The primary focal point of this inaugural episode of the "Close It Now" podcast is the assertion that the foremost sale one must execute is the sale of oneself. We delve into the critical necessity of self-belief and self-affirmation as prerequisites for achieving success in the realm of HVAC sales. As we embark on this auditory journey, we will explore the foundational principles that fortify one’s capacity to engage effectively with clients, thereby enhancing sales performance. Throughout the discourse, I will share insights garnered from my extensive experience in the HVAC industry, emphasizing the importance of personal growth and proactive engagement in overcoming professional challenges. Join us as we navigate these pivotal themes, fostering a community of like-minded individuals dedicated to excellence in residential HVAC sales.

In this episode we talked about the most important sale that has to be made to close any and every project. This episode also covered some of the topics that this podcast will be about and also is a welcome and introduction.

Takeaways:

• The inaugural episode of the Close It Now podcast emphasizes the necessity of building an impeccable reputation in the residential HVAC sales sector.
• Listeners are encouraged to develop a profound understanding of customer needs to enhance sales efficiency and effectiveness.
• The primary focus of the podcast is not solely on increasing sales but also on personal growth and becoming a credible expert in the HVAC industry.
• A key principle discussed is the importance of 'closing it now', which refers to securing sales on-site during initial client interactions.
• Listeners are urged to engage in self-reflection prior to sales appointments to ensure they project confidence and competence as sales professionals.
• The podcast highlights the significance of continuous personal development as a means to improve sales performance and client relationships.

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 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.

Okay, here we go.

Welcome to the first, very first episode of the Close It Now H Vac sales podcast.

My name is Sam Wake Field and it is my privilege to welcome you in this podcast.

You are going to.

We're going to have ongoing conversations about just that.

H Vac sales, residential in home sales, how to crush it in the marketplace.

And so I wanted to start this for several reasons.

One, there's a huge need for this training, especially in the podcast arena.

There's.

I could not come across a single other podcast.

So if you would like to make a recommendation or a referral for some other training for H Vac sales, I would love to hear it.

You can email me@samwakefield.com and yeah, let's have a conversation.

But so for this podcast I want to cover, let's start with the basics.

We are going to start with the very first sale that ever has to be made before you can sell an air conditioner.

So we'll get to that.

So hang tight, stay tuned.

This is going to be a wild, wild ride with this podcast.

So the other thing that's kind of interesting, I realized the perfect time for me to record these is going to when I'm not doing interviews.

Because we're going to have some rock star interviews.

And I will tell you, I will never ever have anyone train in this podcast that is not at least a million dollar a year sales person or higher.

And that's my guarantee and my promise to you.

It's a little bit of my background.

I have been a six figure earner, a million dollar salesperson in the H Vac industry and home performance industry for the last decade.

I have literally closed in house on the spot on average.

Let's see, so some of my numbers we do at least 50% as highest in communicating equipment after year.

One of the key principles and things about the sales system, the Closing now sales system is Closing it at the table, Closing it now.

You know how many times does your sales manager, the owner of the company, or if you're the owner of the company, you go out on a sales call and you're sitting with the client and you leave and you're like, man, I wish I could have just closed it now.

And I've totally been there.

And that is one of the principles of the Close it now sell system is we're going to talk about how to do just that.

So ongoing conversation about tips and tricks to be able to close the sale on the spot.

Everyone that is closable will close them.

And that's fun because you can literally take people from first date to marriage for 20, 30, 40, 50, $60,000 projects and more in less than an.

And it's just mind blowing when you really consider that that's exactly what we're doing every single time we go into a house.

So one of the things that I work on with my team is one always how to have a higher ticket price with your sale and how to close it right then.

So the principle we're going to talk about today, so let's dive right into the meat.

And so also just a super quick blurb, I have started the Close It Now Facebook group.

So go join the community.

So I'm going to make sure that it's searchable under Close It Now.

So the Close It Now Facebook group is a place for if you're the H vac sales rookie, if you are the seasoned professional, if you want to just get better, you just want to find a support group, a community, because as you know, there are not a lot of people in the world that are like us.

We are out there doing the grind.

I mean, if you've ever walked into a sales call at midnight or 1am Then you know who what I'm talking about.

If you have your wife has ever said, or spouse or husband or.

And I definitely want to welcome you ladies to this call or to this podcast.

If you are a female in the H Vac sales industry, I freaking love it.

So welcome.

We need more women salespeople in this industry because I know that you absolutely will crush it and tear it up.

So, but yeah, so if your partner has ever said, okay, well, so like my wife, a good example for the last several years, she said, okay, I'm the air conditioning widow.

It's the May again.

Because we, we live in Austin, Texas.

It's May again.

I guess we'll see you in October.

And so if you've Ever had that kind of a conversation.

This call is this podcast is for you.

If you are wanting just increase your sales.

You want to double your ticket item, you want to sell a million, 2 million, 3 million.

These tips strategies that we'll cover will accomplish that.

So let's dive into some meat and potatoes of today's podcast.

The very first sale that you ever have to make is yourself.

You have to sell yourself on the idea that you are a salesperson, the idea that you are a top earner, the idea that you are the expert walking into the house.

So I have a question for you every single time before you go into a sales appointment.

One is what do you do to prepare?

How do you mentally prepare as you're walking into appointments?

There's a question I always ask myself every single day.

It's would I buy from me, would I buy an air conditioner from me?

Would I buy any, anything that I'm selling, anything that I have to say, would I buy that from myself?

Would I buy it from me?

And if I wouldn't buy from me that day, I go, I stop and go get my mind right.

Because if I'm not going to buy for myself, I know no one else is.

See, in order for things to get better, we have to get better.

I have to get better, you have to get better.

Jim Rohn, he was a fantastic, amazing trainer and motivational speaker and just personal growth thought leader.

And he used to say that for things to get better, you have to get better and for things to improve, you have to improve.

So become.

The objective is always to grow yourself first.

Because as you focus on growing yourself first and becoming someone worth buying from, the second you raise your level is the second that your clients are going to understand that you're more valuable and they will literally throw money at you because of the person you are, not even necessarily because of what you're selling.

And that is a proven, proven fact.

I've proven it.

My team has proven it.

Because my day job is I'm a sales trainer and sales manager, senior project manager for one of the number one air conditioning residential add on replacement companies here in Austin, Texas.

And my team proves that every single day, every single time someone gets into a slump, the very first question I ask them is, okay, what are you doing to grow yourself right now?

And the answer always comes back to be, well, I'm not, I'm like, well, when did you read the last book you read?

Or when did you jump on an audiobook and listen to an audiobook or a Podcast or watch a TED Talk.

When did you grow yourself last?

And the answer always happens to coincide with when their slump started.

And I say, okay, here's our homework.

Very first thing you have to do is and I make a recommendation or I have them find something, I start to grow yourself now.

Start right now, immediately.

And as you start to grow yourself, your energy changes, your positivity changes, and your clients will absolutely feel that they can sense it, that you are on the positive side of things, and they will buy from you.

And it changes every single time.

The way to overcome and get out of a slump is to get into action.

Getting into action increases your energy and it always overcomes the slump.

So this is, let's see, what is today?

This is May.

So this is May 22nd.

And here in Austin, Texas, it is starting to pick up business like crazy.

So whatever part of the country or the world you are in, when is your summer?

Let me know.

Email me in, let me know.

Let's have a conversation.

Join the Facebook group.

And let's talk about that because we are fixing to start to get into a lot of activity with that activity.

You can choose to let it drag you down if you're in a slump or be positive.

The positivity will change everything for you.

And if you're in sales and you're a top performer, you know this.

If you have been through phases, it seems like your sales have gone up and down over different seasons.

I would be willing to bet if you were to look back and track that some, you're going to realize that that's exactly why.

And when your mood and your energy changes, that's it.

You know, you hear Tony Robbins talk about working with Andre Agassi or some of the top athletes, that's exactly what's going on.

They get into a slump and he'll have them visualize what it felt like when they were at the top of their game.

What did it feel like as a champion?

And when you can visualize what it feels like as that champ, establish some sort of mental.

And we're going to talk about that in these podcasts.

But how to establish that kind of mental trigger to get your energy into that place.

As you walk into every sales appointment, there's a really famous quote by Winston Churchill.

Success is moving from failure to failure with no lack of enthusiasm.

And that is so true when it comes to being a salesperson in the H Vac industry.

You have to expect every single time you knock on a door that it's going to be a sale and it's going to be a close, but not get disappointed when every single one doesn't close.

Show me a person in this industry with 100% close rate and I will show you someone who's not putting their opportunity in front of enough people, they're not seeing enough people because no one will buy every what's going to close 100% of the time.

Now there are lots and lots of numbers of some amazing numbers, you know, 50, 60, 70% closers in the industry, which is amazing and it's awesome and I love to see that, especially when the industry average is 30% close rate.

So I want to know where you fall, where is your current numbers?

Because if you don't measure it, you can't manage it.

I guess the first question there would be do you know what your numbers are?

Do you know what your close rate is?

Do you know what your average sales is, your average ticket price?

All these things you need to know where your lead source is coming from.

Because as you start to measure things, you can manage it.

And just by the sheer fact of measuring something, it will improve.

And that's absolutely proven in lots of different studies that have been done.

So I'm going to wrap up this podcast.

Thank you for hanging out with me.

One of the fun things that I realized is to just start this podcast because we've gotta start somewhere.

And also you may hear traffic in the background because if you're like me, you get a lot of road time.

So I'm recording this bopping around, cruising around the city of Austin, Texas and where are you in the world?

Let me know where you're listening from.

Do you travel and do sales?

Do you do sales from behind a desk?

Are you in home?

How do you do it?

And do you have to drive your own vehicle or is it a company vehicle?

So let's start the community.

Let's have these conversations because it's a lot of fun and we will work together to improve each other.

So I'm signing off now with episode number one in the books and lots, lots more to come.

I will talk to you soon.

Thanks for listening to Close it now with Sam Wakefield.

Subscribe to the podcast now so you're first to hear new episodes.

Jam packed with actionable tools and tips to make you the top H Vac professional in your market.

If you have friends and colleagues who would like this show, share it with them and send them to our Facebook community for more in depth discussion about the challenges we all face and how to overcome them on the Close it now podcast.