Welcome to Close it now, the podcast that's revolutionizing the H Vac and home improvement trades industries. Get ready to dive deep into the world of heating, ventilation and air conditioning. We're turning up the heat on industry standards and cooling down misconceptions. And we're not just talking about fixing vents and adjusting thermostats. It's about the transformative movement that's reshaping the very foundation of H Vac and home improvement. We're the driving force, inspiring top performers who crave excellence not only in their professional endeavors, but also in fitness, nutrition, relationships and personal growth, proving that we can indeed have it all. This is Close it now, where excellence meets excitement. Let's get to work now, your host, Sam Wakefield.

Sam Wakefield here, back and in action, ready for another episode. Today I have the most basic and simple way to get past objections at the end of the appointment. So we're going to talk about that today. We're going to talk about the biggest catch all for handling objections you could possibly have and how to use it. It's super easy. I am not the trainer that's going to tell you how to learn 85,000 different ways to handle objections for every possible scenario on the planet. Yes, you're going to pick some of those up over time. However, let's get you some quick wins as fast as possible. If you are having trouble once you get to the end and you're hearing I want to think about it, you're hearing three bids, all these things and you don't exactly know how to handle those. This episode is for you. So pay attention, take notes, listen to it again, Share this with whoever you know that could use some help because this is, this is an easy way to help so many people over the hump. This is your 80% stuff, right? So when, when we, when we do trainings, when we're learning things, understand that one. When you learn a new process, a new method, don't think it doesn't work until you've tried it at least 20, 30, 50 times, right? And then, and only then make a judgment on the data because I mean, it's a new skill, you have to have to learn skills. But the main thing is like we, when we're in our process, like we're learning things, I want you to, want to give you the easiest tools to be able to close deals. So when we're Talking about the 80%, this is the 80% of the clients you run into. Will this work with every single person? No. Will this work with the outliers that have really oddball types of objections. Maybe, maybe not. But for the most part you will be amazed at the number of people who will say yes and move forward just by the power of asking, clarifying a few things and asking again. So that is what we are going to talk about today. So stay, stick around. It's going to be an incredible episode. A couple things I want to cover real quick. One big piece of information. If you did not know, I also am in the solar industry. I have a couple hundred person solar team. There has been a huge shift in solar. One of the largest installers in the country has gone out of business. So if you are anywhere touching that you, if you've worked with Titan or if you're with anyone else and you're looking for a home, you have the ability to message me and work with me directly in my solar team. So if this is something you would like to know more about and or if you are in H Vac and you have been thinking about maybe adding solar as an offering into your products, message me, we can chat about that. If you would like to work with me directly, I can get you plugged into my team and with my leaders and we can, we can rock and roll that way. Or if you're looking at, if you're a rep in solar and you're looking for a new home, I have a home for you and so definitely message me, we can chat about that. Samoseitnow.net pop me a message, pop me a text 512-364-8559 and we can chat about solar because it is exploding and it's only going to get more and more and more and there's so much value there that can be added if it's done correctly. So message me about that. I am looking for, this is a call out. I'm looking for a leader for my solar team to help grow, help grow the team as well as be a sales trainer. Sales leader. And with that comes incredible one access to me for training as well as my own business coach will be involved. And yeah, opportunity for massive income. So message me about that. That is something that's on the table for every single person listening. Definitely can talk about adding solar into your to your projects if that's something you would like. So moving into this episode, let's cover one other thing. I love, love, love love. Just like you love reviews, I would love if you would do two things for me. If you've ever gotten value from this podcast, go into Apple Podcasts And I would love a five star review also on the Facebook page that has my Facebook page for Sam Wakefield that has the green, the picture of me in front of a green background. If you could leave me a review on my Facebook page that would be incredible. Just something about how the content has maybe helped change your sales, helps change your communication. Any way that it's affected you, I would love a review on that Facebook page also. I appreciate every single one of you. So let's get into some content. We don't actually I'm falling behind. I don't have a what's in your cup today? I already drank it. I'm recording this later in the day than I normally did normally do. But what's in your cup today? What is in your cup? Mine was Starbucks Sumatra was today kind of have some basic coffee today. It's a good go to. It's, it's, it's dark. It's a dark roast and I just am a good fan, big fan of that particular bean but or the coffee fruit so to speak. So what's in your cup? Some I'm still waiting for who's going to be the leader and put a post in the close it now Facebook group about what's in your cup. I want to see who steps forward and takes this challenge. Find a cool picture of a coffee, some sort of coffee picture, coffee related picture and make a post in the Facebook group so we can start a thread on who's drinking what is in their cup. It could be coffee, it can be anything. It could be bourbon. It just depends on what your thing is. So let's get into some of this content today because this is huge right when you're presenting and the problem most people get scared to ask clarifying questions at the end. Once we present a price then the homeowners are closed off to talking more, to hearing more from you, to hear you asking more questions, all those kind of things and it could not be farther from the truth. If you've gone through an appointment, you've been there for, you know, 45 minutes, 40 minutes, an hour, an hour and a half, you've built rapport, you've built relationship or you wouldn't still be in the house. And if you've gone through and you've given an incredible presentation that's just like don't be scared of offering prices. Your price is your price. It has nothing to do with you and it's all perspective. So one don't think stop selling out of your own pocketbook if you can't afford it. You have no idea if they can. It doesn't matter if they can or not. It's your job to show them how they can afford it. That's why we have financing programs. That's why we have so many different things. But. So let's talk about this very specific scenario. So when you present, this goes for repair, this goes for replacement. It's literally the way to handle any objection that comes up there. This is where you're going to start. This is what I coach, this is what I train, this is what I recommend starting. Because what's going to happen is, you'll see here in a second one. It follows the flow of the sales process in the system that I train, which logically sets up the four them agreeing to the forecloses that have to be made for every cell. So before we get into the actual verbiage and how to walk through this, let's talk about the four sales that you have to make in the homeowner's mind when you're out. The first one is company. When they. They picked up the phone or they filled out the form online, they called a company. They didn't not call you directly. So they have. That's the first thing in their mind they are calling around to decide on what company to use. If they've been your client a long time still, a lot of times they're going to get other quotes just to make sure you're the company. So the number one sell we have to make in the homeowner's mind is the company. Is this the right company for me? Number two is person. Are you the right person for my project? So we're starting to narrow it down a little bit. Are the right person. Are you the right person to oversee the project, make sure they get everything that you talked about? I don't know if you know this, but one of the very number one complaints in any home improvement contracting, it doesn't matter the industry, one of the number one complaints is the homeowner was sold something, and what they actually received is not what was sold to them. That's why negative reviews come up. That's why homeowners get pissed off at you, is because you did not set the right expectations or you didn't deliver what was sold. So the miscommunication between sales and production is always traditionally been a huge gap. And so how do we get better at that? So the second cell that needs to be made in the homeowner's mind is are you the right person to oversee the project to make sure they get exactly what you talked about during the process. So that's the second cell that has to be made in the homeowner's mind. The third cell is the project itself. They have to understand and be very clear on what's causing the problems they talked about. And then through your explanation, they have to be very clear of the steps that you're going to take. They have to see that and have the confidence. They don't need to understand the solution. We're not teaching them airflow dynamics here or anything like that, a refrigeration cycle. But. But they do have to understand through your confidence and through your explanation, through the benefit lens of how their life is going to change or be different moving forward and they're not going to have to deal with those problems anymore. So the third cell that has to be made in the homeowner's mind is the project. Does the project make sense? Do they agree that the project is the right project for as the solution to their problems? And then the fourth sale that has to be made is of course where it typically lands for most people is the price they have to make. They have to have certainty. It's not about a cheap price. They have to have certainty that they're getting the right value for their dollar. It's not about being cheap, it's about. It's a value conversation. Especially in our current marketplace, in our current society and the way people buy and what they're thinking about. Purchases have slowed down. Right. I saw Weldon Long talking about this the other day. He was talking about during the boom of COVID and right after there was this huge amount of system replacement done. So that means there's less that needs done right now. Right? Because we did a lot of the work during 2020, 2021, 2022 during the boom and it fell off. Everybody was wondering why, oh my God, it's 30% less call volume across the board starting in 2023. Well, that was not. The industry didn't go down. What happened? Is it just right sized back to normal? We've got past the boom. If you've been in the industry as long as I have, I'm almost a 20 year veteran in the industry now. This is year 19. I've seen these booms come and go several times over the years. So what happens in every case is during the boom, people get insane amount of recognition and acclaim because they blow all these records and build their company super fast and they sell all this stuff well and Then when it gets hard, like right now and people are shopping more, you have to be a closer, actually have sales skills and understand how to help people walk through their objections so they see that your solution is the best solution for them and they should take action right now. So the people who actually have sell skills and are closers are the ones right now that are shining and setting records while everyone else who was just an order taker that just maybe had a little bit of skill or they're falling right off and they're losing the acclaim because they have a hard time selling in an environment like what's going on right now. So that is where this conversation comes in. If that is you, which you know, most of our industry is, and it's okay, it's no problem to start where you start as long as you recognize and as is the moment. Take stock of exactly where you are, where your numbers are, where your skills are, and dedicate yourself to be a lifelong learner, to constantly practice and improve and move forward. That's how you grow. And your numbers will change and your life will change accordingly according to that. Just like we always say, work to become someone worth buying from. And as you focus on your own personal growth, the sales will follow. So with all that being said, let's break into a little bit of the actual methodology and I'll give you a couple word tracks to help you stay in the batter's box longer. Right? We've got to stay in the batter's box a bit longer when it comes to handling objections. So the first one is understanding the flow of the appointment. So now that I've gone through those cells that we need to make the flow of the appointment, looks like step one, when you enter the house, just do whatever you normally do, but introduce the company first. Take a couple minutes and give them a highlight reel of the company and ask permission for it. So, okay, if I go over our clients tell us it's important to know about the company and the person they're working with. We think that's important too. Is it okay if I go over a bit about me and my company, would that be all right? And they'll say sure. And so highlight real of the company. We've been in business this long, or if it's a really young company, we have a collective experience of over this amount, you know, this amount of years, what we, we're local, family owned, or if you're part of a bigger organization, it doesn't matter, just introduce the company. Right? We've been around this long. We have this many Google reviews at this star rating. And what we love about Google is you can't pay to get rid of negative reviews. So we've earned every single one of those stars. The next step after that is all of our people are our employees. We don't use subcontractors. If you don't use subcontractors. What I like to say is we don't use subcontractors like a lot of the other companies do, which will cast doubt on the competition without talking bad about them. If you do use subcontractors, that's fine. Just say all of our people are our employees. So everyone's background tested, drug screened and factory trained. It's important that we know who we're putting in your home for your safety. See, every single one of these has a benefit attached to the fact. So it's fact, fact, fact, heart. And then the last piece is come up with something that is a nice feeling, philanthropic type of thing. Tell a story about how we love the community. So we give back to the community. And here's how we do it. We sponsor a golf tournament or we work with a nonprofit organization or tell a story about how your company has gone over and above for a specific client and include a phrase like, you know, did we have to do it? No, but it was the right thing to do. And that's how we take care of people in our community. And so just a really good feel good story right there. So that's your company intro. Then give a personal intro. I myself, you know, then just give your personal intro. Just tell your story of how you got into the industry, why you love it and how you love taking care of homeowners, et cetera, et cetera. So that's the company and personal intro. Then get into the agenda and do your discovery and ask the questions about what they're. You know, ask your normal discovery questions. Which rooms in the house are too when it's cooling, are any rooms hotter than the rest are harder to cool off? If wintertime, when some rooms are warm or others cooler than the rest are harder to warm. Right. Who in the house has allergy, asthma, respiratory issues? The typical. Your typical discovery questions. Actually, of course, if you would like a questionnaire, it is free in the file section in the Close it Now Facebook group. So join the Close it Now Facebook group. I give out my discovery questionnaire for free. Download it if you want. I have a one with a blank logo on it so you can put your logo on it so it doesn't have the Close it now logo sitting in front of the homeowner. This is my gift to everybody who listens because the questionnaire has been done wrong by any other trainer I've ever seen. I just really am vehemently opposed to so many of the questions that any other questionnaire I've ever seen has on it. Because they ask, they mix up the homeowner's mind and ask about the wrong things. So download the discovery questions from the Close It Now Facebook group and you'll see what I mean. I did a video training on how to use it within the Facebook group. So go find that training or message me and I can add you to the group and tag you in that. So you can, you know, the discovery questions are so important. So. But what that does is now we've introduced company, we've introduced person, now we've, we've covered the, with the project is what happens in discovery, right? And then through your process, you're building the project and showing them what's going on. So let's get to the verbiage with those things being set up. What the objections normally sound like at the end are, hey, Sam, everything looks great. Can you email this to us and we'll get back to you in a few days? Or a lot of times it's like, yep, everything looks great. Got to run it by my wife, got to run it by my husband. Send this over, we'll get back to you in a few days. Or the other one is of course we know. Yep, everything looks great. Can you email this to us? We're going to get a couple other bids on this thing and we'll get back to you in a few days. So that's typically how it sounds when you present the numbers. So one understand that usually the first objection is just they're, they want to, they're just testing you. They want to see if we actually believe in what you're talking about. If you have certainty in what the solution is, that is the right solution for their home. So don't let it phase you. You know it's coming. Don't let it throw you off. Right. It's to be expected. So when we expect it, you should train on how to handle it. If you know it's coming up all the time, understand word tracks and how to handle, have the conversation when this comes up. So here's how to do it. So you start with permission question. Do you mind if I ask you a question? A couple questions, you know, so actually I'm going To talk through both sides here. And I'm just going to do it live so you can hear the flow and hear how it sounds. Then we'll go back and unpack it real quick. So basically I'm telling myself, hey Sam, sounds good. Can you email this to me? We're getting back to you, we'll talk about it, get back to you in a couple of days. Sure, of course, I'll email it to you, no problem. Do you mind if I ask you a couple questions? Sure, of course, go ahead. So I just want to be clear. I mean you were comfortable with our company doing the work, right? And they usually say something like, oh yeah, of course, you guys are a great company. Wouldn't have called you if you weren't perfect. And me, I mean, you're good with me being overseeing the project to make sure that you get everything that we talked about today. Right. And they usually respond something like, oh yeah, you're awesome, you're super thorough, you've been excellent this whole time. No problem there. Okay, great. And so the third one is and the project. And we're going to really use some tie down language with this and the project. The project makes sense. Right. You can definitely see how the problems we talked about are going to go away. And moving forward you're not going to have to deal with those anymore and paint a quick picture of what life will be look like in related to their problems. So and moving forward you're not going to be waking up in the middle of the night because it's too hot anymore or you're going to have way less allergies and not have to have whatever it is, whatever you're promising for improvement. Go over that right there. So you can definitely see how the project makes sense. You can definitely see how it's going to solve the problems you said you had. And moving forward, you're not going to experience that anymore. Right? Right. If there's hesitation on any one of those three, that means they're not crystal clear on it. Circle back into that section and reintroduce it again, go over it again. Typically though, those first three are usually pretty fine. They're, they're good with the company, they're good with you, the project makes sense for them. So then the next step is once they're clear on all of those, the next step then is great. So remember those Google reviews that we talked about at the beginning? They'll say yes. So then we're going to reference them and this is how you use the. So the first part was the loop. So we got to get clarifying on all, clarify that they're good with the company, the person in the project. Then the next step is to use the Google Catch All. So this one can be. You can use it on its own or you can use it right at the end of this flow at any point in the appointment. You can use the Google Catch all once you've planted that credibility flag at the beginning. So the way that sounds right here is something like this. Remember those Google reviews that we talked about at the beginning of our appointment and don't move forward until they say yes. When they say yes, like, okay, great. Do you think that we would have that. So, for example, they gave us a price objection. Do you think that we would have that many Google reviews from people in your area, in your own neighborhood if that many Google reviews at that high of star rating from people in your area, in your own neighborhood? If we were out here taking advantage of people with price and wait, and they'll say something like, well, yeah, I guess you probably wouldn't. Or yep, that tracks. You know, people wouldn't leave you such great reviews. We'd have some bad ones if that wasn't the case. Great, I'm glad you see that. And then just ask again. And this question is very specific in the way it's worded. So why don't we just get on the calendar? Why don't we get on the calendar? So what we're doing is in four questions, we have completely blown past their smokescreen objections. And there's a very high likelihood at this point they're going to give you the real objection. Right. If it's just, if it's. Think about it, we move right past it. But we're clarifying this along the way. And then the question of why don't we get on the calendar? Is a question of the reason why don't we get on the calendar? And I will tell you, there's a huge amount of people, once they agree to all of those and agree to the Google that they're like, you know what, you're right. Let's just go ahead and do this. It's incredible. Once you get this flow down, the number of people who will move forward after one loop and one Google reference and will move right over the hump and lock in. So that is the process, that's the methodology. We got to clarify. Make sure they're crystal clear and they're good with the company, with you, with the project, and then reference the Google do You think that we would have that many Google reviews at that high of star rating or whatever reviews that you referenced at the beginning, at that high of rating if we were out here taking advantage of people with price or the way to use that for. If somebody has like questions about is this the right project? You know, just so you get to that point, like, well, I don't know if this is the right solutions. A lot of times they're like, well, I'm getting three bids because you were the first. So especially if you're the first in. If you're the first appointment and say they've set up three bids and you're like, they're like, man, well we're getting more bids. Okay, well you can use the Google catch all with do you think that we would have that many reviews at that high of star rating from people in our area in your own neighborhood if we were out here not able to solve people's problems? If we were not able to solve people's problems and they'll say, well, no, I guess you really wouldn't. Great, I'm glad you see that. So why don't we just get on the calendar? The tonality here is really important. It's very nonchalant, it's very passive. But why don't we get on the calendar? Right? Hear how I'm saying that? Because we're not pressuring, we're just asking again. There's a big difference there. This is not pushy sales. I mean this is just clarifying questions and asking again, why don't we get on the calendar? So that's the one thing to practice is that exact thing. Practice the loop. Practice using a review, your Google reviews as the catch all and then ask again, why don't we get on the calendar? And I can guarantee you people will start being much more open to tell you the real objection and give you something that you can work with than just the mysterious we got to think about it or we're getting more bids. So that's the training for today. I hope you got some value from this. If you did, I am asking again, would you go and leave me a five star review on Apple podcasts and on the and or on the Facebook page. In fact, if you do both of them and I mention your it doesn't matter if you leave a review and I mention your review, we read it on the podcast, message me and you and you hear it. Message me. I give a free coaching session for everyone who does that and we can spend an hour together and really get you to the next level on a topic that you want to address. But that's it. So leave me a review. I appreciate it so much and I'm just so excited about this year. 2024 is off to an insane start. We're halfway through the year. We've entered Q4 or Q3, quarter three. This is July 7th. This is being recorded and I hope your year is going awesome. If it's not, message me. Let's get you to the next level. If it is, I love it. Join the Facebook group and let's celebrate some wins. Right, so the closing out Facebook group is an incredible place. So I love that everyone has come together. I do a ton of free training in there. I'm starting back up the free training Fridays in the Facebook group. So post is going up today. What are your friction points? What are your struggles? Put those in the in the comments and we'll cover that in a live training on Friday within the Facebook group and otherwise. Everybody, I hope you are having an incredible summer this year and yeah, things are growing, things are moving. So I can't wait to see you in person or virtually on some trainings. We've got some cool stuff coming this year, so watch out. Things are going, growing like crazy. And super excited to be here with you. I appreciate it. I'm grateful that you have the opportunity that you've given me the opportunity by listening to be able to give more value to you, every single one of you gentlemen and ladies. And yeah, appreciate for sticking around. It's been a fun journey across this last five and a half years and it's only getting started. So everybody, like always, first of all, go save the world one heat stroke at a time. And you know the biggest tagline I think to come around in the last while, which is actually, if you're, if you're paying attention, this will be the tagline to the book, which is be someone worth buying from.

You've been listening to the Close it now podcast. Our passion is to dive headfirst into the transformative movement that's reshaping the very foundation of H Vac and home improvement and at the same time covering fitness, nutrition, relationships and personal growth, proving that we can indeed have it all. We hope you've enjoyed the show. If you did, make sure to like, rate and review. We'll be back soon, but in the meantime, find the website@closeitnow.net find us on Instagram herealcloseitnow and on Facebook closeitnow. See you next time.