March 11, 2025 • 31 mins
Ever wonder why you keep running into the same sales objections? It’s not a coincidence—it’s YOU. In this episode, we’re exposing the Sales Mirror Effect and breaking down how your own doubts, fears, and mindset create the very objections you dread the most. If you’re tired of hearing “I need to think about it” or “I need three bids,” it’s time to face the truth and fix the problem where it really starts.
📌 What You’ll Learn in This Episode:
✅ The subconscious signals you’re sending that invite objections
✅ Why top performers rarely hear “I need to think about it”
✅ The power of confidence, certainty, and how to train your mindset to close effortlessly
✅ A simple framework to shift your energy and attract buyers instead of pushback
🎟️ Ready to Transform Your Sales?
The Close It Now Relentless Bootcamp is happening May 6-8, 2025 in Boston. This is where top sales pros come to level up. Don’t miss it!
👉 Secure Your Spot Now: www.closeitnowbootcamp.com
⭐ Leave a Review & Help More People Win
If this episode hit home, drop us a review and share your biggest takeaway! Your feedback helps more people close more deals, more easily.
👉 Leave a Google Review: https://g.page/r/CbfnnDqTCwQdEAE/review
📲 Let’s Connect!
🔗 Website: www.closeitnow.net
📱 Instagram: @therealcloseitnow
💼 LinkedIn: Close It Now
🎯 Join the Close It Now Facebook Group: https://www.facebook.com/groups/closeitnow
💡 Final Thought:
Sales is a reflection of YOU. Change your mindset, change your results. 🚀
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, got a question for you.
Have you ever noticed how thesame objections seem to follow you
(01:05):
around no matter what?
What appointments you go to,what part of town that's like the
same ones keep coming.
So if a homeowners keeptelling you, hey, I need to think
about it, we're getting other bids.
You know, it's just.
The thing is, it's just not them.
The uncomfortable truth.
Raise your hand if you'reready for some uncomfortable truth.
In this episode, you attractwho you are.
(01:28):
So today we're going to bebreaking down what I call the sales
mirror effect.
How your own mindset isshaping the way that homeowners respond
to you.
So that is what we are goingto be getting in today.
I am excited to be here onanother episode of Close It.
Now we're going to dive intosome cool stuff.
(01:50):
First, let's feature a reviewthat came in the last few days.
This is.
And so first of all, I justappreciate every single person who
has listens to this podcast.
It is growing like crazy andI'm so thankful and grateful for
every single one of you.
So this review comes in.
(02:12):
It's a five star review and itcomes in from Alistair Joyce.
Hey, thank you so much, Alistair.
He leaves five stars.
He says five stars isn't even enough.
What Sam brings to the homeservices industry is priceless.
Thank you, Sam.
And so I appreciate that very much.
(02:34):
Make sure, Alistair, that youreach out to me if you hear this
podcast and hear me mentionyour name.
Because for everybody, if youdon't know, if you leave me a review,
leave me a five star reviewand I read it on or any star.
But I love five star reviews.
Leave me a review and I readit online and you hear on an episode
(02:55):
and you hear it message me andyou get a free coaching Session free
one hour coaching session.
So thank you so much, Alistair.
I appreciate it.
Pop me a message, brother.
I know that you are a regularlistener and we will get you your
get scheduled for yourcoaching session.
So stoked about that.
Next thing on the docket iswhat is in your cup today and what's
(03:20):
in your cup is.
Let's see, we've got some nespresso.
This is more Rosso cafe.
This is the obsidian ofespresso pods.
This intensity is 11.
It is smooth and intense.
Dark roast.
It's delicious.
I tell you, I am just so blownaway by these.
This Rosso cafe.
(03:42):
R O S S o It was a really coolpack that I ordered that a bunch
of different levels strengthsof coffee in man, these nespresso
pods are great.
It's a just a good ding espresso.
So everybody, what is in yourcup today?
Are you drinking tea?
Are you drinking coffee?
Are you drinking kombucha?
(04:03):
You boochin it up out there.
Stay hydrated.
It's starting to warm up alittle bit here in Austin.
It's gonna be over 80 today.
Here in the next day or twoit's going to be over 90.
So we're starting to get there.
Everybody.
It is springtime in Texas.
I know it's springtime whereyou're at so.
Right.
Let's take a drink of what isin your cup.
(04:25):
Three, two, one.
All right.
I love getting the opportunityto have a drink together with everybody.
You know, it's really, it'sreally fun to get to do this.
If you're on YouTube you getto watch me and do it as well.
So may make sure Everybodythat's on YouTube go like and subscribe
(04:46):
and appreciate that.
Leave some comments on thereas well for everybody else.
If you're not following theYouTube channel, go follow the YouTube
channel.
I would appreciate that very much.
I need to grow that a littlebit and yeah.
So rocking out last order ofbusiness is the close it now boot
camp.
Relentless.
The ultimate sales transformation.
(05:08):
May 6th, 7th and 8th.
I'm pretty sure that we arelocked on those dates.
We have got some tickets thatneed to get sold for this event now.
So go tocloseitnowbootcamp.com that's closeitnowbootcamp.com
it is the event of the year.
It's going to blow your everloving mind what we are doing at
(05:31):
this event and howtransformational it's going to be
in your life and your businessto blow past those upper limits where
you think that you've maxed out.
I'm here to tell you, you'renot even close.
There's so much more left for.
There's so much more to go.
There's so much more to learn.
More importantly, there's somuch more for you to achieve because
(05:54):
you believe that you can do it.
And that's one.
One of the things that we'regoing to really dive into at this
event is helping you, helpingyou see what is possible.
And not just see what'spossible, but actually see what give
you the actionable steps toliterally step out and do it.
So I'm stoked about the event.
(06:15):
Closeitnow, bootcamp.com, goget your tickets there.
They are moving fast.
So the room is going to fillup at 60 people and it is going to
be very, very, very hands on.
I'm going to take you througha lot of the things that you need,
not a lot of things.
Take you through everythingyou need to follow.
(06:35):
Have a system start to finish.
You're going to get the courseworkbook, you get a digital downloads.
We're going to, we're going todo some crazy cool stuff, though.
So super stoked about it.
Close it now.
Bootcamp.
You've got to get there.
So let's get into this episodea little bit.
What is the sales mirror effect?
(06:55):
Well, the main thing is, youknow, when we're talking about, when
talking to our homeowners andthis doesn't matter what, what you,
you know, if it's H vac orit's plumbing, if it's electrical,
if your garage doors, yourwindows, lighting, gutters, irrigation,
whatever, it doesn't matter.
The main thing is in the salesmirror effect, buyers don't just
(07:16):
respond to what you say, theyrespond to what you believe.
This is very, very, very tangible.
Right.
Sales just isn't.
It's not about scripts, it'snot about techniques, it's about
who you are when you deliver them.
This is the going behind thescript part.
Yes, we have to learn scripts.
Yes, we have to role play them.
(07:36):
But that's honestly.
That's entry level, right?
That's elementary.
Yes, of course we should knowhow to handle an objection.
If they know, if they say, Iwant to think about it, yes, of course
we should know how to handle that.
There's only three or fourobjections we ever get that are really
objections.
So if you haven't learned ineight or 10 years of doing cells
(07:57):
how to handle three bids andthink about it and got to talk to
so and so, talk to my spouse,talk to some significant other and
how to handle price.
I mean, those are the.
Those are the only bucketsthat we ever get right, Truly.
And so, yes, absolutely.
We've got scripting for that,We've got verbiage for that.
But that's kind of like sales101, right?
(08:19):
That sales 101, sales 102 islearning how to handle that.
The deeper level of sales.
Sales is not the performanceof an hour.
This is what sales is not.
It's not just showing up,flipping the switch, becoming somebody
you're not for 45 minutes oran hour, hour and a half, and then
shutting that switch off andgoing back to being someone else.
(08:39):
If that is who you are andthat's what you do, no wonder you're
not making sales.
But people can feel that amile away.
That is completely inauthentic.
So what we're talking abouthere when we say work to become someone
worth buying from, what thatmeans is when we all know that person
that walks in the room,everybody flocks to them because
(09:01):
they want to do business with them.
Why?
Because they're the type ofperson people just want to be around.
Right?
Sales is not the performanceof an hour.
It's the overflow of your life.
When you have all of thethings in your life in agreement.
When you live by your ethics,your code of ethics, and you live
(09:21):
by your integrity.
When.
When you do all of that andyou show up in your own life first
before anyone else, when youput that oxygen mask on yourself,
when you take care of yourrelationships and you grow them,
when you're intentional aboutyour nutrition and you're intentional
about your fitness regime, andwhen you're intentional about your
(09:42):
personal growth, you do it ona daily.
You're intentional about yourspiritual practice, whatever that
is.
This has nothing to do about acertain religion or anything like
that.
Everything to do with whateveryou believe in, your core beliefs,
are you acting in alignmentwith those things to show up in your
power for you first, for yourcommunity, for your family, for your
(10:06):
community?
Are you showing up in a waythat you know that you're called
to do?
Or are you living that, youknow, 50%, 60%, 70% life, right?
What are you doing?
Are you choosing the easy fornow to give your life, make your
life hard?
Or if you choose the hard,consistent things, the things that
(10:26):
take discipline, if you choosethat now, life will be easier in
the future.
So it's your choice, butyou're choosing.
When you choose not to dosomething, you're choosing for your
life to be harder later.
So Remember that.
So cells is the overflow of a life.
Your subconscious beliefs arebeing projected right back at you.
(10:49):
When you have those, you know,when you have those moments, right,
when we have that, you know,everything that's going on there.
And I lost my notes.
I made notes for this episode.
But so everything that we do,it's being reflected back at you.
You know, how they respond is everything.
And it's.
It's really incredible when werecognize this and.
(11:11):
And it happens.
So I've got some framework foryou the attract who you are.
So let's talk about this alittle bit.
When you are going throughyour appointments, start to track
this, start to track the data.
If you're not tracking yourown data, then if we don't measure
it, you can't manage it.
So you have to start by measuring.
(11:32):
And so quick crash course.
Because I know a lot of youare brand new and I talk to a lot
of you all across the country.
So for all of you veterans,absolutely, I know you're tracking
this.
Let's talk to all the newpeople for a minute and make sure
everybody's on the same pagewith what we should be tracking.
So the things to track arewhen we're tracking KPI, if you don't
(11:55):
know what a KPI is, it's a keyperformance indicator, or we're tracking
our metrics, which are justyour sales numbers.
The things to track are, ofcourse, close rate is 1.
So you have your total numberof appointments that you saw.
You got your total number ofappointments that sold.
So your close percentage isjust exactly that.
(12:18):
As a percentage, take yourtotal number of jobs sold divided
by the total number ofappointments, multiply by 100, and
you've got your close percentage.
So that's one of the first metrics.
Second metric is your average ticket.
You need to know what youraverage sell is, how much money you're
making when you make a sale.
Right?
What is the average?
(12:39):
Because with an average, thenwe can work on increasing it, work
on a baseline.
And so those are the two.
There's a third number that alot of people like to talk about,
which is your total volumeacross 12 months.
Honestly, that's cool.
But every market is different.
All the price points are different.
A much better number to talkabout than just your total volume.
(13:04):
Because I'll tell you,somebody who does, you know, 3 or
4 million a year in, you know,a very rural area that doesn't get
as many appointments assomebody right in the heart of an
urban city center can be a waybetter Closer than somebody that
does 7 or 8 million, but theyjust see three times as many appointments,
(13:25):
right?
Or vice versa.
So a better number than totaloverall volume is average dollar
per lead.
This is the great equalizer.
This is the one where somebodythat does an insane amount of volume,
somebody does low amount ofvolume, we find out who is higher,
(13:45):
who's more valuable to thecompany this way.
So what we to get that number,you just take your total number of
appointments divided by yourtotal volume in sales.
And that's going to tell you.
And by dollars, that's goingto tell you every single time you
knock on the door if it sellsor not.
(14:06):
This is how much money thecompany gets.
This is how much money revenueyou're bringing in your average dollar
per lead.
So that is the great equalizer.
I love that number for a lotof reasons, but it's a great way
to compare contrast and beable to measure yourself against
everyone else.
So that's the big one.
(14:29):
So you got to start somewhere.
We got to start with measuringthose numbers.
So let's get back to theattract who you are idea.
So when you're measuring andwhen you're tracking things, start
getting intentional.
Figure out what objection?
Because we're in sales, wehave to figure out how to overcome
objections.
Objections are just.
(14:50):
It's no different than if youwere a technician trying to figure
out, okay, this particularbrand of furnace has this one particular
brand of inducer motor thatalways has this problem that it's
difficult to figure out.
Until you figure out thatproblem, then you can do it over
and over again.
Objections are the same, right?
(15:10):
Objections are very much the same.
So start tracking whatobjections you're getting in your
appointments.
Don't just go by feel and say,well, I think this was the objection
that's just guessing.
And we don't believe inguesswork here at close it now, remember,
we believe in accuracy and details.
So start tracking it.
Keep yourself a journal, keepyourself a log.
(15:33):
With that, you're going tostart tracking what the objections
are.
If you get a I want to thinkabout it a lot.
It's an indicator.
So when you're tracking thisdata, when you're tracking data and
a pattern starts to appear,when a pattern starts to emerge or
a trend starts to emerge inyour data, that is the time to take
(15:57):
a moment, recognize it, andthen turn inward.
Because I would be willing tobet that if you're getting a lot
of I need to think about it.
Ask yourself, do you hesitateon decisions?
Do you struggle withcommitment in any area of your life.
(16:18):
And I'd be willing to bet thatyou do.
And so people are showing upin your life as your clients.
In mirrored response to howyou are as a person.
Raise your hand if this ismaking sense.
I know you're in Drive Time University.
Everybody rocking out DriveTime University.
So grateful for you, but thisis important.
(16:39):
Pay attention.
Let's fix it right.
So if this is a struggle ofyours, if you get I want to think
about it a lot and yourecognize that, yeah, you do hesitate
on decisions.
You struggle with somecommitment in any area of your life.
Here's an easy thing to start doing.
Work on yourself first.
Be what's the Gandhi's famousquote, Be the change you want to
(17:02):
see in the world.
So to fix it, start makingfaster, more decisive choices in
your, in your own life.
Small or big, it doesn't matter.
When you go to the restaurant,decide on what you're going to order
quickly and stay with the decision.
That's a great place to start.
But start making faster, moredecisive choices.
Build that muscle in yourselfand you will find that the I want
(17:25):
to think about it from yourclients will start to dissipate and
they'll start to go away.
Can confirm this is exactlywhat happens.
This is why top performersdon't get One of the reasons top
performers don't get the sametype of objections, because I can
guarantee it, the very bestsalespeople you know, anywhere across
(17:47):
the country, in any industry,the very best salespeople you know,
make quick decisions and theybuy things quickly.
Somebody comes to me with awell executed sales process, I'm
probably buying just how it is now.
If somebody comes to me with abroken sales process, I'm going to
rip it to shreds.
But if somebody comes to meand knows what they're doing, more
(18:09):
than likely I'm going to buy.
And every great salesperson isthe same because they appreciate
the value of saving time.
So do people.
So that's F1.
If you're getting want tothink about it, evaluate yourself.
Number two, right?
If we're getting three bids,we're getting three bids.
Hey, we're going to get five bids.
Hey, we just want to do my duediligence here.
(18:30):
Got to be transparent with you.
I'm going to be getting otherbids on this thing.
I mean everybody has the same,it's like everybody has this loop
of the same words that theyplay over and over and over when
we're in the house.
So ask yourself, are youalways price shopping and looking
for the Best deal, quote,unquote, is that you?
(18:52):
Are you price shopping for that?
Are you the person that'salways looking for that coupon online?
Here's how to fix it.
Stop being the customer whoalways shops around.
Commit to premium choices inyour own life and your clients will
commit to premium choices whenthey show up for you.
(19:12):
This is incredible how this works.
And I can guarantee you this works.
Try this.
Number three.
Can you email me the quote?
Right?
Can you email me the quote?
It always sounds the same.
Yep, the company's great,you're awesome.
The project makes sense.
We got to think about it.
Can you email it to me andwe'll get back to you in a few days?
It's like, did they all readfrom the same notes that every homeowner
(19:35):
says the same thing?
But so can you email me the quote?
So ask yourself.
This is really crucial.
This.
Do you avoid confrontation andtough conversations?
Do you avoid confrontation andtough conversations in your own life?
Are you scared to confrontsomebody when you know you need to
(19:58):
deal with things in your lifeor and or business?
Do you avoid them and put themoff or do you just immediately handle
them?
I would be willing to bet ifyou get a lot of the hey, I got to
think about it.
Can you email me the quote?
There is a good chance thatyou probably avoid confrontations
and tough conversations inyour own life.
(20:19):
So here's the fix.
Start tackling those difficultdecisions head on in all areas of
your life.
And the reason all of this isimportant, the reason all of this
works is because how you doanything is how you do everything.
And as you identify the placesin your life where you're mirroring
(20:44):
something like this that youdon't want, look inside and fix it
in yourself.
The coolest thing is going to happen.
So it's good.
More than one thing is goingto happen, but one is your clients,
of course, are going to stopshowing up with those objections.
But two, you get to up levelas a person because now you're figuring
(21:05):
out where in where in me isthis showing up.
And you get to up level tobecome that better person, to become
that person worth buying from.
Because remember.
So here's a five quick ways tobreak the cycle and kind of rewire
your mindset around this.
(21:25):
So number one is you've got toreframe your identity.
You know, you are not just asalesperson, you're not just a comfort
advisor, you're not just aproject manager.
You are or you're not just atechnician, you're a trusted Advisor.
You are a trusted advisor, soact like that.
Act like the professional inthe home.
(21:47):
Number two, upgrade your ownbuying habits.
Start making confident valuebased decisions in your own life.
Commit to premium choices andconfident value based decisions in
your own life.
Upgrade your own buying habitsand the people that you serve will
upgrade theirs as well.
Number three, get comfortablewith investment.
(22:11):
Stop thinking about your priceis expensive.
It is an investment for the homeowner.
As many times as I've said, asmany people as I work with, you've
got to completely divorceyourself from the number.
I have this conversation allthe time.
Stop selling.
Stop by allowing them to buy.
(22:32):
Stop selling to them based onwhat you can afford.
It doesn't freaking matter.
The numbers don't matter.
There's what two main thingsthat determine the price of a project.
One, the size and condition ofthe home.
And they decided that whenthey bought it.
You have nothing to do with that.
So the size and the conditionof the home is step one, if it needs
(22:54):
a lot of work, it needs a lotof work.
If it needs a little work, itneeds a little work.
The second thing is what allthey want to include in the project.
Again, yes, we have influenceover it, but we're still has nothing
to do with the numbers.
What do they want to includein the project?
What level of equipment, whatlevel of package do they want to
(23:16):
go with?
What level of accessories?
They decide that and so we'reguiding, we're the tour guide, but
they decide what to include.
If the price is too high, wehave the conversation around, what
are we not doing?
We don't have the conversationaround, well, can we make the price
cheaper for the same thing?
That's a totally different conversation.
(23:37):
So get comfortable with investment.
Stop thinking about your priceas expensive.
It is an investment for the homeowner.
Number four, master the pause.
This is important.
The power of the pause is incredible.
(23:58):
For emphasis, for allowinghomeowners to process things in their
mind.
When homeowners hesitate whenyou give the price, don't rush to
fill the silence.
Let them process it.
The first to talk loses.
(24:18):
This is the power of negotiation.
The first to talk loses.
Let them fill the silence first.
So when you present a priceand they say something like, wow,
that's a high price, just stare.
That's not a question, they'rejust giving commentary.
(24:40):
Not every question, noteverything they say needs a response.
Now if they ask a question,why are you so much higher?
Then you can answer.
Then you can say, well, we'renot so much higher.
First question would beCompared to what?
But we're not this muchhigher, we're this much better.
(25:01):
Can I share with you why?
Or would you like to hear whymore of your neighbors use us even
though were that much higher?
Right.
So when they hesitate butdon't rush to fill the silence when
they, they give you acommentary or they just look at it,
be silent, just be quiet andlet them process.
(25:23):
We, we've, they've never seenthis, they've never seen the presentation,
they've never seen the numbersbefore, more than likely.
And we see it every day.
So it's common.
They're taking it in for thefirst time.
We know what we're looking at.
They're taking it in for thefirst time.
If I could tell you, if youdon't learn anything else from this
particular podcast, it wouldbe slow down, go slower than you've
(25:46):
ever gone, take more time thanyou've ever taken and give more gaps
in the communication, givemore silence breaks and let them
process.
And you will find they'll cometo their own conclusions before you
can over explain something.
So that's number four.
(26:08):
Number five, this is a big one.
Train yourself to lead the conversation.
That's the whole point ofhaving a sales system to start with
is so you have a roadmap forexactly where you're starting and
where you're going and all thecheckpoints in between.
So if you project certainty,confidence and control, buyers will
(26:29):
naturally follow that.
So they are an exact mirror ofthe way that you show up.
So when you, if it's, it'sonly weird if you make it weird.
If you show up in confidenceand certainty that you know that
you have the best solutionsfor them, that confidence and certainty
is going to rub off and thenwe just move straight through the
(26:50):
process.
So how you show up is howthey're going to show up.
If you show up frustrated or,you know, angry at the last person,
how do you think the new, thenew client's going to be?
You've got to show up, reset,mentally strong and ready to move
forward at every single one ofyour appointments.
(27:10):
Winston Churchill, the famousquote, success is going from failure
to failure with no lack of enthusiasm.
So very, very much fits here.
So those are the five ways.
So recapping real quick, thefive ways to break the cycle and
to rewire your mindset.
One, reframe your identity.
You are a trusted advisor.
Number two, upgrade your ownbuying habits.
(27:31):
Commit to making premium purchases.
Make confident value baseddecisions in your own life.
Number three, get comfortablewith investment.
Stop thinking about your priceas expensive.
It is an investment for thehomeowner and you start investing
in your own life.
If you start investing in yourown life, guess what?
(27:52):
They're going to invest in theirs.
Number four, Master the pause.
When homeowners hesitate.
Don't rush to fill that silence.
Just let them process thenumber five, Train yourself to lead
the conversation.
The responsibility of aprofessional salesperson.
The responsibility of aprofessional is to guide the conversation
(28:15):
to a desired outcome.
That is your responsibility asa professional.
So start acting like it.
Start showing up like it.
Practice like it.
Practice like a professional.
Stop taking this.
You know if you practice at60%, you're only going to get at
60% results.
If you practice full out, youget full out results.
(28:36):
So want to see proof this works?
So here's my challenge toevery single one of you for the next
seven days.
Track the objections you hearmost often.
Then look at your own habitsand see where you are giving off
the same energy.
I definitely want to hearabout your results.
(28:57):
You can shoot me a message onInstagram hereal closeit now you
can email me samcloseitnow.net or go join the Facebook
group and pop a message in there.
Shoot me a message over Facebook.
I totally want to hear whatyou think about the this, this challenge
and if you see it showing upin your life because this is a, this
(29:18):
is an important topic thatnobody talks about.
So now here's the thing.
If you want to go deeper andfix this for good, then get your
ticket to the relentless, theultimate sales transformation.
Go to closeitnowbootcamp.comGo grab your ticket.
That is going to sell out.
It is going to be incredible.
(29:40):
So go get your ticket there.
We'll fix this like once andfor all for you.
And if you've got some valuefrom today's episode, in the show
notes, there is a link to Google.
I would love, love, love ifyou would drop me a five star review.
It will help us reach moresales pros like you.
So make sure you like this episode.
(30:03):
Share it to all of the peopleyou in your life you know that could
use this extra tip that willhelp them out.
Share the podcast, invitepeople to the Facebook group and
get your butt to the bootcamp.
It is going to change your life.
So everybody, this is thiswhole episode, this is a big one.
(30:23):
This is hard, right?
So you know how we end this.
And more so than ever whenwe're working on this type of thing,
when we're going internal,this is what we mean when we say
work to become someone worthbuying from.
Because when you become thatperson, you walk in the room, people
want to do business with youno matter what.
(30:45):
So until next time, everybody,you go be someone worth buying from.
You've been listening to theClose it now podcast.
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,
(31:06):
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.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram @therealcloseitnow and on Facebook closeitnow.
(31:29):
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, got a question for you.
Have you ever noticed how thesame objections seem to follow you
(01:05):
around no matter what?
What appointments you go to,what part of town that's like the
same ones keep coming.
So if a homeowners keeptelling you, hey, I need to think
about it, we're getting other bids.
You know, it's just.
The thing is, it's just not them.
The uncomfortable truth.
Raise your hand if you'reready for some uncomfortable truth.
In this episode, you attractwho you are.
(01:28):
So today we're going to bebreaking down what I call the sales
mirror effect.
How your own mindset isshaping the way that homeowners respond
to you.
So that is what we are goingto be getting in today.
I am excited to be here onanother episode of Close It.
Now we're going to dive intosome cool stuff.
(01:50):
First, let's feature a reviewthat came in the last few days.
This is.
And so first of all, I justappreciate every single person who
has listens to this podcast.
It is growing like crazy andI'm so thankful and grateful for
every single one of you.
So this review comes in.
(02:12):
It's a five star review and itcomes in from Alistair Joyce.
Hey, thank you so much, Alistair.
He leaves five stars.
He says five stars isn't even enough.
What Sam brings to the homeservices industry is priceless.
Thank you, Sam.
And so I appreciate that very much.
(02:34):
Make sure, Alistair, that youreach out to me if you hear this
podcast and hear me mentionyour name.
Because for everybody, if youdon't know, if you leave me a review,
leave me a five star reviewand I read it on or any star.
But I love five star reviews.
Leave me a review and I readit online and you hear on an episode
(02:55):
and you hear it message me andyou get a free coaching Session free
one hour coaching session.
So thank you so much, Alistair.
I appreciate it.
Pop me a message, brother.
I know that you are a regularlistener and we will get you your
get scheduled for yourcoaching session.
So stoked about that.
Next thing on the docket iswhat is in your cup today and what's
(03:20):
in your cup is.
Let's see, we've got some nespresso.
This is more Rosso cafe.
This is the obsidian ofespresso pods.
This intensity is 11.
It is smooth and intense.
Dark roast.
It's delicious.
I tell you, I am just so blownaway by these.
This Rosso cafe.
(03:42):
R O S S o It was a really coolpack that I ordered that a bunch
of different levels strengthsof coffee in man, these nespresso
pods are great.
It's a just a good ding espresso.
So everybody, what is in yourcup today?
Are you drinking tea?
Are you drinking coffee?
Are you drinking kombucha?
(04:03):
You boochin it up out there.
Stay hydrated.
It's starting to warm up alittle bit here in Austin.
It's gonna be over 80 today.
Here in the next day or twoit's going to be over 90.
So we're starting to get there.
Everybody.
It is springtime in Texas.
I know it's springtime whereyou're at so.
Right.
Let's take a drink of what isin your cup.
(04:25):
Three, two, one.
All right.
I love getting the opportunityto have a drink together with everybody.
You know, it's really, it'sreally fun to get to do this.
If you're on YouTube you getto watch me and do it as well.
So may make sure Everybodythat's on YouTube go like and subscribe
(04:46):
and appreciate that.
Leave some comments on thereas well for everybody else.
If you're not following theYouTube channel, go follow the YouTube
channel.
I would appreciate that very much.
I need to grow that a littlebit and yeah.
So rocking out last order ofbusiness is the close it now boot
camp.
Relentless.
The ultimate sales transformation.
(05:08):
May 6th, 7th and 8th.
I'm pretty sure that we arelocked on those dates.
We have got some tickets thatneed to get sold for this event now.
So go tocloseitnowbootcamp.com that's closeitnowbootcamp.com
it is the event of the year.
It's going to blow your everloving mind what we are doing at
(05:31):
this event and howtransformational it's going to be
in your life and your businessto blow past those upper limits where
you think that you've maxed out.
I'm here to tell you, you'renot even close.
There's so much more left for.
There's so much more to go.
There's so much more to learn.
More importantly, there's somuch more for you to achieve because
(05:54):
you believe that you can do it.
And that's one.
One of the things that we'regoing to really dive into at this
event is helping you, helpingyou see what is possible.
And not just see what'spossible, but actually see what give
you the actionable steps toliterally step out and do it.
So I'm stoked about the event.
(06:15):
Closeitnow, bootcamp.com, goget your tickets there.
They are moving fast.
So the room is going to fillup at 60 people and it is going to
be very, very, very hands on.
I'm going to take you througha lot of the things that you need,
not a lot of things.
Take you through everythingyou need to follow.
(06:35):
Have a system start to finish.
You're going to get the courseworkbook, you get a digital downloads.
We're going to, we're going todo some crazy cool stuff, though.
So super stoked about it.
Close it now.
Bootcamp.
You've got to get there.
So let's get into this episodea little bit.
What is the sales mirror effect?
(06:55):
Well, the main thing is, youknow, when we're talking about, when
talking to our homeowners andthis doesn't matter what, what you,
you know, if it's H vac orit's plumbing, if it's electrical,
if your garage doors, yourwindows, lighting, gutters, irrigation,
whatever, it doesn't matter.
The main thing is in the salesmirror effect, buyers don't just
(07:16):
respond to what you say, theyrespond to what you believe.
This is very, very, very tangible.
Right.
Sales just isn't.
It's not about scripts, it'snot about techniques, it's about
who you are when you deliver them.
This is the going behind thescript part.
Yes, we have to learn scripts.
Yes, we have to role play them.
(07:36):
But that's honestly.
That's entry level, right?
That's elementary.
Yes, of course we should knowhow to handle an objection.
If they know, if they say, Iwant to think about it, yes, of course
we should know how to handle that.
There's only three or fourobjections we ever get that are really
objections.
So if you haven't learned ineight or 10 years of doing cells
(07:57):
how to handle three bids andthink about it and got to talk to
so and so, talk to my spouse,talk to some significant other and
how to handle price.
I mean, those are the.
Those are the only bucketsthat we ever get right, Truly.
And so, yes, absolutely.
We've got scripting for that,We've got verbiage for that.
But that's kind of like sales101, right?
(08:19):
That sales 101, sales 102 islearning how to handle that.
The deeper level of sales.
Sales is not the performanceof an hour.
This is what sales is not.
It's not just showing up,flipping the switch, becoming somebody
you're not for 45 minutes oran hour, hour and a half, and then
shutting that switch off andgoing back to being someone else.
(08:39):
If that is who you are andthat's what you do, no wonder you're
not making sales.
But people can feel that amile away.
That is completely inauthentic.
So what we're talking abouthere when we say work to become someone
worth buying from, what thatmeans is when we all know that person
that walks in the room,everybody flocks to them because
(09:01):
they want to do business with them.
Why?
Because they're the type ofperson people just want to be around.
Right?
Sales is not the performanceof an hour.
It's the overflow of your life.
When you have all of thethings in your life in agreement.
When you live by your ethics,your code of ethics, and you live
(09:21):
by your integrity.
When.
When you do all of that andyou show up in your own life first
before anyone else, when youput that oxygen mask on yourself,
when you take care of yourrelationships and you grow them,
when you're intentional aboutyour nutrition and you're intentional
about your fitness regime, andwhen you're intentional about your
(09:42):
personal growth, you do it ona daily.
You're intentional about yourspiritual practice, whatever that
is.
This has nothing to do about acertain religion or anything like
that.
Everything to do with whateveryou believe in, your core beliefs,
are you acting in alignmentwith those things to show up in your
power for you first, for yourcommunity, for your family, for your
(10:06):
community?
Are you showing up in a waythat you know that you're called
to do?
Or are you living that, youknow, 50%, 60%, 70% life, right?
What are you doing?
Are you choosing the easy fornow to give your life, make your
life hard?
Or if you choose the hard,consistent things, the things that
(10:26):
take discipline, if you choosethat now, life will be easier in
the future.
So it's your choice, butyou're choosing.
When you choose not to dosomething, you're choosing for your
life to be harder later.
So Remember that.
So cells is the overflow of a life.
Your subconscious beliefs arebeing projected right back at you.
(10:49):
When you have those, you know,when you have those moments, right,
when we have that, you know,everything that's going on there.
And I lost my notes.
I made notes for this episode.
But so everything that we do,it's being reflected back at you.
You know, how they respond is everything.
And it's.
It's really incredible when werecognize this and.
(11:11):
And it happens.
So I've got some framework foryou the attract who you are.
So let's talk about this alittle bit.
When you are going throughyour appointments, start to track
this, start to track the data.
If you're not tracking yourown data, then if we don't measure
it, you can't manage it.
So you have to start by measuring.
(11:32):
And so quick crash course.
Because I know a lot of youare brand new and I talk to a lot
of you all across the country.
So for all of you veterans,absolutely, I know you're tracking
this.
Let's talk to all the newpeople for a minute and make sure
everybody's on the same pagewith what we should be tracking.
So the things to track arewhen we're tracking KPI, if you don't
(11:55):
know what a KPI is, it's a keyperformance indicator, or we're tracking
our metrics, which are justyour sales numbers.
The things to track are, ofcourse, close rate is 1.
So you have your total numberof appointments that you saw.
You got your total number ofappointments that sold.
So your close percentage isjust exactly that.
(12:18):
As a percentage, take yourtotal number of jobs sold divided
by the total number ofappointments, multiply by 100, and
you've got your close percentage.
So that's one of the first metrics.
Second metric is your average ticket.
You need to know what youraverage sell is, how much money you're
making when you make a sale.
Right?
What is the average?
(12:39):
Because with an average, thenwe can work on increasing it, work
on a baseline.
And so those are the two.
There's a third number that alot of people like to talk about,
which is your total volumeacross 12 months.
Honestly, that's cool.
But every market is different.
All the price points are different.
A much better number to talkabout than just your total volume.
(13:04):
Because I'll tell you,somebody who does, you know, 3 or
4 million a year in, you know,a very rural area that doesn't get
as many appointments assomebody right in the heart of an
urban city center can be a waybetter Closer than somebody that
does 7 or 8 million, but theyjust see three times as many appointments,
(13:25):
right?
Or vice versa.
So a better number than totaloverall volume is average dollar
per lead.
This is the great equalizer.
This is the one where somebodythat does an insane amount of volume,
somebody does low amount ofvolume, we find out who is higher,
(13:45):
who's more valuable to thecompany this way.
So what we to get that number,you just take your total number of
appointments divided by yourtotal volume in sales.
And that's going to tell you.
And by dollars, that's goingto tell you every single time you
knock on the door if it sellsor not.
(14:06):
This is how much money thecompany gets.
This is how much money revenueyou're bringing in your average dollar
per lead.
So that is the great equalizer.
I love that number for a lotof reasons, but it's a great way
to compare contrast and beable to measure yourself against
everyone else.
So that's the big one.
(14:29):
So you got to start somewhere.
We got to start with measuringthose numbers.
So let's get back to theattract who you are idea.
So when you're measuring andwhen you're tracking things, start
getting intentional.
Figure out what objection?
Because we're in sales, wehave to figure out how to overcome
objections.
Objections are just.
(14:50):
It's no different than if youwere a technician trying to figure
out, okay, this particularbrand of furnace has this one particular
brand of inducer motor thatalways has this problem that it's
difficult to figure out.
Until you figure out thatproblem, then you can do it over
and over again.
Objections are the same, right?
(15:10):
Objections are very much the same.
So start tracking whatobjections you're getting in your
appointments.
Don't just go by feel and say,well, I think this was the objection
that's just guessing.
And we don't believe inguesswork here at close it now, remember,
we believe in accuracy and details.
So start tracking it.
Keep yourself a journal, keepyourself a log.
(15:33):
With that, you're going tostart tracking what the objections
are.
If you get a I want to thinkabout it a lot.
It's an indicator.
So when you're tracking thisdata, when you're tracking data and
a pattern starts to appear,when a pattern starts to emerge or
a trend starts to emerge inyour data, that is the time to take
(15:57):
a moment, recognize it, andthen turn inward.
Because I would be willing tobet that if you're getting a lot
of I need to think about it.
Ask yourself, do you hesitateon decisions?
Do you struggle withcommitment in any area of your life.
(16:18):
And I'd be willing to bet thatyou do.
And so people are showing upin your life as your clients.
In mirrored response to howyou are as a person.
Raise your hand if this ismaking sense.
I know you're in Drive Time University.
Everybody rocking out DriveTime University.
So grateful for you, but thisis important.
(16:39):
Pay attention.
Let's fix it right.
So if this is a struggle ofyours, if you get I want to think
about it a lot and yourecognize that, yeah, you do hesitate
on decisions.
You struggle with somecommitment in any area of your life.
Here's an easy thing to start doing.
Work on yourself first.
Be what's the Gandhi's famousquote, Be the change you want to
(17:02):
see in the world.
So to fix it, start makingfaster, more decisive choices in
your, in your own life.
Small or big, it doesn't matter.
When you go to the restaurant,decide on what you're going to order
quickly and stay with the decision.
That's a great place to start.
But start making faster, moredecisive choices.
Build that muscle in yourselfand you will find that the I want
(17:25):
to think about it from yourclients will start to dissipate and
they'll start to go away.
Can confirm this is exactlywhat happens.
This is why top performersdon't get One of the reasons top
performers don't get the sametype of objections, because I can
guarantee it, the very bestsalespeople you know, anywhere across
(17:47):
the country, in any industry,the very best salespeople you know,
make quick decisions and theybuy things quickly.
Somebody comes to me with awell executed sales process, I'm
probably buying just how it is now.
If somebody comes to me with abroken sales process, I'm going to
rip it to shreds.
But if somebody comes to meand knows what they're doing, more
(18:09):
than likely I'm going to buy.
And every great salesperson isthe same because they appreciate
the value of saving time.
So do people.
So that's F1.
If you're getting want tothink about it, evaluate yourself.
Number two, right?
If we're getting three bids,we're getting three bids.
Hey, we're going to get five bids.
Hey, we just want to do my duediligence here.
(18:30):
Got to be transparent with you.
I'm going to be getting otherbids on this thing.
I mean everybody has the same,it's like everybody has this loop
of the same words that theyplay over and over and over when
we're in the house.
So ask yourself, are youalways price shopping and looking
for the Best deal, quote,unquote, is that you?
(18:52):
Are you price shopping for that?
Are you the person that'salways looking for that coupon online?
Here's how to fix it.
Stop being the customer whoalways shops around.
Commit to premium choices inyour own life and your clients will
commit to premium choices whenthey show up for you.
(19:12):
This is incredible how this works.
And I can guarantee you this works.
Try this.
Number three.
Can you email me the quote?
Right?
Can you email me the quote?
It always sounds the same.
Yep, the company's great,you're awesome.
The project makes sense.
We got to think about it.
Can you email it to me andwe'll get back to you in a few days?
It's like, did they all readfrom the same notes that every homeowner
(19:35):
says the same thing?
But so can you email me the quote?
So ask yourself.
This is really crucial.
This.
Do you avoid confrontation andtough conversations?
Do you avoid confrontation andtough conversations in your own life?
Are you scared to confrontsomebody when you know you need to
(19:58):
deal with things in your lifeor and or business?
Do you avoid them and put themoff or do you just immediately handle
them?
I would be willing to bet ifyou get a lot of the hey, I got to
think about it.
Can you email me the quote?
There is a good chance thatyou probably avoid confrontations
and tough conversations inyour own life.
(20:19):
So here's the fix.
Start tackling those difficultdecisions head on in all areas of
your life.
And the reason all of this isimportant, the reason all of this
works is because how you doanything is how you do everything.
And as you identify the placesin your life where you're mirroring
(20:44):
something like this that youdon't want, look inside and fix it
in yourself.
The coolest thing is going to happen.
So it's good.
More than one thing is goingto happen, but one is your clients,
of course, are going to stopshowing up with those objections.
But two, you get to up levelas a person because now you're figuring
(21:05):
out where in where in me isthis showing up.
And you get to up level tobecome that better person, to become
that person worth buying from.
Because remember.
So here's a five quick ways tobreak the cycle and kind of rewire
your mindset around this.
(21:25):
So number one is you've got toreframe your identity.
You know, you are not just asalesperson, you're not just a comfort
advisor, you're not just aproject manager.
You are or you're not just atechnician, you're a trusted Advisor.
You are a trusted advisor, soact like that.
Act like the professional inthe home.
(21:47):
Number two, upgrade your ownbuying habits.
Start making confident valuebased decisions in your own life.
Commit to premium choices andconfident value based decisions in
your own life.
Upgrade your own buying habitsand the people that you serve will
upgrade theirs as well.
Number three, get comfortablewith investment.
(22:11):
Stop thinking about your priceis expensive.
It is an investment for the homeowner.
As many times as I've said, asmany people as I work with, you've
got to completely divorceyourself from the number.
I have this conversation allthe time.
Stop selling.
Stop by allowing them to buy.
(22:32):
Stop selling to them based onwhat you can afford.
It doesn't freaking matter.
The numbers don't matter.
There's what two main thingsthat determine the price of a project.
One, the size and condition ofthe home.
And they decided that whenthey bought it.
You have nothing to do with that.
So the size and the conditionof the home is step one, if it needs
(22:54):
a lot of work, it needs a lotof work.
If it needs a little work, itneeds a little work.
The second thing is what allthey want to include in the project.
Again, yes, we have influenceover it, but we're still has nothing
to do with the numbers.
What do they want to includein the project?
What level of equipment, whatlevel of package do they want to
(23:16):
go with?
What level of accessories?
They decide that and so we'reguiding, we're the tour guide, but
they decide what to include.
If the price is too high, wehave the conversation around, what
are we not doing?
We don't have the conversationaround, well, can we make the price
cheaper for the same thing?
That's a totally different conversation.
(23:37):
So get comfortable with investment.
Stop thinking about your priceas expensive.
It is an investment for the homeowner.
Number four, master the pause.
This is important.
The power of the pause is incredible.
(23:58):
For emphasis, for allowinghomeowners to process things in their
mind.
When homeowners hesitate whenyou give the price, don't rush to
fill the silence.
Let them process it.
The first to talk loses.
(24:18):
This is the power of negotiation.
The first to talk loses.
Let them fill the silence first.
So when you present a priceand they say something like, wow,
that's a high price, just stare.
That's not a question, they'rejust giving commentary.
(24:40):
Not every question, noteverything they say needs a response.
Now if they ask a question,why are you so much higher?
Then you can answer.
Then you can say, well, we'renot so much higher.
First question would beCompared to what?
But we're not this muchhigher, we're this much better.
(25:01):
Can I share with you why?
Or would you like to hear whymore of your neighbors use us even
though were that much higher?
Right.
So when they hesitate butdon't rush to fill the silence when
they, they give you acommentary or they just look at it,
be silent, just be quiet andlet them process.
(25:23):
We, we've, they've never seenthis, they've never seen the presentation,
they've never seen the numbersbefore, more than likely.
And we see it every day.
So it's common.
They're taking it in for thefirst time.
We know what we're looking at.
They're taking it in for thefirst time.
If I could tell you, if youdon't learn anything else from this
particular podcast, it wouldbe slow down, go slower than you've
(25:46):
ever gone, take more time thanyou've ever taken and give more gaps
in the communication, givemore silence breaks and let them
process.
And you will find they'll cometo their own conclusions before you
can over explain something.
So that's number four.
(26:08):
Number five, this is a big one.
Train yourself to lead the conversation.
That's the whole point ofhaving a sales system to start with
is so you have a roadmap forexactly where you're starting and
where you're going and all thecheckpoints in between.
So if you project certainty,confidence and control, buyers will
(26:29):
naturally follow that.
So they are an exact mirror ofthe way that you show up.
So when you, if it's, it'sonly weird if you make it weird.
If you show up in confidenceand certainty that you know that
you have the best solutionsfor them, that confidence and certainty
is going to rub off and thenwe just move straight through the
(26:50):
process.
So how you show up is howthey're going to show up.
If you show up frustrated or,you know, angry at the last person,
how do you think the new, thenew client's going to be?
You've got to show up, reset,mentally strong and ready to move
forward at every single one ofyour appointments.
(27:10):
Winston Churchill, the famousquote, success is going from failure
to failure with no lack of enthusiasm.
So very, very much fits here.
So those are the five ways.
So recapping real quick, thefive ways to break the cycle and
to rewire your mindset.
One, reframe your identity.
You are a trusted advisor.
Number two, upgrade your ownbuying habits.
(27:31):
Commit to making premium purchases.
Make confident value baseddecisions in your own life.
Number three, get comfortablewith investment.
Stop thinking about your priceas expensive.
It is an investment for thehomeowner and you start investing
in your own life.
If you start investing in yourown life, guess what?
(27:52):
They're going to invest in theirs.
Number four, Master the pause.
When homeowners hesitate.
Don't rush to fill that silence.
Just let them process thenumber five, Train yourself to lead
the conversation.
The responsibility of aprofessional salesperson.
The responsibility of aprofessional is to guide the conversation
(28:15):
to a desired outcome.
That is your responsibility asa professional.
So start acting like it.
Start showing up like it.
Practice like it.
Practice like a professional.
Stop taking this.
You know if you practice at60%, you're only going to get at
60% results.
If you practice full out, youget full out results.
(28:36):
So want to see proof this works?
So here's my challenge toevery single one of you for the next
seven days.
Track the objections you hearmost often.
Then look at your own habitsand see where you are giving off
the same energy.
I definitely want to hearabout your results.
(28:57):
You can shoot me a message onInstagram hereal closeit now you
can email me samcloseitnow.net or go join the Facebook
group and pop a message in there.
Shoot me a message over Facebook.
I totally want to hear whatyou think about the this, this challenge
and if you see it showing upin your life because this is a, this
(29:18):
is an important topic thatnobody talks about.
So now here's the thing.
If you want to go deeper andfix this for good, then get your
ticket to the relentless, theultimate sales transformation.
Go to closeitnowbootcamp.comGo grab your ticket.
That is going to sell out.
It is going to be incredible.
(29:40):
So go get your ticket there.
We'll fix this like once andfor all for you.
And if you've got some valuefrom today's episode, in the show
notes, there is a link to Google.
I would love, love, love ifyou would drop me a five star review.
It will help us reach moresales pros like you.
So make sure you like this episode.
(30:03):
Share it to all of the peopleyou in your life you know that could
use this extra tip that willhelp them out.
Share the podcast, invitepeople to the Facebook group and
get your butt to the bootcamp.
It is going to change your life.
So everybody, this is thiswhole episode, this is a big one.
(30:23):
This is hard, right?
So you know how we end this.
And more so than ever whenwe're working on this type of thing,
when we're going internal,this is what we mean when we say
work to become someone worthbuying from.
Because when you become thatperson, you walk in the room, people
want to do business with youno matter what.
(30:45):
So until next time, everybody,you go be someone worth buying from.
You've been listening to theClose it now podcast.
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,
(31:06):
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.
We'll be back soon, but in themeantime, find the website@closeitnow.net
find us on Instagram @therealcloseitnow and on Facebook closeitnow.
(31:29):
See you next time.
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