Podcast
Sales Training. Close It Now!
Hosted by Sam Wakefield · EN
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.
35episodes
Episodes
Newest firstAll episodes
Why Sales Feels Hard — And What No One Ever Taught You About It
Jan 2300:37:45Tap to summarizeWhy Sales Feels Hard — And What No One Ever Taught You About ItIf 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/@CloseitnowsalesLet’s ConnectWebsite: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: 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.
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How Damon Lilly Built a $2.2M HVAC Company in 12 Months
Jan 1300:58:52Tap to summarizeEpisode TitleHow Damon Lilly Built a $2.2M HVAC Company in 12 MonthsOpening 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/@CloseitnowsalesFinal 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.
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Sales 101 Ep 4: How to Present Price Without Pressure
Jan 700:29:50Tap to summarizeSales 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 decisionsResources & 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/reviewLet’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.
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Sales 101 Ep 3: Why Price Isn’t the Real Reason People Don’t Buy
Dec 2600:26:04Tap to summarizeSales 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/indexResources & 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
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Sales 101 Ep 2: Curiosity Before Conclusions
Dec 1900:25:52Tap to summarizeSales 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/indexResources & 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/reviewLet’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.
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From Sawdust to Sales: Brian O’Boyle’s First Year in HVAC
Apr 25, 202501:14:37Tap to summarizeAfter 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📚 Recommended Reading:The Ultimate Sales Machine by Chet Holmes🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA🔥 Tickets are 50% off through the event!👉 https://www.closeitnowbootcamp.com💳 Payment plans available: https://www.closeitnoweasypay.com📲 Let’s Connect:Website: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Facebook Group: https://www.facebook.com/groups/closeitnow⭐ Enjoying the show? Leave a review and help others grow.👉 https://g.page/r/CbfnnDqTCwQdEAE/review💡 Final Thought:“You don’t need decades of experience to succeed in sales.You just need belief, support, and the guts to start.”
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Episode 4: Transferring Certainty
Apr 23, 202500:30:44Tap to summarizeTransferring 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📚 Recommended Reading:The Ultimate Sales Machine by Chet HolmesA masterclass in sales, systems, and becoming a true professional in the field.🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA🔥 Tickets are 50% off through the event!Step into the version of you who closes with calm confidence.👉 https://www.closeitnowbootcamp.com💳 0% interest financing available: https://www.closeitnoweasypay.com📲 Let’s Connect:Website: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Facebook Group: https://www.facebook.com/groups/closeitnow⭐ Enjoying the show? Leave a review and help others grow.👉 https://g.page/r/CbfnnDqTCwQdEAE/review💡 Final Thought:“People don’t buy products—they buy belief.And belief starts with how you show up.”
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The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your Pipeline
Apr 18, 202501:11:51Tap to summarizeThe 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🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA🔥 Tickets are 50% off right now through the event!No code needed. Grab your seat and invest in the version of you who closes with confidence.👉 https://www.closeitnowbootcamp.com💳 0% interest financing available: https://www.closeitnoweasypay.com📲 Let’s Connect:Website: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Facebook Group: https://www.facebook.com/groups/closeitnow⭐ Enjoying the show? Leave a review and help others grow.👉 https://g.page/r/CbfnnDqTCwQdEAE/review💡 Final Thought:"You don’t need a complicated close—you need one moment of trust, done right."
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Episode 3: Energetic Awareness & Emotional Leadership
Apr 14, 202500:27:21Tap to summarizeEnergetic 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🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA🔥 Tickets are 50% off through the event!Buy now and lead the version of yourself who closes with calm, confident energy.👉 https://www.closeitnowbootcamp.com💳 0% interest financing: https://www.closeitnoweasypay.com📲 Let’s Connect:Website: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Facebook Group: https://www.facebook.com/groups/closeitnow⭐ Enjoying the show? Leave a review and help others grow.👉 https://g.page/r/CbfnnDqTCwQdEAE/review💡 Final Thought:“You don’t lead with what you say.You lead with how you show up.That’s emotional leadership. That’s energetic awareness.And that’s what separates amateurs from pros.”
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Sales Success Isn’t Luck: You Don’t Rise to the Occasion, You Fall to Your Training with Doug Wyatt
Apr 11, 202501:43:31Tap to summarizeMost 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🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA🔥 BOGO tickets extended through the event!Buy one ticket, bring someone who needs to grow with you—for FREE.Reserve your seat now: https://www.closeitnowbootcamp.com💳 0% interest financing available: https://www.closeitnoweasypay.comConnect with Doug: https://www.synergylearningsystems.net/📲 Let’s Connect:Website: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Facebook Group: https://www.facebook.com/groups/closeitnow⭐ Enjoying the show? Leave a review and help others grow.👉 https://g.page/r/CbfnnDqTCwQdEAE/review💡 Final Thought:"You don’t rise to the occasion. You fall to your level of training."If you’re ready to stop winging it and start winning consistently—this is where it begins.
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