The central theme of this podcast episode revolves around the pivotal importance of one's belief system in the realm of sales, particularly within the HVAC industry. We delve into the profound impact that confidence and self-belief exert on sales performance, asserting that the six inches between one's ears can determine success or failure. Through real-life examples, we illustrate how a shift in mindset can lead to dramatic changes in sales outcomes, emphasizing that it is not merely technical knowledge or market conditions that dictate success, but rather the unwavering belief in one's ability to solve customers' problems. We challenge the prevalent notion that hard work alone guarantees success, positing instead that working smarter, coupled with a robust belief in oneself, can yield greater results while simultaneously enhancing personal life quality. This episode serves as an invitation to embrace a transformative perspective on sales, encouraging listeners to cultivate their belief in their capabilities to foster both professional and personal fulfillment.

Whether you think you can, or you think you can’t — you’re right. Henry Ford.

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The discourse presented in this episode of the Close It Now podcast elucidates the paramount significance of one's belief system within the realm of sales, particularly in the HVAC industry. As Sam Wakefield articulates, the essence of successful selling transcends mere technical knowledge or the intricacies of product details; rather, it resides within the individual's conviction in their own capabilities. This episode explores the concept that one's mindset, specifically the six inches between the ears, is the crucible of success in sales. Wakefield emphasizes the necessity of cultivating a robust belief in oneself, positing that the confidence to present oneself as a problem-solver is what distinguishes exceptional salespeople from their mediocre counterparts. Through illustrative anecdotes, including a profound reference to the film 'Catch Me If You Can', the narrative reinforces the idea that belief, when deeply ingrained, can transform one into an effective influencer within their market.

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 H Vac residential sales podcast.

My name is Sam Wakefield.

Today we are talking about the single most important thing in sales.

It has to do with the six inches between your ears.

It is your belief, your belief system.

That's what we're talking about today.

I have a.

There's real life examples that we're going to talk about of exactly how it changes and how it changes so dramatically, quickly with your sales.

It's just mind boggling.

So that's what we're going to be talking about today.

So stick around.

Thank you to everyone who's listen.

This podcast is growing like crazy and it's freaking awesome.

So I love that you're part of this community, this growing tribe of enlightened H Vac salespeople.

Because did you know there is a common misconception in our industry that you have to work like a freaking dog.

You got to get in the grind, you got to get in the hustle, you got to do the 80 hour a week thing to make massive income.

And that's just not true.

You did, you know, you can work less and actually make more and that's what we're talking about.

You can have the family life and you know, stick around for your kids birthday parties and those kind of things.

At the same time, you don't have to disappear for an entire season every year and not ever see your family.

And so that's a big part of what we're talking about.

There is a way to get in the flow of talking to the right people, having the right conversation, connecting to the right people so your sales increase, but you can still create the life that you want.

And so that is what this community is all about.

We are breaking the mold of the traditional.

You've got to work your face off to make any decent amount of money.

So thank you for joining us.

If that resonates with you stick around because there's going to be a lot more content like that coming.

So today we're along those lines.

We were talking about belief system.

There's a quote that I absolutely adore.

It's from Henry Ford and I'm sure you've probably heard it before.

If you haven't, this would be the first time.

But it's a famous one.

But it totally applies here.

Whether you believe you can or you believe you can't.

You are right.

It all has to do with your belief system.

There's not a single successful person in any type of sales ever who would tell you otherwise.

Every single one will have that would tell you this same conversation.

Every sales trainer on the face of the planet, any coach on the face of the planet.

It all comes down to belief.

The difference.

I was joking with somebody recently, but it was not really a joke because I truly believe one of the very best sells movies to get this, to get this concept.

Best movies that you can watch is Catch Me if youf can remember that Leonardo DiCaprio in that movie, the.

The whole thing is about, you know, it's.

He's a con man.

He becomes somebody else and gets paid at whatever level that he is, you know, quote unquote impersonating that person.

If it's the airline pilot, if it's the doctor, whatever it is, he did it.

And the craziest, coolest part is that's based off person.

A real true life person.

When I was in college, I was part of a leadership group that we used to bring in speakers every year for an annual speakers series.

And the man that actually that movie was based off of, he came and was the speaker one time and it was mind boggling that one that any of this was even possible.

You know, most people, their comment on his talk and just the life he is, excuse me, their comments on the life he led is much more of disbelief that he would have the actual cojones, if you will, the intestinal fortitude, the guts to actually do that, to step into those roles.

And then he would actually have the guts to just tell people, hey, I'm a doctor when he's not a doctor or I'm the pilot when he's not actually the pilot.

But beyond that, the more important lesson here is he was so convincing because he believed it himself in that moment that everyone else did.

And there was not even a question of if he knew what he was doing or not.

Because his confidence and his belief was at such a level that it just happened and when we break it down to the bottom line, he was thousands and thousands and thousands, hundreds of thousands of dollars in checks as if he was that.

Now let's unpack this a little bit.

What is the difference between a wildly successful salesperson and a mediocre salesperson in our industry?

Is it because they know more details about subheat and subcooling and superhe and airflow and all the details of how the system performs and it's got, oh, it's variable speed action and all of this stuff?

Absolutely not.

Do you think it has to do with the fact that, well, maybe they were, you know, came from, they're in a city versus the country?

Absolutely not.

Does it have anything to do with the fact of population density?

Or maybe they work for a brand new company or a company that's got a 40 year reputation?

Absolutely not.

It has everything to do with the fact that they walk in belief that they are a great, excellent salesperson.

They believe that they have the solution to people's problems.

They're looking for people who say, you know what, I need someone to solve this for me.

And they match the client's problem problems with what they offer as a solution and tie it together with a nice little bow that just happens to look like a heating and air system with all of the accessories and all of the duct work solutions and all of that tied in one nice package.

Does this make sense to anybody?

Raise your hand if this is making sense to you, because here's what it is.

And so the real life example, there's a couple of them.

I personally live this.

I can the times in my life and in my career when I maybe wasn't doing so good.

It had totally to do with my belief system.

I would start getting into the comparison game.

Well, oh, so and so is selling better than me and all of this is going on.

Maybe their situation is different.

Maybe all of you know, these things have changed.

And then what would I do, how I would get out of that?

I would say, you know what, I've got to get my state back to a peak state.

As if you're a fan of Tony Robbins.

You know, he talks about peak state performing in that level of okay, how do you capture that peak state?

What do you need to do to get there?

And that's kind of like that moment of after you make a sale, how you have that giddy feeling.

You've got that moment of just, oh my gosh, I can conquer the world.

So I would, I would find books or watch a Ted Talk or a podcast, or go have lunch, buy lunch, somebody that I knew was really successful and just let them, you know, let that energy feed off of them and just lift me back up to where I needed to be.

And then over time, of course, I've learned to be able to.

It's called anchoring.

I've learned to be able to even.

No matter what is going on in the world, you become skilled at this because this is how the wildly successful salespeople in our industry, in any industry, industry, this is how wildly successful people always seem to perform at their peak potential when it's needed.

Sports.

People in sports, anything, it doesn't matter what you're doing.

You've recognized how you feel emotionally, how you feel with your mindset, your attitude, your level of happiness, all of those things in your physical self, and you can recall it at a moment's notice.

And by doing that, what happens there is you set everything else in the world that's going on aside.

You're going into this appointment and you say, okay, I am.

The two most powerful words in language is the I am statement.

Because that you're literally saying whatever you say after that, you're becoming so.

I am a closer.

I am a top performer.

I am whatever you need to overcome.

I am the top salesperson in my company.

I am the person who always serves others.

I am the person who brings home the big checks.

Whatever you need to say there.

But talk to yourself.

Talk out loud to yourself, because you've got to get the belief into yourself, because it's not just enough to think it.

As you're speaking the words out loud, you hear it in your mind, and it goes down into your subconscious because you're programming yourself to be.

That's exactly what he did in the movie.

He's like, hey, I'm a doctor.

Okay, he's a doctor.

I'm a pilot.

Okay, he's the pilot.

And so a great, great example, a friend of mine, she was having one of the worst slumps I've seen in probably in years.

And I love this answer.

She's a rock star.

Everybody knows.

She's got all the skills and the personality to just crush it.

Having a horrible slump just yesterday.

Closes three huge deals in the same day.

Just boom, boom, boom.

I called her up and I asked her, what changed?

What's different?

And she says, I got a new pair of boots and new earrings.

And I was like, oh, my gosh, that's the perfect woman answer.

But at the same time, that is the perfect answer.

And here's why.

Because it has to do with confidence, which feeds to belief.

It puts you in that moment of I can accomplish anything that I set my mind to.

I can accomplish whatever I want.

And with that, that is so perfect because now she's proven it and so there's no more excuses of, okay, I can't this.

Because you can.

If you do it once, you can do it anytime.

And so that happened.

And I know that's a, you know, example with a female.

And most of my listeners I know are of course going to be.

Or men.

Right?

You know, we're guys, we're out there doing the thing with our, you know, in our, in our job, in our position, but it's the same thing for us.

How many times has it been when say you've got a haircut or you, you get a new shirt, you get a new truck, you buy a watch, whatever, you get a new motorcycle, whatever the thing is, and you feel like you're on top of the freaking world.

There's nothing that I could do right now that would fail.

It has nothing to do with any outside circumstances that have changed.

It has everything to do with how your attitude is.

And you know, at that moment, you pick up the phone, you could literally, because we're achievers, you are sales freaking professionals, you dock dominate your market.

You know, in that moment, it doesn't matter who you're talking to, you pick up the phone, they're buying from you.

Or it's like when you're on call and you go out to a House at 9 o' clock at night on a Friday night, and they've scheduled that, you know for a freaking fact, you're not leaving the house until you get a signature.

And that's how I roll.

And I know that's how you roll too, because.

And what, what happens?

You always get a fre.

If they're having me out at this time of night, I'm getting a signature no matter what.

Well, what would happen if you were able to get into that mindset?

Every single time you walk into a house, all of this ties together.

It has to do with the belief that I'm going in to sell this.

I see the close from the beginning.

I see closing it now on the spot before I even get there.

And when that happens, everything just breaks loose for you.

And this may sound a little hoodoo voodoo for you, but it has to do with visualizing the outcome and then the belief that it's going to happen.

The belief that you are going to close every Single job you walk into that is closable, you're going to do it.

And before you even get there, you are walking in the energy of the close.

That's why they say the best time to make a sale is right after you make a sale.

Because you're already in that peak state.

You've just made the sale, your energy is right, you're happy, you're like, boom, let's do it again.

Boom, let's do it again.

Boom, let's do it again.

You just continue to crush it.

When you're on that streak and when you're on that hot streak, it has nothing to do with the quality of leads you're getting.

It has nothing to do with any outside circumstance.

Has everything to do with what's going on in your head.

So the message here is get out of your own way.

Get out of your own freaking way and just believe that you are that person who is a closer.

You are the salesperson who is going to bring massive, so much massive value to this client that they, hands down, will choose you above anybody else.

It has nothing to do with the price.

You know, I was talking to a guy that I met recently, a new friend of mine.

He was saying that they are typically about 30% more expensive than their nearest competition on every single project that he quotes.

And he's crushing it.

He's just killing.

Has nothing to do about the price.

It has everything to do with one.

He knows that.

He's been.

He can do that.

He's been doing it for a long time.

He also knows that no other company brings value like he brings value.

They don't do the same things when you do more.

When you provide more value than everybody else.

You can charge more than everybody else, and it's okay, and people will happily pay you for it.

Because people are not paying for the difference in a carrier and a train and a Goodman and a Rheem and American Standard or whatever it is.

They're not paying for the difference in one of those.

They're not paying for, you know, the big company, the little company.

It doesn't matter.

What they're paying for is, at the end of the day, you've shown up with enough confidence and enough belief that you're going to solve their problems without a shadow of a doubt.

And they know that when you're done, their problems are going to get solved.

It doesn't matter what the price is because they are ready to be done with the problems they have.

If it's a say, it's a System that's down, say it's a bedroom, that it's too hot, that's too cold.

They know at the end of the day you're going to to fix those problems.

And they will write you a check without question.

Because everyone else they talk to has been, oh, well, you know, I think this might work, or there's some sense that they don't have the full solution.

So that's why when you're in a house, you have to offer the full solution, because there's nothing to compare to now.

There's nothing to compare to your belief and your confidence that you have the solution for their problems.

Here's your homework, and here's where it gets real.

If you're going to show up with that type of belief system, then you sure as heck better know what you're doing.

I mean, there's a lot that can be faked with confidence, but you better know how to fix the problem.

So it puts it a little bit back on you to study and know your craft.

You know, we have to be experts in so many things when we go in these houses.

Am I saying you have to be a technician and diagnose stuff?

No.

Am I saying that you have to have a really good handle on maybe some building science, have to know how airflow works, know how temperatures operate in the house, have to be able to listen between the lines to hear what they're really telling you.

Listen between the lines to hear what the problems really are.

They might say they have maybe a temperature problem.

And at the end of the day, it has nothing to do with that.

It has to do with the fact that, oh, well, gosh, you added that huge fish tank to your house about the same time you started having air conditioner problems.

Let's talk about some humidity issues.

So listening between the lines to figure those kind of things out is really what we have to do.

So it's on us to be experts.

Absolutely.

Be an expert.

I am no way saying you don't have to learn your craft.

But what I am saying is show up.

Show up at u times 10.

Show up in your potential.

Show up with the belief that you are the expert in the house, in the town you're in, in the city you're in.

And with that belief and confidence, it conveys confidence to them that you know how to solve their problems.

Yes.

So that is my message today.

Have work on your belief first.

Work on the belief that you know how to fix their problems.

You're certain of the solutions, you're certain of your ability to solve their problems.

And when you believe in yourself, you are that top level salesperson, you are that top level comfort consultant, you're the top level closer in your company.

You are the top level of premium H Vac sales reps in the country.

When you believe that you're the top, you will become that.

It has to do with your belief system because there really is.

And ask any top person, they'll tell you there's no difference in the skills that they have versus someone else, but there is a difference in how much they believe that they are that person versus someone else.

So that is my message today.

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

Share it with your team.

Share it with somebody that you know that needs a boost in their confidence, somebody that needs some belief in their self.

Somebody that needs to pour some belief down into their soul.

Because you can do this.

I see greatness in you.

You have the ability to do it, if you will, believe that you can.

So check out our go to CloseItNow.net, check out our Facebook group, CloseIt now and join the community.

We're putting together a group of top performers who are achievers who want to work less, earn more and dominate your market.

And yeah, so thanks for listening today.

I am so stoked that you are a part of this movement.

This is such a new movement.

Personal growth in our industry is something that has been ignored for too long.

Become a person worth buying from.

And when you become that person, your sales numbers will increase.

The level of people who call you will increase and the number of people that call you so you don't have to chase the leads anymore.

They start coming to you because you become that person.

This is the new way of doing in home sales and so I'm so thankful.

Part of this, part of this flow, part of this movement.

And I will, yeah, share this with somebody.

I will talk to you again soon.

Thanks for listening to Close it now with Sam Wakefield.

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