HVAC Sales Training. Close It Now!

HVAC Sales Training. Close It Now!

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By Sam Wakefield
Closing sales in the HVAC industry can be overwhelming and high pressure. Every episode we will break apart the components of a sales call and walk you through all the way to the close. We will cover everything from the basic structure of a great appointment to how to overcome all the objections that con be thrown at you. Whether you are a rookie or a seasoned expert, this show is for you!
More places to listen

More places to listen

How to sell accessories with passion and conviction!
This episode covers the misconceptions about accessory sales and how to sell them with passion and conviction. Remember, logic is the steering wheel, but emotion is the gas pedal. Make sure to check out www.closeitnow.net to stay connected with all the events, training, and coaching programs. 
19:52
July 27, 2019
The Power of the system!
This episode covers the importance of having a set system that works for you not against you. We also hear a couple of fantastic testimonies from listeners and coaching students. The system works.  Make sure to check out www.closeitnow.net to stay connected. 
21:41
July 26, 2019
Are you out of order?
This episode discusses what happens when you Can't. Stop. Talking. Are you offering solutions before you know all of the details? Also check out www.closeitnow.net to stay in the loop with events, coaching, and courses.  And Go join the community to keep the conversation going at www.facebook.com/groups/closeitnow 
25:27
July 17, 2019
Do you trust me?
What is the magic bullet for trust? Is there the trick that will triple your income in a single bound? Find out here. Also make sure to check out www.closeitnow.net to learn about all the awesome coaching and events, and go join the community at www.facebook.com/groups/closeitnow    !!!!!
23:02
July 13, 2019
The power of the pause!
The power of the pause! We talk about the amazing power of silence in this episode. This is an amazing tool in your tool belt.  Make sure to check out www.closeitnow.net to find out about all the coaching programs and upcoming live events.  Also join the community at www.facebook.com/groups/closeitnow 
27:28
July 11, 2019
Jedi mind trick to overcome 'I want to think about it'!
Here we deep dive into a simple, easy to implement method to flip the switch in a customers brain from stranger to immediate trust. It is so simple yet one of the most powerful tools in your toolbox. Are you tired of hearing 'I want to think about it'? Then this is a technique you must learn. Make sure to check out www.closeitnow.net to stay connected and hear about upcoming coaching programs, live events, and courses. Also join the community at www.facebook.com/groups/closeitnow 
20:23
July 6, 2019
Who is in control?
In this episode we learn how to set the context and environment for the sales appointment. Controlling the flow of information that the homeowner receives is crucial.  Make sure to check out www.closeitnow.net to learn about all things Close It Now.
26:20
July 4, 2019
Listening between the lines!
This episode covers one of the most important questions you will ever ask a client. From the answer to that question you can learn what the main concern of the homeowner is instead of just going off of what they are asking for. We all know that people don't always know what they want and this is a fantastic way to decipher what they are really saying. Make sure to check out www.closeitnow.net to find out about our coaching program and also go join the community at www.facebook.com/groups/closeitnow.
20:10
July 3, 2019
This is what you are not getting!
This episode covers the top down presentation style. How are you presenting  your solutions? We dive into the take away offer and how powerful it is to tap into FOMO (Fear of missing out).  Make sure to check out www.closeitnow.net to stay up to date with all of the news, events, and promotions! Also, join our community at www.facebook.com/groups/closeitnow
23:48
July 2, 2019
Are you asking for the sale or creating extra work for yourself?
In this episode we discuss how so many salespeople build in extra followup that is unnecessary. We also cover 1 simple way to ask for the sale. Make sure to check out www.closeitnow.net to get connected to all things related. You will get insight into the coaching program, sales system, and also learn how to connect to the Facebook community. www.facebook.com/groups/closeitnow 
19:22
June 28, 2019
Do you believe?
Whether you think you can, or you think you can't -- you're right.         Henry Ford. Make sure to check out www.closeitnow.net to find out about all the upcoming events and coaching programs.  Also, join the community at www.facebook.com/groups/closeitnow 
24:06
June 22, 2019
Go ahead, judge a book by it's cover!
We dive into some of the fine details of first impressions. The little things are so important!  Make sure to check out www.closeitnow.net for all things HVAC sales training. Also join the community at www.facebook.com/groups/closeitnow 
27:08
June 21, 2019
The 2 'must haves' to make every sale!
This episode dives into the two must have traits every closer must have in order to make the sale.  It's not what you think... Make sure to check out www.closeitnow.net for all things HVAC sales training related. Also, join the community at www.facebook.com/groups/closeitnow 
23:03
June 20, 2019
Controlling the energy and intensity of an appointment.
This episode dives into the deeper technique of how to control the energy and intensity of an appointment. To have the ability to bring the energy up or down based on the situation is crucial in leading the customer into a buying decision. It is completely possible to change the intensity of an appointment.  Make sure to check out www.closeitnow.net for all things Close it Now.  And join the Community at www.facebook.com/groups/closeitnow 
19:11
June 19, 2019
The number one sale you have to make in order to close!
In this episode we talked about the most important sale that has to be made to close any and every project. This episode also covered some of the topics that this podcast will be about and also is a welcome and introduction.
15:14
June 16, 2019
How to get a response when you are being ghosted!
This episode we cover some psychology behind how to get a response from a customer when they have started to ignore your follow ups.  Have you ever been trying to get in touch with a prospect and just gotten crickets? The technique in this segment will help shed some light on how to overcome that problem. Make sure to check out www.closeitnow.net to stay in touch with all things HVAC sales related. Also join the community at www.facebook.com/groups/closeitnow  to get training, support, celebrate wins, and be a part of a growing group of like minded sales professionals dedicated to learning the skills necessary to crush it!
19:54
June 15, 2019
Shut up and sell!
In this episode we talk about one of the biggest problems outgoing personalities have in sales. Talking too much. There is a basic exercise to overcome this and you will learn what it is. Then we move into the real focus of the Close It Now movement.  Calling all HVAC salespeople from around the globe, this is a community to join together for support, cheer each other on, and celebrate your wins. Go check out www.closeitnow.net to get connected to the community, coaching programs, and the Close it Now sales system.
19:20
June 14, 2019
How to piss off the homeowner!
In this episode we learn a valuable lesson in what not to do when dealing with a combative prospect.  Then we move into the real focus of the appointment
19:59
June 8, 2019
When is the right time to suggest a system replacement, and the 2 keys to every buying decision.
In this episode we talked about the right time to suggest a system replacement. And big hint, it has nothing to do with the condition of the equipment. Then we move into the two key components to every buying decision. If you don't satisfy both of these components the answer will always be I have to think about it, or maybe get other quotes.
38:26
June 4, 2019
How to build instant rapport without talking about the weather!
In this episode you will learn how to build instant rapport without spending endless time talking about the weather, golf, the dog, etc. You are in the home to be a professional and be friendly, not be their friend. Learning the difference is key in boosting your total ticket price and your close rate.
19:13
June 3, 2019
How to increase urgency for system replacement!
In this episode we cover the use of stories to compare problems that a consumer doesn't understand to something they know they have to take care of immediately.
17:00
May 30, 2019
How to handle the 'apples to apples' price comparison.
In this episode we cover a 2 part strategy to overcome the 'apples to apples' price comparison objection.
25:26
May 24, 2019
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