Sales Training. Close It Now!

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 Episode

• The definition of neu...

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, an...

The Trust Thermometer: How to Read Buyer Energy and Create Safety That Closes

In 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 te...

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 ...

🎯 What if you could instantly know how your buyer wants to be sold to—just by how they speak and show up in the home?

In this episode of the Close It Now: Sales Psychology Series, Sam Wakefield breaks down the Four Primary Buyer Archetypes and how to tailor your presentation to each one. This isn’t guesswork—it’s emotional intelligence applied in real time.

Learn how to sell smarter, build instant trust, and dramatically improv...

What does it take to rise from the bottom and build a winning mindset? In this episode, Sam Wakefield sits down with Marc Mason—entrepreneur, speaker, real estate investor, and voice for the next generation of men. Together, they dive into the psychology of sales, the power of personal transformation, and how to stay resilient when life knocks you down.

💥 Whether you're a new rep or seasoned closer, this conversation will reignite ...

The Buyer Isn’t Broken: Why Psychology Beats Tactics Every Time

🎙️ Sales Psychology Series | Episode 1

Most salespeople are trained to fix the wrong thing — the pitch, the pricing, the script — when the real issue is psychological misalignment. In this kickoff episode of the Sales Psychology Series, Sam Wakefield introduces three transformative tools: the Buyer Lens, the Emotional Buy Cycle, and the Trust Thermometer.

These framework...

What if the secret to building a 7-figure business wasn’t hustle—but alignment? In this episode, Sam sits down with Tomas Keenan to reveal how high-performance leadership starts with unshakeable standards, tactical habits, and letting go of what no longer serves your legacy.

What You’ll Learn in This Episode

• How Tomas went from tools-in-hand technician to respected 7-figure leader
• The difference between hustle-driven chao...

Have you been praised your whole life for being naturally good—but deep down know you’ve rarely gone all in? In this raw and revealing episode, Sam Wakefield shares the cost of living the 80% Life. If you've ever felt like talent became your ceiling instead of your launchpad, this one's for you.

You’ll learn:

• Why talent-driven success leads to complacency
• The hidden toll of “good enough” on growth and fulfillment
• Sam’s personal jou...

Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVAC

In this powerhouse episode, Sam Wakefield interviews Chris Morin—HVAC educator, founder of HVAC Pro Blog, and author of Leadership in HVAC. They dive deep into what real leadership looks like in residential contracting: from training technicians with people skills to building a culture that scales with integrity.

If you lead a team...

What if your talent has been holding you back?

In this powerful episode, Sam Wakefield reveals the hidden danger of being naturally gifted: when 80% effort brings results, it’s easy to settle for less than your true potential.

This conversation goes beyond performance—it’s about purpose, identity, and reclaiming the drive to show up fully. Sam shares his personal turning point and challenges you to ask: What could life look like...

What happens when you stop asking if the homeowner will buy—and instead ask how you can best serve them after they do? In this episode, Sam Wakefield is joined by Dominic Caminata, CEO and founder of Grosso University, to talk all things sales certainty, performance psychology, and what it truly means to assume the sale.

Dominic shares the foundational beliefs that separate the average rep from the elit...

What if the biggest reason homeowners aren’t buying… is you’re not making it easy enough? In this episode, Sam Wakefield sits down with Chris Scoville of Improvifi to uncover the financing gap killing sales—and how to fix it fast.

What You’ll Learn in This Episode

• Why not offering financing is sabotaging your close rate
• How buyer psychology shifts when you remove price friction
• The truth about “sticker shock” and the psycholog...

This is the moment where everything we’ve built in the Energy Series comes to life. The close isn’t a pitch—it’s a transfer of peace, certainty, and alignment. In this finale, we show you how to make every closing moment sacred, connected, and complete.

What You’ll Learn in This Episode

• Why the close is the culmination of energetic alignment, not pressure
• The brain science behind resolution and why clarity triggers trust
• H...

From rock bottom to leadership at the top—Ken Baden’s journey is one of redemption, grit, and building something that lasts. In this episode, we dig into why door-to-door is still the most powerful (and overlooked) marketing strategy in home services—and how to scale sales teams that win.

If you’ve ever been afraid to knock—or unsure how to build a canvassing culture—this one is a must-listen.

2. What You’ll Learn in This Ep...

Before your pitch… before your logic… before your words even land—there’s energy.

This episode dives deep into energetic framing—how your presence and nervous system shape the entire sales experience before a single word is spoken.

You'll learn what it means to lead the room without saying a word, how to anchor the space with calm authority, and why your energy—not your script—is what buyers actually respond to.

We’ll cover:

Dru Fay is more than a barber—he’s a serial entrepreneur, brand builder, mentor, and community connector.

In this inspiring conversation, Sam Wakefield sits down with Dru to unpack how he built multiple businesses starting from behind the barber chair. From launching his first business as a teenager to creating a thriving barber brand, product line, and nonprofit, Dru embodies the entrepreneurial hustle mindset.

If you want to learn ...

Most reps listen to words.

Elite sales pros listen to energy.

In this episode of the Energy-Driven Sales Mini-Series, Sam Wakefield teaches you how to unlock the hidden layer of every sales conversation. Using the proven 3 Levels of Listening framework (inspired by Co-Active Coaching), you’ll learn to hear what buyers are feeling but won’t say out loud.

Discover how to shift from transactional selling to transformational con...

Is digital marketing broken?

In this episode, Jonathan Bannister delivers a blunt and timely message for the home services industry: the digital marketing tactics that used to work… just don’t anymore.

We dive into the real reasons so many HVAC and home service companies are burning money on bad leads, weak branding, and agency fluff. Jonathan breaks down what actually works now—and how to build a lead flow that converts in...