May 13, 2025 • 45 mins
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 conversations.
Learn how to read hesitation, tension, and readiness—and how to guide the buyer to safety so they close themselves.
💡 What You’ll Learn:
- The 3 levels of listening every sales pro must master
- Why most objections are silently decided before they’re spoken
- The art of holding space and leading energy
- Tools and exercises to develop global listening skills
- The daily mindset practice that separates the top 1% from average reps
📚 Recommended Reading:
The Ultimate Sales Machine by Chet Holmes
📲 Let’s Connect:
Website: https://www.closeitnow.net
Instagram: https://www.instagram.com/therealcloseitnow
LinkedIn: https://www.linkedin.com/in/closeitnow/
Facebook Group: https://www.facebook.com/groups/closeitnow
⭐ Enjoying the show? Leave a review and help others grow.
👉 https://g.page/r/CbfnnDqTCwQdEAE/review
💬 Final Thought:
“Stop listening to win.
Start listening to lead.”
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now yourhost, Sam Wakefield.
Well, all right.
Welcome back.
Close It Now.
I am stoked to get into this episode.
(01:04):
Today we are covering episodenumber seven in the Energy series.
This one is energetic listening.
How to hear what they are not saying.
I like to call it listeningbetween the lines.
So have you ever been in this situation?
They said yes, but somethingkind of just felt off.
(01:25):
They nodded but you could feelthe hesitation or they gave you the
famous let me think about itand then disappeared.
Turn into ghosts.
What happened?
Most reps listen to the words.
Elite reps listen to the energy.
They hear what the buyersaren't saying.
So that's what we're going tocover today.
(01:46):
So stick around.
We are getting into this right away.
So quick recap of the episodesup until now.
Remember, this is a nine part series.
This is episode seven.
Number one was energy as themissing cell skill.
We just, we talked about justthe energy in general.
(02:06):
Number two, we talked aboutsetting the right container.
It's not just settingexpectations but actually creating
a container of create thespace first of, we're creating a
trusted safe space for them tobe able to make a buying decision.
Number three was emotional leadership.
(02:26):
We're going to lead the roomwithout absorbing their energy.
Number four, transferring certainty.
It's belief over words.
Number five was energetic consistency.
How to show up and how to showup steady every single time.
Number six was energeticmirrors buyers.
(02:47):
Reflect what you bring.
You are leading the conversation.
Remember, be the calm in their chaos.
Today we're going to step intoa definitely a more advanced but
often definitely overlooked skill.
Energetic listening.
What is energetic listening?
So we're going to dive into that.
But first let's talk aboutwhat happened at Relentless, the
(03:10):
ultimate sales transformationin Boston last week because it was
transformational.
So incredible.
Saw just saw leaders walk outdifferent than they walked in Definitely
had some breakthroughs.
We had some serious mindset shifts.
We unlocked some massive identity.
(03:32):
One of the things that is soimportant to understand is when you
have the right room with theright people in the right container,
it creates accelerated growth.
The it was three days ofevent, but I can tell you we compressed
time for people.
We smashed years of experienceand training into a short amount
(03:53):
of time.
And the people that leftthere, I'm immediately hearing stories
of people closing deals thatthey never would have gotten before
that are closing at muchhigher tickets than they ever have
before.
Just going right throughhandling objections like they never
have before, or as we like tocall them, areas of concern.
(04:13):
Thank you, Mr.
Doug Wyatt.
And so, man, it was.
It was powerful.
We laughed, we cried.
We definitely transformed.
So you missed out.
We're going to have somepeople on the show coming up that
were at the event to talkabout how their.
How their stories havetransformed, how their life has transformed,
how their cells havetransformed as a result of the event.
(04:35):
So stick around.
It is going to be awesome.
So let's get into this.
I've got a lot to cover today,so we're going to short circuit a
little bit.
We're going to skip the what'sin your cup section today, but I
do have to give a shout out tomy buddy, Brian o' Boyle.
(04:56):
He did bring me some tea from Ireland.
So it's Irish tea and it isfire at this next level.
So thank you so much, Brian.
I appreciate that.
And also my buddy Tony Manier,he brought me.
Brought me some coffee,brought me a bag of coffee at the
event.
And I'm so grateful to everysingle one of you who, you know,
(05:18):
you reached out.
You've given me, you know,tips and recommendations for coffee
is for teas.
And it's.
This has been a fun ride.
I love the just, just how weall connect to how we're creating
this community of each other,supporting each other, we're supporting
(05:39):
ourselves, we're supportingother people.
Being part of a tribe is a lotof fun, especially when we're focused
on the same thing.
So let's get into this becausewe'll get a quick hydration drink
here, everybody.
What are you drinking today?
I've got my Close it now bottle.
That was a gift from Mr.
Tim Hook after I was on hispodcast up at Hook Agency.
(06:01):
Mr.
Tim Brown.
I say Tim Hook.
That's what his Facebookprofile is.
Tim Brown at Hook Agency.
I love it.
If you need some digitalservice, he is a beast there.
Do good stuff up there.
So Hydrate.
Let's get into this.
So let's see.
(06:23):
We've got three levels of listening.
Oh, actually, let me go back alittle bit, a little bit more about
the event.
We've got some other coolthings going on.
I made a couple cool announcements.
One of the things that's goingto be happening here really soon,
here's a perk of being at the event.
So I'm going to talk aboutwhat it is and then I'll tell you
what the perk is.
(06:43):
I was hearing from everybodythere because we had a lot of people
that were different speakers.
We didn't have the chance togo through, you know, step by step
in super detail of everysingle step of the Close it now sales
system.
So what I announced at theevent is I'm going to host a webinar
(07:04):
coming up here.
It's going to be, we're goingto do it in a couple sittings.
So it's going to be severalhours of webinar where we are going
to walk through the entireClose it now sales system, start
to finish, soup to nuts, asthey like to say.
And what that will be.
It is going to be a paid webinar.
So I want you to, it's notgoing to be outrageous or anything,
(07:27):
but we're going to be diving in.
We're going to spend probablysix or eight hours together in total
once I get it all mapped outand basically to train it as if we
were in classroom together.
When I do on site trainings,when I do travel trainings at companies
and organizations, this is ahuge part of what we walk through.
(07:49):
Well, you are all going to getthe benefit of that and it's going
to be, it's going to be great.
So if you have been wanting toknow what this system is, start to
finish, if you've been wantingsome training specifically on that,
if you don't have a system,this is a proven, it's a proven one.
We see insane numbers acrossthe country.
(08:10):
Big towns and little towns inthe country, in the city, it doesn't
matter in the north, in thesouth, it doesn't really matter because
it's based and rooted in psychology.
Brains are brains, people are people.
And at the foundation of it,psychology is psychology.
So when you overlay that withthe steps in a system that are built
(08:31):
in order to unlock thosepadlocks in someone's brain, you
get results and it's reallyincredible what happens.
So I'm going to be goingthrough that start to finish.
So join the Facebook group ormessage Me and get on the mailing
list.
I'm going to announce when weare going to be hosting that it's
going to be a virtual event.
It's going to be acrossseveral days and it's going to be
(08:55):
fire.
So make sure that you areinvolved in that.
Now the perk and bonus ofbeing at the event.
Everyone who attendedRelentless is going to get free access
to this event.
Because I always bring extravalue to everyone who is in the room.
They make the effort to get tothe event, they bought the ticket,
(09:15):
all of those things.
So I want to make sure toprovide value for everyone there.
So that's a big one.
So if you weren't at theevent, you'll have to pay everybody
who was at the event.
You get free access which isgreat incentive everyone to be at
the next event.
That happens.
The other announcement that Ihave that happened that I announced
(09:38):
at the event I introduced is Ihave just created an epic follow
up system.
So we know the fortune is inthe follow up.
I do not care what otherleaders in the industry say.
There is massive amounts ofmoney left on the table if you don't
(09:59):
follow up.
And if you don't follow up 8,10, 12 times.
The problem is we've never hadreally a roadmap or system of how
to do it.
So as we're all great withcell systems, we've got these beautifully
designed systems.
There's lots of differentversions, of course, there's mine.
There's, you know, lots ofdifferent trainers have their own
system.
(10:19):
Now what happens though is weget to the follow up and everybody
says okay, you got a followup, you got to follow up.
But no one knows how, no oneknows the right language to use and
we definitely don't have anytype of a plan.
Especially as detailed as yoursales system should be, we should
have a follow up system justas detailed.
So what I created is a cell.
(10:39):
It's a follow up systemstarting day zero from the time that
you, if you just absolutelycan't close it, of course we're going
to do everything we to closethe project.
Also this is not a crutch tonot go hard in the paint and stay
in the batter's box and handleareas of concern, handle objections
the way you should.
(11:00):
However, we all know there aresome clients that just, they don't
buy on the first sit and it'sokay because we're creating relationship.
I am all about the idea thatas long as they continue to bam fam,
book a meeting from a meetingand book the next appointment, it's
just to be continued.
(11:21):
There's no such thing aslosing the sale just because we need
to book a second or third, avisitor or whatever it takes, do
what it takes to win the business.
This is what top performers do.
So I created this plan.
It goes out, it's based aroundfour different.
It's got a lot of things in it.
If you know me, you know I dothings over the top and to excellent
(11:43):
detail.
So it's based on fourdifferent buyer types sorted by if
you've booked a meeting orhaven't to continue the conversation.
And it's also sorted bydifferent phases after the appointment
because somebody's mentalstate and the psychology of like
day zero through day three isdifferent than day four through seven,
(12:04):
which is different than dayseven through 14, which is different
than day 15 through 2021,which is different than that phase
into phase nine into you know,say 90 days out, which is different
than 90 plus.
So I created a follow upsystem with all of the touch points,
complete with scripts foremail, text message, video message
(12:26):
and phone call or of course inperson if they actually get in touch
with them.
Four different scripts, fourdifferent modalities for the four
different buyer types at eachphase of the step, completing 12
plus touches along the way.
So this is your net, this isthe follow up system.
(12:48):
Now this is, is not, it'sdefinitely not something I'm giving
away except for everybody whoattended the event, got the beta
test version that I hadprinted and bound for attendees of
the event.
One more reason to attendevents because you get a lot of extra
bonuses.
So we are going to be hostinga webinar on that as well coming
(13:10):
up soon.
This thing is fire.
I cannot tell you howincredible it is.
It's still in a little bit ofbeta test.
We've got some case studiesout so we'll report back with some
numbers here as soon as, assoon as we start, they start coming
back in.
But I can tell you one of thethings that we did while we were
in the event.
I had everybody send out onebasic easy follow up message.
(13:35):
And my man Jonathan Neves upat the Green Energy Mechanical, he
set up his chirp, he sent out,he just sorted by the four months
of the summer, this pastsummer, summer 2024.
So last year he sent out amessage and it took him about 30
seconds to do maybe a minute.
The message went out to fourmonths worth of unsold proposals
(13:58):
and within minutes fourdifferent people responded back.
And the very next day closedone for I think it was a little over
20k.
So that was the time it tookto do it.
Got back in touch, closed it down.
So there is fortune in thefollow up.
So I love the process and youare going to love the system as well.
(14:18):
I've never seen anything atall like it anywhere in the industry,
in any home services.
And so I was excited todevelop that for all of you to be
able to close more business.
I'm telling you, you havemillions of dollars, literally millions
of dollars sitting on thetable that just because they didn't
go with you does not mean theywent with somebody else.
(14:39):
In fact, most people when theydon't ch unless they specifically
said they went with somebodyelse and even then a lot of times
they back out of that too.
That's why you go back bytheir house and it's still got the
old condenser sitting out there.
They still have the old garagedoor, they still have the old roof,
whatever it is, they didn'tbuy from anybody.
The confused mind said no.
(15:00):
They got overwhelmed, they gotinto decision, you know, indecision,
they got into analysisparalysis and didn't pull the trigger
on anything.
So there is a massive amountof fortune in the follow up.
You just have to do the dangwork, stop being lazy.
And a lot of times we didn'tdo the work just because we didn't
(15:21):
have a system or know what to do.
Well, there's no excuses now.
I made it for you.
So we're going to do a webinaron that coming up soon.
So make sure to join the Closeit Now Facebook group and I'll be
making those announcements.
Also, two other things.
Now that I am back from therelentless event, I am going to be
(15:43):
relaunching the every otherweek we're going to be doing role
play sessions in my Zoom room.
So join the Facebook group,you'll get announcements for all
that.
I put the events up on Facebook.
So we're relaunching the roleplay sessions.
We're going to be handlingobjections, we're going to be handling
closing, we're going to behandling all these different phases
(16:05):
of the appointment and you getthe opportunity to practice.
I don't do a whole lot of training.
I usually do a tiny bit oftraining at the beginning and that
we just go around and taketurns and practice the words.
So if you don't get thesupport you need at your company,
if you are, say you're soloout there like me.
For the first decade of mycareer, I was just by myself.
(16:26):
In a car most of the time, Ididn't have the ability.
There wasn't Facebook groups,there wasn't anything like this to
be able to tap into.
And no streaming, any of that.
And so it's definitely anability to speed your learning faster,
speed your mastery.
And so we're going to be doingthat also.
I'm relaunching the Close itnow book club.
(16:49):
This is for anyone in oroutside of home services.
Share with anyone who coulduse personal, who would, you know,
would love to join forpersonal growth.
We're going to cover businessbooks, we're going to cover sales
books, we're going to covermindset books.
We're going to cover a lot ofdifferent things.
So I want this to be a welcomeopen community.
(17:11):
The book club.
There will be no, no suchthing as a sales pitch in it.
It's strictly there to helpour industry, help all of home services
raise the standard.
We've got to raise our mindsets.
So relaunching the book clubalso will be announced on our email
list and through the Facebook group.
(17:31):
So make sure to go, go toFacebook search, Close it now.
The group will come right up.
Join and I'll make sure thatyou are added and then all of those
announcements will be in there.
So excited to have somebandwidth again.
The last several months ofpreparing for this event had definitely.
They just kept me covered up with.
It's a lot of work to host an event.
(17:52):
It was incredible.
It was transformational.
And now it's time to get backinto the regular swing of things.
While we're planning,Relentless 2026 will be in spring
of next year.
We're going to host it alittle bit earlier in the year, probably
late March, early April.
That way it'll give more of you.
One, you've got a year to plannow, so be watching.
(18:14):
We had a videographer at thisone, so be watching for videos and
you're gonna see a ton ofstuff from the event, but it'll give
you a year to plan.
And we're gonna host it alittle bit earlier in the year, so
it's not gonna be bumping upagainst when the weather warms up.
So you don't have any excusesnot to attend.
(18:35):
The power of sharpening theaxe is exactly what it is.
Even if you take three daysout, three, four, five days out that
you're not in the fieldselling, the amount that you're going
to make up literally as soonas you get back will weigh more than
pay for it.
Stop being lazy, stop usingthat as an excuse.
(18:56):
If your business can'tfunction by a couple people being
out of the field for a handfulof days, we need to talk because
that means that you don't havea business that functions without
you.
That means you don't have, youneed work on your systems and your
budgeting and those types of things.
That is something that we dohere at closeit.
(19:17):
Now, we help companies withthat, explode their growth, scale
their systems and become thatcompany worth buying from.
So reach out.
We can have a conversationabout how we can help you.
Let's build your war chest.
Let's build your, build yoursystems in a way where you're generating
revenue if you are there or not.
If your key members are thereor not, we can still build in systems
(19:41):
for this to happen.
So with all that being said,let's get into today's content.
We're starting with the.
This is this, of course,again, after all that.
Again, this is energetic listening.
How to hear what they are not saying.
So first of all, we've got toset a foundation here.
(20:05):
One of the things that youneed to know is there's three levels
of listening.
Years and years and years ago,I was reading some books on life
coaching and it was calledcoactive coaching.
Therapists learn andpsychiatrists, psychologists learn
the different types of listening.
There's three levels of listening.
So we're going to go throughthat and we're going to start applying
(20:26):
it in what we do.
Because you know me, I've saidforever that maybe not forever forever,
but since this podcast hasstarted, sales is 90% psychology
and 10% actual skill and, youknow, taking orders.
So what does that mean?
Well, there's, this is one ofthose things, three levels of listening.
So the first level is internal listening.
(20:49):
It's definitely very self focused.
You know, we're thinking aboutwhat to say next, how to get to pricing,
we're thinking about how we'recoming across.
You're in your head, you'veleft the conversation and you're
stuck in your head thinkingabout all these things.
So one quick coaching tip here.
After every call, you need toask yourself, was I present in the
(21:13):
situation?
Was I present in theconversation or was I thinking about
myself?
A pitfall.
And the reason so manybeginners and amateurs get stuck
on this and they're scared toask better questions, they're scared
to ask probing questions,they're scared to ask for the clothes.
A lot of different things thatthey're, they're scared to say.
(21:34):
Literally fear enters intothis conversation and that Gut feeling
and all that is becausethey're focused on themselves.
They're focused on what willthey think about me, which is the
wrong mindset.
We have to.
The focus has to be how can Ihelp them, how best can I help?
And the only way we can helpthem is if they buy from us.
(21:56):
We can't do it for free.
We know their life is going tobe better because of what we're doing
for them.
And the only way we can getthem there is by asking the right
questions to help them moveout of their comfort zone.
So the focus has to be onthem, not on you.
So that's level one listening.
It's worried about the words.
We're internal listening,we're thinking about that.
(22:19):
And it keeps us kind of stuckin this.
We're not even present in the conversation.
So that's level one listening.
Level two listening, which isfocused listening.
Some people call it, you know,intentional listening.
There's a lot, severaldifferent terms for it.
But level two listening is weshift to fully tracking the client's
(22:41):
words.
We're present in theconversation, we're asking good follow
up questions, we're curious.
We're using tactical empathy,as Chris Voss likes to say it.
We're using rare listeningskills, as Doug Wyatt likes to say
it.
We're listening, we're slowdown, we take a breath, we restate
(23:01):
what they said.
We use mirrors.
A lot of reflective listeningand being very intentional about
it.
So this feels better.
But we're still only hearingwords, not the energy underneath
the words.
So quick coaching tip forlevel two listening.
Let's.
So when you run a call, makethis your goal.
(23:23):
Run a call where your onlygoal is to listen without solving
the problem.
Level one listening.
And especially coming a lot ofyou coming from, you know, we come
from this technician background.
Our goal is to listen andsolve, listen and solve, listen and
solve the problem.
A lot of times we just need tolisten with no agenda to solve the
(23:44):
problem.
We're just listening tounderstand, not listening to respond.
So this is step two.
Now let's get to step threeand then I'm going to go back and
we're going to talk about howthey all work synergistically together.
Level three listening.
This is global listening.
This is listening between the lines.
We're listening for energy.
(24:05):
We're listening forenvironmental changes, environmental
situations.
This is mastery.
We have to be able to zoomout, take the blinders off more than
just why you're there andwhat's happening in the middle of
the exact conversation.
You're having.
And we have to start to trackthe entire conversations ecosystem.
So what is happening with breath?
(24:25):
Did their breath speed up orslow down?
What's happening with their tone?
What changed?
What's the pace?
What's the tempo?
What's the cadence?
Did it change body posture?
We're looking for emotionalshifts, subtle energy changes.
We don't rush.
We hold space for them.
And we all know that this is a thing.
(24:47):
Think about it like this.
You've all been in asituation, and I used this example,
I think, a couple episodes ago.
Say you're in the living roomwith your family in the evening,
and maybe all are watching TVor playing a game or doing dinner,
and somebody walks into the room.
If it's your spouse, if it's akid, whoever it is, and everybody
(25:08):
knows something's off.
They didn't say anything.
Nothing happened.
You can't even see it on their face.
But they walk into the room,and instantly you go, hey, what's
wrong?
Are you okay?
How did you know?
Because you could feel theenergy difference in your loved one.
So that's a very specific, avery obvious example of what happens
(25:31):
here.
Now, we have to do this at thesame time in our conversations with
our clients, things that welearn in irl, in the real world,
in all of the situationsoutside of our appointments.
Why do we write these storiesin our brain that says none of that
(25:52):
applies in our appointments?
It definitely applies into our appointments.
So we have to carry it forwardinto there.
So we don't rush.
We hold space.
So here's your coaching tip onthis one.
To work, start working ifyou're already at level two.
So if you're only at levelone, start with level two first and
practice that and thensystematically step in level three,
(26:13):
and I'm going to give you aroadmap for how to get here.
But if you're already at leveltwo, your coaching tip for how to
enter and practice level threeis in your next conversations, fill
the rhythm.
When did energy rise?
When did it drop?
What happened?
Elite listeners, elite repsdon't just listen to the words.
(26:34):
They listen to the unspokenbetween the words.
Now, here's the thing to remember.
You don't live in Level 3 allday, but power is recognizing when
you are and aren't in sensinglevel 3 and being able to reset very
quickly.
So now we're going to gothrough a roadmap of how to grow
(26:57):
through all three levelsbefore we do.
One thing that I want to touchon is there's not so Level two, level
three.
There's not one that's betterthan the other.
They're both required to work together.
They have to synergisticallywork together.
You have to have level two.
You have to have these microagreements along the way.
(27:19):
Yep.
And this is called bedside manner.
When we think about doctors,the two equally brilliant doctors,
you go to the doctor'sappointment in medical, it's called
bedside manner.
It's not the same term forcells, but it should be, except other
that.
I guess that could get alittle creepy if we talk about bedside
manner.
But this is the name for it.
But think about it like this.
You go to the doctor and twoequally brilliant doctors, both masters
(27:42):
of their craft, and one ofthem does a really great job of listening.
Wow.
Huh?
What?
Then tell me more.
And the other one is silent.
They ask a question, then just listen.
Don't say anything.
Make a couple notes, and justask the next question, that second
one.
(28:03):
This is the difference betweenwhy so many times we get a second
opinion and don't.
The first one, when theyengaged in the conversation, and
it seemed like they were listening.
Now, the second one may havelistened just as well and taken in
every bit of the information,but it didn't feel like it because
they didn't interact or engagewith you.
They didn't give you that.
(28:24):
Mm, yeah.
Wow.
Okay.
And tell me more about that.
Those types of micro responsesin your.
And not to cut people off, butto when there's a lull in the conversation,
you add those in.
The second one didn't.
A lot of times we're turnedoff by that.
We call it bad bedside manner,and we'll get second opinion until
(28:45):
we find the doctor that isengaged in the conversation.
Now, again, they could both beequally brilliant.
The second one might even bebetter than the first doctor or surgeon,
but because of his interactionwith you, it didn't feel like it.
Now, if that applies there, ofcourse it applies in our appointments.
(29:08):
So this is really crucial.
So we have to have both level2 and level 3 listening working conjunctively
at the same time.
And this is where true masterystarts to happen.
So let's get into the journeyof mastering all the three levels
of listening in order, becauseyou can't just learn them all at
(29:28):
once.
You've got to go through.
You've got to master each asyou go, and then as you do, you're
going to find you progressbetter and better over time.
So step one is simply noticinghow often you're thinking about yourself,
your script, or your Outcomeawareness equals power to change.
(29:49):
So step one, start noticinghow often you're thinking about,
man, did I say the script right?
What was the next step in the process?
Oh man, they just said thatthat means humidifier.
They just said that that meansbetter air filter.
They said this, that meanswe're going to have to upgrade, you
know, this.
Okay, that's level one listening.
(30:10):
Notice how often you'rethinking about yourself.
Your script or the outcome orproducts is something internally.
Once you are aware of it now,you can, you can program yourself
to start to think.
Okay, I need to shift intolevel two listening.
So stage two, this is focused listening.
(30:34):
We're going to do is you'regoing to shift your focus 100% to
the buyer.
So this only happens when youhave mastery of your process.
So basically elementary schoolis learning the script, learning
the script and role play.
That doesn't mean you everstop role playing.
It doesn't mean you ever stopmastering your script and getting
better and better and better.
(30:55):
But once you have gotten tothe place where you know it so well,
you internalize that, youdon't have to think about the script.
Then you can start focusing on100% on the buyer, which is how are
they responding, what ishappening, what are they saying?
We get to focus on level twoso we stop rushing, we slow down,
(31:18):
we stop trying to instantlyfix the problem and we listen, we
stay with their language, weget to modify what we're doing and
to match their language.
You let yourself hear whatthey say before trying to solve.
That's a huge part of leveltwo listening.
(31:39):
It's really focusing on them,not on you.
You've learned level one sowell, you don't have to think about
it at all.
So you can strictly focus on them.
You can focus on thatconversation, you can focus on those
micro agreements, you canfocus on using mirrors and asking
better questions and listeningto understand, not listening to respond,
(32:02):
then getting into level three.
This is where we startpracticing the energetic listening,
global listening, coactive listening.
So this is where masterystarts to really happen when you
can over and you'll getincredible results if you only ever
stay at level two.
Because most people have neverreally been listened at level 2.
Most people are so selfcentered in society and life, they
(32:26):
don't ever listen even atlevel two to listen to understand,
they strictly listen to respond.
So and this is classic, youcan go back, I mean Dr.
Stephen Covey was a master of this.
This is one of the principlesof Seven habits of Highly Effective
people is this type of Listening.
Even before that, it's theclassic if you've never read how
(32:47):
to Win Friends and InfluencePeople by Dale Carnegie, it's a classic
tenet in that book.
And even before that, youknow, old time.
I've been really getting intostoicism lately.
A lot of the old stoics, thiswas what the principles were was
listening better listening tounderstand, not listening to respond.
So it's a tell as old as timethat's been restated every few generations
(33:07):
by a new voice.
Saying it a little bitdifferently, but it's the same message
that carries through.
So how do we get to level three?
Mastery happens here.
So we're going to start toread energy shifts.
Like I mentioned, when you'rein your home and you're hanging out
with your family and somebodywalks into the room, you instantly
know something's wrong.
(33:29):
It's that being able to noticethose types of energy shifts in a
home during your appointment.
Trust silence.
We've got to get used to andget comfortable with more silence.
We're going to lead without pushing.
So here is the coaching tip.
Here's your challenge to startto work on this level.
(33:50):
You're going to run five callswhere you start to track the emotional
rhythm.
What created tension?
What calmed it?
Did you hold space for it ordid you rush through it?
You know what, this is wherethe deals start to close themselves.
Have you ever had the onesthat just.
Oh, man, they just.
Everything went perfect andthey asked for the sell.
(34:11):
A lot of times this washitting on all cylinders.
This is, this is some of themagic of why that happens.
People that can do this on aregular basis, that's why you show
up to their.
You do a ride along with themand they just don't get objections.
Or if they do, they just moveright through them with really no
hesitation because they knewthey were coming minutes before they
(34:32):
ever showed up.
So the truth about masteryhere, you're going to bounce back
and forth between the levels.
Elite reps just recover faster.
Mastery is not perfection.
It's awareness and fast reset.
That is the difference.
You don't have to be perfectat this to attempt it and to continue
to work on yourself.
Choose to be 1% better thanyou are yesterday.
(34:55):
But mastery is awareness of itand being able to reset very quickly.
So I've got a challenge foryou all.
So after every conversationand if you want to know more, of
course I'm going to take anote out of Scott Sylvan Bell's book
here, if you want to know moreof course you can go to email me
samoseitnow.net you can gojoin the email list, go to closeitnow.net
(35:20):
and fill out the form and I'llput you on the email list.
Or join the CloseItNowFacebook group.
We make announcements all the time.
At some point in time, I'mgoing to probably try to sell you
something because that's how Istay in business.
If you want to know more aboutcoaching, if you want to know more
about how to get me to yourcompany to do on site trainings,
message me.
(35:41):
That's what we do.
That's how we help people.
And just like you, I can'thelp you a lot of times if you don't
buy something from me.
But it's okay.
This is a synergistic relationship.
I give value, give value, givevalue on the podcast and in the Facebook
group.
And when you are ready, reachout because I'm here to help.
So want to get that disclaimerout there?
(36:02):
Because yes, there is.
There are times where I putoffers out because just like you,
I got to pay the bills too.
And this is what I love aboutour community.
Everyone understands that andit's not weird if we set the right
expectation.
I'm not here to tell you thateverything I do will always be free,
although I do a lot of free content.
(36:24):
So if you are new, all of youon YouTube, if you're not following
me on YouTube, go over toYouTube and subscribe to the channel.
I would love to.
Let's grow this channel.
That way we can reach more people.
And if you are watching onYouTube, make sure to like and subscribe.
That way you're notified whennew episodes come out.
So let's get into some toolsto develop your energetic listening
(36:50):
one.
The first one is silence.
Start using silence intentionally.
Even in a recording like this,I literally could get quiet for a
handful of seconds and it'sgoing to create tension.
Check this out.
Now if you're listening, youwould have called that dead air.
(37:10):
But all of a sudden we havethis anxiety and this.
Not anxiety, but this anticipation.
What in the heck is he goingto say next?
Because there is a little bitof silence now in person, of course,
or virtually if you'reinteracting with somebody.
Silence can be insanely powerful.
So use it to your advantage.
Practice sitting in silencelonger than anyone feels comfortable.
(37:33):
I did this at the event.
It was literally less than aminute and somebody dropped a pin
because they couldn't handlethe silence.
It instantly broke the silence.
I was like, watch.
I Bet we don't even last acouple minutes in this room.
And sure enough, somebodybroke the silence.
So you have to practicesitting in silence and getting comfortable
with it.
Number two, start noticingmicro signals.
(37:56):
Start noticing those littlechanges in energy shift.
The tonality shifts whenthey're, you know, say, their mouth,
you know, the side of theirmouth moves a little bit, their eyes
squinch, their face changes,their body language.
Start noticing these things.
Number three, going to use themirror and label technique.
(38:16):
Mirror and label technique.
So here's an example sentence,and I know that you'll understand
it and take it forward andapply it to a lot of different things.
So it could be something like,I noticed something shifted when
we talked about xyz.
Can we revisit that?
So I noticed something shiftedwhen we talked about your daughter's
(38:38):
room.
I noticed something shiftedwhen we talked about how the, you
know, when we talked about how the.
How something functions.
I noticed something shiftedwhen we were talking about your budget.
I noticed something shiftedwhen we were talking about what you're
wanting to accomplish here.
Whatever it is, just replace Xwith whatever the thing is.
(38:59):
The point is, notice the shift.
I noticed something shiftedwhen we talked about xyz.
And don't do it.
Don't, don't stop it right inthe middle of that conversation.
You're going to use thistactically to your advantage.
I noticed something shiftedwhen we were talking about.
Can we revisit that?
It expresses to them thatyou're listening, but listening at
(39:22):
a much higher level, andthey'll go back and revisit that.
Oh, you know what?
You're right.
And so the big theme here isstay in service.
You know, buyers buy at thespeed of safety.
If they don't feel safe, theywon't buy.
That has to make sense, and ithas to be a trusted, safe container.
(39:42):
So buyers buy at the speed of safety.
So those are.
That's the three levels of listening.
You have to be able tofunction in all of those levels.
Level one, consider it.
Level one is elementary.
Level two is junior high.
Level three is high school, orhowever you want to think about it.
It doesn't matter.
But level two and level three,you're going to bounce back and forth,
(40:02):
and you're going to be usingboth at the same time.
Level one is your basics.
You got to learn the stuff.
Once you've learned yourscripting so well that it's internalized
and you've recited it, you canrecite it at a moment's notice with
no hesitation, without evenHaving to think about it, that is
when you've got level onemastered, level two and level three,
(40:23):
you will never have it mastered.
In fact, level one you canalways improve on.
But level two and level threeyou've got to constantly work on.
And they work together.
You have to be thinking andseeing the entire conversation through
both of those lenses simultaneously.
That's where you reach mastery.
So the biggest shift, you mustbecome a student of energy, not just
(40:47):
words.
Stop listening to win.
Start listening to lead.
Let me say that again.
Stop listening to win the deal.
Start listening to lead the people.
And that is what mastery means.
So if this landed for you,share it with your team, share it
(41:08):
with somebody.
You know that they could usethis series, that this is the missing
piece in their, in their salesand love for you to post your biggest
takeaway.
You can, you can catch me onInstagram at therealcloseitnow or
inside the Facebook group.
Make sure to pop your takeawayfrom this episode and also if you
(41:30):
got value from this, I'd loveto hear your takeaway in a review
on Apple podcasts and go overto Google and leave me a five star
review on Google.
So five stars on Applepodcasts and on Google.
You'll find the links for thatin the show notes.
And the main thing is thejourney to energy mastery continues.
We have two more sessionsbefore we wrap this series up because
(41:54):
there's so much to cover here.
I'm literally smashing 20years worth of learning into nine
episodes.
So this is just the tip of the iceberg.
If you want to know more aboutcoaching with me one on one or having
me out to your company or ourcompany wide process where we scale
companies then reach out.
(42:14):
Talk to me about that.
We blow companies up.
It's such a different processthan anybody else that you could
possibly work with.
I guarantee it.
No one else does what we dobecause we think differently than
everyone else thinks.
So one of the things lastthing I want to wrap up with is this
(42:35):
is kind of the flow for this.
I'm going to just recap it onemore time just to make sure that
you're on the right path.
Step one is internal listening.
Self focus.
You're thinking about what tosay next, how to get pricing across,
how are you coming across?
What are they thinking about me?
That's step one.
(42:56):
As fast as we can, you've gotto get past that into focused listening.
Listening with intent, beingpresent in the conversation, asking
good follow up questions,giving the micro.
Yeah, it's the co active listening.
You're curious.
Number three is listeningbetween the lines, listening to what
is not being said, listeningto the spaces and the pauses and
(43:20):
the energy shift and level twoand level three work together.
So that is the episode for today.
I know that you've gotten somevalue from it.
I learned as I'm putting thesetogether, the best way for you to
learn is to teach.
So reach out to me if you wantto know more about the follow up
program, the webinar that'scoming up.
(43:41):
If you want to know more aboutthe cell system webinar that's coming
up, we're putting that together.
Both of those are going to befire, I can guarantee it.
And they're good.
They're going to be worthchecking out because it will absolutely
revolutionize the way thatyour company functions, where your
team functions.
And I'm so happy that you allhave joined me on this podcast.
(44:03):
I love every single one of youand I'm so grateful for all of you
that have invested your timewith me today and always do through
the podcast.
So thanks for listening everybody.
Make sure to go out there andbe someone worth buying from.
You've been listening to theClose it now podcast.
(44:24):
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
have it all.
We hope you've enjoyed the show.
If you did, make sure to like,rate and review.
(44:47):
We'll be back soon, but in themeantime find the website@closeitnow.net
find us on Instagramherealcloseitnow and on Facebook
closeitnow.
See you next time.
Sam.
Welcome to Close it now, thepodcast that's revolutionizing the
H Vac and home improvementtrades industries.
Get ready to dive deep intothe world of heating, ventilation
and air conditioning.
We're turning up the heat onindustry standards and cooling down
misconceptions.
And we're not just talkingabout fixing vents and adjusting
(00:21):
thermostats.
It's about the transformativemovement that's reshaping the very
foundation of H Vac and home improvement.
We're the driving force,inspiring top performers who crave
excellence not only in theirprofessional endeavors, but also
in fitness, nutrition,relationships and personal growth,
proving that we can indeedhave it all.
(00:44):
This is Close it now, whereexcellence meets excitement.
Let's get to work now yourhost, Sam Wakefield.
Well, all right.
Welcome back.
Close It Now.
I am stoked to get into this episode.
(01:04):
Today we are covering episodenumber seven in the Energy series.
This one is energetic listening.
How to hear what they are not saying.
I like to call it listeningbetween the lines.
So have you ever been in this situation?
They said yes, but somethingkind of just felt off.
(01:25):
They nodded but you could feelthe hesitation or they gave you the
famous let me think about itand then disappeared.
Turn into ghosts.
What happened?
Most reps listen to the words.
Elite reps listen to the energy.
They hear what the buyersaren't saying.
So that's what we're going tocover today.
(01:46):
So stick around.
We are getting into this right away.
So quick recap of the episodesup until now.
Remember, this is a nine part series.
This is episode seven.
Number one was energy as themissing cell skill.
We just, we talked about justthe energy in general.
(02:06):
Number two, we talked aboutsetting the right container.
It's not just settingexpectations but actually creating
a container of create thespace first of, we're creating a
trusted safe space for them tobe able to make a buying decision.
Number three was emotional leadership.
(02:26):
We're going to lead the roomwithout absorbing their energy.
Number four, transferring certainty.
It's belief over words.
Number five was energetic consistency.
How to show up and how to showup steady every single time.
Number six was energeticmirrors buyers.
(02:47):
Reflect what you bring.
You are leading the conversation.
Remember, be the calm in their chaos.
Today we're going to step intoa definitely a more advanced but
often definitely overlooked skill.
Energetic listening.
What is energetic listening?
So we're going to dive into that.
But first let's talk aboutwhat happened at Relentless, the
(03:10):
ultimate sales transformationin Boston last week because it was
transformational.
So incredible.
Saw just saw leaders walk outdifferent than they walked in Definitely
had some breakthroughs.
We had some serious mindset shifts.
We unlocked some massive identity.
(03:32):
One of the things that is soimportant to understand is when you
have the right room with theright people in the right container,
it creates accelerated growth.
The it was three days ofevent, but I can tell you we compressed
time for people.
We smashed years of experienceand training into a short amount
(03:53):
of time.
And the people that leftthere, I'm immediately hearing stories
of people closing deals thatthey never would have gotten before
that are closing at muchhigher tickets than they ever have
before.
Just going right throughhandling objections like they never
have before, or as we like tocall them, areas of concern.
(04:13):
Thank you, Mr.
Doug Wyatt.
And so, man, it was.
It was powerful.
We laughed, we cried.
We definitely transformed.
So you missed out.
We're going to have somepeople on the show coming up that
were at the event to talkabout how their.
How their stories havetransformed, how their life has transformed,
how their cells havetransformed as a result of the event.
(04:35):
So stick around.
It is going to be awesome.
So let's get into this.
I've got a lot to cover today,so we're going to short circuit a
little bit.
We're going to skip the what'sin your cup section today, but I
do have to give a shout out tomy buddy, Brian o' Boyle.
(04:56):
He did bring me some tea from Ireland.
So it's Irish tea and it isfire at this next level.
So thank you so much, Brian.
I appreciate that.
And also my buddy Tony Manier,he brought me.
Brought me some coffee,brought me a bag of coffee at the
event.
And I'm so grateful to everysingle one of you who, you know,
(05:18):
you reached out.
You've given me, you know,tips and recommendations for coffee
is for teas.
And it's.
This has been a fun ride.
I love the just, just how weall connect to how we're creating
this community of each other,supporting each other, we're supporting
(05:39):
ourselves, we're supportingother people.
Being part of a tribe is a lotof fun, especially when we're focused
on the same thing.
So let's get into this becausewe'll get a quick hydration drink
here, everybody.
What are you drinking today?
I've got my Close it now bottle.
That was a gift from Mr.
Tim Hook after I was on hispodcast up at Hook Agency.
(06:01):
Mr.
Tim Brown.
I say Tim Hook.
That's what his Facebookprofile is.
Tim Brown at Hook Agency.
I love it.
If you need some digitalservice, he is a beast there.
Do good stuff up there.
So Hydrate.
Let's get into this.
So let's see.
(06:23):
We've got three levels of listening.
Oh, actually, let me go back alittle bit, a little bit more about
the event.
We've got some other coolthings going on.
I made a couple cool announcements.
One of the things that's goingto be happening here really soon,
here's a perk of being at the event.
So I'm going to talk aboutwhat it is and then I'll tell you
what the perk is.
(06:43):
I was hearing from everybodythere because we had a lot of people
that were different speakers.
We didn't have the chance togo through, you know, step by step
in super detail of everysingle step of the Close it now sales
system.
So what I announced at theevent is I'm going to host a webinar
(07:04):
coming up here.
It's going to be, we're goingto do it in a couple sittings.
So it's going to be severalhours of webinar where we are going
to walk through the entireClose it now sales system, start
to finish, soup to nuts, asthey like to say.
And what that will be.
It is going to be a paid webinar.
So I want you to, it's notgoing to be outrageous or anything,
(07:27):
but we're going to be diving in.
We're going to spend probablysix or eight hours together in total
once I get it all mapped outand basically to train it as if we
were in classroom together.
When I do on site trainings,when I do travel trainings at companies
and organizations, this is ahuge part of what we walk through.
(07:49):
Well, you are all going to getthe benefit of that and it's going
to be, it's going to be great.
So if you have been wanting toknow what this system is, start to
finish, if you've been wantingsome training specifically on that,
if you don't have a system,this is a proven, it's a proven one.
We see insane numbers acrossthe country.
(08:10):
Big towns and little towns inthe country, in the city, it doesn't
matter in the north, in thesouth, it doesn't really matter because
it's based and rooted in psychology.
Brains are brains, people are people.
And at the foundation of it,psychology is psychology.
So when you overlay that withthe steps in a system that are built
(08:31):
in order to unlock thosepadlocks in someone's brain, you
get results and it's reallyincredible what happens.
So I'm going to be goingthrough that start to finish.
So join the Facebook group ormessage Me and get on the mailing
list.
I'm going to announce when weare going to be hosting that it's
going to be a virtual event.
It's going to be acrossseveral days and it's going to be
(08:55):
fire.
So make sure that you areinvolved in that.
Now the perk and bonus ofbeing at the event.
Everyone who attendedRelentless is going to get free access
to this event.
Because I always bring extravalue to everyone who is in the room.
They make the effort to get tothe event, they bought the ticket,
(09:15):
all of those things.
So I want to make sure toprovide value for everyone there.
So that's a big one.
So if you weren't at theevent, you'll have to pay everybody
who was at the event.
You get free access which isgreat incentive everyone to be at
the next event.
That happens.
The other announcement that Ihave that happened that I announced
(09:38):
at the event I introduced is Ihave just created an epic follow
up system.
So we know the fortune is inthe follow up.
I do not care what otherleaders in the industry say.
There is massive amounts ofmoney left on the table if you don't
(09:59):
follow up.
And if you don't follow up 8,10, 12 times.
The problem is we've never hadreally a roadmap or system of how
to do it.
So as we're all great withcell systems, we've got these beautifully
designed systems.
There's lots of differentversions, of course, there's mine.
There's, you know, lots ofdifferent trainers have their own
system.
(10:19):
Now what happens though is weget to the follow up and everybody
says okay, you got a followup, you got to follow up.
But no one knows how, no oneknows the right language to use and
we definitely don't have anytype of a plan.
Especially as detailed as yoursales system should be, we should
have a follow up system justas detailed.
So what I created is a cell.
(10:39):
It's a follow up systemstarting day zero from the time that
you, if you just absolutelycan't close it, of course we're going
to do everything we to closethe project.
Also this is not a crutch tonot go hard in the paint and stay
in the batter's box and handleareas of concern, handle objections
the way you should.
(11:00):
However, we all know there aresome clients that just, they don't
buy on the first sit and it'sokay because we're creating relationship.
I am all about the idea thatas long as they continue to bam fam,
book a meeting from a meetingand book the next appointment, it's
just to be continued.
(11:21):
There's no such thing aslosing the sale just because we need
to book a second or third, avisitor or whatever it takes, do
what it takes to win the business.
This is what top performers do.
So I created this plan.
It goes out, it's based aroundfour different.
It's got a lot of things in it.
If you know me, you know I dothings over the top and to excellent
(11:43):
detail.
So it's based on fourdifferent buyer types sorted by if
you've booked a meeting orhaven't to continue the conversation.
And it's also sorted bydifferent phases after the appointment
because somebody's mentalstate and the psychology of like
day zero through day three isdifferent than day four through seven,
(12:04):
which is different than dayseven through 14, which is different
than day 15 through 2021,which is different than that phase
into phase nine into you know,say 90 days out, which is different
than 90 plus.
So I created a follow upsystem with all of the touch points,
complete with scripts foremail, text message, video message
(12:26):
and phone call or of course inperson if they actually get in touch
with them.
Four different scripts, fourdifferent modalities for the four
different buyer types at eachphase of the step, completing 12
plus touches along the way.
So this is your net, this isthe follow up system.
(12:48):
Now this is, is not, it'sdefinitely not something I'm giving
away except for everybody whoattended the event, got the beta
test version that I hadprinted and bound for attendees of
the event.
One more reason to attendevents because you get a lot of extra
bonuses.
So we are going to be hostinga webinar on that as well coming
(13:10):
up soon.
This thing is fire.
I cannot tell you howincredible it is.
It's still in a little bit ofbeta test.
We've got some case studiesout so we'll report back with some
numbers here as soon as, assoon as we start, they start coming
back in.
But I can tell you one of thethings that we did while we were
in the event.
I had everybody send out onebasic easy follow up message.
(13:35):
And my man Jonathan Neves upat the Green Energy Mechanical, he
set up his chirp, he sent out,he just sorted by the four months
of the summer, this pastsummer, summer 2024.
So last year he sent out amessage and it took him about 30
seconds to do maybe a minute.
The message went out to fourmonths worth of unsold proposals
(13:58):
and within minutes fourdifferent people responded back.
And the very next day closedone for I think it was a little over
20k.
So that was the time it tookto do it.
Got back in touch, closed it down.
So there is fortune in thefollow up.
So I love the process and youare going to love the system as well.
(14:18):
I've never seen anything atall like it anywhere in the industry,
in any home services.
And so I was excited todevelop that for all of you to be
able to close more business.
I'm telling you, you havemillions of dollars, literally millions
of dollars sitting on thetable that just because they didn't
go with you does not mean theywent with somebody else.
(14:39):
In fact, most people when theydon't ch unless they specifically
said they went with somebodyelse and even then a lot of times
they back out of that too.
That's why you go back bytheir house and it's still got the
old condenser sitting out there.
They still have the old garagedoor, they still have the old roof,
whatever it is, they didn'tbuy from anybody.
The confused mind said no.
(15:00):
They got overwhelmed, they gotinto decision, you know, indecision,
they got into analysisparalysis and didn't pull the trigger
on anything.
So there is a massive amountof fortune in the follow up.
You just have to do the dangwork, stop being lazy.
And a lot of times we didn'tdo the work just because we didn't
(15:21):
have a system or know what to do.
Well, there's no excuses now.
I made it for you.
So we're going to do a webinaron that coming up soon.
So make sure to join the Closeit Now Facebook group and I'll be
making those announcements.
Also, two other things.
Now that I am back from therelentless event, I am going to be
(15:43):
relaunching the every otherweek we're going to be doing role
play sessions in my Zoom room.
So join the Facebook group,you'll get announcements for all
that.
I put the events up on Facebook.
So we're relaunching the roleplay sessions.
We're going to be handlingobjections, we're going to be handling
closing, we're going to behandling all these different phases
(16:05):
of the appointment and you getthe opportunity to practice.
I don't do a whole lot of training.
I usually do a tiny bit oftraining at the beginning and that
we just go around and taketurns and practice the words.
So if you don't get thesupport you need at your company,
if you are, say you're soloout there like me.
For the first decade of mycareer, I was just by myself.
(16:26):
In a car most of the time, Ididn't have the ability.
There wasn't Facebook groups,there wasn't anything like this to
be able to tap into.
And no streaming, any of that.
And so it's definitely anability to speed your learning faster,
speed your mastery.
And so we're going to be doingthat also.
I'm relaunching the Close itnow book club.
(16:49):
This is for anyone in oroutside of home services.
Share with anyone who coulduse personal, who would, you know,
would love to join forpersonal growth.
We're going to cover businessbooks, we're going to cover sales
books, we're going to covermindset books.
We're going to cover a lot ofdifferent things.
So I want this to be a welcomeopen community.
(17:11):
The book club.
There will be no, no suchthing as a sales pitch in it.
It's strictly there to helpour industry, help all of home services
raise the standard.
We've got to raise our mindsets.
So relaunching the book clubalso will be announced on our email
list and through the Facebook group.
(17:31):
So make sure to go, go toFacebook search, Close it now.
The group will come right up.
Join and I'll make sure thatyou are added and then all of those
announcements will be in there.
So excited to have somebandwidth again.
The last several months ofpreparing for this event had definitely.
They just kept me covered up with.
It's a lot of work to host an event.
(17:52):
It was incredible.
It was transformational.
And now it's time to get backinto the regular swing of things.
While we're planning,Relentless 2026 will be in spring
of next year.
We're going to host it alittle bit earlier in the year, probably
late March, early April.
That way it'll give more of you.
One, you've got a year to plannow, so be watching.
(18:14):
We had a videographer at thisone, so be watching for videos and
you're gonna see a ton ofstuff from the event, but it'll give
you a year to plan.
And we're gonna host it alittle bit earlier in the year, so
it's not gonna be bumping upagainst when the weather warms up.
So you don't have any excusesnot to attend.
(18:35):
The power of sharpening theaxe is exactly what it is.
Even if you take three daysout, three, four, five days out that
you're not in the fieldselling, the amount that you're going
to make up literally as soonas you get back will weigh more than
pay for it.
Stop being lazy, stop usingthat as an excuse.
(18:56):
If your business can'tfunction by a couple people being
out of the field for a handfulof days, we need to talk because
that means that you don't havea business that functions without
you.
That means you don't have, youneed work on your systems and your
budgeting and those types of things.
That is something that we dohere at closeit.
(19:17):
Now, we help companies withthat, explode their growth, scale
their systems and become thatcompany worth buying from.
So reach out.
We can have a conversationabout how we can help you.
Let's build your war chest.
Let's build your, build yoursystems in a way where you're generating
revenue if you are there or not.
If your key members are thereor not, we can still build in systems
(19:41):
for this to happen.
So with all that being said,let's get into today's content.
We're starting with the.
This is this, of course,again, after all that.
Again, this is energetic listening.
How to hear what they are not saying.
So first of all, we've got toset a foundation here.
(20:05):
One of the things that youneed to know is there's three levels
of listening.
Years and years and years ago,I was reading some books on life
coaching and it was calledcoactive coaching.
Therapists learn andpsychiatrists, psychologists learn
the different types of listening.
There's three levels of listening.
So we're going to go throughthat and we're going to start applying
(20:26):
it in what we do.
Because you know me, I've saidforever that maybe not forever forever,
but since this podcast hasstarted, sales is 90% psychology
and 10% actual skill and, youknow, taking orders.
So what does that mean?
Well, there's, this is one ofthose things, three levels of listening.
So the first level is internal listening.
(20:49):
It's definitely very self focused.
You know, we're thinking aboutwhat to say next, how to get to pricing,
we're thinking about how we'recoming across.
You're in your head, you'veleft the conversation and you're
stuck in your head thinkingabout all these things.
So one quick coaching tip here.
After every call, you need toask yourself, was I present in the
(21:13):
situation?
Was I present in theconversation or was I thinking about
myself?
A pitfall.
And the reason so manybeginners and amateurs get stuck
on this and they're scared toask better questions, they're scared
to ask probing questions,they're scared to ask for the clothes.
A lot of different things thatthey're, they're scared to say.
(21:34):
Literally fear enters intothis conversation and that Gut feeling
and all that is becausethey're focused on themselves.
They're focused on what willthey think about me, which is the
wrong mindset.
We have to.
The focus has to be how can Ihelp them, how best can I help?
And the only way we can helpthem is if they buy from us.
(21:56):
We can't do it for free.
We know their life is going tobe better because of what we're doing
for them.
And the only way we can getthem there is by asking the right
questions to help them moveout of their comfort zone.
So the focus has to be onthem, not on you.
So that's level one listening.
It's worried about the words.
We're internal listening,we're thinking about that.
(22:19):
And it keeps us kind of stuckin this.
We're not even present in the conversation.
So that's level one listening.
Level two listening, which isfocused listening.
Some people call it, you know,intentional listening.
There's a lot, severaldifferent terms for it.
But level two listening is weshift to fully tracking the client's
(22:41):
words.
We're present in theconversation, we're asking good follow
up questions, we're curious.
We're using tactical empathy,as Chris Voss likes to say it.
We're using rare listeningskills, as Doug Wyatt likes to say
it.
We're listening, we're slowdown, we take a breath, we restate
(23:01):
what they said.
We use mirrors.
A lot of reflective listeningand being very intentional about
it.
So this feels better.
But we're still only hearingwords, not the energy underneath
the words.
So quick coaching tip forlevel two listening.
Let's.
So when you run a call, makethis your goal.
(23:23):
Run a call where your onlygoal is to listen without solving
the problem.
Level one listening.
And especially coming a lot ofyou coming from, you know, we come
from this technician background.
Our goal is to listen andsolve, listen and solve, listen and
solve the problem.
A lot of times we just need tolisten with no agenda to solve the
(23:44):
problem.
We're just listening tounderstand, not listening to respond.
So this is step two.
Now let's get to step threeand then I'm going to go back and
we're going to talk about howthey all work synergistically together.
Level three listening.
This is global listening.
This is listening between the lines.
We're listening for energy.
(24:05):
We're listening forenvironmental changes, environmental
situations.
This is mastery.
We have to be able to zoomout, take the blinders off more than
just why you're there andwhat's happening in the middle of
the exact conversation.
You're having.
And we have to start to trackthe entire conversations ecosystem.
So what is happening with breath?
(24:25):
Did their breath speed up orslow down?
What's happening with their tone?
What changed?
What's the pace?
What's the tempo?
What's the cadence?
Did it change body posture?
We're looking for emotionalshifts, subtle energy changes.
We don't rush.
We hold space for them.
And we all know that this is a thing.
(24:47):
Think about it like this.
You've all been in asituation, and I used this example,
I think, a couple episodes ago.
Say you're in the living roomwith your family in the evening,
and maybe all are watching TVor playing a game or doing dinner,
and somebody walks into the room.
If it's your spouse, if it's akid, whoever it is, and everybody
(25:08):
knows something's off.
They didn't say anything.
Nothing happened.
You can't even see it on their face.
But they walk into the room,and instantly you go, hey, what's
wrong?
Are you okay?
How did you know?
Because you could feel theenergy difference in your loved one.
So that's a very specific, avery obvious example of what happens
(25:31):
here.
Now, we have to do this at thesame time in our conversations with
our clients, things that welearn in irl, in the real world,
in all of the situationsoutside of our appointments.
Why do we write these storiesin our brain that says none of that
(25:52):
applies in our appointments?
It definitely applies into our appointments.
So we have to carry it forwardinto there.
So we don't rush.
We hold space.
So here's your coaching tip onthis one.
To work, start working ifyou're already at level two.
So if you're only at levelone, start with level two first and
practice that and thensystematically step in level three,
(26:13):
and I'm going to give you aroadmap for how to get here.
But if you're already at leveltwo, your coaching tip for how to
enter and practice level threeis in your next conversations, fill
the rhythm.
When did energy rise?
When did it drop?
What happened?
Elite listeners, elite repsdon't just listen to the words.
(26:34):
They listen to the unspokenbetween the words.
Now, here's the thing to remember.
You don't live in Level 3 allday, but power is recognizing when
you are and aren't in sensinglevel 3 and being able to reset very
quickly.
So now we're going to gothrough a roadmap of how to grow
(26:57):
through all three levelsbefore we do.
One thing that I want to touchon is there's not so Level two, level
three.
There's not one that's betterthan the other.
They're both required to work together.
They have to synergisticallywork together.
You have to have level two.
You have to have these microagreements along the way.
(27:19):
Yep.
And this is called bedside manner.
When we think about doctors,the two equally brilliant doctors,
you go to the doctor'sappointment in medical, it's called
bedside manner.
It's not the same term forcells, but it should be, except other
that.
I guess that could get alittle creepy if we talk about bedside
manner.
But this is the name for it.
But think about it like this.
You go to the doctor and twoequally brilliant doctors, both masters
(27:42):
of their craft, and one ofthem does a really great job of listening.
Wow.
Huh?
What?
Then tell me more.
And the other one is silent.
They ask a question, then just listen.
Don't say anything.
Make a couple notes, and justask the next question, that second
one.
(28:03):
This is the difference betweenwhy so many times we get a second
opinion and don't.
The first one, when theyengaged in the conversation, and
it seemed like they were listening.
Now, the second one may havelistened just as well and taken in
every bit of the information,but it didn't feel like it because
they didn't interact or engagewith you.
They didn't give you that.
(28:24):
Mm, yeah.
Wow.
Okay.
And tell me more about that.
Those types of micro responsesin your.
And not to cut people off, butto when there's a lull in the conversation,
you add those in.
The second one didn't.
A lot of times we're turnedoff by that.
We call it bad bedside manner,and we'll get second opinion until
(28:45):
we find the doctor that isengaged in the conversation.
Now, again, they could both beequally brilliant.
The second one might even bebetter than the first doctor or surgeon,
but because of his interactionwith you, it didn't feel like it.
Now, if that applies there, ofcourse it applies in our appointments.
(29:08):
So this is really crucial.
So we have to have both level2 and level 3 listening working conjunctively
at the same time.
And this is where true masterystarts to happen.
So let's get into the journeyof mastering all the three levels
of listening in order, becauseyou can't just learn them all at
(29:28):
once.
You've got to go through.
You've got to master each asyou go, and then as you do, you're
going to find you progressbetter and better over time.
So step one is simply noticinghow often you're thinking about yourself,
your script, or your Outcomeawareness equals power to change.
(29:49):
So step one, start noticinghow often you're thinking about,
man, did I say the script right?
What was the next step in the process?
Oh man, they just said thatthat means humidifier.
They just said that that meansbetter air filter.
They said this, that meanswe're going to have to upgrade, you
know, this.
Okay, that's level one listening.
(30:10):
Notice how often you'rethinking about yourself.
Your script or the outcome orproducts is something internally.
Once you are aware of it now,you can, you can program yourself
to start to think.
Okay, I need to shift intolevel two listening.
So stage two, this is focused listening.
(30:34):
We're going to do is you'regoing to shift your focus 100% to
the buyer.
So this only happens when youhave mastery of your process.
So basically elementary schoolis learning the script, learning
the script and role play.
That doesn't mean you everstop role playing.
It doesn't mean you ever stopmastering your script and getting
better and better and better.
(30:55):
But once you have gotten tothe place where you know it so well,
you internalize that, youdon't have to think about the script.
Then you can start focusing on100% on the buyer, which is how are
they responding, what ishappening, what are they saying?
We get to focus on level twoso we stop rushing, we slow down,
(31:18):
we stop trying to instantlyfix the problem and we listen, we
stay with their language, weget to modify what we're doing and
to match their language.
You let yourself hear whatthey say before trying to solve.
That's a huge part of leveltwo listening.
(31:39):
It's really focusing on them,not on you.
You've learned level one sowell, you don't have to think about
it at all.
So you can strictly focus on them.
You can focus on thatconversation, you can focus on those
micro agreements, you canfocus on using mirrors and asking
better questions and listeningto understand, not listening to respond,
(32:02):
then getting into level three.
This is where we startpracticing the energetic listening,
global listening, coactive listening.
So this is where masterystarts to really happen when you
can over and you'll getincredible results if you only ever
stay at level two.
Because most people have neverreally been listened at level 2.
Most people are so selfcentered in society and life, they
(32:26):
don't ever listen even atlevel two to listen to understand,
they strictly listen to respond.
So and this is classic, youcan go back, I mean Dr.
Stephen Covey was a master of this.
This is one of the principlesof Seven habits of Highly Effective
people is this type of Listening.
Even before that, it's theclassic if you've never read how
(32:47):
to Win Friends and InfluencePeople by Dale Carnegie, it's a classic
tenet in that book.
And even before that, youknow, old time.
I've been really getting intostoicism lately.
A lot of the old stoics, thiswas what the principles were was
listening better listening tounderstand, not listening to respond.
So it's a tell as old as timethat's been restated every few generations
(33:07):
by a new voice.
Saying it a little bitdifferently, but it's the same message
that carries through.
So how do we get to level three?
Mastery happens here.
So we're going to start toread energy shifts.
Like I mentioned, when you'rein your home and you're hanging out
with your family and somebodywalks into the room, you instantly
know something's wrong.
(33:29):
It's that being able to noticethose types of energy shifts in a
home during your appointment.
Trust silence.
We've got to get used to andget comfortable with more silence.
We're going to lead without pushing.
So here is the coaching tip.
Here's your challenge to startto work on this level.
(33:50):
You're going to run five callswhere you start to track the emotional
rhythm.
What created tension?
What calmed it?
Did you hold space for it ordid you rush through it?
You know what, this is wherethe deals start to close themselves.
Have you ever had the onesthat just.
Oh, man, they just.
Everything went perfect andthey asked for the sell.
(34:11):
A lot of times this washitting on all cylinders.
This is, this is some of themagic of why that happens.
People that can do this on aregular basis, that's why you show
up to their.
You do a ride along with themand they just don't get objections.
Or if they do, they just moveright through them with really no
hesitation because they knewthey were coming minutes before they
(34:32):
ever showed up.
So the truth about masteryhere, you're going to bounce back
and forth between the levels.
Elite reps just recover faster.
Mastery is not perfection.
It's awareness and fast reset.
That is the difference.
You don't have to be perfectat this to attempt it and to continue
to work on yourself.
Choose to be 1% better thanyou are yesterday.
(34:55):
But mastery is awareness of itand being able to reset very quickly.
So I've got a challenge foryou all.
So after every conversationand if you want to know more, of
course I'm going to take anote out of Scott Sylvan Bell's book
here, if you want to know moreof course you can go to email me
samoseitnow.net you can gojoin the email list, go to closeitnow.net
(35:20):
and fill out the form and I'llput you on the email list.
Or join the CloseItNowFacebook group.
We make announcements all the time.
At some point in time, I'mgoing to probably try to sell you
something because that's how Istay in business.
If you want to know more aboutcoaching, if you want to know more
about how to get me to yourcompany to do on site trainings,
message me.
(35:41):
That's what we do.
That's how we help people.
And just like you, I can'thelp you a lot of times if you don't
buy something from me.
But it's okay.
This is a synergistic relationship.
I give value, give value, givevalue on the podcast and in the Facebook
group.
And when you are ready, reachout because I'm here to help.
So want to get that disclaimerout there?
(36:02):
Because yes, there is.
There are times where I putoffers out because just like you,
I got to pay the bills too.
And this is what I love aboutour community.
Everyone understands that andit's not weird if we set the right
expectation.
I'm not here to tell you thateverything I do will always be free,
although I do a lot of free content.
(36:24):
So if you are new, all of youon YouTube, if you're not following
me on YouTube, go over toYouTube and subscribe to the channel.
I would love to.
Let's grow this channel.
That way we can reach more people.
And if you are watching onYouTube, make sure to like and subscribe.
That way you're notified whennew episodes come out.
So let's get into some toolsto develop your energetic listening
(36:50):
one.
The first one is silence.
Start using silence intentionally.
Even in a recording like this,I literally could get quiet for a
handful of seconds and it'sgoing to create tension.
Check this out.
Now if you're listening, youwould have called that dead air.
(37:10):
But all of a sudden we havethis anxiety and this.
Not anxiety, but this anticipation.
What in the heck is he goingto say next?
Because there is a little bitof silence now in person, of course,
or virtually if you'reinteracting with somebody.
Silence can be insanely powerful.
So use it to your advantage.
Practice sitting in silencelonger than anyone feels comfortable.
(37:33):
I did this at the event.
It was literally less than aminute and somebody dropped a pin
because they couldn't handlethe silence.
It instantly broke the silence.
I was like, watch.
I Bet we don't even last acouple minutes in this room.
And sure enough, somebodybroke the silence.
So you have to practicesitting in silence and getting comfortable
with it.
Number two, start noticingmicro signals.
(37:56):
Start noticing those littlechanges in energy shift.
The tonality shifts whenthey're, you know, say, their mouth,
you know, the side of theirmouth moves a little bit, their eyes
squinch, their face changes,their body language.
Start noticing these things.
Number three, going to use themirror and label technique.
(38:16):
Mirror and label technique.
So here's an example sentence,and I know that you'll understand
it and take it forward andapply it to a lot of different things.
So it could be something like,I noticed something shifted when
we talked about xyz.
Can we revisit that?
So I noticed something shiftedwhen we talked about your daughter's
(38:38):
room.
I noticed something shiftedwhen we talked about how the, you
know, when we talked about how the.
How something functions.
I noticed something shiftedwhen we were talking about your budget.
I noticed something shiftedwhen we were talking about what you're
wanting to accomplish here.
Whatever it is, just replace Xwith whatever the thing is.
(38:59):
The point is, notice the shift.
I noticed something shiftedwhen we talked about xyz.
And don't do it.
Don't, don't stop it right inthe middle of that conversation.
You're going to use thistactically to your advantage.
I noticed something shiftedwhen we were talking about.
Can we revisit that?
It expresses to them thatyou're listening, but listening at
(39:22):
a much higher level, andthey'll go back and revisit that.
Oh, you know what?
You're right.
And so the big theme here isstay in service.
You know, buyers buy at thespeed of safety.
If they don't feel safe, theywon't buy.
That has to make sense, and ithas to be a trusted, safe container.
(39:42):
So buyers buy at the speed of safety.
So those are.
That's the three levels of listening.
You have to be able tofunction in all of those levels.
Level one, consider it.
Level one is elementary.
Level two is junior high.
Level three is high school, orhowever you want to think about it.
It doesn't matter.
But level two and level three,you're going to bounce back and forth,
(40:02):
and you're going to be usingboth at the same time.
Level one is your basics.
You got to learn the stuff.
Once you've learned yourscripting so well that it's internalized
and you've recited it, you canrecite it at a moment's notice with
no hesitation, without evenHaving to think about it, that is
when you've got level onemastered, level two and level three,
(40:23):
you will never have it mastered.
In fact, level one you canalways improve on.
But level two and level threeyou've got to constantly work on.
And they work together.
You have to be thinking andseeing the entire conversation through
both of those lenses simultaneously.
That's where you reach mastery.
So the biggest shift, you mustbecome a student of energy, not just
(40:47):
words.
Stop listening to win.
Start listening to lead.
Let me say that again.
Stop listening to win the deal.
Start listening to lead the people.
And that is what mastery means.
So if this landed for you,share it with your team, share it
(41:08):
with somebody.
You know that they could usethis series, that this is the missing
piece in their, in their salesand love for you to post your biggest
takeaway.
You can, you can catch me onInstagram at therealcloseitnow or
inside the Facebook group.
Make sure to pop your takeawayfrom this episode and also if you
(41:30):
got value from this, I'd loveto hear your takeaway in a review
on Apple podcasts and go overto Google and leave me a five star
review on Google.
So five stars on Applepodcasts and on Google.
You'll find the links for thatin the show notes.
And the main thing is thejourney to energy mastery continues.
We have two more sessionsbefore we wrap this series up because
(41:54):
there's so much to cover here.
I'm literally smashing 20years worth of learning into nine
episodes.
So this is just the tip of the iceberg.
If you want to know more aboutcoaching with me one on one or having
me out to your company or ourcompany wide process where we scale
companies then reach out.
(42:14):
Talk to me about that.
We blow companies up.
It's such a different processthan anybody else that you could
possibly work with.
I guarantee it.
No one else does what we dobecause we think differently than
everyone else thinks.
So one of the things lastthing I want to wrap up with is this
(42:35):
is kind of the flow for this.
I'm going to just recap it onemore time just to make sure that
you're on the right path.
Step one is internal listening.
Self focus.
You're thinking about what tosay next, how to get pricing across,
how are you coming across?
What are they thinking about me?
That's step one.
(42:56):
As fast as we can, you've gotto get past that into focused listening.
Listening with intent, beingpresent in the conversation, asking
good follow up questions,giving the micro.
Yeah, it's the co active listening.
You're curious.
Number three is listeningbetween the lines, listening to what
is not being said, listeningto the spaces and the pauses and
(43:20):
the energy shift and level twoand level three work together.
So that is the episode for today.
I know that you've gotten somevalue from it.
I learned as I'm putting thesetogether, the best way for you to
learn is to teach.
So reach out to me if you wantto know more about the follow up
program, the webinar that'scoming up.
(43:41):
If you want to know more aboutthe cell system webinar that's coming
up, we're putting that together.
Both of those are going to befire, I can guarantee it.
And they're good.
They're going to be worthchecking out because it will absolutely
revolutionize the way thatyour company functions, where your
team functions.
And I'm so happy that you allhave joined me on this podcast.
(44:03):
I love every single one of youand I'm so grateful for all of you
that have invested your timewith me today and always do through
the podcast.
So thanks for listening everybody.
Make sure to go out there andbe someone worth buying from.
You've been listening to theClose it now podcast.
(44:24):
Our passion is to diveheadfirst into the transformative
movement that's reshaping thevery foundation of H Vac and home
improvement and at the sametime covering fitness, nutrition,
relationships and personalgrowth, proving that we can indeed
have it all.
We hope you've enjoyed the show.
If you did, make sure to like,rate and review.
(44:47):
We'll be back soon, but in themeantime find the website@closeitnow.net
find us on Instagramherealcloseitnow and on Facebook
closeitnow.
See you next time.
Sam.
Popular Podcasts
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.