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.

Sam Wakefield here, Close It Now.

I am so excited about today's episode.

Stories from the field is I think what I'm going to call this one.

I am in Pennsylvania doing an on site training with Triangle Heating and Cooling.

Great guys.

Justin Wither right here has got an awesome team of people and growing like crazy and it's just a beautiful, beautiful country.

I've never been to central Pennsylvania before so that's one thing that's fun about doing what I do is I get to see all the different parts of the country but they are killing it here.

Did a ride along first day of training if you don't know.

So I do on site training.

It's depending on the company.

It's either three or four days and we do half a day in classroom and then I'm out riding along the road along with one of their new their newest salesperson.

Today Seth's out here crushing it and man I tell you it was fun, fun.

Two two for two with two for two closes mini split systems.

Total it was a $46,000 day between two two closes.

One mini split system was 30k, one was 16k.

And so I'm here to tell you that in the small countryside of blue collar America you can still sell at great pricing.

So 100%1 sit one close once it closes.

And it was powerful.

So I'm here to bring you some lessons from the day.

It was really there was a lot happening out in the world right now and yeah, I'm just super excited to communicate to all of you and let you know what's going on, what's going on in this part of the world.

So first of all let's do the what's in your cup.

So the answer today was nothing.

Which sucks because I'm as you know I love coffee.

I'm such a coffee connoisseur.

So there's in the hotel, it was really gross.

Cheap coffee.

And then next door, all there is in this town is a Dunkin Donuts.

How do you northern people drink Dunkin Donuts coffee?

It's so bland, it's so bad.

If there's a better version of it, let me know.

What I'd love a message of what to order.

If I have to be in an area that there's only Dunkin Donuts, that would be great.

I would have highly appreciate it.

But what I did happen to run into which I was really stoked about, we stopped at a gas station and I found some cool cold brew.

High brew is the name of the brand high brew coffee.

It is actually made in Austin and they have some in the gas station here in.

Right in the central heart of Pennsylvania, right here by Penn State.

So super excited that I ran into that.

That was great.

So I scored me some for the room in the hotel.

So yay for having some high brew.

If you haven't tried high brewing cold brew, it's pretty delicious.

The one I'm staring at right now that I'm gonna have in the morning is Mexican vanilla.

So good stuff.

But back to the lessons from today.

Oh, man, I'm just still fired up.

It was so fun to be in home.

I love being at home.

I love hanging out with homeowners, getting selfies with the homeowners.

There's nothing like that feeling right at the end of the appointment.

And I highly recommend you do this, take every opportunity throughout the appointment for physical touch with your homeowners.

And by that, I don't mean in a creepy way.

We're not gonna like be touching our homeowners don't do that.

But what I mean is, every chance that you get, high five them, hey, that was a great decision.

Quiz you high five, man.

Good job.

Shaking hands, all those types of things.

Fist bumps.

Because there's a huge connection factor in physical touch.

The psychology of it is powerful.

So I mean, and honestly, think about it as an adult, When's the last time you were high fived for something so high fiving people?

And there's nothing like that feeling at the end of the appointment, once you've signed docs, once you've figured out the financing or if they're paying for it or whatever, to reach across that table, shake that hand and say, in this case, it's Triangle Heating and Cooling.

Welcome to that.

Welcome to the Triangle Heating and Cooling family.

You're in the club now.

Now you're one of us.

Now we get to take Care of you the right way, man.

It's a powerful moment and I highly recommend that do that with your homeowners.

Reach across, shake their hand.

Welcome to.

Welcome to the.

Welcome them to the family.

Welcome them to the club.

That is a magical moment.

I interviewed Joe Chrisra, which I'm excited about that interview coming out.

He was talking about creating those magic moments.

So focus on creating those magical moments in the home with your homeowners.

But let's go over some lessons from the day.

One of the things that we talked about and these are reminders for us.

I know a lot of you know this stuff, but there's plenty of new people who may not have ever heard this.

So it's a great reminder for those of us that do know and also for all of you listening for the first time.

These are really powerful.

One of the things that I had that I was coaching on today is the.

The person I was writing along with, he's pretty new, so he just gets really excited and is.

Has a lot of words, you know, raise your hand.

I know I've been guilty of this.

If you just have all the words right, you have all the words and you don't.

You're not scared to use them.

And so he.

And probably was a little nervous because I was there with him, but he would ask a question to the homeowner and then keep talking and not get space for an answer.

Ask a question and keep talking and not give space for an answer.

Make sure if you ask a question, shut up and listen to the answer.

Listen to the response.

You can miss some powerful moments when.

When you just keep talking.

We have two ears and one mouth for a reason.

Use them in that proportion.

Listen twice as much much as you talk.

They constantly be playing a game with yourself is a mental chess game.

Constantly be playing that game with yourself and ask yourself in every situation, debrief yourself after every appointment.

If I can say this in less words, how can I do that?

If I can say this in less words, if I can use less words to create communicate this message, how can I do that?

Also be constantly asking yourself, can I say this in the form of a question instead of a statement?

So using less words and trying to communicate things in the form of questions instead of making a statement are both super powerful, super powerful lessons.

Another thing that we.

I was seeing today, that is a great reminder for everybody.

And I know a lot of people are really guilty of this when you're either.

It's two different times within the appointment that this can happen.

Either.

In discovery, when you're asking questions, a tendency for a lot of people is to, when you come across something that's a concern, something that you know you're writing down, that you know you want to address.

If you know the answer, if you know the solution, the tendency is to start talking about the solution.

Right Then it's not the time to talk about the solution.

When you're in discovery, we're exposing the pain points only, we're collecting data, we're not giving solutions.

Right.

Then I'll do an entire, I'll do an entire episode on how to do a proper discovery.

But the short version is do not offer solutions when you're in discovery, when you're asking the questions to the homeowner, not the time to offer solutions.

The other time that this happens is when you're talking too much is when you are actually doing the, when you're actually doing the calculations for, for the home.

One of the tendencies, and I actually saw this today, is we were doing room by room load calculations because we were doing multi head mini split system.

So what was happening at every single room?

My guy was getting excited that it's almost like, hey, I solved the problem, I've got the answer.

And it was just announcing, okay, this room is going to be a 9,000 BTU head.

Okay, this room, it's going to be a 12,000 BTU head.

So your room calculates that 786 BTU is necessary.

So that means we're going to use a 9000 BTU and none of this information the homeowner needs to know for one.

But also it's announcing things that are just partial solutions.

If you're going through calculations, hand them something to read, turn a video on, assign the homeowner task, or just say, okay, it's going to take me a few minutes to run the calculations and you shut up.

Just be silent if you can't multitask and have a reasonable conversation with the homeowner, something that is either related or it could be completely unrelated, but just have an actual conversation with the homeowner while you're doing your calculations.

If you can't do that, just shut up.

It's okay to sit in silence.

Get used to and get comfortable with sitting in silence.

And when you can do that, that is a very powerful tool.

So many times through the process, through the appointment, when you're sitting in silence, you can.

The homeowner will.

Most people aren't used to silence.

Most people are not okay with silence.

And so they'll fill the void, they'll fill the space.

And so many times they're going to fill that space with important information.

They're going to fill this.

They're going to share and share more and share more about the house, about what they're experiencing, about what doing.

They're concerns are just whatever.

They're going to give you ammunition and tools that you can use in the conversation in the house.

So just sitting in silence is extremely powerful when that's going on.

So do not, don't offer solutions during discovery and also don't let yourself share partial solutions when you're coming up with the calculations.

You're going to end up bundling those together anyway.

So that's important.

The other thing is, let's talk about our speech.

This will be the last one for today.

I have so much to cover with you guys just strictly from this one day, let alone I'm doing ride alongs all every day this week.

So when I come to your site visit, if you are ready to uplevel your company, have me do a site visit because holy cow, the power, it's so powerful.

Instantly we're seeing changes.

Just day one we half a day session and rattling with one guy and we're one day's worth of sales with this, with this guy paid for the entire site visit.

So clearly it's worth the investment.

But the whole point is, you know, when you are sitting in the home, when you are having that conversation.

In fact, I'm going to double check my notes.

I want to make sure I get them right here.

I'm making notes the whole, the whole time through.

But your, your vocabulary, your language is important.

What you have to do is eliminate terms of uncertainty, uncertain words from your vocabulary.

We don't say things like it's kind of or sort of or about this much.

We don't guess at things.

Your verbiage, your words need to be certain words of certainty.

The homeowner is looking at you to know what the hell you're doing.

So it's up to you to convey the message that you know what you're doing.

And using terms like, well, I think that if we do this it will be, it will solve the problem by about this much that that kind of sentence has zero place in a sales appointment, has zero room for a professional, professional who knows what they're doing.

They don't guess at this.

So stop using those types of terms.

And the last thing I want to leave you with today, and this is really powerful what happened several times in this Appointment is the homeowner was sold on the concept, sold on an item, sold on several items.

And then I sat and watched the the trainee unsell the unsell start unselling accessories off of the system.

So lesson, the biggest lesson from today is this $30,000 project that we put in would have been about 40,000 had he not unsold some of the accessories.

We created an accessory list.

So we're looking at 1, 2, 3, 4, so 4 head multi port mini split system and they had an existing two port system already.

So as the accessories we were recommending and we're offering to turn every single one of them into cloud connected so you can control it from your phone.

How cool is that?

Right?

And also turning and doing, you know, ionization air cleaning on every single one of the heads as well.

Awesome.

It was basically sold.

The homeowner says, I like everything on the, on the accessory list except for the humidifier.

I don't think we need that.

I said.

And his words exactly were everything else you can probably convince me to buy and what happened.

And I saw this happen.

So this is a very, very powerful lesson.

The salesperson that I was sitting with saw he, I saw him see the price of everything together was riding around $40,000.

And I saw his eyes get big.

And then he instantly started selling, saying things like, well, you know, this many of the air cleaners in the house, they're really expensive.

And I counted about six times he told the homeowner that accessory is expensive.

So when you do that, what message are we conveying to the homeowner?

It's expensive, so why do so many?

So he starts backing it down and said, well, you can do some now and you can do some some later.

How about we just do a few?

The homeowner was ready to put them in every single room in the house.

We had already gone through the indoor air cleaning that needs that the house had.

We had gone through their concerns about allergens.

We're in Pennsylvania, so the smoke right now, the smoke from Canada has been affecting people here.

And so we talked about the video online about how these things clear out the smoke, the, our smoke in the case in 14 seconds and all those kind of things.

Homeowner sold on it and then he unsells it.

And the reason was not about anything else other than he's emotionally attached to the number.

It was beyond what his own personal limit was.

So we hit his glass ceiling of mental capability.

So, so he started to not right size the system for the homeowner.

He started to right size the system for his self, for his own limiting beliefs.

And once the system dropped back down to the spot that he was comfortable with, that's where it landed.

And that's what was sold today.

There was a big, big lesson there.

I saved some of it, but he had already started driving that train.

And it was, you know, it's hard.

That train is hard to derail.

And so.

But the lesson there is one completely emotionally unattached from the number.

You are in no control of the number.

Your pricing is your pricing.

You don't, you don't need to apologize for the number.

The numbers, the number.

It doesn't matter if it's 300 or 3,000 or 30,000 or 300,000.

The number of zeros does not matter to you.

You're concerned with the project.

Let the pricing be the pricing.

Let the homeowner decide how and when to spend their money.

You stop spending the homeowner's money for them.

And that's what he was doing.

He was spending the homeowner's money for them because of his own limiting beliefs.

So you have to be able to completely divorce yourself from the number and from the pricing.

And when you can do that, that's when you get.

You stopped being ashamed or afraid to ask for projects with bigger numbers, projects with bigger price tags attached to it, because now you're not emotionally connected to what that number is.

So that is powerful.

Huge, huge lesson from the day.

So I hope this has been valuable to you.

I am super stoked to bring these to you.

Lessons from the field every single day.

We're going to rock through these.

If he's experiencing those, I know a lot of you are as well.

And so that's why I want to convey these lessons that we're, you know, we're back to basics, we're back to beginnings, because so many of us, one, need the reminder or also are just learning this for the first time.

It is so.

Such a powerful, powerful moment.

So many other things happened.

I've got notes.

We're going to do some more episodes, but that's what I got for you today.

Lessons from the day.

When you're in the Northeast, find some good coffee.

Somebody let me know how to order a Dunkin Donuts coffee.

What's good there?

When that's all my only option.

And otherwise, when you're ready to completely, like, literally multiply your company's revenue, your company sells up your pricing.

Holy cow.

When you're ready to be able to sell at a higher Ticket price.

Do you want to be that company that's one of the most expensive in town but you don't think you can sell it?

Have me out to your to your company.

We'll do a site visit my trainings, I mean this one paid for itself day one in the sales we made and both of those I have give it about a 30% chance that those would have closed in house had he been by himself.

It would probably would have closed but also would have been more discounted and not on a one sit.

We closed them at book price today in one sit closes because I'm training and teaching in the ride alongs how not only do we do classroom but how to implement because as you all know when you listen success happens at the speed of implementation.

Implementation.

What we worked on in the morning we implemented immediately that afternoon and showed him how to have the right conversations with the homeowners and how to explain things.

So super powerful.

Can't wait to go out with some of the other guys.

But having to your company reach out to me samoseitnow.net or find the Facebook group.

Join the Facebook group.

It is a great way to support each other.

We're building a massive community community there of positivity and I do a ton of trainings in there as well.

So reach out sam closeitnow.net let me know where you're located and we will get you on the calendar.

Right now I'm booking out the rest of 2023.

You better hurry though because those spots are filling up fast.

So reach out to me, we'll get you on the calendar.

We'll come revolutionize the numbers at your company.

And yeah, this has been a fantastic day.

I love it.

Oh the other other note is I'm hearing a lot of a lot of things about I mean there's no urgency right now because it's not very hot.

This is a slow, slow starting summer.

It's cool.

This was, you know, we're June 20, 2023.

It was 80 degrees today.

It was gorgeous for me.

Not hot at all but still selling kind of those kind of projects.

So reach out to me.

Let's get you on the calendar.

We'll get your company rocking and rolling.

Otherwise that is my lesson from the field today.

Thank you all for listening.

I love every single one of you.

Keep the coffee recommendations coming.

I love it.

And yeah, you go out there, save the world one heat stroke at a time.

Thanks for listening to Close it now with Sam Wakefield.

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