The primary focus of this podcast episode is the significance of energy, enthusiasm, and confidence in the sales process, particularly within the realm of HVAC sales. We delve into the notion that sales can be perceived as the transfer of enthusiasm from one individual to another, emphasizing the necessity of harnessing energy to effectively engage customers. Throughout our discussion, we elucidate the psychological dynamics at play, asserting that while logic may guide decision-making, it is the emotional engagement propelled by energetic interaction that ultimately drives sales success. We also address common misconceptions regarding personality types in sales, reinforcing the idea that any individual, regardless of their inherent disposition, can excel in this field by amplifying their authentic self. By mastering the modulation of energy during client interactions, we can foster a conducive environment for meaningful conversations, thereby enhancing the likelihood of closing sales.

This episode dives into the deeper technique of how to control the energy and intensity of an appointment. To have the ability to bring the energy up or down based on the situation is crucial in leading the customer into a buying decision. It is completely possible to change the intensity of an appointment.

In our exploration of effective sales techniques, I share personal anecdotes that illustrate the practical application of energy management during sales interactions. One pivotal moment recounted involves a sales appointment where the client initially exhibited a skeptical demeanor, influenced by their prior experiences with another HVAC provider. I describe how I recognized the need to recalibrate the energy of the conversation to foster a more collaborative environment. By intentionally modulating my tone and pace, I was able to shift the client's perspective, prompting a more engaged dialogue. This episode’s narrative reinforces the fundamental tenet that control over the energy of a sales encounter is not merely a tactic, but an essential skill that enables sales professionals to navigate varying client dispositions and to steer conversations towards favorable conclusions.

Takeaways:

• The podcast emphasizes the essential nature of energy and enthusiasm in the sales process, suggesting that these elements significantly influence the transfer of excitement from seller to buyer.
• It is posited that all individuals, regardless of their inherent personality traits, possess the capacity to excel in sales through the cultivation of their enthusiasm and energy levels.
• A critical component of successful sales is the understanding and addressing of customer needs, which necessitates the establishment of a strong rapport and effective communication between the seller and the client.
• The podcast underscores the importance of controlling the energy within a sales conversation, advocating for a measured approach that dynamically adjusts to the client's responses and emotional state throughout the interaction.

Links referenced in this episode:

• closeitnow.net

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.

All right, welcome back to the Close it now podcast.

My name is Sam Wakefield.

It is my honor and privilege to come to you and bring you all of the tips, tricks, hacks and all of that to boost your career so you can dominate your marketplace.

Today we're going to be talking about energy, enthusiasm, confidence.

What is sales?

Sales is the transfer of enthusiasm from one person to the next.

So we are going to talk about the energy required to make the sale.

Sales is such a fun, fun topic.

There's so much psychology to study, but you don' have to get into all that.

I do just because I'm a nerd and I love to study that stuff.

But one of the principles that I want to talk about today is there is a threshold of energy required in order to communicate accurately to the homeowner and get them excited about the project.

And it's based off the principle that, you know, logic is the steering wheel of any buying decision, but energy and emotion is the gas pedal.

How do we tap into emotion?

We tap into emotions through our energy.

Now, this is not saying it's funny because I just had this conversation with a homeowner in the house I was just in because, you know, there's a misconception in sales and just thinking about sales that.

Well, and raise your hand if you've heard this, if you've ever heard this as well.

I can't be a good salesperson because I don't have that type of personality.

That guy's a huge outgoing person personality or that that girl's a huge outgoing personality.

Well, of course they are good at sales because that's the type of personality they have.

And there's no way that I could do that because I have a different type of personality.

Well, I'm here to tell you that is absolutely not true.

It's not the case.

Any type of personality can be great at sales because there's also A thing, this thing called acting.

Have you ever seen these actors in a mov that just like this crazy awesome personality, but then you maybe see an interview like a late night talk show or something, and that's not at all who that person is.

And you're totally almost disappointed in who they really are.

But for the hour and a half or however long it was, you totally thought that was them.

There's situational types of things that you can do to become the person needed for that specific moment.

Now again, I am not talking about manipulation.

I'm not talking about becoming something you're not.

I am talking about becoming the best version of you.

I'm talking about becoming you times 10.

That is being your personality to the max.

Okay, so what is that?

What are we talking about there?

It's like my wife says, it's like chameleon.

Because a chameleon into the situation, you become that.

A good example is when you go to a baseball game versus going to a black tie formal affair dinner.

You're the same person who you show up to the event is.

That's the face that you put on for that event.

That doesn't mean you've become someone else.

That doesn't mean you've become someone you're not.

That same person can go to the lake and that same person can go to maybe a church service on Sunday morning.

You're the same person, but you show up with a different energy.

You show up with a different demeanor, you dress differently, you act differently.

And again, I'm not saying hide things or cover things up, but it's becoming the person appropriate for the situation.

So it doesn't matter what your personality type is.

Everyone can do this.

So it all comes back to what is sales?

It's the transfer of enthusiasm.

Do you have to be over the top, like waving your arms around crazy enthusiastic about stuff?

No, but there are some tips and techniques that you can, you know, you can use that will show some urgency in your voice, the rate of your words.

If you slow down and get a little more intense with the forced whisper, that's when you're being really serious.

So earlier in the day, so I just came off of today, I had two appointments closed them both in the house, installing both this week.

Boom.

One shot, one kill for each one.

Awesome.

That's closing it now.

So that's how you have to ask for the sale.

But there was a situation that arose in the first one I came to.

I was talking to the guy.

So here, let me give you a recap.

Of the sales call, call ahead.

Big three systems, the gate, you know, entry code for their gate.

Drive down the driveway into the house.

I walk up to the house and the guy meets me at the door.

And the first things he says is, now I have a maintenance plan with this other company and I've always liked them, but it's such a big ticket purchase for the system that's down that I wanted to get a comparable quote.

Okay, great, no problem, sir.

That's why I'm here.

How'd you find us?

So, you know, he's telling me how he found us, of course.

So I'm asking him some clarifying questions like, well, if you've had a great relationship with the other company, what is it you're looking for from us?

Well, he's like, well, I want to make sure that I'm getting the best value for my dollars and that the service, especially when it comes to the installation, because I've done some research online.

Raise your hand if you've ever had a client say, I've been doing some research online.

And so I've been doing some research online and everything says that the install is crucial when it comes to the life of a heating and air system.

Well, of course, sir, absolutely.

So then I go into the intro about our company and I'm going to do a specific podcast on the.

The key elements to an intro.

But so I go into our intro and then say, okay, here's our agenda for today.

To be most efficient and help you best, I'm going to, you know, look around the house.

I'm going to measure, including the attic, including the systems, I'm going to calculate the appropriate size for the space that we're looking at.

And he says, oh, yeah, yeah, we did that with the other company.

You know, the appraisal district says that's this square footage, but that's not true.

It's really about this much square footage.

So we already sized it.

Yeah, three and a half ton is the right size for that space.

I said, sir, I appreciate that.

And here's where I'm talking about with the seriousness.

I said, sir, we take this very seriously.

And I don't believe in guesswork.

So what I'm going to do is, and it's not going to take a long time, but because I don't believe in guesswork and I cannot function off of information that another company provided.

So I'm going to redo the calculations myself to verify in truth, that is what we need to look at.

And so if you're paying attention.

You hear me slowing down.

I lowered my tone of voice and it got very serious for a moment I said I don't believe in guesswork.

I'm not going to guess with this big investment that you're making here.

And then we moved on.

But in that moment you can control the rate and the tempo of your appointment.

And by doing that you can increase or reduce the level of seriousness.

And so from that moment forward in the rest of the appointment, I led the appointment, not him.

Also, he instantly changed the way that he was communicating to me from well here's what the other company already told me and I just need a price comparison to here.

And instantly he started asking more questions.

Well what do you think about this?

And here's what they said, what would you do?

And so it turned the corner from being just somebody there to drop off another bid and run into much more of a conversation of let's work together to come up with the right solution for your space.

Because obviously even though he said he was satisfied and okay with the previous company, something was missing or he wouldn't have called us to start with.

So always remember that when you're in a house they called you because there was a problem.

If they were 100% certain and satisfied with the company that they've been using in this kind of a situation.

If they were, if they were happy with them, they wouldn't even call you.

The phone wouldn't have even rang you wouldn't even have known they had a problem because the previous company would have taken care of it already, but they didn't and that's why I was there.

He called us because he had a problem.

In fact we were the only other company that he called which is awesome because he read we have a great credibility online.

He read our reviews and so I show up and just reaffirmed what kind of a reputation we have in the communication, in the skills.

You know, I've got the skills necessary to close it on the spot.

So of course we you know did high end communicating equipment as per typical and he's happy camper we're installing here here in a couple days.

So.

But the lesson is control the energy, control the rates.

Because where he kind of unpacking when I first showed up he was on a just a very.

I know what I'm looking for.

I just want to get priced this one thing and you know, I'm not really wanting to.

I'm going to sell the house in a couple years.

I don't want to invest A lot of money in this house.

And at the same time, because I talked to the other company, already had a good idea of what I was wanting to.

I recognized that and realized I had to get his energy down because he was in almost a combative type of, well, I called you out of obligation, but I do have.

Something is missing and that's why I want to talk to somebody else.

So I had to get control of the energy of the visit.

And by doing that and by bringing the tone down and slowing down the rate of pay.

And so that it was kind of, if you've seen like a wave, you know, it's kind of like the trough in the wave, the bottom.

That's where I took it down to.

But after that, when we started working together, I intentionally started just little by little bringing the energy up a little higher and a little higher and a little higher until we sat back down at the kitchen table to go over the options and so introduce those options as our philosophy is.

So if you don't mind, I'd love to show you everything that's available.

Even though I know you said you already are just probably interested in this one single stage system.

Let me show you everything that's available and explain to you how it operates and why it will benefit you.

Most importantly, why the benefits that are there.

And at the end of explaining that, he says, oh well, let's, let's see the price on this variable speed model, because that sounds a lot more like going to accomplish what I want to accomplish.

See all those problems you explained to me that a single stage has.

I have those and I don't want them anymore.

So let's look at the price on this others.

I don't even want to see a single stage system, even though when I walked in that's the one that he thought he wanted from the way the other company had explained things to him.

So it's a definitely lead the energy and explain things right and you have no idea where it's going to go.

And that's part of the fun part.

It's part of the mystery is by the time we sat down and I went through those explanation of the benefits of each system, my energy, of course, is ramping up and ramping up to where we ended up with the variable speed equipment.

And I'm like, great, we can install this week.

Does Thursday or Friday work better?

He says, Thursday, let's do it.

And that's how you close a sale.

But the lesson on this podcast is the energy.

You've got to Take control of the energy in a visit.

But also don't leave it down.

You've got to build it back up.

Because logically he knew he had a problem.

Logically, he knew he had to make a decision.

But also because this house, it's a big house with three heating and air systems, he's got some time.

He could call 30 other places, he could go through the process as many times as he wanted.

But he didn't.

Because I was able to answer all of the specific questions that he had in his mind of is the product a good product?

Is the company a good company?

Is the price a fair price for what he's getting with a great value?

And as soon as those three things were answered, he said, let's do it.

There's no need to shop anymore.

So that was the lesson for today.

You have to transfer the energy.

Because when is the best time to make a sale?

Right after you make a sale.

Because your energy is there.

You're in that moment of making a sale.

So the logical next step is for you to go out and make another sale.

So every sale you make, I challenge you.

Pick up the phone and call somebody else.

If you don't have a next appointment, find one.

Make a call because your energy is in the right place.

Every time you make a sale, it's the perfect time to do your follow up calls.

You're smiling, you're happy, you're in a great place.

People can hear it in your voice.

You're enthusiastic.

Enthusiastic.

And if you make just one more call every single day, I mean, if you make one extra call every single weekday that you work, on average, that's 250 work days a year.

Can you imagine if you just made one extra follow up call 250 times a year, what that would do to your numbers?

Just raise your hand and high five yourself for doing that.

That is going to make a wild difference in your numbers.

Make one follow call every one extra every single weekday.

I'm not even talking about weekends.

I'm talking about the weekdays that you work.

So getting rid of holidays and everything else, that's about 250 days a year.

What will that do to your numbers?

I challenge you.

Do that and let me know how it goes for you.

So that's the podcast for today again, so you can connect to us@closeitnow.net that is your location for all things closed it now join our Facebook group.

It's a community that we're building that is focused on positivity, focused on selling in this New age sales are not like they used to be in home sales, especially in the heating and air world, is not like it was five, six, seven, eight, ten years ago.

It's a different way of thinking.

In order to get new results, you have to use different words, you have to use different skills, you have to say things you've never said to to get the results you've never gotten before.

So let's all go to a new level together.

Join the Facebook community and we're definitely doing some coaching in there.

It's a great place you can put in your questions, get some support and yeah, just join the space.

So CloseItNow.net, that's gonna lead you to all things CloseIt Now.

If you got some value from this, share it with somebody.

Share it with your other sales associates.

Share it with technicians.

Share this Group Share this podC we are global in six countries now and growing by leaps and bounds.

So thanks for listening.

I will talk to you again soon.

Thanks for listening to Close it now with Sam Wakefield.

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