Today, we delve into the critical subject of combating burnout within the realm of HVAC sales. We elucidate strategies to sustain high energy levels and maintain peak performance amidst the inevitable pressures of the sales season. It is imperative to understand that overcoming a slump is not merely a matter of refining sales techniques but rather involves a holistic evaluation of one’s daily routines, mental well-being, and overall vitality. Throughout our discourse, we emphasize the significance of self-assessment and the need to recalibrate one's focus on physical health, spiritual fulfillment, and interpersonal relationships. By fostering a robust framework for personal and professional growth, we aim to empower you to navigate the complexities of sales with renewed vigor and purpose.

Life has its ups and downs, but you only succeed in sales if you have more ups than you have downs. Avoiding a sales slump is, therefore, of utmost importance to every salesperson. Not every day is a jolly day in sales. We all feel burnout. We sometimes feel complacent or uninspired. How do we get out of those situations and stay on top of our game? Believe it or not, none of this has anything to do with the mechanics of sales. Sam Wakefield explains why.

The Close It Now podcast offers a profound exploration into the often-overlooked phenomenon of burnout within the HVAC sales industry, a topic that resonates deeply with many professionals striving for excellence. Host Sam Wakefield, with his characteristic candor, delves into the myriad ways in which sales fatigue can manifest, particularly during peak seasons when the demands of performance are at their zenith. Wakefield’s discourse is not merely an exposition of challenges; rather, it is a clarion call for self-awareness and proactive engagement in one’s professional journey. He invites listeners to confront their feelings of complacency and self-doubt, encouraging them to reflect on the underlying factors that may contribute to a decline in sales efficacy. Central to this episode is the idea that maintaining high energy levels is paramount for success in sales. Wakefield elucidates the importance of a holistic approach to well-being, emphasizing that one’s personal health, relationships, and spiritual fulfillment are inextricably linked to professional performance. By examining one’s daily routines and emotional states, sales professionals can identify areas in need of improvement and enact changes that foster resilience and vitality. The podcast not only serves as a platform for sharing personal anecdotes but also as a resource for actionable strategies aimed at revitalizing one’s professional drive. In conclusion, this episode of Close It Now encapsulates a vital message for HVAC sales professionals: the path to sustained success is paved with intentional self-care and community support. Wakefield’s insights highlight that the journey to overcoming burnout is a collective endeavor, best navigated with the assistance of mentors and peers who understand the unique challenges of the industry. As such, this episode is an invaluable addition to the repertoire of resources available to those seeking to elevate their performance and reinvigorate their passion for sales.

Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more by but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Hey, hey, hey.

What's going on?

Sam Wakefield here with Close It Now.

Today we are talking about a really important topic.

What do you do when you start to feel burnout?

How do you keep your energy high?

How do you stay on top of your game when you, you get in the middle of the season and just get overwhelmed, you're like, oh my gosh, there's so much is going on.

And then it seems like all of a sudden you hit this slump.

You're not selling anything.

You have this just kind of overall overarching idea of you know what, I'm just feeling kind of complacent.

I don't care if I make the sale or not.

You're just going through the motions.

Raise your hand if you've ever felt like that.

Does that resonate with anybody?

That' that we all experience from time to time.

And I'll tell you in perfect transparency, I just been going through that a little myself.

So what do you do to come out of it?

What do you do to maintain that high performers energy?

What is it?

And to be honest, it has nothing to do with the mechanics of sales, but it has everything to do with everything else.

So that's what we're going to cover today.

How do we keep the energy high?

How do we stay a top performer in this industry that we call sales?

So again, Sam Wakefield here.

First of all, huge shout out to everybody who listens to this podcast.

I know that there are lots of people all over the world who tune in and thank you so much for that.

If you haven't already, go check out our Facebook page.

You can get a link straight from the website, which is closeitnow.net the very first thing you're going to see is a link to go join the Facebook page.

Something to think about.

I've been doing a Q and A Friday.

So if you have questions, if you have thoughts, whatever you're struggling with and maybe an objection you keep coming up against or the same type of issue you keep coming up against.

Jump in the Facebook group.

Every week I put up a post that is a place to put in your questions for that week's Facebook Live video.

Then what we do is go through and answer all the questions.

And if you jump on live, you can ask the question live and we can have an interaction, get a real time response.

So do that.

It's a fun place to interact and it's a great community.

It's a great place.

There are a lot of top performers in there.

There's a lot of wisdom and knowledge and experience in that group.

So go join the group.

We're building a community of people who are changing the world one heat stroke at a time.

Changing the world one frostbite at a time.

Men and women in this industry who are crushing it every single day and out there making a difference.

But back to the topic.

How do we stay on top of our game?

What do we do to maintain that?

You know, I had a call from one of my coaching clients recently that says, man, I'm in the slump.

I don't know what to do.

I've gone.

I was killing it for months and months, but now I'm just like two or three weeks of just.

It's like, I can't sell anything.

Not selling in the house.

Nobody's calling me back, what's going on?

So you have to start doing self evaluation.

When we're thinking about this, remember the old saying, when is the best time to make a sale?

Right after you make a sale.

Why is that?

The reason is your energy is high.

You're pumped up, you're excited.

You walk into that very next appointment right after you've made a big sell.

And what happens?

It's more of taking an order.

You assume that they're gonna buy from you too.

And just your energy all the way through the visit.

And what happens that basically at the end of the visit, like, all right, let's do this, let's go.

Because your energy was already there.

Remember, your energy introduces you before you ever knock on the do.

For it's so, so true.

That's why you have to be in the right headspace.

When we do sales, we have to be almost bipolar.

It's like, even if you have a failure, you have to be able to mentally reset and go into the very next appointment, assuming that you're going to make the sale and visualizing that you're going to make the sale.

Knowing that you're going to make the sale.

And so that's kind of the initial part of it.

But how do we self evaluate?

How do we figure out what's going on and what's causing us to be in the so called slump?

Well, start with your daily routine.

When this guy called and huge shout out to Nathan cause you were crushing it again.

But we did a what a 10 minute tune up call and it got you right back on your game.

It's what happened, you know, he calls in 10 minutes, one 10 minute call and he's crushing it again.

So just basically starts with asking yourself, what is my daily routine like?

What did I feel like when you were doing one at the very top performance?

What did I feel like when I was doing my top performance?

Think about that and then look into your day.

Start to ask yourself, is something changed?

What is going on at home?

Is my home life okay?

Relationships with my spouse or my partner or my significant other, is that okay?

Or relationships with kids or adults or family members, friends, are those relationships okay?

Because you have to remember our whole sales is just the, the bas, basically the transfer of enthusiasm.

If your whole psyche, your mental state is a wheel and every single one of the different elements of your life are spokes on that wheel and something starts to suffer, your wheel is basically like that spoke shortening and your wheel is going to get lopsided and start to clunk along, not running smoothly.

So start with your relationships.

That's a great place that can affect your sales life even if you don't think it is.

The next place to start to evaluate, look into is your spiritual journey.

Now that looks different for everyone.

But I guarantee you there's some element of spiritual journey that you are experiencing.

If it's just a lot of people get their spiritual fulfillment through personal growth.

Obviously a lot of people go to whatever church or synagogue or temple that you worship at, connecting to source, whatever it is, make sure that, that you are okay in that level.

If you're struggling there, that can bleed over into the other elements of your life, including your sales.

Next thing to look at.

Your physical health is crucial to maintain the pace that we have to maintain.

When you're a top performer in a sales industry, how is your nutrition?

That turned out to be one of the main things that was caused my friend, my client Nathan, to get him off his game.

You know, we start asking, okay, what were you doing then when you were crushing it?

What are you doing now?

Are you going to the gym like you used to?

Are you Exercising.

How's your nutrition?

Turns out, no, you know what?

I've been eating a lot more fast food because of the nature of just trying to get to places and I haven't been to the gym as much, so I've just felt sluggish and gross.

Okay, great, we figured it out.

Boom.

Get yourself back in the gym, start eating better and see what happens.

Call me in a week.

Sure enough, he texts me.

A few days later, Bam.

It just closed.

A $26,000 sale right at the table.

Thanks so much.

That's totally what happens.

That's what happened to me.

I got into the season this year.

I was doing amazing.

Doing amazing.

Doing amazing.

Top sell, top sell, top sell.

Boom.

Slump hits.

Start looking at my, evaluating my life, doing this very same exercise.

What happens?

Well, I wasn't in the gym like I was before.

I wasn't focusing on my nutrition like I was before.

So.

Because if we truly respect ourselves and we love ourselves, you have to treat body like a freaking formula one race car.

You don't give it the crappy fuel, the bottom end fuel, petrol or gasoline from the gas pump.

You give it the top end.

You gotta do extra things to take care of that race car.

Your body is that race car.

You have to have a mental routine, you've got to have a physical routine, you've got to have a spiritual routine, you have to have a relationship routine in your life to maintain that top performance.

You cannot expect to feel like a million buc if you're eating from the dollar menu.

And that is just the truth.

So remember that if you are going through a slump, if you're experiencing any of that, you've got to self evaluate, you've got to go through all of the checkpoints in your own life that are going to keep you at the top level.

And now what I've done for years is I've had a coach, I've had a mentor, I've paid people lots and lots and lots and lots of money to have a weekly or bi weekly call or however often it is just depends on the coach to help keep my mind as in my mind and my energy, my focus where it needs to be.

You know something I've noticed with the COVID 19 crisis that is sweeping across the world that so many people are experiencing complacency.

They're experiencing the you know what, I just don't know if I should really care anym type of feeling or I just don't feel like it's so hard to get out of bed and Even try because what's the point?

Raise your hand if you've had that, those feelings start to creep in with you.

That is something that has affected all of us.

It's kind of like throughout the entire week you've got the Friday afternoon feeling, could be Tuesday, mid morning and you just have that moment of, you know what, screw it, let's go have a beer or whatever it is.

But that is so dangerous to slide into that mindset.

What we have to do to maintain top performance level are all the things we talked about.

You've got to maintain your health, you've got to maintain your spiritual journey, your relationship journey.

You've got to maintain your physical activity.

I don't care if you're not exercising now, if you've never exercised, I guarantee you do something every day that'll make you sweat.

If it's going for a walk, if it's doing a few push ups and sit ups in the morning, start somewhere and get yourself exercising.

Every little thing you improve in your life, even if you don't think it relates to sales, will increase your sales.

And it's just how it works.

So that is my message today.

I know it's a little shorter one than we typically go through, but that is, it's crucial, it's important that we do this.

You've got to maintain all of these things.

You know, that's what I do with all my coaching clients.

A big part of what we coach on is helping everyone break through their own mental barriers that would keep them from believing that they are a top performer.

Now, because we all have at some point that imposter syndrome that comes in and says, well, you know, I'm good at this, but I'm only at this level.

That person, jeez, they're super top level.

I could never do that.

I mean that's.

Raise your hand.

Is that a thought that's ever creeped into your head?

And it's okay if it is because that's perfectly natural.

It's human.

However, that is a mental block that will keep you from achieving that next level.

And so that's something we work through, you know, in our coaching program, that's something we help people through.

And you can do it yourself.

I mean, find you a mentor.

Anyone, any life coach, any performance coach can help you break through those barriers and break through those limiting beliefs that are keeping you from resetting your thermostat to that higher temperature is your goal is to be the thermostat in the room, not the thermometer.

You don't walk into a room and sense the energy and adjust to that.

You walk into a room and you're the one that is setting the temperature of the room.

You are setting the energy in a room and that is every room you walk into.

And if you're a top performer and you're functioning in a high vibration of all of the different elements of your life, if you're functioning in a way that, that you know that there's nothing you could do today that's going to fail and you go out there and you know that it's going to be a success, what would you do?

And if you function with that belief system every single day, that's you're going to become a top producer.

There's no way around it.

You will just become that.

Because your belief system is I'm a top producer.

Your actions will follow and the results will follow.

So find, find someone who can coach you into that if you're not there yourself.

And it's okay to admit that, man, I haven't been able to do this myself.

I need to find somebody.

It's worth the investment on yourself.

Find someone who can help you get there.

That is a huge part of what I do with my coaching program.

If you want to know more about that, reach out to me, samloseitnow.net, shoot me an email and we can talk about getting you to that top level.

Or find a life coach or performance coach near you.

If you need to see somebody in person, absolutely.

But find someone who can help you get past your limiting beliefs.

Because what is keeping you from being a top performer is only in your mind.

So that is my message for today.

Sam Wakefield here signing off.

This is the Close it now podcast.

Thanks for tuning in.

Go check out the Facebook group, you can get the link@closeitnow.net Cheers to everyone around the world that's listening.

We're in the right in the middle of the summer season in the northern hemisphere and I know you're in the middle of the winter season in the southern hemisphere.

Everyone, you go crush it.

I will talk to you again soon.

Thanks for listening to Close it now with Sam Wakefield.

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