Mastering Sales in 2025 - Winning Strategies with Sam Wakefield
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What is the importance of continuous learning in sales?
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.
welcome to the home service expert where each week tommy chats with world-class entrepreneurs and experts in various fields like marketing sales hiring and leadership to find out what's really behind their success in business now your host the home service millionaire, Tommy Mello. Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today. To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. So I asked the team to take notes for you. Just text notes, N-O-T-E-S to 888-526-1299. That's 888-526-1299. one, two, nine, nine. And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 States. Just go to elevate and win.com forward slash podcast to get your copy. Now let's go back into the interview.
How can building relationships drive sales success?
All right, guys, today's going to be fun. I got Sam Wakefield here. He's based out of Round Rock, Texas. He's a sales and business expert. He's the founder of Close It Now Sales Training and Close It Now Podcast. The dynamic founder of Close It Now stands at the forefront of HX sales training, known for his high-octane approach and deep industry expertise. a master in transforming the sales landscape. Sam's career is a testament to his innovative strategies and motivational prowess. His popular podcast, Close It Now, mirrors his passion, blending actionable advice to real-world examples that resonate with HVAC professionals. And by the way, HVAC. Is the godfather of all sales. I believe that.
I learned everything I know from HX Plumbing and Electrical. If you think back in the day, HX spells wealth around Ron Smith. Paved the way for guys like George Brazil and Frank Blau in the late 80s. And who else? Jim. What's another one? Jim. I'm trying to think of Jim. I never met him, but I'm brain farting his name. But I'll tell you, HVAC is like, if you know HVAC sales, you know how to do chimneys and roofing and landscaping. And I do believe you get good at HVAC sales, you can do anything in life.
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.
What inspired Sam Wakefield to create Close It Now?
I feel like that's something a lot of people have forgotten nowadays.
Yeah, that's the thing he said is that, you know, I got that in my bathrooms here. Get customers and keep customers. And I put that when I read that book. I get more customers. And the guy I was thinking of was Jim Abraham.
Oh, yeah.
Yeah, absolutely. So tell me a little bit about yourself, man. Where did you start? What are you working on? What's new? What's good? What's your passions?
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.
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Chapters
8 chapters
1
What is the importance of continuous learning in sales?
0:00–1:20
2
How can building relationships drive sales success?
1:20–3:08
3
What inspired Sam Wakefield to create Close It Now?
3:08–5:38
4
What are effective pricing strategies in the HVAC industry?
5:38–8:02
5
What common pitfalls do sales professionals face?
8:02–10:49
6
How can understanding customer needs improve sales?
10:49–12:11
7
What role does consistent training play in sales success?
12:11–16:31
8
How can sales professionals recognize buying signals?
16:31–1:05:55
Speakers
1 identifiedMore from The Home Service Expert Podcast
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