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HVAC Sales Training. Close It Now!
22 minutes | Apr 9, 2021
Earn The Right To The Car: How To Get Better
Progressing one's ability or talents is a life-long commitment. There shouldn’t be any end-of-the-road to your mission to get better. It will have its highs and lows but you shouldn't see it as a burden. Sam Wakefield imparts his proven strategies to up your game, not only for personal aspects but also for business advancement. He has his fair share of rejections and failures, so he understands the psyche and knows when to implement.
24 minutes | Apr 2, 2021
Casting Doubt On The Competition
How do you cast doubt out on the competition without talking negatively about them? In this episode, Sam Wakefield teaches you how you can make your expertise shine and make your client doubt your competition without you having to point fingers or call names. Sam believes that you don’t have to lower yourself to negative talk to win proposals and earn business with the client. You must always come from integrity, from a place of service, and the rest will work out. If you want to discover a simple strategy of casting doubt on the competition without having to resort to degrading them, tune in!
20 minutes | Mar 16, 2021
How To Handle The “Getting More Bids” Objection
What do you do when a customer says, “Just so you know, we’re getting more bids?” Well, that depends if they’re telling you that upfront or at the end of the appointment. If they’re saying it right at the beginning, then you should know that it’s a smokescreen and there is a way to get around that objection. Sam Wakefield gives an example of how you can turn that objection around, get the customer to admit that your offer is a better fit for them, and close that deal now. Listen in and add another tool to your toolbox of sales techniques!
20 minutes | Feb 19, 2021
Don't Let System Selection Stop The Sale
Most system selection processes in the HVAC industry take a long time because of indecisive customers, probably with so many options or the layout of their homes. Therefore, closing deals is difficult, tedious, and time-consuming. Sam Wakefield explains why it takes only four words to keep the ball rolling and the buyers interested: “the next steps are.” He dissects various HVAC purchasing scenarios, detailing which areas consultants usually find quite challenging to navigate and the best strategies to use to avoid being stuck in an eternal loop without making a sale.
16 minutes | Oct 9, 2020
How To Handle The On The Fence Shopper To Make Them Buy
It would be a waste to let go of the on the fence shopper, especially if what they need is that one little push to buy from you. How do you handle them and make them convert? Sam Wakefield has the answer, and in this episode, he shares the two things that really drive people to actually buy—the logic and the emotion. He walks us through the process and how you can frame your sales to get the results you want. Join Sam in this brief yet insightful episode to learn how to take your on the fence shopper’s foot off the brake and put it on the gas instead.
19 minutes | Aug 26, 2020
How To Introduce Change To Your Sales Team
You may have this groundbreaking idea that will change your sales team’s systems, procedures or processes, but that doesn’t mean your team will share the same level of enthusiasm as you, at least initially. Humans tend to be resistant to change, and if you take introducing changes to your team lightly, it might lead to things going all over the place and tempers heating up like Austin on a summer afternoon. What is the most effective way to start changes in the way your team does things without pissing people off? Well, first of all, it doesn’t help to blindside your team. It has everything to do with effective communication, as Sam Wakefield explains further.
16 minutes | Aug 6, 2020
How To Get Out Of The Slump
Life has its ups and downs, but you only succeed in sales if you have more ups than you have downs. Avoiding a sales slump is, therefore, of utmost importance to every salesperson. Not every day is a jolly day in sales. We all feel burnout. We sometimes feel complacent or uninspired. How do we get out of those situations and stay on top of our game? Believe it or not, none of this has anything to do with the mechanics of sales. Sam Wakefield explains why.
33 minutes | Jun 29, 2020
Playing The Mental Chess Game In Sales
Making sales is more than just giving an offer to others and waiting for them to take it. To be a successful closer, you need to learn how to read between the lines of what your customer is saying or showing you. That is why a necessary skill to have is learning how to do mental chess. In today’s show, Sam Wakefield helps us maneuver into this mental chess game with our buyers. He taps into the importance of integrity, follow-ups, taking things at face value, and understanding more than just asking. Dive deep into this great episode to know why people are buying or are not buying from you and how to get them off the fence that holds them back.
25 minutes | Jun 18, 2020
Paint The Picture Part 2: Getting Inside Your Clients’ Heads And Understanding Them Better
Effective sales pitching is more about knowing the client rather than just being an expert on product specifications. In this closing episode of a two-part series, Sam Wakefield shifts to the sellers’ point of view – how they can paint the picture for themselves by getting inside their clients’ heads and seeing things from their perspective. Using some examples in HVAC sales, Sam shows how you can dig deeper into why people aren’t buying your product and how you can reverse the situation. He teaches you the art of asking questions and listening between the lines to get to the bottom of what is holding your client from taking positive action. Listen and learn more about using customer psychology to pitch sales more successfully.
22 minutes | Jun 11, 2020
Paint The Picture Part 1: Painting An Emotional Picture For Your Client
People don’t buy from someone who simply reads from a product’s spec sheet; they either buy from someone who sells the product cheaper or from someone who really connects with them emotionally. An exceptional salesperson knows how to paint the picture for their clients, touch their pain points and lead them to the realization that they are giving their clients the solution to their problem. In this first episode of a two-part series, Sam Wakefield teaches you some ways to connect emotionally with your clients by using imagery, gap-building and future-casting. Using some examples in HVAC sales, Sam shows the power that words have over people’s emotions when chosen with care. Listen and learn how to get your clients to see the value of your offerings and move them to action.
47 minutes | May 5, 2020
The Client-First Experience With Mike Claudio (Part Two)
The cumulative client experience you create throughout all the jobs that your company does will ultimately make or break your market share. Part of putting yourself out there is making sure everything is consistent in a positive sense in order to show that yours is the right company for a job that needs to be done. Mike Claudio is an expert business coach, sales trainer, and the owner of WinRate Consulting. Mike joins Sam Wakefield to talk about creating a consistent and appealing client experience. Social media, guerrilla marketing, and referrals play a big part in today’s market landscape. Let Mike and Sam guide you through creating a client experience that will draw people in when complemented by these differing platforms.
48 minutes | Apr 28, 2020
How To Become A Successful Relationship Builder With Mike Claudio (Part One)
Success leaves clues. In this episode, Sam Wakefield interviews Mike Claudio of WinRate Consulting to ask about some of his guerilla philosophies to become a relationship builder. He discusses the four pillars that he applies to qualify leads, and that can help grow your business more sustainably. Emphasizing the importance of building relationships, Mike then talks about how you can hunt for leads by creating good content and showcasing your background. By creating a good experience and communicating professionally, Mike has sold over $100 million in projects. Get to know his approach deeper in this conversation, and learn how to leverage it to your own success.
16 minutes | Apr 21, 2020
Key Questions For Increasing IAQ Sales During The COVID-19 Pandemic
We are in the middle of the global COVID-19 pandemic. Amid this chaos, there are good things you can take out of it, especially in the sales industry. The indoor air quality (IAQ) space may have been taken for granted before, but you can seize the moment for increasing IAQ sales. Sam Wakefield covers two critical questions that will unlock that door and unlock everyone’s mind to wanting to hear and see more of your IAQ products.
59 minutes | Apr 6, 2020
How To Host A Virtual Sales Appointment With Aaron Courtney
With everyone migrating online for work due to the global crisis of the COVID-19, hosting a virtual sales call is almost going to be an inevitability. Time to step up your virtual game and get the results you would as if you went out in this episode. Host, Sam Wakefield, sits down with a sales Rockstar, Aaron Courtney, to discuss some effective ways to host a virtual sales appointment. Aaron is a Residential HVAC Manager at Elite Heating and Air Conditioning and a $4 million a year salesperson with an average sell of right around $11,000. Here, Aaron shares with us how they do things at his company in terms of virtually meeting and setting appointments with clients. He goes into the detail of setting the right expectation when conversing with clients, having the right tools in place for the appointment, and going about the presentation. Don’t miss out even when you are in with the tips and tricks Aaron shares in this conversation.
21 minutes | Mar 12, 2020
Sales Integrity: Don’t Cut Corners Even If They Can Outspend You
There are two types of people in sales, those who overcharge, and those who don’t. Sales is a very interactive type of business where you gain the trust of a client, and this is best done with integrity. In this episode, Sam Wakefield reminds everyone about the importance of integrity, not just in business, but as a person. Being in service, he emphasizes the importance of doing everything you can to get things right the first time around, not cutting corners even if they can outspend you. Learn how you can differentiate yourself from competitors and imprint quality service on your clients without lowering your prices.
27 minutes | Mar 12, 2020
Product Vs. Offer: Pricing Your Service
Price and value often mean two completely different things, and while they’re often conflated, it’s important that you discern the difference between them, if only for the sake of your business. Pricing your services comes down to how you perceive your own business, so it’s best that you take some time to sit down and think about what you bring to the table. Sam Wakefield urges you to think about how you’re pricing your services. At the end of the day, you may just be cheating yourself out of turning a better profit.
20 minutes | Mar 5, 2020
The Pink Headphone Close
As salespeople, closing techniques are your bread and butter. One particular and unique technique to make sure you’re remembered is the pink earmuff technique. Sam Wakefield, in this episode, gives a reality check on what the HVAC industry really is without holding back. Sam emphasizes the importance and impact of paying attention to your customer’s choice of words and their surroundings in building a solid rapport. Learn about the things that you should never do in a sale if you want to come out on top and close that deal as he breaks down some of the biggest mistakes people in the industry do.
17 minutes | Feb 27, 2020
Surviving The HVAC Market: Out With The Old, In With The New
There are some bizarre oddities going on in global market these days with some people having a record-breaking year, while others are down by the entire market. Sam Wakefield discusses this phenomenon and shares some good tips for surviving the HVAC market. He notes how the 22 refrigant, being a thing of the past, should be replaced with a new system, and doing so can help grow sales despite the market scare. Sam also shows how you can have a new record-breaking year starting this summer with pent-replacements and doing a winning presentation for the new system!
24 minutes | Feb 20, 2020
When It’s OK To Fire The Customer
Can you fire customers? You definitely can! Sam Wakefield shows us how to do this by sorting, figuring out their interest level, and identifying if they want to buy what you are selling. Disqualifying a client and moving on can be done when you have successfully judged your customer’s level of interest. By asking the right questions, you will know if you are not wasting your time. Through some examples, learn some tips on how to identify if a customer is worth firing and whether to let go or not.
17 minutes | Jan 29, 2020
The Ping Pong Close
The ping pong close scenario is when you have the two primary decision-makers sitting at the table that can’t decide on moving forward. Sam Wakefield dives deeper into this closing technique and explains how this can help you level up in your closing. The psychological aspect always presents itself in terms of decisions. Sam believes that tackling the psychological level allows a person to decide and commit faster.
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