Sales Training. Close It Now!

Most salespeople treat discovery like a checklist — but that only shuts homeowners down. In Part 2 of the Discovery Trilogy, Sam shows you how to turn discovery into a conversation that builds trust, urgency, and connection.What You’ll Learn in This EpisodeHow to treat every question as a conversation starterThe “observation vs. concern” filter to uncover real prioritiesWhy you must ask to understand, not to answerHow to use Chris Voss’s mirroring technique in the homeWhy slowing down creates natural urgency without pressureResources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com🌐 Coaching & Training: https://www.closeitnow.net/coaching👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow▶️ Subscribe on YouTube: https://www.youtube.com/@CloseitnowsalesLet’s ConnectWebsite: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtDiscovery done right isn’t about checking boxes — it’s about creating a safe, conversational space where homeowners tell you why they need change. Master this skill, and you’ll become someone worth buying from.

What happens when personal trials ignite a mission bigger than business? In this special edition, Sam sits down with JD De La Rosa, CEO of Roofio and founder of Services Summit, to talk leadership, entrepreneurship, and building a movement that gives back.What You’ll Learn in This EpisodeJD’s journey from sales to launching RoofioHow a family battle with cancer inspired the Services Summit missionWhy leadership in the trades is about service firstHow the community can unite to give back in powerful waysResources & Links🎟️ Get your tickets to Services Summit: www.servicessummit.com📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com🌐 Coaching & Training: https://www.closeitnow.net/coaching👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnowLet’s ConnectWebsite: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtGreat leaders don’t just close deals — they create movements. JD’s story is proof that when business is built on service, it has the power to transform lives.

Every sales call follows a hidden map—and if you don’t know it, you’re leaving deals on the table. In Part 1 of the Discovery Trilogy, Sam reveals how guiding energy and time creates natural urgency without pressure.What You’ll Learn in This EpisodeThe energy arc: positive → negative → positiveHow the time flow moves from past → present → immediate futureWhy widening the gap makes value tower over costHow this timeline creates trust and momentum in every appointmentResources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com🌐 Coaching & Training: https://www.closeitnow.net/coaching👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnowLet’s ConnectWebsite: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtSales is the transfer of emotion. When you intentionally guide the energy and time of an appointment, you transfer certainty—not hesitation. That’s the difference between being replaceable and being someone worth buying from.

Opening HookWhy do homeowners suddenly act after living with a problem for months—or even years? The secret isn’t in your script or your price. It’s in uncovering the tipping point: the “why now” that moves buyers from hesitation to decision.What You’ll Learn in This EpisodeThe difference between selling the what vs. uncovering the whyHow to ask “why now” questions that reveal true urgencyWhy features and logic commoditize you—and how emotion makes you unforgettableHow to create natural urgency without discounts or pressureResources & Links📘 Get your free Guerrilla Marketing Guide: www.door2doorinstitute.com🌐 Coaching & Training: https://www.closeitnow.net/coaching👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnowLet’s ConnectWebsite: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtIf you’re only selling the what, you’re replaceable. When you uncover the “why now,” you become unforgettable. Practice this skill, and you’ll find that urgency isn’t manufactured—it’s discovered.

What happens when a homeowner says, “We just moved in”? Too many reps unintentionally unsell themselves and lose the deal. In this episode, Sam shows you how to flip that moment into momentum and tap into the excitement of the first year of homeownership.What You’ll Learn in This EpisodeWhy 85% of home improvements happen in the first yearThe language that kills deals vs. the language that closes themHow to pour gasoline on new homeowner excitementA simple framework to co-create the project with your clientsResources & Links📘 Get your copy of the Guerrilla Marketing Guide: www.door2doorinstitute.com🌐 Coaching & Training: https://www.closeitnow.net/coaching👥 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnowLet’s ConnectWebsite: https://www.closeitnow.netInstagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtStop planting seeds of doubt. When you learn to harness new homeowner energy, you’ll not only close more deals—you’ll build trust that lasts. Step into the first-year advantage and become someone worth buying from.

The launch is official — the Door 2 Door Institute is here, and we’re redefining what’s possible in home services sales.This episode dives into:What the Institute is and why we created itThe gaps we’re solving in door-to-door recruiting, training, and leadershipHow we’re connecting the dots across every trade — HVAC, roofing, solar, pest control, and beyondWhat it means to sell, lead, and grow in the D2D world todayHow to get involvedThis is for anyone in home services who’s tired of isolated training, inconsistent results, and the lone-wolf grind. It’s time to level up together.📌 Learn more → https://door2doorinstitute.com/📌 Review the show → https://g.page/r/CbfnnDqTCwQdEAE/review

Most reps wait until the end to drop a big finding like a cracked heat exchanger — but by then, it’s too late. The buyer is in defense mode, objections are loaded, and trust evaporates.In this episode, we break down how to present major findings like heat exchangers in a way that builds certainty, not fear. Join me, Jason, and Bill as we unpack the psychology of belief stacking, timing, and identity-based sales conversations that lead the buyer to the truth — before you even say the words.What You’ll Learn in This EpisodeWhy “leading with evidence” often backfires when selling safety concernsThe psychology behind premature resistance — and how to sidestep itHow to frame and pace the discovery conversation to reduce fear and increase ownershipWhy sales is about identity, not information — especially in technical salesA new way to think about cracked heat exchangers (and similar high-stakes findings)Resources & Links📚 Book Recommendation: Start With Why by Simon Sinek — for framing belief before information🧠 Join our D2D Sales Movement and transform how you lead buyers to decisions: https://door2doorinstitute.com/Let’s Connect🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow🎥 YouTube Channel: https://www.youtube.com/@Closeitnowsales/videosFinal ThoughtIf you’ve ever felt awkward delivering a major finding — especially something safety-related — this episode gives you the psychological edge to do it with integrity and impact.⭐️ Love the show? Leave us a review here — it means the world and helps others find the movement.

Proactive Sales Psychology: Preventing Objections Before They HappenWhat if the objections you’re hearing from buyers… are your fault?In this powerful conclusion to the Sales Psychology Series, we explore how to reverse-engineer objections before they ever come up — and what it means to lead buyers instead of reacting to them. If you’re tired of “price is too high” or “I need to think about it,” this episode is your wake-up call.What You’ll Learn in This Episode:Why most objections are triggered — not naturalThe psychological traps reps fall into that create resistanceHow to embed certainty and trust before the closeThe mindset shift from defensive to directive communicationTactical frameworks to keep buyers emotionally alignedResources & Links🔥 Coaching & Programs: https://www.closeitnow.net/coaching📚 Book of the Week: Exactly What to Say by Phil M. Jones🚪 D2D Training & Mastery: https://door2doorinstitute.com/🌟 Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/reviewLet’s Connect🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow🎥 YouTube: https://www.youtube.com/@Closeitnowsales/videosFinal ThoughtThe most elite salespeople don’t handle objections — they dissolve them before they form. That’s the real psychology of influence. Start leading with clarity, confidence, and control.

Ever felt like a buyer ghosted you after saying yes? It might not be about your price or product at all — it could be their own subconscious bias at work.What You’ll Learn in This EpisodeThe 4 most common cognitive biases that sabotage dealsHow confirmation bias and sunk cost fallacy show up in home services salesThe role of contrast bias in pricing conversationsTools to help buyers reframe decisions without pressureHow to align psychology with trust — and close more confidentlyResources & Links🔥 Want to master buyer psychology? Start coaching with Sam:https://www.closeitnow.net/coaching📖 Book of the Week: Thinking, Fast and Slow by Daniel Kahneman — a foundational resource on how the brain actually makes decisions.⭐ Love the podcast? Leave a Google review:https://g.page/r/CbfnnDqTCwQdEAE/reviewLet’s ConnectInstagram: @therealcloseitnowFacebook Group: Close It NowWebsite + Coaching: https://www.closeitnow.netFinal ThoughtSales isn’t about “overcoming” objections — it’s about understanding what’s underneath them. Train your awareness, read the resistance, and lead the buyer through the mental fog. Success lives in clarity.

What if the biggest thing holding you back in sales isn’t your skillset — but a subconscious habit you don’t even know you’re repeating? In this live coaching episode, we unpack a real-time identity shift that transformed a sales approach mid-call.What You’ll Learn in This EpisodeHow subconscious identity patterns shape your sales behaviorThe moment reps accidentally talk buyers out of saying yes — and how to fix itWhy most salespeople sell emotionally and justify logically — and how to reverse itThe power of slowing down the conversation at the right moment to build trustA powerful coaching breakdown you can apply to your next sales call immediatelyResources & Links📘 Book Recommendation: The Alter Ego Effect by Todd Herman – a masterclass in performance identity💻 Work with Sam 1:1 or train your team:https://www.closeitnow.net/coaching📅 Want Sam to speak at your event?https://www.closeitnow.netLet’s Connect📲 Instagram: @therealcloseitnow👥 Facebook Group: Close It Now Facebook Community🌐 Website: www.closeitnow.net📺 YouTube: Close It Now SalesFinal ThoughtThe transformation in this episode happened live — and it’s a blueprint for breaking through your own sales ceiling. The inner game always shows up in the outer result. Master the pattern, master the process.⭐ Love the Show?Please take 10 seconds to leave a Google review and help others discover Close It Now. Your review means the world and helps spread this movement to more sales professionals who need it.

🎙️ Episode 7 — Cognitive Biases That Kill Deals (And How to Reverse Them)Opening HookMost reps try to win with logic… but that’s not how your buyer’s brain works. In this episode, we crack open the invisible biases that stall decisions and show you how to sell to the subconscious.What You’ll Learn in This Episode4 decision-making traps that derail deals before they startHow to spot “stuck” buyers and unstick their thinkingTools like contrast, anchoring, and emotional sequencingWhy stories rewire belief better than stats ever willHow to use psychology to guide — not manipulate — the saleResources & Links🔥 Want to sell to the real brain your buyer is using?https://www.closeitnow.net/coaching📚 Book Recommendation:Thinking, Fast and Slow by Daniel Kahneman – master the mental shortcuts buyers don’t even know they’re using.Let’s Connect🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow🔗 LinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtYour buyer isn’t ignoring logic — their brain is just wired to feel safe first. When you master the psychology of decision-making, you move beyond tactics into true influence.⭐ Love the show? Leave a review:https://g.page/r/CbfnnDqTCwQdEAE/review

🔥 Opening HookYour most talented rep is brilliant with homeowners—but can’t seem to keep up with the “simple stuff.” What if the problem isn’t motivation… but neurology?In this powerful episode of the Sales Psychology Series, we pull back the curtain on what’s actually happening when gifted salespeople drop the ball—and how to coach them to consistent, empowered performance.🎯 What You’ll Learn in This EpisodeWhy traditional accountability structures can fail neurodivergent repsThe neuroscience of motivation, executive function, and momentumHow to create “sales anchors” that support focus and confidenceA complete 3-part structure for coaching reps with ADHD, AuDHD, or AutismReal-world tools you can use today: visual checklists, autonomy prompts, and daily reset rituals📚 Book Recommendation“Driven to Distraction” by Edward M. Hallowell and John J. Ratey — a must-read to understand how ADHD shows up in high performers.💡 Resources & Links🔥 Learn more or book a coaching call: https://www.closeitnow.net/coaching📺 Watch the Sales Psychology Series on YouTube: https://www.youtube.com/@Closeitnowsales/videos💬 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow🤝 Let’s Connect📲 Instagram: @therealcloseitnow🌐 Website: https://www.closeitnow.net🔗 Linktree: https://linktr.ee/closeitnow💼 LinkedIn: https://www.linkedin.com/in/closeitnow/🗣️ Final ThoughtThey’re not lazy. They’re not difficult. They’re not broken. They’re brilliant—and when you lead with brain-based strategy and psychological safety, you unlock their full sales power.

The Sales Problem He Couldn’t See (Until We Unlocked It Live)🎙️ Opening HookWhat if the biggest thing holding you back in sales… was invisible to you? In this electrifying live coaching session with Andrew Randall, we uncover a hidden pattern that’s been blocking his results—and it might be blocking yours too.This episode is raw, real, and packed with breakthroughs as we dissect language, mindset, and the subtle cues that sabotage your close.🔥 You’ll never hear a sales conversation the same way again.What You’ll Learn in This EpisodeThe exact phrasing that derails high-trust salesHow subconscious language patterns shape buyer resistanceA live coaching demo showing how to shift from reactive to responsiveThe importance of awareness over perfection in sales identityReal-time insight into how to stop blocking the close with nervous energyHow to rewire limiting scripts into connection-driven conversationsResources & Links📖 Book Recommendation: “The Four Agreements” by Don Miguel Ruiz — a powerful guide to personal language mastery that directly impacts how we sell.🎧 Watch this episode on YouTube: https://www.youtube.com/@Closeitnowsales/videosLet’s Connect🌐 Website: https://www.closeitnow.net🚀 Coaching & Training: https://www.closeitnow.net/coaching📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnowFinal ThoughtThis episode proves that the best sales breakthroughs don’t come from new scripts—they come from new awareness. When you learn to spot the hidden blocks, you unlock your highest performance.▶️ Want more coaching like this? Let’s get you in the room.⭐ Love the show? Leave a review:https://g.page/r/CbfnnDqTCwQdEAE/review

What happens when operations and sales aren't just aligned—but synced like a power duo? Meet Patrick and Mary, a dynamic force proving that when the Enforcer meets the Farmer, magic happens in HVAC businesses.What You’ll Learn in This EpisodeThe exact dynamic between a strong sales leader and a structured operatorWhy clearly defined roles create business harmony (and eliminate chaos)How Patrick and Mary built a predictable, profitable sales cultureThe psychology behind why their system works across personalitiesAdvice for owners on building partnerships that drive performanceResources & Links📺 YouTube Channel: https://www.youtube.com/@Closeitnowsales/videos📍 Zoom Room: https://www.zoomwithsam.net📘 Book Recommendation: Rocket Fuel by Gino Wickman and Mark C. Winters – the ultimate playbook for powerful Visionary + Integrator partnerships💡 Want the system for your team? Book a call: https://www.closeitnow.net/coachingLet’s Connect🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow🔗 LinkedIn: https://www.linkedin.com/in/closeitnow/Final ThoughtYou don’t need a unicorn—you need the right pairing. Tune in to learn how duplicatable synergy is built and how YOU can structure your business to run smoother, scale faster, and dominate your market.

What happens when your buyer doesn’t respond how you expect? In this powerful episode, Sam Wakefield unpacks how to recognize and adapt to neurodivergent communication in the home — from autism to ADHD to AuDHD and beyond. Learn how to modify your approach without losing the heart of the sale.What You’ll Learn in This Episode:Common traits and behaviors of neurodivergent buyersHow to spot communication friction (without labeling anyone)Adapting your tone, tempo, and scripting in real timeWhy clear frameworks like the Permission Stack make sales easierCreating safety and clarity in high-stakes conversationsResources & Links:Download the Close It Now Follow-Up System: https://www.closeitnow.net/coachingWatch this series on YouTube: https://www.youtube.com/@CloseitnowsalesJoin the Close It Now Facebook group: https://www.facebook.com/groups/closeitnowBook Sam for live training or coaching: https://www.closeitnow.netLet’s Connect:Instagram: https://www.instagram.com/therealcloseitnowLinkedIn: https://www.linkedin.com/in/closeitnowWebsite: https://www.closeitnow.netFinal Thought:You don’t need to be a psychologist to sell with empathy — but if you ignore neurodivergence, you’re leaving trust (and tickets) on the table. This is how you serve every homeowner at the highest level.

If you think lead generation is just about marketing spend and scripts, think again. In this episode, Peter Roth uncovers the real reason call centers outperform every other strategy in consistent pipeline growth — and how to scale it inside your business.What You’ll Learn in This EpisodeWhy most companies fail with lead gen before the call even happensThe biggest mindset shifts required to build a successful internal or outsourced call centerHow to train and motivate call center staff to create qualified, high-converting appointmentsSimple systems that create predictability and accountability in the lead processWhy speed-to-lead isn’t enough (and what really drives conversions)Resources & Links📞 Learn more or connect with Peter Roth at: https://Scalifyco.com Let’s Connect🚀 Coaching & Training: https://www.closeitnow.net/coaching👥 Join the Community: https://www.facebook.com/groups/closeitnow📲 Follow on Instagram: https://www.instagram.com/therealcloseitnow🌐 Website: https://www.closeitnow.net⭐ Leave a Review: https://g.page/r/CbfnnDqTCwQdEAE/reviewFinal ThoughtCall centers aren’t just a backend operation — they’re a frontline weapon. If you want consistent, scalable, and stress-free lead flow, it’s time to rethink how you staff and structure your inbound and outbound calls. Don’t miss this one.

What if your buyer wasn’t “difficult”—just different? In this eye-opening episode, we kick off the Neuro-Aware Selling mini-series by breaking down how neurodivergence influences communication and decision-making. You’ll walk away with tools to sell more effectively, respectfully, and confidently to a segment of the population that’s been misunderstood for too long.What You’ll Learn in This EpisodeThe definition of neurodivergence and why it matters in sales todayHow Autism, ADHD, Dyslexia, and AuDHD show up in buyer behaviorCommunication signals to look for in the fieldWhy clarity, pacing, and permission are vital for ND buyersHow emotionally intelligent selling leads to better resultsThe opportunity cost of ignoring neurodivergent needsResources & Links📚 Book Recommendation: “Unmasking Autism” by Dr. Devon Price – A game-changing look at the inner world of neurodivergent individuals and how they interact with society.🎓 Coaching & Training: https://www.closeitnow.net/coaching🧠 Close It Now: Sales Psychology Series (YouTube Playlist): https://www.youtube.com/playlist?list=PLH3-vhYQ6Z5aH9d8Ypyc_VOPxxrpbPQH2Let’s Connect🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow💼 LinkedIn: https://www.linkedin.com/in/closeitnow🎧 Listen to more episodes: https://www.closeitnow.net/podcastFinal ThoughtUnderstanding your buyer’s brain is the fastest path to trust. When you can adapt your language, tone, and delivery to meet people where they are — especially those who think differently — you’ll not only close more deals, you’ll become someone worth buying from.⭐ Enjoying the series? Leave a review and share the show!Full review link: https://g.page/r/CbfnnDqTCwQdEAE/review

What if your sales plateau has nothing to do with your strategy—and everything to do with your subconscious identity?In this powerful conversation, Sam Wakefield sits down with Stephanie Kwong to explore the invisible beliefs that silently shape your confidence, leadership, and performance in sales.From identity gaps to nervous system safety, Stephanie brings the tools elite performers use to unlock clarity, dissolve resistance, and finally align with the results they know they’re capable of.This is more than mindset—it’s the inner mechanics of your results.🔑 What You’ll Learn in This Episode:Why limiting beliefs—not skill—hold most sales pros backThe identity shifts required to move from burnout to alignmentHow to access and rewire subconscious patterns that sabotage successTools for emotional regulation, nervous system clarity, and presenceStephanie’s “Quantum Formula” for rewiring beliefs that no longer serve you📚 Book Recommendation:“The Big Leap” by Gay Hendricks — A must-read on upper limits, identity shifts, and unlocking your Zone of Genius (this episode is the practical application of it!)🔗 Resources & Links:Connect with Stephanie: https://www.stephaniekwong.comLearn about The Quantum Coaching Academy: https://www.theqca.comCoaching & Sales Training with Sam: https://www.closeitnow.net/coaching🤝 Let’s Connect:🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow💡 Final Thought:The inner game is the sales game. When you change what you believe about yourself, everything else changes—your energy, your leadership, your results.✨ If this episode shifted something for you, share it with your team, drop a review, or DM me your biggest takeaway. Let’s grow from the inside out.⭐ Leave a review: https://g.page/r/CbfnnDqTCwQdEAE/review

The Trust Thermometer: How to Read Buyer Energy and Create Safety That ClosesIn this episode of the Sales Psychology Series, Sam Wakefield introduces the Trust Thermometer—a powerful tool to instantly gauge your buyer’s emotional state and build the safety they need to say yes.Most salespeople think buyers say no because of money or logic. The truth? Buyers say no because they don’t feel safe yet. This episode teaches you how to feel the room, recognize cold vs. warm vs. hot energy, and adjust your approach in real time.If you’ve ever walked out of a call thinking “They just weren’t ready,” this episode gives you the clarity and confidence to never guess again.🔥 What You’ll Learn:The 3 levels of buyer readiness: Cold, Warm, and HotWhat energy, tone, and body language really revealHow to warm up skeptical or hesitant homeownersThe psychology of emotional safety in high-ticket salesTools for calming the room and leading with trust🎧 This is emotional intelligence in action — not manipulation, but empathy-based sales mastery.📞 Want to sell with calm confidence instead of pressure?Coaching & Training → https://www.closeitnow.net/coaching⭐ Love the show? Leave a review:https://g.page/r/CbfnnDqTCwQdEAE/review🌐 Website: https://www.closeitnow.net📲 Instagram: https://www.instagram.com/therealcloseitnow👥 Facebook Group: https://www.facebook.com/groups/closeitnow

In this episode, Sam Wakefield sits down with Ryan Fenn, founder and CEO of Chiirp, to unpack the powerful intersection of technology, faith, and service in the trades.From repairing windshields to scaling an 8-figure SaaS platform used by thousands of contractors, Ryan shares the real story behind Chiirp’s rise—and how automation is changing the follow-up game forever.If you’re in home services and struggling to keep up with follow-through, this episode will shift your mindset and your method.🔑 What You’ll Learn:Why Ryan started Chiirp (and how it almost didn’t happen)The #1 follow-up mistake most contractors makeHow automation + authenticity = scalable trustThe mindset shift that took Ryan from burnout to breakthroughFaith, family, and leading with purpose in a performance-driven world📲 Learn more about Chiirp → https://www.chiirp.com💬 Want to build a follow-up system that actually closes?Coaching & Training → https://www.closeitnow.net/coaching⭐ Love the show? Leave a review →https://g.page/r/CbfnnDqTCwQdEAE/review