Sam Wakefield
speaker
108 appearances
1 recordings
1 series
first heard May 2025
last heard May 2025
Sam Wakefield’s voice in public audio — every appearance, attributed to the second.
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Appearances
We sharpen our axe every single day. It's like we've forgotten that or never even learned that in order to be that expert, we have to constantly be sharpening the axe. It's something you have to do daily. You can't do it on Sunday and expect it to last all week.
So, Sam, it's a pleasure to have you on. Thank you, man. It's such an awesome pleasure to be here. I love that you mentioned HVAC Spells Wealth. That was one of my very first books that I ever read in the industry. And it was just incredibly powerful to read through that book and learn that our goal is not to just get customers to keep them as well.
I feel like that's something a lot of people have forgotten nowadays.
Oh, yeah.
Yeah. So, you know, I've been doing this in the trades almost 20 years now. So April is actually the sixth year anniversary for the Close It Now as a sales training company in the podcast. And, you know, one of the big things I've been working on, especially this last few months, is really deep diving into the internal workings of Really just people.
One of the ways that we close the show is work to become someone worth buying from. And as we go internal, we really get to up-level ourselves first. And as we put on our own oxygen mask, then we can help everybody else around us. In fact, a podcast I just recorded earlier today for my show was kind of the sales bearer.
You know, what we've really been talking about on our show lately is, you know, when it seems like those objections kind of follow us around, The common denominator could be us. We attract who we are. So if I want to think about it a lot or I need three bids, it's time for us to examine our own buying habits and realize, oh, wait a minute, maybe I'm attracting this.
Do I have these things in my life that's causing that to mirror our clients when we go into our appointments? So that's what I've been working on lately. It's been a thought journey that's a lot of fun.
100%.
Absolutely agree with that. When I'm coaching, I actually had somebody earlier, we were coaching on his service appointment. And I was like, well, how many people live in the house? Well, how many pets do they have? Do you know the pet's names? Do you know the kid's names? Do you remember the wife's name? Nope, nope, nope.
I was like, do you see, before we even get into the sales appointment, can you see where we might have a problem Because no wonder they didn't want to buy from you. They gave you the think about it because they didn't even know who you were. You didn't know who they were.
Go ahead. It's because I love this so much, too. That's funny. I saw a post earlier on social media. It was just asking. It was Everett over at his Sales Tales group. He was asking, have you ever received or said yes to anybody offering you something to drink in a home?
And, of course, my comment was like, man, I couldn't count the number of meals and drinks that I've had with people in their homes. You know, the number of dinners and lunches that they've served. When you build a relationship with people over time, it's incredible what happens. And it's not for, obviously, the free food. But just to be able to break bread with somebody builds a relationship.
You know, you really can't otherwise. So it's such a powerful thing when that really starts to happen. That's how you know that you're effectively, authentically making relationship instead of just trying to fake it.
I love it. Yeah. You get to meet the craziest, coolest people. And, you know, truly at the end of the day, we're changing lives, too. And that's that's the important part. You know, we literally can change the way somebody exists in their home with any type of home services, whatever we do. It's like they have a struggle. We're able to make their lives easier and better.
And and it's just so fulfilling. It is.
start close it now and start this hx sales training yeah that's a good question uh tommy thanks for that actually so i had a i was sales manager and sales trainer for a company here in austin texas and we uh this was six years ago 2019 i sent a couple people off to a sales training uh brought a couple new people onto the team sent them off to a training and they came back after a week and
you know, several thousand dollars a piece with the exact same slide deck from a training that I had taken 10 years before that. And I was like, oh, my gosh, throw that. They hadn't changed a single slide. I was like, throw that in the trash. Nobody buys like that anymore. And so I that's what I start. I said, well, if we looked around, I couldn't find a training that was the right fit.
So I decided to start it. And then the podcast started organically because back in – for everybody that listens, Drive Time University, the first probably 30 of my podcasts, I'm literally driving between appointments recording my podcast in a voice memo because I just had this message to get out. I knew if my team needed to hear it that other people did too.
And so that's what was the impetus that started the company because – I was like, the way people buying has changed so much, especially the second that the pandemic hit. And everything is so much more feeling and emotion driven. And everybody was stuck in the old days of, you know, the ABC model, always be closing and the hard sell and everything's logic, logic, logic.
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