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 Sam Wakefield, Close it now, your source for all things H Vac sales related.

So this episode is going to be a good one.

We're talking about the two questions that will literally open everyone's mind to want to see or hear or find out about indoor air quality products.

This is the middle of April 2020 and we are smack dab right in the middle of the global COVID 19 pandemic.

WHO in the world ever thought that this would happen?

But it has.

And the world is shut down right now.

Except for us, thankfully.

Raise your hand, give yourself a high five.

We made the cut everyone.

We are essential.

As if our egos weren't big enough, at least here in the United States were essential around the rest of the world.

I know some of you are, some of you aren't.

Hope everyone is hanging in.

But here in the United States, we had the President give us an an actual executive order that said we are essential.

So there we go.

Which is awesome actually, because we can serve people on a lot better level indoor air quality.

If you are not selling multiplied times more indoor air quality products, purifiers, germicidal lamps, UV lamps, filtration, you name it.

If you're not selling multiplied times of that than you ever have in your career, then shame on you for not offering it.

Because here's the cool part.

The world is doing our job for us right now.

See, in the past it's always been a bit of a and definitely a much, much longer education conversation to make people one, make people aware of what indoor air quality is and two raise their interest enough that they would want to do something about their quality of air that they breathe and what goes into their body.

But we don't have to do that anymore.

The world is doing it for us.

So this episode we're going to cover two questions that will unlock that door.

It will unlock just everyone's mind to wanting to hear more, wanting to see more.

Basically, every single time I offer indoor air quality products now, most people tell me, oh my gosh, I didn't even know this existed.

I would have bought it years ago.

And which tells me that as an industry, we have done a horrible job of educating people and letting them know what's available because we've been scared of the ticket price, we've been scared to offer too many things and scared that people just weren't going to buy our project at all because we turned out to be, oh, we were more expensive than the other guy.

But at the end of the day, it's never about price, people.

It's not about price.

It's about offering the right solutions for the people, for the homeowners, for your customer that they want, offering the solutions that they want.

If you offer something and nobody else does, they know you're an expert in something.

They know you offer something that the other people don't even mention, the other people don't even talk about.

So why would you not offer indoor air quality products?

So that's my soapbox.

You've got to start offering more accessories and system enhancements.

You've got to start offering surge protectors.

You've got to start offering all the different things that we can do in a house.

Offer it all.

Every time.

It's be like, look here, I'm just going to show you a list of some of the things we do and if you don't want them, that's fine, we can always do them later.

You can do it now, you can do it later, it's no big deal.

But if you don't know they're available, you don't even know they're available.

So there you go.

So that's great.

Now the two questions, Here we go.

It's so simple right now, and I guarantee, write these down, commit them to memory, practice it in the mirror, don't be weird about it, because we have a service that we can provide for people, especially right now.

We know the importance of indoor air quality products.

We know how powerful they are, we know how much they work, we know how well they work.

And now the world's educating just everyone for us.

So question number one.

When you're in a house, and this goes for you, if you're you literally, if you're on the phone with somebody, if you're a customer service csr, if you're a service technician, if you're the owner of the company, if you're install, if you are of Course, the sales, the comfort consultant, the project manager.

These questions work for every single person.

Everybody in your company should be selling IAQ products right now because it's so easy.

Question number one.

With everything that's going on in right now, how important is indoor air quality to you?

And the first part of that question, there's a.

There's a purpose to.

With everything that's going on.

With everything that's going on right now, or just with everything going on, that is basically.

So when you show up for an appointment, people, they zoom in on what their specific problem is.

They zoom in on whatever it is if they called you for.

You know, their air conditioner's not working or their heater's not working or whatever they called you for.

Maybe they just need a little bit of insulation or whatever the reason, it doesn't matter if, even if it's just a maintenance check, I hope, hope, hope that on your maintenance plan that you're selling indoor air quality products.

Because that one, it's awesome because then it turns a maintenance plan into a profit center.

But, man, every time you're in a house, it's easy.

Just ask this question.

With everything that's going on right now, how important is indoor air quality to you?

So with everything that's going on right now, that helps them remember to zoom out into the world.

With everything that's going on right now, they'll think, oh, man.

Yeah, that's right.

Because while you're there, they're thinking about the project that's going on.

But that just helps them remember the situation.

Situational awareness in the globe, on the around the globe right now, Global crisis pandemic, the Rona.

But with everything that's going on, how important is indoor air quality to you?

And sure, you'll have one person in 100 that'll say, well, it's not important at all, you know?

Well, okay, that's fine.

Then stop that conversation right there.

No need to waste your time.

But most people will say, oh, my gosh, it's really important.

And then your second question is, oh, cool.

Would you like to hear what we've done in our own homes to turn them into a sanctuary?

Or would you like to hear what we've done in our own homes to keep me and my family safe from what's going on?

Or just this.

It could be as simple as, well, great.

Would you like to hear about some things, some ways that we can improve the indoor air quality in your home?

If you don't have anything in your home, be honest but people, if you're selling indoor air quality products and you're offering them, I would hope that you have them installed in your own house so you can represent it with integrity.

That's the best way to sell something is to be a user yourself.

But anyway, yeah, just be like, would you like to hear about ways that we can improve the indoor air quality in your house?

And the answer is going to be yes.

Now, don't ever ask people if they're interested.

Don't ask them if they're interested.

And notice the other thing is, because if you ask them if somebody is interested, they'll always say no, because they have no idea what to be interested in.

Just ask if you would like to hear about some ways that you can improve the air quality in their home, or if you would you like to hear about what we've done to protect our families, to turn our houses into sanctuaries or a safe haven.

Use whatever word you want.

It's less important about the specific words as just using the words and asking.

But so when you're, you know, when you're asking people that, of course they're going to say yes.

But here's the thing.

Notice I didn't say, would you like to hear about some products we have that make a difference in your house?

Or would you like to hear about my air filter?

Or would you like to hear about my air purifier?

Or would you like to hear about my germicidal lamp?

No, don't ever ask that.

That's dumb.

That's stupid.

Stop using those words.

Don't use the technical words with people.

People want to hear about their benefits.

They want to hear generalities.

They literally don't care how it works.

They just want to know that it works.

So when you're introducing something initially, don't ask questions about products.

The question is, would you like to hear about some ways that we can improve the indoor air quality in your home?

That's a very general statement.

It's a very general question.

They're going to answer yes.

And when they do, that's when you follow that up with a few more questions.

Don't just jump right into vomiting about a certain product.

Go into a few more questions.

That's when you start asking about, okay, who in the home experiences allergies?

Notice I didn't say, does anyone in the house have allergies?

I asked, who in the home has allergies?

Who in your house has allergies?

Because someone always does and they'll tell you who it Is.

And then you follow that up with, oh, yeah, how so how bad are they on medication?

What are they doing about it?

What's that like?

Because you really want them to open up and tell you about all of those concerns.

Then, okay, who in the home has asthma?

And then ask about the allergies and asthma.

Okay, what causes it?

What is related to that?

And so really get them talking about the problems they have.

And if they don't have any of those problems, say, great, that's no problem.

This all of these things we're fixing to talk about.

Handle so many more things in your house that may be making you sick and you don't even know it or.

And just having the conversation.

And then when you explain the products, talk about them in terms of the benefits that they offer.

Don't get bogged down in the technical details of all of your different IAQ products.

Talk about them in terms of the benefit to the homeowner.

Okay, so let's recap here real quick.

The first question, when you're in the home or even on the phone, it doesn't matter.

Gosh, I've sold literally dozens and dozens of germicidal lamps over the phone without ever seeing the people or anything, just asking them the right questions.

But first question is, with everything that's going on, how important is indoor air quality to you?

And then listen.

The second question, once they say yes is, and you can do one of two ways.

The first, the general one, is, would you like to hear about some ways that we can improve the indoor air quality in your home?

And then wait for them to answer?

Or the other way, especially right now, this is very powerful.

Would you like to hear about what we've done in our own homes, what I've done in my own home to protect my family and turn it into a sanctuary from the outside?

That question will always get a yes.

So with everything going on, how important is indoor air quality to you?

And then follow that up with, would you like to hear what I've done in my own home to protect my family from everything on the outside, to turn my home into a sanctuary from everything on the outside?

That question will get you down the road with people to be able to present your indoor air quality products with no resistance like you won't believe?

So raise your hand if this is something that you're going to try.

I challenge you to use these two questions immediately and you'll see immediate results.

They're super powerful.

And yeah, just go try.

I want to hear some results.

You can first of all, go to close it now.net and that website that'll link you to our Facebook page where we're building a community of people just like you.

But also you can email me samoseitnow.net that's S A mloseitnow.net and that way let me know how this is working for you.

I want to hear your results.

Also, if you don't know, we have a coaching program where we dive into specifically working with you, help you close more deals, increase your bottom line, increase your income.

If you're not crushing it in the marketplace right now with virtual sales, then you're missing out.

I've got a whole series on that.

Go back and listen to the last podcast.

It was an interview with a $4 million comfort consultant that is literally doing 80.

85% of his visits right now are virtually so over video calls, through pictures and then talking on the phone and he's closing deals left and right.

So there's an effective way to do it.

We've got the systems down.

If you're not doing virtual calls right now, that is the way to set yourself apart and dominate your marketplace.

So you've got to be doing that.

If not, join our Facebook group.

And I've got some exclusive training in there for the Close It Now Facebook group community and that'd be a great place to get plugged in and find out more about what we are talking about with these techniques.

So until next time, thank you for listening.

I hope to see your face in person someday.

We're going to have some live events coming up and say you guys be safe.

And ladies, I know we have some amazing women in the industry as well who are crushing it.

All of you be safe out there.

Wear your masks people.

It's important.

And yeah, go save the world one heat stroke at a time, one frost body at a time.

I'll talk to you again soon.

Thanks for listening to Close it now with Sam Weakler Field.

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