'll Learn in This Episode:How to add $100K in commissions by managing the right numbersThe most overlooked KPIs that impact your close rateWhy mindset determines income more than experienceThe daily rituals top producers actually followThe connection between metrics, belief, and buyer trustHow to reverse-engineer any income goal into a plan

What if the real difference between average and elite performers…isn't intensity—but consistency?In this episode, Sam Wakefield shows you how to build the routines, rituals, and internal systems that let you show up at your best—especially on the days you don't feel like it.You'll learn the exact process top performers use to reset their energy between calls, how to manage your state on purpose, and how to anchor into your peak emotional energy anytime using a simple NLP technique.Whether you're in a slump or just ready to raise your floor—this episode gives you the tools to stay consistent, steady, and sharp.What You'll Learn in This Episode:Why motivation and hype eventually failThe difference between performing and preparingHow to build an energy system for repeatable successThe truth about emotional posture and how it affects trustHow to set and use an anchor to access your best self on commandWhat pros do to recover when the day falls apart

After 25 years as a carpenter, Brian O'Boyle did something bold:He started completely over—in HVAC sales.In this episode, Sam Wakefield sits down with Brian to unpack the highs, lows, and lessons from his first year in the industry. From imposter syndrome to breakthrough moments, Brian shares the real, unfiltered story of what it's like to enter HVAC sales with no background, a heavy Irish accent, and a whole lot of heart.Whether you're new to the trades, training new reps, or just need a reminder of how far mindset can take you—this conversation is pure gold.What You'll Learn in This Episode:What it's like to leave the tools and pick up the tabletHow Brian overcame anxiety, doubt, and culture shockThe learning curve of HVAC sales as a former tradesmanWhy honesty and vulnerability help you build trust fasterHow Brian closed over $450K in his first year—with no prior sales experienceWhat's next for him as he prepares to attend Relentless

Transferring Certainty: How to Lead Buyers Without Pressure or PushbackEnergy-Driven Sales Series – Episode 4Most reps try to close the deal by talking more, pushing harder, or justifying value.Top closers? They move the buyer by doing something far more powerful: transferring belief.In this episode, Sam Wakefield breaks down how to lead with calm, grounded certainty—so the buyer can finally relax and say yes. Learn how to project clarity, trust, and conviction without hype or pressure.This is the invisible skill that changes everything in the home: how to lead with energy, not emotion—and let your belief do the selling.What You'll Learn in This Episode:What “certainty” really means in the sales processHow to move buyers without forcing the conversationThe nervous system shift that makes people feel safe enough to buyPosture, language, and tone changes that transfer beliefSimple grounding rituals to reset your energy before every callWhat happens when certainty is missing—and how to fix it fast

The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your PipelineGuest: Christian MooreWhat if one handwritten letter could close the deal, generate referrals, and turn your install into a reputation machine?In this episode, Sam Wakefield sits down with Christian Moore—a rising sales leader who used a personal, simple, and powerfully intentional close to separate himself from the noise.They break down the psychology of The Letter Close, how to plant seeds for referrals before the sale is even done, and what it means to truly “be someone worth buying from.”If you've ever felt stuck, slow, or forgotten after the quote—this episode will change the way you look at every install and every conversation.What You'll Learn in This Episode:The story behind The Letter Close—and how it led to an immediate dealHow to position yourself for referrals before you leave the homeWhy personal touches still dominate in a digital-first worldWhat to do when momentum slows and you need to reignite your pipelineHow to create inbound leads through 6-pack introductionsWhy trust, timing, and presence still matter more than tech or pricing

Energetic Awareness & Emotional Leadership: How to Lead the Room Without Saying a WordEnergy-Driven Sales Series – Episode 3What if the most powerful thing you could do in a sales call… is stay calm?In this episode, Sam Wakefield explores one of the most overlooked skills in high-performance selling: the ability to read the emotional tone of the room and lead with presence—not pressure.You'll learn what it means to lead the buyer's energy, how to ground yourself when conversations get tense, and how calm confidence closes more than clever words ever will.If you've ever felt thrown off by distracted buyers, awkward moments, or emotional tension… this is your guide to becoming the calmest, most trusted person in the room.What You'll Learn in This Episode:The difference between situational and energetic awarenessHow to lead the emotional rhythm of the conversation3 phrases to shift buyer energy without sounding scriptedGrounding rituals to use before, during, and after the appointmentThe cost of reactive selling—and how to avoid itWhy the calmest person in the room wins more often than the loudest

Most people think sales success is about pressure, personality, or being naturally persuasive. But the truth? When the moment comes, you don't rise to the occasion—you fall to the level of your training.In this episode, Sam Wakefield and elite sales coach Doug Wyatt dig into what actually creates consistent results in sales: discipline, identity, and reps. This isn't a hype conversation—it's a real-world look at how top performers lead with calm, clarity, and confidence under pressure.What You'll Learn in This Episode:Why motivation fades but discipline sticksHow top reps train their nervous systems, not just their scriptsWhat emotional regulation has to do with higher close ratesWhy “one week ahead” thinking changes the sales gameHow to make your training stick, even when things get hardThe difference between sounding confident and being confident

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 breaks down what a container really is, how it works, and why it's the foundation of every high-trust, high-conversion sales conversation. Sam also shares real stories from the field, actionable tips for setting the space, and the brain science behind how to lead the room like a true pro.What You'll Learn in This Episode:What a container is and how it shapes every sales interactionThe 3 types of containers: physical, emotional, and verbalWhy mirror neurons and nervous system cues impact trustHow to regulate your energy to guide the buyer's mindsetHow to shift from accidental to intentional influencePractical language and posture tips to take control with confidenceWhy controlling the space starts the moment you arrive—not at the close

You're Not an Imposter—You're Growing Into the RoleHave you ever looked around and wondered, “Who let me in the room?”You're not alone—and you're not an imposter.In this vulnerable and powerful episode, Sam Wakefield tackles the all-too-common struggle of imposter syndrome. Whether you're new to leadership, stepping into a higher level of sales, or launching something bold—this message is for you.We unpack why high achievers feel imposter syndrome the most, what brain science says about this emotional resistance, and how to shift your mindset from fear to confidence.Because the truth is:You didn't get lucky. You showed up. You put in the work. You've earned this seat.

Imagine being on the verge of getting fired—then, just months later, becoming the top salesperson in your company. That's exactly what happened to Josh Baca. In this episode, we break down the critical mindset shift that took him from struggling tech to elite comfort advisor on track for $4M in sales this year.What You'll Learn in This Episode:✅ The mental barriers that hold techs back from sales success✅ The key mindset shifts that separate high performers from the rest✅ How Josh transformed his approach and skyrocketed his results✅ The real difference between being a technician and a true comfort advisor✅ Why most people fail in the transition—and how to avoid itResources & Links:

Ever wonder why you keep running into the same sales objections? It's not a coincidence—it's YOU. In this episode, we're exposing the Sales Mirror Effect and breaking down how your own doubts, fears, and mindset create the very objections you dread the most. If you're tired of hearing “I need to think about it” or “I need three bids,” it's time to face the truth and fix the problem where it really starts.

What if you could increase your close rate, shorten the sales cycle, and build instant trust—all before you even set foot in a homeowner's house? Video technology is changing the sales game, and those who ignore it are leaving serious money on the table.What You'll Learn in This Episode:✅ Why video communication is the #1 trust-building tool in home services sales✅ How companies using LiveSwitch are crushing their competition with real-time video solutions✅ The biggest mistakes salespeople make when leveraging video—and how to avoid them✅ Simple ways to integrate video into your follow-ups, presentations, and pre-appointment process to get homeowners to say yes faster✅ The future of sales technology and why adapting now will put you ahead of the curveResources & LinksLiveSwitch Website: https://www.liveswitch.com/

What if you could close more deals without ever feeling like you're closing? In this episode, I reveal the secret behind The Invisible Close—a powerful technique that gets homeowners to sell themselves on your solutions. Say goodbye to resistance, objections, and pressure-filled closes, and start closing more effortlessly!What You'll Learn in This Episode:✅ How the Permission Stack builds trust and eliminates pushback✅ Why traditional closing tactics create friction (and what to do instead)✅ The psychology behind micro-commitments and seamless sales conversations✅ How to guide homeowners to their own buying decision—without “selling”✅ A game-changing strategy that will instantly increase your close rate

Top performers don't just show up—they train, think, and execute at an elite level. In Part 1 of this powerhouse conversation with Doug Wyatt, we explore the mindset and daily routines that drive massive success. Whether you're struggling with consistency or looking to reach the next level, this episode lays out the blueprint for winning in sales and life.We'll cover how to build an unstoppable mindset, why morning routines dictate your outcomes, and why entitlement is the enemy of success. Plus, we break down the psychology of elite performers, decision-making strategies, and the powerful impact of self-discipline.What You'll Learn in This Episode:

Most salespeople focus on explaining why a customer should buy, but the true masters know it's about getting the buyer to say it themselves. This episode unlocks the power of the question “But why though?”—a simple yet game-changing technique that shifts control of the conversation and gets homeowners to vocalize their own reasons for moving forward.We'll cover how to eliminate sales resistance, why buyer psychology is more important than your pitch, and how to use strategic questioning to turn objections into confirmations. If you've ever struggled with customers stalling or saying “I need to think about it,” this is the episode that will change the game.What You'll Learn in This Episode:

Top performers don't just show up—they train, think, and execute at an elite level. In Part 1 of this powerhouse conversation with Doug Wyatt, we explore the mindset and daily routines that drive massive success. Whether you're struggling with consistency or looking to reach the next level, this episode lays out the blueprint for winning in sales and life.We'll cover how to build an unstoppable mindset, why morning routines dictate your outcomes, and why entitlement is the enemy of success. Plus, we break down the psychology of elite performers, decision-making strategies, and the powerful impact of self-discipline.What You'll Learn in This Episode:

We've hit 200 episodes, and to celebrate, we're giving you some of the most powerful word tracks in sales. The Three Ts—essential tools for objection handling, conversation control, and reframing—are your secret weapons to closing more deals with confidence.And as a bonus? You'll learn the $5000 Close, a simple yet game-changing word track that will completely shift how you handle price objections. If you're ready to level up your sales game, this episode is a must-listen.What You'll Learn in This Episode:

Capabilities are the foundation that allows you to soar, both in life and business. In Episode 4 of the Roots and Wings series, we explore what it means to harness your capabilities—those innate and learned skills that empower you to take massive action and achieve success.Join Jimmie Jayes and me as we dive into the four pillars of capabilities: awareness, resourcefulness, adaptability, and leadership. Learn how embracing these traits will propel your personal and professional growth, and leave you better equipped to face any challenge that comes your way.What You'll Learn in This Episode:

The hard sell is officially on life support, and storytelling has taken its place. In this episode, we explore why high-pressure tactics no longer work and how storytelling can revolutionize your sales game. Whether you're a seasoned pro or just starting out, mastering storytelling can turn hesitant prospects into eager buyers.You'll learn how stories influence decision-making, how to craft compelling narratives, and how to incorporate storytelling naturally into your presentations. If you're ready to move beyond outdated techniques and become someone worth buying from, this episode is your roadmap.What You'll Learn in This Episode:

Courage 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 small and start making powerful moves, this episode is your blueprint for growth.What You'll Learn in This Episode:

Your 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 results? This episode will challenge your thinking, push your boundaries, and give you a roadmap to become someone worth buying from.What You'll Learn in This Episode:

In 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, raise resilient children, and ensure your values stand the test of time.Guest Bio:Jimmie Jayes is a renowned business coach and thought leader with a passion for empowering entrepreneurs to achieve extraordinary success. With a track record of guiding clients to unparalleled heights, one of Jimmie's coaching clients has achieved over $1 billion in sales in less than eight years. Known for his innovative strategies and transformative insights, Jimmie helps leaders cultivate resilient teams, build impactful businesses, and create lasting legacies. Whether mentoring executives or speaking to audiences, Jimmie inspires others to think bigger, lead boldly, and make a meaningful difference in the world.Connect with him here: https://figandeagle.com/Host Bio:Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam's mission is simple: Be someone worth buying from.Get your ticket to Relentless: The Ultimate Sales Transformation!https://www.closeitnowbootcamp.comConnect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 maintain professionalism and ensure our industry remains strong and independent.Additionally, we tackle a hot topic: keeping politics out of the conversation. As home service professionals, our focus should be on serving customers, solving problems, and delivering value—not engaging in political debates that can alienate potential clients and harm relationships.What You'll Learn in This Episode:Why the “sell at any cost” mindset is dangerous for long-term success.How integrity and honesty set you apart from the competition.The looming threat of government regulation and how to prevent it.The importance of keeping politics out of your sales conversations.Strategies to rebuild trust and create lasting relationships with homeowners.Tune in to learn how to thrive in the evolving market while maintaining your reputation and delivering exceptional service.Host Bio:Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam's mission is simple: Be someone worth buying from.Get your ticket to Relentless: The Ultimate Sales Transformation!https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl Connect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 confidence, courage, and vision to make a difference in the world.But this isn't just about parenting. The same principles apply to leadership in business. Learn how fostering a strong foundation while empowering independence can drive success in your family, team, or organization.Guest Bio:Jimmie Jayes is a renowned business coach and thought leader with a passion for empowering entrepreneurs to achieve extraordinary success. With a track record of guiding clients to unparalleled heights, one of Jimmie's coaching clients has achieved over $1 billion in sales in less than eight years. Known for his innovative strategies and transformative insights, Jimmie helps leaders cultivate resilient teams, build impactful businesses, and create lasting legacies. Whether mentoring executives or speaking to audiences, Jimmie inspires others to think bigger, lead boldly, and make a meaningful difference in the world.Connect with him here: https://figandeagle.com/Host Bio:Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam's mission is simple: Be someone worth buying from.Get your ticket to Relentless: The Ultimate Sales Transformation!https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl Connect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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.

In 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 techniques to transform 'no' into a powerful motivator for success.Key Takeaway: Success in sales isn't about avoiding rejection—it's about embracing it as a critical part of the process. Andrea's insights will help you reframe your thinking and transform how you approach every sales conversation.Listen in to uncover how a single word, 'no,' can be the catalyst for unstoppable growth in your career.Host Bio:Sam Wakefield is the host of the "Close It Now" podcast since its beginning in 2019 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.Get your ticket to Relentless: The Ultimate Sales Transformation!https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl Connect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

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 the value of quality work.Why price is secondary and how to help homeowners see the bigger picture.Key insights into building homeowner confidence and trust.Exciting updates, including details on Relentless: The Ultimate Sales Transformation in Boston (April 29–May 1).Tips on leveraging follow-ups to close deals you thought were gone—don't miss the free webinar on January 16th with Doug C. Brown!Call to Action:

Follow-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 client databases. Plus, we're giving you a teaser for our upcoming webinar on January 16th, where we'll provide actionable steps, proven follow-up sequences, and exact verbiage to master this critical skill.If you're ready to turn missed opportunities into millions, tune in to learn from one of the industry's best and start 2025 stronger than ever!Sign up for the Follow Up Webinar Here!!!https://forms.gle/xBtdsA6g7qfsX5WY8Get your ticket to Relentless: The Ultimate Sales Transformation!https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl 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.Connect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 environment that encourages sustainable performance for everyone.Avoiding Burnout: Practical tips to keep your team energized and engaged without falling into hype-driven sales traps.Sam and Scott don't just expose the flaws in common sales practices—they provide actionable advice on how to break free from the myths and focus on what truly works. Whether you're a sales leader, a seasoned professional, or just getting started in the industry, this episode delivers the no-nonsense strategies and insights you need to create long-lasting success.Don't miss this conversation—it's packed with hard truths and real-world wisdom that will transform how you think about sales leadership and team building.Mentioned in the Episode:How hype-driven sales cultures impact team dynamics.The dangers of chasing flashy, unscalable wins.Why systems and consistency are the ultimate keys to success.Don't Forget:Tickets for the Relentless: The Ultimate Sales Transformation Event are on sale now! Secure your spot before the end of the year and gain access to an exclusive virtual group training starting in January.Be someone worth buying from.GET YOUR TICKETS TO RELENTLESS: THE ULTIMATE SALES TRANSFORMATION HERE!https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurlHost 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.Connect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

Is 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 before making the leap.Whether you're curious about adopting call-by-call management or want to refine your existing system, this episode is packed with actionable advice that will help you take your operations to the next level.Tune in to discover if call-by-call is the right fit for your business and how to implement it effectively for maximum results.Connect with Kent:Email: KBoll5096@gmail.com Facebook Page: https://www.facebook.com/share/1B9nMT8Vvo/?mibextid=JRoKGi 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.Connect with Us:https://linktr.ee/closeitnow Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 actionable tips to help you scale your sales operation like never before.Whether you're just starting out or leading a seasoned team, Clark's expertise will inspire you to think bigger and achieve more. Don't miss this opportunity to learn from the best and take your sales game to the next level!Connect with Clark Manwaring: https://www.instagram.com/clark_salesrecruiter/Close It Now Information:Make sure to get your ticket for Relentless: The Ultimate Sales Transformation event.https://www.eventbrite.com/e/close-it-now-relentless-the-ultimate-sales-transformation-tickets-1083623921319?aff=oddtdtcreatorHost 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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

Get 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 performance and screening for the best candidates, helping businesses build future-proof teams. Tune in for an episode packed with actionable advice for hiring managers, leaders, and anyone looking to build a winning team!Connect with WhoHire: www.whohire.com Make sure to mention Sam or Close It Now when you book a demo to get your setup fee waved!!!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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 builds loyal clients in the long run.Key Takeaways:Practical techniques to differentiate yourself in a competitive marketHow to leave a lasting impression and build loyalty by making people feel specialWays to turn every client interaction into a memorable experienceWhether you're looking to refine your approach or completely revamp it, this episode offers powerful insights to help you leave a mark and stand out in your field.Listen now to start building a unique presence that no one will forget!Link to Hook Agency: https://hookagency.com/Link to the Sales Summit: https://www.eventbrite.com/e/hvac-champion-summit-tickets-1040036696757 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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 Takeaways:Why structured frameworks actually give you more freedomHow to learn and master new scripts or processes at lightning speedThe importance of having clear, actionable steps in your workIf you're ready to break free from limitations and elevate your performance, tune in now and discover how structure can set you free!Hook Sales Summit Ticket Link:https://www.eventbrite.com/e/hvac-champion-summit-tickets-1040036696757?utm-campaign=social&utm-content=attendeeshare&utm-medium=discovery&utm-term=listing&utm-source=cp&aff=ebdsshcopyurl 3 Bids episode referenced in this episode:Spotify:https://open.spotify.com/episode/2pqFs3vN4YyITXuc41FyX1?si=NDZzsa60SIGe74keCMktEAApple Podcast:https://podcasts.apple.com/us/podcast/sales-training-close-it-now/id1465156828?i=1000625114553Host 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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

Discipline 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 your deeper purpose—your “why”—to maintain focus and drive. Dre's unique insights from his professional basketball career and his journey as an entrepreneur provide powerful takeaways for sales professionals, entrepreneurs, and anyone aiming to elevate their performance.Key Topics Covered:The difference between discipline and motivation, and why one matters moreHow to implement systems that ensure consistent successTechniques to build and sustain unshakeable confidenceFinding and using your “why” to fuel your journeyIf you're ready to master the mental game and take your performance to the next level, don't miss this episode!Dre's Bio:Dre Baldwin is CEO and Founder of Work On Your Game Inc. He has given 4 TEDxTalks and has authored 35 books. Dre's content has been consumed over 103 million times. His daily Work On Your Game MasterClass has amassed over 3,100 episodes and over 7.3 million listeners. Dre had a 9-year professional basketball career, playing in 8 countries. Dre's framework is the "roadmap in reverse" for professional High Performance, Consistency and Results. ---Web: http://WorkOnYourGame.com/DrePhotos: https://drive.google.com/drive/folders/1RIakBrvuHNp5IuwQiaur1mdK9qrHqj2a?usp=drive_linkSocial:http://Instagram.com/DreBaldwinhttp://YouTube.com/Dreupthttps://www.facebook.com/WorkOnYourGameUniversityhttp://LinkedIn.com/in/DreAllDayhttp://Twitter.com/DreAllDayhttp://TikTok.com/WorkOnYourGameHost...

In 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 deep into the concept of setting an anchor using NLP (Neuro-Linguistic Programming) to help you consistently access a high-performance state—whenever you need it.Key Topics Covered:Introduction to Stephen Dale's approach and training backgroundBuilding a resilient and success-focused mindsetHow to set an anchor using NLP techniques for “Success On Demand”Practical tips to bring this mindset into your daily routineWhy Listen?This episode gives you firsthand experience of Stephen's coaching style, providing actionable insights to help you lock in success when you need it most. If you're ready to elevate your mindset and add another powerful tool to your sales strategy, tune in and discover how to get results on demand!Listen now and let Stephen guide you toward consistent success!Link to episode referenced in episode about getting out of the Summer Slump:Apple Podcasts: https://podcasts.apple.com/us/podcast/sales-training-close-it-now/id1465156828?i=1000662349816 Spotify: https://open.spotify.com/episode/47pGWz2eQvcPME4MiKvGVt?si=6bb4604b1c50493d 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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 fuels consistent growth and success.Key Takeaways:Why passion alone won't sustain your business without systems.The critical role of accountability in ensuring your systems are implemented.Practical strategies Tommy Mello uses to keep his team on track and his business thriving.How passion and discipline can work hand in hand to drive long-term success.Whether you're an entrepreneur, small business owner, or leader looking to take your company to the next level, this episode is packed with valuable insights you can apply immediately.Tune in now and learn how to fuel your passion with systems that work!You can sign up for the A1 Garage Door shop tour here --> https://www.tommymello.com/shop 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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 lead to measurable success.Insights on how top performers leverage their habits to shape their reality.The importance of consistency, self-discipline, and habit stacking in driving success.Key Takeaways:The future you want is within your control, and your habits are the building blocks to get there.Shifting your perspective on time can unlock greater productivity and focus.By focusing on the right habits today, you can design the future you've always wanted.Actionable Steps:Reflect on your current habits and identify which ones are serving your future goals and which are holding you back.Start small: Pick one habit to change or add that aligns with your long-term vision.Stay consistent and track your progress!Listen now to discover how you can harness the power of habits to shape the future you want.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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 homeowners say "yes"How top performers subtly use this knowledge to win more oftenWays to elevate your sales approach by unlocking this powerful mindset shiftReady to move from good to great? This episode gives you the tools and insights you need to level up your sales game and connect more deeply with every homeowner you meet.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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google LInk→ https://g.page/r/CbfnnDqTCwQdEAE/review

In 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 making the most of every moment, both in business and in life. This isn't just about sales—it's about how we connect with people, cherish our time, and leave a lasting impact.If you've ever wondered about what it really means to live a meaningful life, this episode is for you.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.Connect with Hook Agency: Here you can learn about the upcoming HVAC sales event and learn about all the services Hook Agency has to offer! https://hookagency.com/ Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!Google Review Here --> https://g.page/r/CbfnnDqTCwQdEAE/review

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 referenced in episode:https://thedecisionlab.com/biases/primacy-effectConnect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (Remember to leave a picture), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!

In 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 who continue to rely on outdated strategies risk becoming obsolete. Jay reveals practical steps to harness disruption as a competitive advantage, sharing stories of iconic companies that succeeded by rewriting the rules—and those that failed by clinging to the past.This episode isn't just for sales leaders or entrepreneurs, but for anyone determined to future-proof their career and build long-term success. Sam's expertise in sales and leadership is complemented by Jay's visionary approach, making this a conversation that will challenge you to rethink your own strategies and take immediate action. Tune in to learn why the future belongs to those who disrupt, and how you can start doing it now.Don't miss this game-changing episode packed with the insights and tools you need to disrupt your industry and dominate in the marketplace.Contact Jay Samit:https://jaysamit.com/Check out Jay's Art here--> https://www.instagram.com/jaysamit/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.Connect with Us:Website: https://www.closeitnow.net/Facebook: https://www.facebook.com/groups/closeitnowInstagram: https://www.instagram.com/therealcloseitnow/LinkedIn: https://www.linkedin.com/in/closeitnow/Subscribe & Leave a Review:If you enjoyed this episode, please subscribe to "Close It Now" and leave us a review on Google (include a picture if possible), our Facebook profile, or where you listen to this podcast. Your feedback helps us bring you more great content!