May 29, 2025 • 40 mins
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
- How to guide a buyer through the emotional-logical-emotional decision arc
- The Trust Close and how to use identity and presence to earn the sale
- What to say when homeowners hesitate—and how to create calm certainty
- Why your nervous system is the most powerful closing tool you have
- How to ask closing questions that invite trust, not resistance
- Step-by-step guidance for closing conversations that feel grounded and real
- A powerful wrap-up phrase that doesn’t sell—just serves
Resources & Links
🚨 Want personal coaching? Visit closeitnow.net
📣 Group coaching is coming: Stay tuned for the Close It Now Mastermind
📦 TradeScale: Full-company systems integration with coaching & accountability
📍 D2D training event coming soon — details dropping soon!
💬 DM “COACHING” on Instagram @therealcloseitnow to get started
📚 Book Club is BACK – Grab Go for No! The Sequel → https://a.co/d/9yiY2M9
Let’s Connect
💻 Website: http://www.closeitnow.net
📲 Instagram: @therealcloseitnow
👥 Join the FB Group: Close It Now
🎥 YouTube: Close It Now Sales Training
Final Thought
You’ve done the work—your energy is aligned, your presence is grounded, and the system is in place. The close isn’t a finish line, it’s a transfer of trust. Serve with certainty. Lead with calm. Close it now.
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.
Your host, Sam Wakefield.
Okay.
Welcome to the grand finale ofthe Energy series.
This is the episode whereeverything we've been covered, we've
(01:07):
been covering becomes real,tangible, transformational.
Because this is not just howto close the cell.
This is about how to closewith energy.
Episode this is episode nine.
This is the sacred close, whenenergy becomes decision.
This is how to guide ahomeowner with calm confidence, how
(01:28):
to lead someone fromuncertainty into peace, and how to
become someone they trust notbecause of what you say, but because
of who you are when it matters most.
So stick around.
It's going to be a greatepisode today.
But first, let's do a sectionof what is in your cup.
What's in your cup today?
(01:49):
Are you.
Somebody messaged me the other day.
They said every single timethey're listening and I say that
it turns.
It's usually a monster or a,you know, some sort of a bang or
some sort of energy drink.
What's in your cup?
Mine, right today is Englishbreakfast tea.
I've already had actually twocups of coffee today, so I switched
to tea.
So, no, I'm sorry, this isEnglish tea time.
(02:11):
There's.
There's a difference.
English tea time.
So we've got a little bit ofcream and sugar in here.
Not much, actually.
It's not sugar, it's a.
I use honey because it is anon processed sugar.
So be careful of the amount ofsugar that you put in your body because
it does some really bad thingsto you.
So stay away from processed sugars.
(02:32):
But what is in your cup today?
Is it water?
Make sure you stay hydrated.
It's starting to warm up.
Today's Thursday, May 29, andwe're actually going to talk about
why I'm recording thisepisode, which normally releases
on Mondays, ideally.
Why?
Why We've got some delay butthat's for the end of the episode.
(02:52):
So let's, everybody, let'scheers this episode.
Let's toast our time togethertoday in drive time university.
3, 2, 1.
All right, so let's hop into this.
So here's a recap over the.
This is episode nine of a ninepart series we've been doing the
energy evolution.
(03:13):
So over the last eightepisodes, we've uncovered the invisible
side of elite sales performance.
The energy side.
So we started with the scienceof presence.
Grounding yourself so thehomeowner feels safe.
Energy matching meaning peoplewhere they are emotionally, you know,
not taking on their emotion,but how to lead with your energy,
(03:37):
identity and intention.
Understanding that who you arematters more than what you say.
We covered listening at thethree different levels, hearing not
just words, but the meaningand emotion behind the words.
How to listen for the energyshifts in the appointment.
We covered belief transfer.
(03:57):
Leading with your certainty sothey can borrow it.
You know, they don't have toknow all the details and they don't
have to have confidence inyour product.
They have to have confidencein you that you have confidence in
your product or service orwhatever it is that we're doing.
If it's an H vac system, ifit's garage, if it's plumbing, if
(04:19):
it's a water heater, if it's atankless, if it's electrical, you
know, your EV chargers,generators, you name it, whatever
it is that you do, they justhave to have the confidence and certainty
that you know it's going towork for them.
That's the biggest, one of thebig differences between top performers
and everybody else.
We, everyone else thinks wehave to educate them, the homeowner,
(04:43):
to the point where they haveall of the confidence that the thing
is they know all the detailsabout it and they know it's going
to work.
They don't, they don't evenwant to learn that most of the time.
They just need the confidencethat you know, it works.
So then we talked aboutenergetic objection, handling, neutralizing
fear before it becomes resistance.
(05:06):
And then we talked aboutcompletion signals, spotting readiness
even before the homeownerspeaks it.
We covered energetic mirrors,recognizing that resistance often
reflects your own tension.
When that happens, it'sbecause they're mirroring you.
We've talked a lot about brainscience along the way, and now we
arrive at the end and thebeginning with the sacred close.
(05:30):
So the moment where all ofyour alignment, your presence, leadership
transforms energy into decision.
So this is, this is going tobe a fun one.
So one thing I want to talk toyou about first is the close is a
moment of leadership.
Let's reframe what closingactually means.
(05:54):
It's not about pressure, it'snot about manipulation, and it's
definitely not about dumpingevery last word out of your mouth
in a panic.
So many times that happens tous, we're like, oh, well, they haven't
closed yet.
They're not saying yes.
So I just have to tell themmore and more details and more stats
and all these things.
It's the opposite of that.
Closing is leadership.
(06:16):
Work to become a better leaderin your life.
Start with yourself.
A leader of one, a leader of many.
If you can't lead one, youcan't lead any.
So work to become a leader ofyourself first, and then by extension,
you start leading more andmore people.
(06:38):
That's how you truly attain mastery.
In closing is you're a leaderthroughout the close.
So it's staying calm when theyfeel unsure, it's staying grounded
when they feel unsteady, it'sholding space so they can make a
decision that feels good.
We don't force decisions, wehelp people feel confident enough
(06:58):
to make one.
There's a major mindsetdifference here.
When you show up this way,you're not just selling, you're serving.
And this is such a big difference.
So let's get into some of thebrain science behind this.
The brain science of resolution.
This is the neuroscience, soto speak.
So there's a reason that theclosing section of your appointment
(07:23):
feels like pressure to homeowners.
It's biology.
It's just the way we're wired.
And this is the reason so manytimes, unless you're practiced at
it and you're skilled at it,why you feel like there's pressure
and you're pressuring and youdon't want to pressure, and all of
this internal story in yourhead starts to happen.
(07:44):
So here's what's happening.
The human brain hatesunresolved loops.
A lot of you may have heardthis expression in the past that
nature abhors a vacuum.
So what that means is ifthere's a space, it's going to fill
it.
So the brain hates unresolved loops.
This is why when we'rewatching movies, when it has a nice
bow on the end and all thestorylines resolve, it feels good.
(08:08):
When they don't, it createstension and we walk away going, oh,
man, this feels wrong.
This didn't end how it wassupposed to be or how it was supposed
to.
When there's no decision, thebrain stays in tension.
That's stress, that'shesitation, that's uncertainty.
But when you guide thehomeowner to clarity, the brain rewards
(08:30):
it.
It releases dopamine.
This is dopamine.
It quiets the anxiety.
It delivers relief.
So uncertainty creates tension.
Clarity creates peace.
It's important to know this,guess what?
The peace feels good.
So, no, closing isn't manipulation.
It's completion.
(08:50):
It's relief, it's service.
This is why when you, whenit's done right, this is how it sounds.
You know, one of the ways thatwe can do it.
Well, not how it sounds.
This is what happens, youknow, when, when we close with the
right amount of certainty,when we give that relief.
The homeowner feels thatdopamine hit when they've made the
(09:12):
decision, when it shows up.
This is why all of a sudden,and you've all experienced this,
the bigger the project, themore grateful that homeowner is.
The more they thank you forhelping them make the decision.
The bigger the project, themore they start to give you things
extra.
It's almost like they feelthis connection to you now.
(09:33):
It's like you, you, theyliterally just wrote you a check
for 30, 40, 50, $70,000,whatever it is, or signed on the
line that is dotted for, youknow, for your financing programs,
for your financing programsand for your investment for huge
amounts.
(09:54):
And then they're hugging youand shaking your hand and high fiving
and you're laughing and theygive you food, they feed you on the
way, they tip you, they giveyou, they gift you bottles of expensive
whiskey, all of these things.
They start to invite you totheir family events, to the family
(10:15):
reunion or the barbecue on theweekend, the bar mitzvahs.
One time I got invited to aJewish circumcision.
And I went because, holy cow,how cool to get invited to a special
one time moment in thisfamily's life.
(10:36):
And they wanted me to be apart of it.
And I sold them a heater andair conditioning system.
I mean, wow, talk aboutbuilding relationship.
This is what happens when you,when you close that loop in such
a way where they feel likeyou've served them, you've helped
them make a decision that theyknow they need to make.
(10:59):
They were just resistant tothe commitment.
This is truly serving at thehighest level.
So there's several ways to do this.
So one of the things that Iwant to do is give you some verbiage
around this.
So let's walk through maybesome different verbiage for closing
(11:20):
than you've heard before,because we're Going to anchor the
value.
It's a several step processwhen it comes to actually asking
for the business.
And this is, I don't know ifyou knew this.
Statistically, 80% of peoplein any form of a sales role do not
even ask for the business one time.
So get into the 20%.
(11:42):
Then of course start askingfor the business over and over and
over and now you're rising tothe 1%.
But let me give you someverbiage around this that matches
the flow of what we've been building.
So step one, and here's how itsounds when it's done right, step
one, we've got to anchor the value.
And it could sound like, sowe've walked through everything.
(12:05):
Can you see how we're going tosolve the problems we discussed to
take care of your home and family?
Nice, simple, easy question.
Of course, when you're in themoment, you're going to refer back
to the specifics, refer backto the problems that we talked about.
Can you see how we're goingto, you know, fix that one bedroom
(12:26):
that is always hot in thesummer or cold in the winter and
it's going to make it closerto, we're going to even out those
temperatures so that littleJohnny or little Jane doesn't have
to sleep with the extrablankets, doesn't lay there sweating,
et cetera.
Can you see how we're going tosolve the problem of the water pollution
(12:50):
in the area?
We're going to clean thatwater up so your family is no longer
poisoning itself and isdrinking nice, clear, clean, healthy
water to stay hydrated, tolive a better life, et cetera.
You can see where we're goingfor with this.
So apply it to your specific,the problems you're solving in the
(13:12):
house and can you see howwe're going to solve those problems
so that these problems aretaken care of and you won't have
to live like that.
So to take care of your homeand family.
Yes.
Okay.
At this point, so here's steptwo, we're going to focus, we're
going to shift the focus to trust.
(13:32):
We're keeping it away from theprice because it's not about price,
it's about trust.
If the trust was there, theprice is irrelevant.
So we're going to focus on trust.
So verbiage for step two couldsound something like, at this point,
would you agree it's notreally about if it needs to be done,
(13:53):
it's about who you want totrust with it.
At this point, would you agreeit's not really about if it needs
to be done.
It's about who you want totrust with it.
And then that will open up amore of a conversation.
Typically or lots of timeswhat happens is they just say, yeah,
absolutely, we know it needsto be done.
(14:15):
That's why you're here.
We're just trying to decide onwho we're choosing.
Okay.
All right.
So this is the calm confidenceand permission.
I've got a couple differentversions of step three for you.
I want to give you some examples.
Craft your own.
I'm going to give you a coupleof examples.
We've got actually fourdifferent versions here.
(14:36):
We've got the first one, which is.
So after we've asked.
So we've walked througheverything, can you see how we're
going to solve the problems wediscussed to take care of your home
and family?
Yes.
At this point, would you agreeit's not really about if it needs
to be done.
It's about who you want totrust with it.
Yes.
Okay.
Do you feel like what you'veheard and felt from us lines up with
(14:56):
what you're looking for?
So we're asking a feeling question.
This is important.
Do you feel like what you'veheard and felt from us lines up with
what you're looking for?
That's version one.
Version two, do you feel likewe're the right team and I am the
right person to take care ofthis for you, so we're humanizing
(15:18):
it a little bit.
Use whichever version that youfeel more comfortable with.
They both accomplish verysimilar things, and the better that
you get at recognizing thetype of buyer you're in front of,
you'll choose the one that applies.
So I'll go through both ofthose again, then I'll give you another
couple versions.
So do you feel like whatyou've heard and felt from us lines
(15:38):
up with what you're looking for?
Yes.
Or do you feel like we're theright team and I'm the right person
to take care of this for you?
So those are that step three,and then we need to actually do the
closing question, because theycan answer yes to that and still
give you a stall, still giveyou an objection.
(16:01):
So what we do after that is wecan go with the Doug Wyatt version,
which is.
So once we ask, do you feellike we're the right team and I'm
the right person to take careof this for you and ask, will you
trust me with this project?
When they say yes.
Great.
The next steps.
Okay.
The next steps are just walkthem right through it, assume the
(16:23):
cell and walk them through thenext steps.
Just go straight for it.
Or if you're using versiontwo, do you feel like we're the right
team and I'm the right personto take care of this for you?
Yes.
Okay.
The next steps are.
This is my version.
Okay.
The next steps are, first, Ijust need you to authorize a couple
documents.
(16:43):
We'll get the application donefor your monthly investment and pick
it install day and then start.
Then work it backwards.
Start on the install day.
So I've got Tuesday orThursday work what works best, or
whatever your options are.
Start there, just assume itand go straight into it.
(17:04):
Now, this session is not abouthandling objections.
That's a whole different conversation.
But I will tell you, if you'vedone steps one through eight correctly
in this process and you've gotten.
You've nailed the energy alongthe way, it's gonna blow your mind.
You have so many fewerobjections once you finally get here
(17:24):
and when you ask theseclarification questions.
So again, 1, 2, and 3.
So we've walked through everything.
Can you see how we're going tosolve the problems we discussed to
take care of your home and family?
Yes.
Step two, at this point, wouldyou agree it's not really about if
it needs to be done, it'sabout who you want to trust with
it?
(17:45):
Yes.
Step three, do you feel likewe're the right team and I'm the
right person to take care ofthis for you?
Yes.
Okay.
The next steps are, we'll picka date for install, authorize a couple
documents, and get theapplication filled out.
For your monthly investment.
We have Tuesday or Thursday.
(18:05):
What works better, we haveWednesday and Monday.
Where it works better.
Give them two options.
Use the option close.
Assume the sell and option close.
So you're not selling like this.
You're serving.
This is such a big difference.
So when it comes to closing,it's all about who you are in the
(18:28):
close.
Because here's the truth.
Most, you know, most.
Most salespeople, most reps,they lose the sale not because of
what they said, but because ofhow they showed up.
Especially in the close.
When the numbers come out,what happens is they got nervous,
they rushed.
You have to budget time forthe close.
(18:49):
Budget as much time from theminute that the numbers come out.
If your process normallytakes, call it 45 minutes or an hour
to get to showing numbers, oran hour and a half to get to showing
numbers, you better budget atleast another 30 minutes to 45 minutes
for the close.
At least this is where mostpeople fail.
(19:10):
They'll, they'll budget a two,they have a two hour window.
And if their process normallytakes an hour and a half with no
complications or nocomplexities and they stack another
appointment on top of it, wehave no time left to walk people
confidently and comfortablythrough the close.
This is why you're getting somany be backs and so many follow
(19:31):
ups.
You don't even, you even buildenough time to start with to take
them through the whole process.
The complete, whole process isalso walking through closing in a
systematic, organized,comfortable, trusted way, allowing
yourself enough time to askthe questions.
(19:52):
Because there's not a singleobjection that can't be solved by
asking more questions.
So what happens is the secondthose numbers come out and pay attention
to yourself when you present,do you change?
Do you change who you are?
Do you get nervous?
Because all of a sudden we'relooking at numbers, do they feel
(20:14):
rushed?
Do you feel rushed?
Are they trying to rush you?
Does it feel like you'retrying to rush them?
Do you start to over talk?
That's one of the biggest pitfalls.
But when you stay calm,grounded and congruent, that's what
earns trust.
When you don't change theminute those numbers come out, you
(20:36):
have calm confidence to justsay yes.
When you show up as someoneworth trusting, people say yes.
And we've done this.
When we buy, you can payattention when you buy things.
When someone shows younumbers, if they get nervous and
start over talking, yourconfidence drops to the floor.
(20:56):
You've all experienced it.
Then we get into thesesituations and we do the same thing.
Not recognizing it, notlooking in a mirror and seeing ourselves
doing the same thing.
And we wonder why theappointment went awesome.
I wonder why they, why they,it seemed like they lost trust in
me at the end.
And then we blame it on, oh,our prices were too high, we blame
(21:19):
it on all these other things,but that's not it.
What happened is they losttrust in you because all of a sudden
you're nervous.
If you're nervous about yournumbers, if you're not confident
in your numbers and the valueyou bring to the table, they're not
going to be either.
You start to over talk, youstart to over explain when somebody
(21:40):
has maybe a hesitation orthey're just digesting.
And then we start to fill thevoid with and this is why this is
a great decision and, andhere's the specs behind it and to
see how this makes morelogical sense, we're over talking
and over explaining at thatpoint Every bit of that should have
been done before this place.
(22:01):
So your energy is contagious.
If you're relaxed, they'll relax.
If you're confident, they'll trust.
If you're congruent, they'll commit.
So, and here's really wherethis comes together.
This is the second emotion.
This is painting the picture.
Because we've said it, youknow, I've said it before, over and
(22:22):
over.
People buy based on emotion.
They justify it with logic,and then they validate that logical
choice with a second emotion.
And this is the piece thatmost people miss.
You know, we've talked for along time.
If a buying decision is likedriving a car, logic is the steering
wheel.
It points the wheels in theright direction.
(22:42):
Great.
But without emotion, emotionis the gas pedal to take action and
take action.
Now if we're logically it.
Oh, it totally makes sense.
Yep.
You know, you're the companywe want to use.
You're the perfect.
You're the best salesman ever,Saleswoman ever.
We never had anybody better.
You were awesome.
You totally know what you're doing.
(23:02):
Yep.
Project makes total sense.
Well, that's all logic, butwithout the emotional driver behind
it, it stays there.
Like, okay, great, send thisto us.
We're gonna have to thinkabout it.
And so then logic steps in,and that's where we stop at.
Emotion steps it.
And emotion is why you shoulddo this project now with us.
(23:23):
Now, that's the emotion.
Because they know on the otherside of it, they're going to start
truly experience a differencein their life.
The third.
The second emotion, the thirdstep in this, the second emotion.
This is the power piece.
This is what I call that, alittle emotional bow on the other
side of this conversation.
(23:45):
And so, you know, what happensis they're going to validate their
choice with a second emotion.
This is what prevents cancellations.
This is what prevents people,you know, talking to somebody else.
That talks them out of thecell just because maybe it's cheaper,
we can beat their price.
This prevents that.
(24:05):
So the second emotional wave,this is the one that locks it in.
So here's what we do.
We paint the picture, andwe're going to invite the.
Remember we started thisconversation with.
When we close the decisionloop, it gives them decision loop.
It gives them dopamine.
It gives them the relief fromhaving to make this decision.
So we're going to paint the peace.
(24:26):
P, E A C, E.
The piece.
We're going to invite thereliefs, the relief.
If I could say this wordsentence today, we're going to paint
the peace in the picture,we're going to invite the relief.
And it could sound somethinglike this.
And so here's a handful ofsentences, so apply what works, what
fits the best to you.
(24:46):
But here's one.
Won't it feel great knowingthis is handled?
Won't it feel great knowingthis is taken care of now?
Isn't it good to know youdon't have to worry about this anymore?
Isn't it good to know youdon't have to worry about this anymore?
Or imagine the relief whenthis is done and you're comfortable
again, imagine the relief whenthis is done and you've checked this
(25:08):
off your mental list andeverything's just going to work smoothly
from now on.
This isn't closing, this isdelivering peace into the conversation.
We've closed the loop and withthis finality of the this is the
closing emotion that's goingto lock it in.
Wow.
Wouldn't it feel great to know that?
So here's a story time.
(25:29):
I was in State College,Pennsylvania, working with some with
a company up there and theirplumber, incredible salesperson,
incredible.
He is, I can say that had alittle bit of a hand in it, but he
did the work.
I think he's number two ornumber three in the entire nexstar
(25:50):
network as far as plumb, youknow, top selling plumbers in the
entire country.
And so the conversation wasthe owner and some of the sales manager
was like, man, we need you totalk to this guy.
He does great work, he getsbig sales, but he has the most cancels
of anybody and everybody else gets.
(26:13):
It's not that he gets negativereviews, everybody else gets great
reviews and positive reviews.
He just doesn't get any.
Even though he's the topsalesperson in the plumbing department,
hands down, far and away.
Okay.
So I worked with him on thepermission stack, asking permission
and getting people to lean in.
But this is the, the onlyother thing that worked with him
(26:34):
on, in this conversation wasthe emotional bow at the end of it.
So here's true story.
He came in the next day andsat down in the training room almost
crying at this experience andwas just blown away at how this truly
changed things in the conversation.
So what he said is he went outto this home, they had a backed up,
you know, backed up plumbing.
(26:56):
The, the actual main had burstor something.
So it was going to be a big, amassive repair.
I want to say the number waslike 15, 17,000 somewhere in that
range.
And so he's standing in thebasement with the, the Gentleman
and starts asking.
And the other thing I was, Iwas like, ask deeper questions, find
(27:16):
out, find out why behind, whythey're wanting to make decisions.
Find out the whys.
Well, come to find out this,this homeowner, this gentleman.
And then the woman was there.
They were engaged to bemarried and they were going to be.
Their wedding was in two weeksand they were just buying this house
to move into once they gotback from their honeymoon.
(27:38):
And so he's like, wow, so thisis pretty important to get it done.
Yeah, absolutely.
So they go through thedetails, gets the job signed, and
she.
So here, here's the.
Let me set the scenario.
He's in the basement with the gentleman.
The fiance, she is upstairs inthe kitchen, up the stairs, can hear
what's going on, but was doingsomething else.
(28:01):
And he says, won't it feelgreat to know that when you get back
from your honeymoon, you'll beable to move straight into this house,
Everything's going to be clean.
You're not going to have toworry about this issue anymore.
And the gentleman startscrying, gives him a hug.
(28:23):
The fiance comes down thestairs into the basement, into the
basement that they're standingalmost in, inch deep of poop in this
basement.
She comes down there with themto get in on this conversation, to
thank him, because that clearpicture of what life was going to
(28:44):
be like when they got back andthis is not an issue anymore and
it's taken care of, somethingthey're not going to have to worry
about.
This was the little emotionalbow that locked it in.
Because I'll tell you, in thattown, the nearest competition was
at least five or six thousanddollars less than their number for,
(29:08):
you know, quote unquote, ofcourse, the same project.
They didn't even consider theother numbers they got because of
the confidence and certainty.
And he was able to paint thatpicture forward so well, they're
hugging him and thanking himfor taking care of it for him.
So that's the little emotionalbow on the end of this.
(29:31):
That wraps it all up and tiesit together.
This is delivering peace.
Does this make sense?
Raise your hand if this makessense to you.
So here's some finalreflection here.
This is the close it now difference.
This is closing with integrity.
We don't teach manipulation.
We don't teach robotic scripts.
(29:52):
We train your energy here.
You're not here to tricksomeone into a yes.
You're here to guide them towhat they already want.
This is what makes it sacred.
So here's the final framework.
Every sacred close has fourParts presence.
So you're grounded.
(30:12):
Not greedy, not needy.
No commission.
Breath your presence.
You're grounded.
Permission.
You're aligned.
You're not aggressive.
We've gotten permission andyou're there.
Precision.
You are clear.
You're concise.
You're not confusing.
You don't over talk.
You're constantly playing thegame with yourself.
Can I say this in less wordsand it be just as clear or clearer
(30:38):
and just as impactful?
Peace.
You're confident, not hopeful.
You're confident in yourpresence, in being grounded.
You don't close deals.
You open doors that allowthose yeses to appear and to show
up.
So here's your moment to reflect.
(30:59):
Here's how to debrief yourselfafter every call.
So go back and reflect on yourlast sales appointment and make yourself
this list.
First question is, was I grounded?
Next question, was I matching?
What was I looking at?
Was the energy number three?
Was I listening?
Number four, was I aligned?
(31:22):
Number five, did I resolve?
Number six, did I close theenergy loop?
Now go listen again.
Get to your next appointment.
Integrate this, live it.
This is a different type ofdebrief than most people.
You know, most people trainmost people.
It's like, okay, did I saythis right?
(31:42):
Did I do this step?
After that step, that's good.
But this is next level.
Was I grounded?
Was I matching?
Was I listening?
Was I aligned?
Did I resolve the tension inthe appointment?
Did we close the energy loop?
What happened there?
So here's your final challenge.
(32:02):
I want you to be able to leadwith the completion energy from now
on.
Don't ask, did I say the right thing?
What you're going to askyourself, did they feel ready to
say yes?
Did they feel ready to say yes?
If you build the energy ofcompletion, you won't have to close
(32:23):
the cell.
It will come to you.
Did you get them to the placewhere they were ready to say yes?
So you're going to sell peace.
You're going to sell resolution.
You're going to sell trust.
So from the first knock to thefinal sentence, from nervousness
to presence, from hesitationto peace, that's what the this energy
(32:46):
series has been about.
You're not just in sales.
You are in transformation.
You are in leadership.
You're in service.
The only question left is, areyou someone worth buying from?
I believe you are.
So love this series.
Want to help us out?
(33:06):
If this episode or the energyseries has made an impact on your
mindset, your results, or howyou show up for your homeowners,
would you do me a favor?
Leave me A review on Apple,Apple podcasts on Spotify, go to
Google and just leave a reviewon Google.
Not just leave a review onGoogle, it helps more than you know.
(33:27):
It's how we get this messagein front of more people who need
it.
And if you've been listeningfor a while and you haven't left
one yet, why not?
Now's the time.
I'd be incredibly grateful toget some more reviews.
The more reviews you leave,the better guests that I can get
on the show.
So let's talk coaching for a minute.
(33:48):
If you're ready to take thisenergy and turn it into unstoppable
momentum, I've got threepowerful ways to plug in.
One is there are still acouple spots left in my one on one
coaching calendar that nowpeople have messaged me we might
end up on a waiting list.
But right now, because I onlyhave a certain number, the one on
(34:09):
one coaching.
This is a deep dive.
We work together directly torewire your mindset, sharpen your
skills and scale your resultsfaster than you ever thought possible.
You want elite performance?
This is it.
So one on one coaching.
The next is what we call trade scale.
This is company wide integration.
This is for business ownersand leadership teams ready to transform
(34:31):
their entire organization fromsales to operations to internal accountability.
We build and install thesystems that scale your playbook,
your people fully aligned and producing.
We step in and do it.
This is the done with you.
It's not done for you.
This is the done with youversion of, you know, best practice
(34:52):
platforms that hand you thesystems and say, okay, go implement
this.
We're walking you hand in hand.
We're building your customizedsystem that's not just a one size
fits all.
Let's fit your company intothis box.
We're going to customize itand this is why we see such insane
numbers.
The last company we're workingwith that's onboarding right now,
(35:14):
we're two years into business.
Their goal was to go from 2million to 4 million.
And once we actually did.
If you've ever done a marketresearch study, Once we did a market
study, we realized it'sinsanely possible and very simple
to get to more like 12 millioninstead of 4 or 5 within and be clocking
(35:38):
that in the next 12 months.
If that's the type of growththat you want to see in your organization,
that is what trade scale is.
So reach out to me about that.
I'll give you a way to reachout here in just a minute.
And now what's coming actually.
So ways to reach out.
You get ahold of samcloseitnow.net, shoot me an email
(35:59):
directly.
You can go to closeitnow.netand fill out the contact us form,
the book a call form on thereor go to the Facebook group.
Join the Facebook group andjust search.
Close it now.
It'll come right up onFacebook and shoot me a message on
Facebook.
You'll find me anywhere you search.
Close It Now.
I'll come right up.
(36:19):
Or you can go to Instagram.
Thereal closeit now onInstagram you can message me or on
LinkedIn of course as well.
Also Sam Wakefield with CloseIt Now.
So what's coming?
I'm excited about this.
We're building a couple new things.
One is building somethingspecial, a Close it now mastermind
for group training.
(36:40):
Peer sharpening iron sharpensiron growth at the highest level.
So we're building a mastermindwhich is going to be a way to plug
in and develop this network ofpeople who you, your network is your
net worth.
And so that's we're goodbuilding the mastermind.
So it's not ready to launchjust yet, but when it does, you're
(37:02):
going to love it.
The other thing I'm working onand I'm most excited about this,
you've heard me talk aboutdoor knocking doors and door to door
for a long time now.
I we're finally, finally foundthe right partners to do this with.
We're working on a full doorto door sales training experience.
We've got a live event thatwe're working on coming up.
(37:22):
We don't have it booked just yet.
We've got a couple day live event.
We're going to boot camps,we're going to have live coaching,
we're going to have the mostaggressive coaching track yet.
It's going to be, we've gotdifferent levels for it, but it's
going to be taking yourcompany from being reactive to proactive,
from stop relying on thedigital heroine to grow your business
(37:46):
when the leads get expensiveor they dry up, does your company
dry up or do you say, you knowwhat, we don't even need those.
We just supplement with somedigital every now and then.
But we create a brand and wego get business no matter the time
of year.
And because we get to choosewho we talk to in the neighborhoods
we want to talk to in thedemographics they have, we get to
(38:09):
set the price that we want toget for our projects because they're
not shopping, we're just closing.
That's the difference with thedoor to door team.
So, in fact, I got a messagefrom a friend of mine last year,
what they did with the company.
I did one.
So here's some numbers.
I did one one hour virtualsession with one of his guys and
(38:33):
they did $80,000 in sales fromdoor to door last year.
And his message was we didn'tgive it anywhere close to the attention
we should have.
And when I realized that wasthe numbers from one one hour virtual
session where I just barelygot to scratch the surface with him.
They did $80,000 in revenuewith the one guy that was in there.
(38:56):
It was like, holy moly.
So specifically, Oliver saidthat I know that that will be our
best and biggest lead sourcewhen we really get this dialed in.
And it's absolutely the lowestcost lead source that you could possibly
get.
And it's exactly who you wantto be talking to at the same time.
(39:19):
So you're going to want to bea part of this.
So stay close.
Stay close to the campfire.
So let's go.
Are you ready to go?
Let's find what's right for you.
So DM me coaching on Instagram @therealcloseitnow.
Go to closeitnow.net or justemail me.
Sam, close it Now.
Throw coaching in the subjectline, let's close the gap between
(39:41):
where you are and who you're becoming.
So everybody, let's close it now.
And until next time, everybodyyou go continue to be someone worth
buying from.
You've been listening to theClose it now podcast.
Our passion is to dive headfirst into the transformative movement
(40:01):
that's reshaping the veryfoundation of H VAC and home improvement
and at the same time coveringfitness, nutrition, relationships
and personal growth, provingthat we can indeed have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
(40:26):
find us on Instagramherealcloseitnow and on Facebook
at Close it Now.
See you next time.
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.
Your host, Sam Wakefield.
Okay.
Welcome to the grand finale ofthe Energy series.
This is the episode whereeverything we've been covered, we've
(01:07):
been covering becomes real,tangible, transformational.
Because this is not just howto close the cell.
This is about how to closewith energy.
Episode this is episode nine.
This is the sacred close, whenenergy becomes decision.
This is how to guide ahomeowner with calm confidence, how
(01:28):
to lead someone fromuncertainty into peace, and how to
become someone they trust notbecause of what you say, but because
of who you are when it matters most.
So stick around.
It's going to be a greatepisode today.
But first, let's do a sectionof what is in your cup.
What's in your cup today?
(01:49):
Are you.
Somebody messaged me the other day.
They said every single timethey're listening and I say that
it turns.
It's usually a monster or a,you know, some sort of a bang or
some sort of energy drink.
What's in your cup?
Mine, right today is Englishbreakfast tea.
I've already had actually twocups of coffee today, so I switched
to tea.
So, no, I'm sorry, this isEnglish tea time.
(02:11):
There's.
There's a difference.
English tea time.
So we've got a little bit ofcream and sugar in here.
Not much, actually.
It's not sugar, it's a.
I use honey because it is anon processed sugar.
So be careful of the amount ofsugar that you put in your body because
it does some really bad thingsto you.
So stay away from processed sugars.
(02:32):
But what is in your cup today?
Is it water?
Make sure you stay hydrated.
It's starting to warm up.
Today's Thursday, May 29, andwe're actually going to talk about
why I'm recording thisepisode, which normally releases
on Mondays, ideally.
Why?
Why We've got some delay butthat's for the end of the episode.
(02:52):
So let's, everybody, let'scheers this episode.
Let's toast our time togethertoday in drive time university.
3, 2, 1.
All right, so let's hop into this.
So here's a recap over the.
This is episode nine of a ninepart series we've been doing the
energy evolution.
(03:13):
So over the last eightepisodes, we've uncovered the invisible
side of elite sales performance.
The energy side.
So we started with the scienceof presence.
Grounding yourself so thehomeowner feels safe.
Energy matching meaning peoplewhere they are emotionally, you know,
not taking on their emotion,but how to lead with your energy,
(03:37):
identity and intention.
Understanding that who you arematters more than what you say.
We covered listening at thethree different levels, hearing not
just words, but the meaningand emotion behind the words.
How to listen for the energyshifts in the appointment.
We covered belief transfer.
(03:57):
Leading with your certainty sothey can borrow it.
You know, they don't have toknow all the details and they don't
have to have confidence inyour product.
They have to have confidencein you that you have confidence in
your product or service orwhatever it is that we're doing.
If it's an H vac system, ifit's garage, if it's plumbing, if
(04:19):
it's a water heater, if it's atankless, if it's electrical, you
know, your EV chargers,generators, you name it, whatever
it is that you do, they justhave to have the confidence and certainty
that you know it's going towork for them.
That's the biggest, one of thebig differences between top performers
and everybody else.
We, everyone else thinks wehave to educate them, the homeowner,
(04:43):
to the point where they haveall of the confidence that the thing
is they know all the detailsabout it and they know it's going
to work.
They don't, they don't evenwant to learn that most of the time.
They just need the confidencethat you know, it works.
So then we talked aboutenergetic objection, handling, neutralizing
fear before it becomes resistance.
(05:06):
And then we talked aboutcompletion signals, spotting readiness
even before the homeownerspeaks it.
We covered energetic mirrors,recognizing that resistance often
reflects your own tension.
When that happens, it'sbecause they're mirroring you.
We've talked a lot about brainscience along the way, and now we
arrive at the end and thebeginning with the sacred close.
(05:30):
So the moment where all ofyour alignment, your presence, leadership
transforms energy into decision.
So this is, this is going tobe a fun one.
So one thing I want to talk toyou about first is the close is a
moment of leadership.
Let's reframe what closingactually means.
(05:54):
It's not about pressure, it'snot about manipulation, and it's
definitely not about dumpingevery last word out of your mouth
in a panic.
So many times that happens tous, we're like, oh, well, they haven't
closed yet.
They're not saying yes.
So I just have to tell themmore and more details and more stats
and all these things.
It's the opposite of that.
Closing is leadership.
(06:16):
Work to become a better leaderin your life.
Start with yourself.
A leader of one, a leader of many.
If you can't lead one, youcan't lead any.
So work to become a leader ofyourself first, and then by extension,
you start leading more andmore people.
(06:38):
That's how you truly attain mastery.
In closing is you're a leaderthroughout the close.
So it's staying calm when theyfeel unsure, it's staying grounded
when they feel unsteady, it'sholding space so they can make a
decision that feels good.
We don't force decisions, wehelp people feel confident enough
(06:58):
to make one.
There's a major mindsetdifference here.
When you show up this way,you're not just selling, you're serving.
And this is such a big difference.
So let's get into some of thebrain science behind this.
The brain science of resolution.
This is the neuroscience, soto speak.
So there's a reason that theclosing section of your appointment
(07:23):
feels like pressure to homeowners.
It's biology.
It's just the way we're wired.
And this is the reason so manytimes, unless you're practiced at
it and you're skilled at it,why you feel like there's pressure
and you're pressuring and youdon't want to pressure, and all of
this internal story in yourhead starts to happen.
(07:44):
So here's what's happening.
The human brain hatesunresolved loops.
A lot of you may have heardthis expression in the past that
nature abhors a vacuum.
So what that means is ifthere's a space, it's going to fill
it.
So the brain hates unresolved loops.
This is why when we'rewatching movies, when it has a nice
bow on the end and all thestorylines resolve, it feels good.
(08:08):
When they don't, it createstension and we walk away going, oh,
man, this feels wrong.
This didn't end how it wassupposed to be or how it was supposed
to.
When there's no decision, thebrain stays in tension.
That's stress, that'shesitation, that's uncertainty.
But when you guide thehomeowner to clarity, the brain rewards
(08:30):
it.
It releases dopamine.
This is dopamine.
It quiets the anxiety.
It delivers relief.
So uncertainty creates tension.
Clarity creates peace.
It's important to know this,guess what?
The peace feels good.
So, no, closing isn't manipulation.
It's completion.
(08:50):
It's relief, it's service.
This is why when you, whenit's done right, this is how it sounds.
You know, one of the ways thatwe can do it.
Well, not how it sounds.
This is what happens, youknow, when, when we close with the
right amount of certainty,when we give that relief.
The homeowner feels thatdopamine hit when they've made the
(09:12):
decision, when it shows up.
This is why all of a sudden,and you've all experienced this,
the bigger the project, themore grateful that homeowner is.
The more they thank you forhelping them make the decision.
The bigger the project, themore they start to give you things
extra.
It's almost like they feelthis connection to you now.
(09:33):
It's like you, you, theyliterally just wrote you a check
for 30, 40, 50, $70,000,whatever it is, or signed on the
line that is dotted for, youknow, for your financing programs,
for your financing programsand for your investment for huge
amounts.
(09:54):
And then they're hugging youand shaking your hand and high fiving
and you're laughing and theygive you food, they feed you on the
way, they tip you, they giveyou, they gift you bottles of expensive
whiskey, all of these things.
They start to invite you totheir family events, to the family
(10:15):
reunion or the barbecue on theweekend, the bar mitzvahs.
One time I got invited to aJewish circumcision.
And I went because, holy cow,how cool to get invited to a special
one time moment in thisfamily's life.
(10:36):
And they wanted me to be apart of it.
And I sold them a heater andair conditioning system.
I mean, wow, talk aboutbuilding relationship.
This is what happens when you,when you close that loop in such
a way where they feel likeyou've served them, you've helped
them make a decision that theyknow they need to make.
(10:59):
They were just resistant tothe commitment.
This is truly serving at thehighest level.
So there's several ways to do this.
So one of the things that Iwant to do is give you some verbiage
around this.
So let's walk through maybesome different verbiage for closing
(11:20):
than you've heard before,because we're Going to anchor the
value.
It's a several step processwhen it comes to actually asking
for the business.
And this is, I don't know ifyou knew this.
Statistically, 80% of peoplein any form of a sales role do not
even ask for the business one time.
So get into the 20%.
(11:42):
Then of course start askingfor the business over and over and
over and now you're rising tothe 1%.
But let me give you someverbiage around this that matches
the flow of what we've been building.
So step one, and here's how itsounds when it's done right, step
one, we've got to anchor the value.
And it could sound like, sowe've walked through everything.
(12:05):
Can you see how we're going tosolve the problems we discussed to
take care of your home and family?
Nice, simple, easy question.
Of course, when you're in themoment, you're going to refer back
to the specifics, refer backto the problems that we talked about.
Can you see how we're goingto, you know, fix that one bedroom
(12:26):
that is always hot in thesummer or cold in the winter and
it's going to make it closerto, we're going to even out those
temperatures so that littleJohnny or little Jane doesn't have
to sleep with the extrablankets, doesn't lay there sweating,
et cetera.
Can you see how we're going tosolve the problem of the water pollution
(12:50):
in the area?
We're going to clean thatwater up so your family is no longer
poisoning itself and isdrinking nice, clear, clean, healthy
water to stay hydrated, tolive a better life, et cetera.
You can see where we're goingfor with this.
So apply it to your specific,the problems you're solving in the
(13:12):
house and can you see howwe're going to solve those problems
so that these problems aretaken care of and you won't have
to live like that.
So to take care of your homeand family.
Yes.
Okay.
At this point, so here's steptwo, we're going to focus, we're
going to shift the focus to trust.
(13:32):
We're keeping it away from theprice because it's not about price,
it's about trust.
If the trust was there, theprice is irrelevant.
So we're going to focus on trust.
So verbiage for step two couldsound something like, at this point,
would you agree it's notreally about if it needs to be done,
(13:53):
it's about who you want totrust with it.
At this point, would you agreeit's not really about if it needs
to be done.
It's about who you want totrust with it.
And then that will open up amore of a conversation.
Typically or lots of timeswhat happens is they just say, yeah,
absolutely, we know it needsto be done.
(14:15):
That's why you're here.
We're just trying to decide onwho we're choosing.
Okay.
All right.
So this is the calm confidenceand permission.
I've got a couple differentversions of step three for you.
I want to give you some examples.
Craft your own.
I'm going to give you a coupleof examples.
We've got actually fourdifferent versions here.
(14:36):
We've got the first one, which is.
So after we've asked.
So we've walked througheverything, can you see how we're
going to solve the problems wediscussed to take care of your home
and family?
Yes.
At this point, would you agreeit's not really about if it needs
to be done.
It's about who you want totrust with it.
Yes.
Okay.
Do you feel like what you'veheard and felt from us lines up with
(14:56):
what you're looking for?
So we're asking a feeling question.
This is important.
Do you feel like what you'veheard and felt from us lines up with
what you're looking for?
That's version one.
Version two, do you feel likewe're the right team and I am the
right person to take care ofthis for you, so we're humanizing
(15:18):
it a little bit.
Use whichever version that youfeel more comfortable with.
They both accomplish verysimilar things, and the better that
you get at recognizing thetype of buyer you're in front of,
you'll choose the one that applies.
So I'll go through both ofthose again, then I'll give you another
couple versions.
So do you feel like whatyou've heard and felt from us lines
(15:38):
up with what you're looking for?
Yes.
Or do you feel like we're theright team and I'm the right person
to take care of this for you?
So those are that step three,and then we need to actually do the
closing question, because theycan answer yes to that and still
give you a stall, still giveyou an objection.
(16:01):
So what we do after that is wecan go with the Doug Wyatt version,
which is.
So once we ask, do you feellike we're the right team and I'm
the right person to take careof this for you and ask, will you
trust me with this project?
When they say yes.
Great.
The next steps.
Okay.
The next steps are just walkthem right through it, assume the
(16:23):
cell and walk them through thenext steps.
Just go straight for it.
Or if you're using versiontwo, do you feel like we're the right
team and I'm the right personto take care of this for you?
Yes.
Okay.
The next steps are.
This is my version.
Okay.
The next steps are, first, Ijust need you to authorize a couple
documents.
(16:43):
We'll get the application donefor your monthly investment and pick
it install day and then start.
Then work it backwards.
Start on the install day.
So I've got Tuesday orThursday work what works best, or
whatever your options are.
Start there, just assume itand go straight into it.
(17:04):
Now, this session is not abouthandling objections.
That's a whole different conversation.
But I will tell you, if you'vedone steps one through eight correctly
in this process and you've gotten.
You've nailed the energy alongthe way, it's gonna blow your mind.
You have so many fewerobjections once you finally get here
(17:24):
and when you ask theseclarification questions.
So again, 1, 2, and 3.
So we've walked through everything.
Can you see how we're going tosolve the problems we discussed to
take care of your home and family?
Yes.
Step two, at this point, wouldyou agree it's not really about if
it needs to be done, it'sabout who you want to trust with
it?
(17:45):
Yes.
Step three, do you feel likewe're the right team and I'm the
right person to take care ofthis for you?
Yes.
Okay.
The next steps are, we'll picka date for install, authorize a couple
documents, and get theapplication filled out.
For your monthly investment.
We have Tuesday or Thursday.
(18:05):
What works better, we haveWednesday and Monday.
Where it works better.
Give them two options.
Use the option close.
Assume the sell and option close.
So you're not selling like this.
You're serving.
This is such a big difference.
So when it comes to closing,it's all about who you are in the
(18:28):
close.
Because here's the truth.
Most, you know, most.
Most salespeople, most reps,they lose the sale not because of
what they said, but because ofhow they showed up.
Especially in the close.
When the numbers come out,what happens is they got nervous,
they rushed.
You have to budget time forthe close.
(18:49):
Budget as much time from theminute that the numbers come out.
If your process normallytakes, call it 45 minutes or an hour
to get to showing numbers, oran hour and a half to get to showing
numbers, you better budget atleast another 30 minutes to 45 minutes
for the close.
At least this is where mostpeople fail.
(19:10):
They'll, they'll budget a two,they have a two hour window.
And if their process normallytakes an hour and a half with no
complications or nocomplexities and they stack another
appointment on top of it, wehave no time left to walk people
confidently and comfortablythrough the close.
This is why you're getting somany be backs and so many follow
(19:31):
ups.
You don't even, you even buildenough time to start with to take
them through the whole process.
The complete, whole process isalso walking through closing in a
systematic, organized,comfortable, trusted way, allowing
yourself enough time to askthe questions.
(19:52):
Because there's not a singleobjection that can't be solved by
asking more questions.
So what happens is the secondthose numbers come out and pay attention
to yourself when you present,do you change?
Do you change who you are?
Do you get nervous?
Because all of a sudden we'relooking at numbers, do they feel
(20:14):
rushed?
Do you feel rushed?
Are they trying to rush you?
Does it feel like you'retrying to rush them?
Do you start to over talk?
That's one of the biggest pitfalls.
But when you stay calm,grounded and congruent, that's what
earns trust.
When you don't change theminute those numbers come out, you
(20:36):
have calm confidence to justsay yes.
When you show up as someoneworth trusting, people say yes.
And we've done this.
When we buy, you can payattention when you buy things.
When someone shows younumbers, if they get nervous and
start over talking, yourconfidence drops to the floor.
(20:56):
You've all experienced it.
Then we get into thesesituations and we do the same thing.
Not recognizing it, notlooking in a mirror and seeing ourselves
doing the same thing.
And we wonder why theappointment went awesome.
I wonder why they, why they,it seemed like they lost trust in
me at the end.
And then we blame it on, oh,our prices were too high, we blame
(21:19):
it on all these other things,but that's not it.
What happened is they losttrust in you because all of a sudden
you're nervous.
If you're nervous about yournumbers, if you're not confident
in your numbers and the valueyou bring to the table, they're not
going to be either.
You start to over talk, youstart to over explain when somebody
(21:40):
has maybe a hesitation orthey're just digesting.
And then we start to fill thevoid with and this is why this is
a great decision and, andhere's the specs behind it and to
see how this makes morelogical sense, we're over talking
and over explaining at thatpoint Every bit of that should have
been done before this place.
(22:01):
So your energy is contagious.
If you're relaxed, they'll relax.
If you're confident, they'll trust.
If you're congruent, they'll commit.
So, and here's really wherethis comes together.
This is the second emotion.
This is painting the picture.
Because we've said it, youknow, I've said it before, over and
(22:22):
over.
People buy based on emotion.
They justify it with logic,and then they validate that logical
choice with a second emotion.
And this is the piece thatmost people miss.
You know, we've talked for along time.
If a buying decision is likedriving a car, logic is the steering
wheel.
It points the wheels in theright direction.
(22:42):
Great.
But without emotion, emotionis the gas pedal to take action and
take action.
Now if we're logically it.
Oh, it totally makes sense.
Yep.
You know, you're the companywe want to use.
You're the perfect.
You're the best salesman ever,Saleswoman ever.
We never had anybody better.
You were awesome.
You totally know what you're doing.
(23:02):
Yep.
Project makes total sense.
Well, that's all logic, butwithout the emotional driver behind
it, it stays there.
Like, okay, great, send thisto us.
We're gonna have to thinkabout it.
And so then logic steps in,and that's where we stop at.
Emotion steps it.
And emotion is why you shoulddo this project now with us.
(23:23):
Now, that's the emotion.
Because they know on the otherside of it, they're going to start
truly experience a differencein their life.
The third.
The second emotion, the thirdstep in this, the second emotion.
This is the power piece.
This is what I call that, alittle emotional bow on the other
side of this conversation.
(23:45):
And so, you know, what happensis they're going to validate their
choice with a second emotion.
This is what prevents cancellations.
This is what prevents people,you know, talking to somebody else.
That talks them out of thecell just because maybe it's cheaper,
we can beat their price.
This prevents that.
(24:05):
So the second emotional wave,this is the one that locks it in.
So here's what we do.
We paint the picture, andwe're going to invite the.
Remember we started thisconversation with.
When we close the decisionloop, it gives them decision loop.
It gives them dopamine.
It gives them the relief fromhaving to make this decision.
So we're going to paint the peace.
(24:26):
P, E A C, E.
The piece.
We're going to invite thereliefs, the relief.
If I could say this wordsentence today, we're going to paint
the peace in the picture,we're going to invite the relief.
And it could sound somethinglike this.
And so here's a handful ofsentences, so apply what works, what
fits the best to you.
(24:46):
But here's one.
Won't it feel great knowingthis is handled?
Won't it feel great knowingthis is taken care of now?
Isn't it good to know youdon't have to worry about this anymore?
Isn't it good to know youdon't have to worry about this anymore?
Or imagine the relief whenthis is done and you're comfortable
again, imagine the relief whenthis is done and you've checked this
(25:08):
off your mental list andeverything's just going to work smoothly
from now on.
This isn't closing, this isdelivering peace into the conversation.
We've closed the loop and withthis finality of the this is the
closing emotion that's goingto lock it in.
Wow.
Wouldn't it feel great to know that?
So here's a story time.
(25:29):
I was in State College,Pennsylvania, working with some with
a company up there and theirplumber, incredible salesperson,
incredible.
He is, I can say that had alittle bit of a hand in it, but he
did the work.
I think he's number two ornumber three in the entire nexstar
(25:50):
network as far as plumb, youknow, top selling plumbers in the
entire country.
And so the conversation wasthe owner and some of the sales manager
was like, man, we need you totalk to this guy.
He does great work, he getsbig sales, but he has the most cancels
of anybody and everybody else gets.
(26:13):
It's not that he gets negativereviews, everybody else gets great
reviews and positive reviews.
He just doesn't get any.
Even though he's the topsalesperson in the plumbing department,
hands down, far and away.
Okay.
So I worked with him on thepermission stack, asking permission
and getting people to lean in.
But this is the, the onlyother thing that worked with him
(26:34):
on, in this conversation wasthe emotional bow at the end of it.
So here's true story.
He came in the next day andsat down in the training room almost
crying at this experience andwas just blown away at how this truly
changed things in the conversation.
So what he said is he went outto this home, they had a backed up,
you know, backed up plumbing.
(26:56):
The, the actual main had burstor something.
So it was going to be a big, amassive repair.
I want to say the number waslike 15, 17,000 somewhere in that
range.
And so he's standing in thebasement with the, the Gentleman
and starts asking.
And the other thing I was, Iwas like, ask deeper questions, find
(27:16):
out, find out why behind, whythey're wanting to make decisions.
Find out the whys.
Well, come to find out this,this homeowner, this gentleman.
And then the woman was there.
They were engaged to bemarried and they were going to be.
Their wedding was in two weeksand they were just buying this house
to move into once they gotback from their honeymoon.
(27:38):
And so he's like, wow, so thisis pretty important to get it done.
Yeah, absolutely.
So they go through thedetails, gets the job signed, and
she.
So here, here's the.
Let me set the scenario.
He's in the basement with the gentleman.
The fiance, she is upstairs inthe kitchen, up the stairs, can hear
what's going on, but was doingsomething else.
(28:01):
And he says, won't it feelgreat to know that when you get back
from your honeymoon, you'll beable to move straight into this house,
Everything's going to be clean.
You're not going to have toworry about this issue anymore.
And the gentleman startscrying, gives him a hug.
(28:23):
The fiance comes down thestairs into the basement, into the
basement that they're standingalmost in, inch deep of poop in this
basement.
She comes down there with themto get in on this conversation, to
thank him, because that clearpicture of what life was going to
(28:44):
be like when they got back andthis is not an issue anymore and
it's taken care of, somethingthey're not going to have to worry
about.
This was the little emotionalbow that locked it in.
Because I'll tell you, in thattown, the nearest competition was
at least five or six thousanddollars less than their number for,
(29:08):
you know, quote unquote, ofcourse, the same project.
They didn't even consider theother numbers they got because of
the confidence and certainty.
And he was able to paint thatpicture forward so well, they're
hugging him and thanking himfor taking care of it for him.
So that's the little emotionalbow on the end of this.
(29:31):
That wraps it all up and tiesit together.
This is delivering peace.
Does this make sense?
Raise your hand if this makessense to you.
So here's some finalreflection here.
This is the close it now difference.
This is closing with integrity.
We don't teach manipulation.
We don't teach robotic scripts.
(29:52):
We train your energy here.
You're not here to tricksomeone into a yes.
You're here to guide them towhat they already want.
This is what makes it sacred.
So here's the final framework.
Every sacred close has fourParts presence.
So you're grounded.
(30:12):
Not greedy, not needy.
No commission.
Breath your presence.
You're grounded.
Permission.
You're aligned.
You're not aggressive.
We've gotten permission andyou're there.
Precision.
You are clear.
You're concise.
You're not confusing.
You don't over talk.
You're constantly playing thegame with yourself.
Can I say this in less wordsand it be just as clear or clearer
(30:38):
and just as impactful?
Peace.
You're confident, not hopeful.
You're confident in yourpresence, in being grounded.
You don't close deals.
You open doors that allowthose yeses to appear and to show
up.
So here's your moment to reflect.
(30:59):
Here's how to debrief yourselfafter every call.
So go back and reflect on yourlast sales appointment and make yourself
this list.
First question is, was I grounded?
Next question, was I matching?
What was I looking at?
Was the energy number three?
Was I listening?
Number four, was I aligned?
(31:22):
Number five, did I resolve?
Number six, did I close theenergy loop?
Now go listen again.
Get to your next appointment.
Integrate this, live it.
This is a different type ofdebrief than most people.
You know, most people trainmost people.
It's like, okay, did I saythis right?
(31:42):
Did I do this step?
After that step, that's good.
But this is next level.
Was I grounded?
Was I matching?
Was I listening?
Was I aligned?
Did I resolve the tension inthe appointment?
Did we close the energy loop?
What happened there?
So here's your final challenge.
(32:02):
I want you to be able to leadwith the completion energy from now
on.
Don't ask, did I say the right thing?
What you're going to askyourself, did they feel ready to
say yes?
Did they feel ready to say yes?
If you build the energy ofcompletion, you won't have to close
(32:23):
the cell.
It will come to you.
Did you get them to the placewhere they were ready to say yes?
So you're going to sell peace.
You're going to sell resolution.
You're going to sell trust.
So from the first knock to thefinal sentence, from nervousness
to presence, from hesitationto peace, that's what the this energy
(32:46):
series has been about.
You're not just in sales.
You are in transformation.
You are in leadership.
You're in service.
The only question left is, areyou someone worth buying from?
I believe you are.
So love this series.
Want to help us out?
(33:06):
If this episode or the energyseries has made an impact on your
mindset, your results, or howyou show up for your homeowners,
would you do me a favor?
Leave me A review on Apple,Apple podcasts on Spotify, go to
Google and just leave a reviewon Google.
Not just leave a review onGoogle, it helps more than you know.
(33:27):
It's how we get this messagein front of more people who need
it.
And if you've been listeningfor a while and you haven't left
one yet, why not?
Now's the time.
I'd be incredibly grateful toget some more reviews.
The more reviews you leave,the better guests that I can get
on the show.
So let's talk coaching for a minute.
(33:48):
If you're ready to take thisenergy and turn it into unstoppable
momentum, I've got threepowerful ways to plug in.
One is there are still acouple spots left in my one on one
coaching calendar that nowpeople have messaged me we might
end up on a waiting list.
But right now, because I onlyhave a certain number, the one on
(34:09):
one coaching.
This is a deep dive.
We work together directly torewire your mindset, sharpen your
skills and scale your resultsfaster than you ever thought possible.
You want elite performance?
This is it.
So one on one coaching.
The next is what we call trade scale.
This is company wide integration.
This is for business ownersand leadership teams ready to transform
(34:31):
their entire organization fromsales to operations to internal accountability.
We build and install thesystems that scale your playbook,
your people fully aligned and producing.
We step in and do it.
This is the done with you.
It's not done for you.
This is the done with youversion of, you know, best practice
(34:52):
platforms that hand you thesystems and say, okay, go implement
this.
We're walking you hand in hand.
We're building your customizedsystem that's not just a one size
fits all.
Let's fit your company intothis box.
We're going to customize itand this is why we see such insane
numbers.
The last company we're workingwith that's onboarding right now,
(35:14):
we're two years into business.
Their goal was to go from 2million to 4 million.
And once we actually did.
If you've ever done a marketresearch study, Once we did a market
study, we realized it'sinsanely possible and very simple
to get to more like 12 millioninstead of 4 or 5 within and be clocking
(35:38):
that in the next 12 months.
If that's the type of growththat you want to see in your organization,
that is what trade scale is.
So reach out to me about that.
I'll give you a way to reachout here in just a minute.
And now what's coming actually.
So ways to reach out.
You get ahold of samcloseitnow.net, shoot me an email
(35:59):
directly.
You can go to closeitnow.netand fill out the contact us form,
the book a call form on thereor go to the Facebook group.
Join the Facebook group andjust search.
Close it now.
It'll come right up onFacebook and shoot me a message on
Facebook.
You'll find me anywhere you search.
Close It Now.
I'll come right up.
(36:19):
Or you can go to Instagram.
Thereal closeit now onInstagram you can message me or on
LinkedIn of course as well.
Also Sam Wakefield with CloseIt Now.
So what's coming?
I'm excited about this.
We're building a couple new things.
One is building somethingspecial, a Close it now mastermind
for group training.
(36:40):
Peer sharpening iron sharpensiron growth at the highest level.
So we're building a mastermindwhich is going to be a way to plug
in and develop this network ofpeople who you, your network is your
net worth.
And so that's we're goodbuilding the mastermind.
So it's not ready to launchjust yet, but when it does, you're
(37:02):
going to love it.
The other thing I'm working onand I'm most excited about this,
you've heard me talk aboutdoor knocking doors and door to door
for a long time now.
I we're finally, finally foundthe right partners to do this with.
We're working on a full doorto door sales training experience.
We've got a live event thatwe're working on coming up.
(37:22):
We don't have it booked just yet.
We've got a couple day live event.
We're going to boot camps,we're going to have live coaching,
we're going to have the mostaggressive coaching track yet.
It's going to be, we've gotdifferent levels for it, but it's
going to be taking yourcompany from being reactive to proactive,
from stop relying on thedigital heroine to grow your business
(37:46):
when the leads get expensiveor they dry up, does your company
dry up or do you say, you knowwhat, we don't even need those.
We just supplement with somedigital every now and then.
But we create a brand and wego get business no matter the time
of year.
And because we get to choosewho we talk to in the neighborhoods
we want to talk to in thedemographics they have, we get to
(38:09):
set the price that we want toget for our projects because they're
not shopping, we're just closing.
That's the difference with thedoor to door team.
So, in fact, I got a messagefrom a friend of mine last year,
what they did with the company.
I did one.
So here's some numbers.
I did one one hour virtualsession with one of his guys and
(38:33):
they did $80,000 in sales fromdoor to door last year.
And his message was we didn'tgive it anywhere close to the attention
we should have.
And when I realized that wasthe numbers from one one hour virtual
session where I just barelygot to scratch the surface with him.
They did $80,000 in revenuewith the one guy that was in there.
(38:56):
It was like, holy moly.
So specifically, Oliver saidthat I know that that will be our
best and biggest lead sourcewhen we really get this dialed in.
And it's absolutely the lowestcost lead source that you could possibly
get.
And it's exactly who you wantto be talking to at the same time.
(39:19):
So you're going to want to bea part of this.
So stay close.
Stay close to the campfire.
So let's go.
Are you ready to go?
Let's find what's right for you.
So DM me coaching on Instagram @therealcloseitnow.
Go to closeitnow.net or justemail me.
Sam, close it Now.
Throw coaching in the subjectline, let's close the gap between
(39:41):
where you are and who you're becoming.
So everybody, let's close it now.
And until next time, everybodyyou go continue to be someone worth
buying from.
You've been listening to theClose it now podcast.
Our passion is to dive headfirst into the transformative movement
(40:01):
that's reshaping the veryfoundation of H VAC and home improvement
and at the same time coveringfitness, nutrition, relationships
and personal growth, provingthat we can indeed have it all.
We hope you've enjoyed the show.
If you did, make sure to,like, rate and review.
We'll be back soon, but in themeantime, find the website@closeitnow.net
(40:26):
find us on Instagramherealcloseitnow and on Facebook
at Close it Now.
See you next time.
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