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, welcome back.

Sam Wakefield here.

This is a really cool day.

I get to hang out on a Saturday and just record some stuff for you guys.

I and ladies, I am glad to be back.

It has been a long couple weeks for me.

I've been in Baltimore, I've been in Salt Lake City doing something really cool that's going to completely disrupt the industry.

So stay tuned for that.

That we're going to drop the big announcement, me and the person I partnered with at Profit Rocket 2023 in Austin, Texas September 27, 2829.

So make sure you get those tickets.

I am super excited.

I will be speaking there and hanging out with, hanging out with a bunch of people.

I'm going to be hanging out with the door to door experts.

I'm going to be hanging out with, with power selling pros.

It's just going to be great.

So everybody come see us.

It's going to be a good time get to meet you in person which is even cooler.

And you know that's where the really magic happens at events.

You know, if you've never really been to big events before then you owe it to yourself to go because yes, the classes are amazing.

Getting around so many people that are so focused on the same thing.

There's no competition, everybody's supporting each other.

The classes are awesome, the speakers are awesome.

But I will tell you some of the biggest nuggets and the best learning that ever happened to me in my career so far is after the event or in between the events when you just get to meet the people that you were really interested in learning from the people you resonate with those conversations.

That is real where the real magic happens.

And it's just so cool when you get to, you know, you get to do that and form those friendships, find people you can reach out to as a resource.

I am always a person.

Message me and I will help you, you know, you don't have to send me money to or take one of my courses or get into one of my programs for me to help you.

I love helping people.

I want to see you succe.

I want to see you get to the next level.

And, you know, really, that is where today's topic actually comes from.

You know, I put a post in the Facebook group recently, so if you're not in the face Close It Now Facebook group, you got to join because you can get.

Interact with me directly.

We can do all kind of stuff in there.

I do a lot of trainings in there.

I am going to.

I've got a whole speaker series lined up for people to come into exclusively into the Close It Now Facebook group that are going to do trainings and Q&As and stuff for people.

We've got all kind of stuff.

I'm setting up a bunch of partnerships with affiliates to get discounts for you guys for coming through the Close it now group, which is amazing as well.

So super excited about that.

But go join the Close It Now Facebook group.

That is.

That's where you're going to learn all this.

And you get to hear a lot of this first.

You know, when I record these podcasts, sometimes they're, you know, I'll end up recording them weeks in weeks and weeks in advance just because as I get a lot of things recorded, we kind of schedule it out.

But in the Facebook group, it's real time.

You get to interact, like in the moment a lot of times and, you know, really stay on top of things.

So that's pretty cool.

So today's topic, I put a post recently in the Close it now group and I just asked what, you know, what is everybody struggling with?

What are you seeing right now?

And one of the, of course, one of the objections that came up that somebody wanted me to cover is the cost objection, the price objection.

So there's a lot of ways to do it, but really more importantly.

So I'm going to read all of you something in a minute.

And this is basically, I was asked to describe by a friend of mine so he could.

Well, by a friend of mine, how would I describe my.

What I do, my coaching, my style as different from the other trainers in the heating and air industry or just other sales trainers in general.

And, you know, I really thought a lot about it and here's what happens.

So I'm going to read you this, what I wrote, and then out of this, we're actually going to answer the price objection.

So this is the close it now difference.

In a landscape where many H vac industry trainers seem to be stuck in the past, I've chosen a different path.

While others are teaching content that hasn't evolved in 15 to 20 years, I've stayed on the cutting edge of the industry, continuously adapting to the changing dynamics of consumer behavior.

I firmly believe that the world has transformed significantly in the past five years, especially especially post pandemic.

And with these changes, the way people buy has undergone a paradigm shift.

Emotion and feelings are now at the forefront of purchasing decisions.

What sets me apart is an unwavering commitment to staying ahead of the curve.

While traditional traders might have hit cruise control, I've been actively engaging with the pulse of the consumer.

I've integrated the latest psychological insights into my training, diving deep into the psychology behind sales interactions.

At the core of my approach is a revolutionary system grounded in neuro linguistic programming or nlp.

The system revolves around permission based selling, creating a unique dynamic where the homeowner becomes co creator of the project.

This collaborative approach empowers us to work together developing a project and a proposal that aligns with their needs and desires.

The results speak for themselves.

Company after company is experiencing a dynamic increase in their numbers.

By embracing a methodology that values understanding and empathy, I've brought about transformative outcomes.

Homeowners feel more connected and valued, leading to a surge of acceptance rates.

This is not just a training method.

It's a philosophy that embraces the new era of sales where genuine human connection is at the forefront.

The difference in philosophy is what creates lasting changes in the sales team.

In a landscape where others are stuck in the past, I'm leading the charge towards a more effective, empathetic and prosperous future in H vac sales.

So that is the close it now difference.

It is very different.

You know, this last couple weeks I've redoing my website, redoing a lot of things and recording a lot of new material.

And I've been asked a handful of times what makes me different, what makes what we do differently here.

And that's it.

We actually truly honestly care for that homeowner.

But not just care, we work with them.

It's a conversation.

That's why I say stop being weird and start selling.

It's a real conversation with the homeowner.

You know I used to have when people would ride with me to train and then I would have them ride with some of the other top people and they would come back to me and they would always say why does it feel like when I'M writing with them.

I'm writing with a salesperson in the conversation.

But when I'm with you in the house, it's just like a normal conversation.

And I said, well, it is.

It's just a normal conversation.

That's why.

It's because they're trying too hard.

So if that's you, you've got to think about, just make it normal.

It's just a normal conversation.

You don't have to have all of the most elegant, fluid words.

It doesn't matter.

Just have a normal conversation with people.

So let's take this and apply it to the price objection.

Because that's what the original topic of this is about.

But here's the thing.

We've got to get real and get honest with ourselves.

Is what we do different than a bunch of other companies in town?

Are there, Is there really?

Because, I mean, we all think this, but is there really that much different that we do when it comes to the work than probably 20 other companies down the road?

Well, let that sit for a minute because at the end of the day, realistically, guys and ladies, no, it's not there.

I can.

Every town I go to, every city I go to, with very few exceptions, is there one company that literally just does things so much better that they should get the price as if they're doing things that much better?

What's the difference?

The difference is the rest.

So the work and the equipment, you know, all of the different brands have very similar equipment.

It's like comparing a Ford and a Chevy, right?

At the end of the day, we have to understand that the actual mechanics of what we do is a commodity.

It's a commodity.

And when that is the only topic of conversation, of course you're going to get price objections.

Of course they're going to be like, oh my God, it's that much more expensive than the other guy.

Because what we haven't communicated to them, the difference is how they're taken care of.

It's not about, well, our warranty is 12 years and their warranty is 10 years.

It's not about, will you get, you know, three years of maintenance agreement versus the other person gives you one year of maintenance agreement.

It's not about that.

It's not that, you know, carrier is better than trane, it's better than Linux and Daikin and all the things.

Who cares?

At the end of the day, realistically, if you're just comparing that, it's commodity to commodity, no one cares.

That does not.

And going through all of the, you Know, the bag of, you know, all the things, right?

Here's the thing that we do that nobody else does.

And here's the thing that we do that nobody else does.

Well, at the, I mean, anymore, everybody's saying the same thing.

We're all saying the same thing.

And I've talked to homeowners and they'd be like, well, the, like everybody says that at three other companies.

So when we go in and we're like, hey, we're going to change the gas flex and know the companies do this.

Well, yeah, they all do and they all tell them now.

But what sets apart the difference?

Here's the big, the big thing and this is what does it.

It's what I was just reading.

It's the empathy.

It's connecting with people on a, on a level that just coming in and taking an order doesn't do.

It's caring for them, it's serving.

It's only recommending really what is the best solution for them.

And more importantly, I mean, if you work together on this, you literally say at the beginning, be like, hey, we're just going to work together to make sure that we come up with a project and a proposal that sounds good to you.

Will that work?

Sure.

Okay.

And so at the end, when you've worked actually legitimately, worked together to come up with that project and proposal, to come up with the steps it's going to take to do the project, you know, when you ask them the questions in discovery and you go deep enough, as you should, to actually connect to an emotion into a heart piece when you do that, and then you say, hey, if we could fix some of that for you, would that help?

And then our recommendation is, could be a list of things that's going to be the solution for whatever the actual concern was.

There is no more price shopping.

So the difference that sets apart people to get a lot of price objections and don't is the communication of that you're going to solve their actual problems.

When the certainty in your voice is so much stronger than everybody else who just came in and they grab some measurements and they just recognize or even if they asked a couple surface level questions and maybe got kind of the same answer as far as, yeah, this room is too hot, or hey, we've got allergies and asthma or whatever the answer is if they just say, okay, and then what they're going to do is just, you know, throw an air filter, throw a, you know, a little bit of duct change or something on the ticket, but they don't have, they haven't had the conversation.

It's all about the communication.

If you communicate properly, then you're going to be able to listen to the degree where they know that homeowner has been heard.

And when that happens, it makes them feel special.

And it also tells them that we're the professionals, we're there to actually solve their problems, not just to sell them something.

And then when we communicate back to them, instead of saying, well, here's the okay, we're going to do a UV light and we're going to do a filter.

That's when we communicate back, say, okay, the solution to your allergy problem so you don't have to experience that again is this bundle right here which includes this and this.

Because that combination is the solution for you.

There is no price objection at this point.

They know they have the certainty and the confidence because of the way you introduce the company and yourself and your expertise.

Then your certainty at the end that the project they're going to get is, you know, is a really great project.

But more importantly, the certainty that you're going to actually solve the problems that they care about, the ones that they feel strongly about.

And when you start using feeling emotional terms like I just did, that is where you're going to stop getting the price objections.

It's really not about, hey, this, you know, 16 seer is $500 cheaper than that 16 seer.

It's not about that.

It's about the certainty that you're solving their problems, end of story.

And you're going to back it up and guarantee it.

And that is really the, that's, that's why people get price objections.

Absolutely why you get price objections.

So when we can start asking the, ask more questions and dive deeper emotionally and start using feeling terms that will really just stop you from getting those price objections to start with.

And if you don't believe me, let's do a ride along.

Get me out to your company and I will go out to your market with the people that you say always give price objections.

These people around here are cheap.

Nobody buys the expensive stuff.

And I guarantee you we're gonna go out and we're gonna sell top end equipment with a shit ton of accessories on them.

Because we asked the right questions and we listened and we were certain that we could solve their problem.

More importantly, they were certain that we were certain.

And then there is no price.

They just, they happily buy what will solve their problems.

They will hug and high five and I don't care where you are, this is exactly what happens when somebody understands how to be empathetic on a level that connects.

So that is the podcast for today.

I hope that was helpful.

It's not your typical hey, when this price comes price, they say, hey, your price is too high.

The right words to say this is how to get to the.

I mean, we're not just treating symptoms here.

We're rooting out the cause of the objection.

Because as you go through your process, if someone is consistently getting the same objection, that means they're planting the seeds somewhere in the process.

So the homeowner thinks about that objection at the end.

So what we're doing with this type of conversation is we're getting rid of the root of it to start with.

We're getting rid of the problem, not the symptom.

Do we have ways to handle the price objection at the end, just with a flat response?

Yes, but no one else is teaching this side of it.

Everyone else wants to band aid your symptoms, but that's not really going to help.

You can only get so good there.

If we take care of the problem to start with, then we learned how to band aid much smaller wounds.

It heals so much faster and we can close the deal.

So we're gonna go close it now.

So yeah, that was my podcast today.

I'm fired up about this one.

I don't know if you can tell, but it's a, it's a topic.

It's.

If you don't treat people right, then you know you can expect a price objection.

But if you do, then it goes away.

So first request is if you have ever gotten value from the Close it now podcast, I would love if you would go to the Apple podcasts and leave me a five star review.

That would be fantastic.

I need quite a few more of those there and a couple cool announcements.

We've got the huge announcement that's coming at profit rocket 2023 this year like I was talking about at the beginning.

So that's a lot of fun.

It's going to completely disrupt this industry.

You have never seen lead generation at little.

At zero cost or as little.

Little cost or zero cost like we're, we are absolutely going to be introducing.

So we're teaching how to do that.

It's going to be a Sam sandwich and it's awesome.

So you're going to love it.

So Sam squared.

You'll see what I mean at Profit Rocket.

Otherwise the, the other thing is, yes, my on site visits are booking up.

If you want me to come to your town into Your into your building, train your people or train you and then throw on your shirt and go and demonstrate what it's supposed to look like.

And then you do it.

And I coach you in the house in real time.

Reach out to me.

Because I'm booking up so much, the pricing is probably going to go up soon, I don't know.

But we're booking out quite a ways and my spots are filling up.

So if you want to, if you want to get me out to breathe some fire into your organization, reach out to me.

Samoseitnow.net that is samoseitnow.net and otherwise, yeah, go join the Facebook group.

The virtual group is kicking off as well.

It is going to be awesome.

So we do both virtual training over zoom.

That's like an ongoing thing.

And then also the site visits.

So that is what we've got going on right now.

So much new stuff is coming in the future.

It's happening soon.

Watch out for a rebuild of the website.

It's going to be great.

It's going to be off the charts.

And if you want to come talk to your organization, reach out to me.

I do speaking.

So if you have an event, big company event or you're hosting a convention or anything like that, definitely let me know and I will come inspire, motivate, encourage and speak some truth to your people as well.

So thank you for listening today.

I appreciate it.

Every single one of you in every single country that you are in.

I could not and would not do this without you.

And so yeah, I'm full of gratitude for every single one of every single one of the people that listen.

And yeah, until next time you guys go save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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