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Closing sales in the HVAC industry can be overwhelming and high pressure. Every episode we will break apart the components of a sales call and walk you through all the way to the close. We will cover everything from the basic structure of a great appointment to how to overcome all the objections that con be thrown at you. Whether you are a rookie or a seasoned expert, this show is for you!
Closing sales in the HVAC industry can be overwhelming and high pressure. Every episode we will break apart the components of a sales call and walk you through all the way to the close. We will cover everything from the basic structure of a great appointment to how to overcome all the objections that con be thrown at you. Whether you are a rookie or a seasoned expert, this show is for you!
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Recent Hosts, Guests & Topics
Here's a quick summary of the last 5 episodes on Sales Training. Close It Now!.
Hosts
Sam Wakefield
Close It Now
Previous Guests
Christian Moore
Christian Moore is a rising sales leader known for his innovative approach to closing deals in the HVAC industry. He has gained recognition for utilizing personal, handwritten letters as a powerful sales tool, which has helped him generate referrals and build a strong reputation in the market. His strategies focus on creating meaningful connections with clients and leveraging personal touches to enhance the sales process.
Christian Moore is a rising sales leader known for his innovative approach to closing deals in the HVAC industry. He has gained recognition for utilizing personal, handwritten letters as a powerful sales tool, which has helped him generate referrals and build a strong reputation in the market. His strategies focus on creating meaningful connections with clients and leveraging personal touches to enhance the sales process.
Sam Wakefield
Sam Wakefield is a sales expert and coach known for his innovative approaches to sales training. He specializes in energy-driven sales techniques, focusing on the importance of creating trust and flow in sales conversations. With years of experience in the field, Sam has developed a reputation for helping sales professionals enhance their skills and achieve higher conversion rates. He emphasizes the significance of setting the right 'container' for sales interactions, which he believes is crucial for fostering positive buyer experiences.
Sam Wakefield is a sales expert and coach known for his innovative approaches to sales training. He specializes in energy-driven sales techniques, focusing on the importance of creating trust and flow in sales conversations. With years of experience in the field, Sam has developed a reputation for helping sales professionals enhance their skills and achieve higher conversion rates. He emphasizes the significance of setting the right 'container' for sales interactions, which he believes is crucial for fostering positive buyer experiences.
Doug Wyatt
Doug Wyatt is an elite sales coach known for his expertise in training sales professionals to achieve consistent results. He emphasizes the importance of discipline and emotional regulation in sales, helping individuals to develop their skills beyond just scripts. Doug has a background in sales training and has worked with numerous top performers, guiding them to lead with calm and confidence under pressure.
Doug Wyatt is an elite sales coach known for his expertise in training sales professionals to achieve consistent results. He emphasizes the importance of discipline and emotional regulation in sales, helping individuals to develop their skills beyond just scripts. Doug has a background in sales training and has worked with numerous top performers, guiding them to lead with calm and confidence under pressure.
Jeremy Mitchell
Jeremy Mitchell is the founder of Sales Pride and a former top earner at Leaffilter. He specializes in coaching home service professionals to achieve significant sales growth. With a background in sales and personal development, Jeremy has attended events by Tony Robbins and has mastered the art of one-call closes at premium prices. His approach combines psychology, strategies, and the Law of Attraction to help individuals break through income plateaus and transform their sales mindset.
Jeremy Mitchell is the founder of Sales Pride and a former top earner at Leaffilter. He specializes in coaching home service professionals to achieve significant sales growth. With a background in sales and personal development, Jeremy has attended events by Tony Robbins and has mastered the art of one-call closes at premium prices. His approach combines psychology, strategies, and the Law of Attraction to help individuals break through income plateaus and transform their sales mindset.
Topics Discussed
Letter Close
sales
referrals
HVAC
psychology of sales
personal touches
inbound leads
trust
momentum
Energetic Awareness
Emotional Leadership
Sales
Calm Confidence
High-Performance Selling
Buyer Energy
Grounding Rituals
Reactive Selling
sales success
training
discipline
identity
emotional regulation
close rates
top performers
container
energy-driven sales
high-conversion sales
sales interaction
mirror neurons
nervous system cues
intentional influence
sales growth
mindset
Law of Attraction
coaching
home service
transformation
price-based selling
results-based mastery
gratitude
high-performance teams
Here's the recent few episodes on Sales Training. Close It Now!.
0:001:11:51
The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your Pipeline
Hosts
Hosts of this podcast episode
Sam Wakefield
Guests
Guests of this podcast episode
Christian Moore
Keywords
Keywords of this podcast episode
Letter ClosesalesreferralsHVACpsychology of salespersonal touchesinbound leadstrustmomentum
The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your Pipeline
Guest: Christian Moore
What if one handwritten letter could close the deal, generate referrals, and turn your install into a reputation machine?
In this episode, Sam Wakefield sits down with Christian Moorea rising sales leader who used a personal, simple, and powerfully intentional close to separate himself from the noise.
They break down the psychology of The Letter Close, how to plant seeds for referrals before the sale is even done, and what it means to truly be someone worth buying from.
If youve ever felt stuck, slow, or forgotten after the quotethis episode will change the way you look at every install and every conversation.
What Youll Learn in This Episode:
The story behind The Letter Closeand how it led to an immediate deal
How to position yourself for referrals before you leave the home
Why personal touches still dominate in a digital-first world
What to do when momentum slows and you need to reignite your pipeline
How to create inbound leads through 6-pack introductions
Why trust, timing, and presence still matter more than tech or pricing
Relentless: The Ultimate Sales Transformation May 68, 2025 | Boston, MA
Tickets are 50% off right now through the event!
No code needed. Grab your seat and invest in the version of you who closes with confidence.
"You dont need a complicated closeyou need one moment of trust, done right."
The Letter Close: How One Ask Can Win the Deal, Build Your Brand, and Fill Your Pipeline
Guest: Christian Moore
What if one handwritten letter could close the deal, generate referrals, and turn your install into a reputation machine?
In this episode, Sam Wakefield sits down with Christian Moorea rising sales leader who used a personal, simple, and powerfully intentional close to separate himself from the noise.
They break down the psychology of The Letter Close, how to plant seeds for referrals before the sale is even done, and what it means to truly be someone worth buying from.
If youve ever felt stuck, slow, or forgotten after the quotethis episode will change the way you look at every install and every conversation.
What Youll Learn in This Episode:
The story behind The Letter Closeand how it led to an immediate deal
How to position yourself for referrals before you leave the home
Why personal touches still dominate in a digital-first world
What to do when momentum slows and you need to reignite your pipeline
How to create inbound leads through 6-pack introductions
Why trust, timing, and presence still matter more than tech or pricing
Relentless: The Ultimate Sales Transformation May 68, 2025 | Boston, MA
Tickets are 50% off right now through the event!
No code needed. Grab your seat and invest in the version of you who closes with confidence.
Energetic Awareness & Emotional Leadership: How to Lead the Room Without Saying a Word
Energy-Driven Sales Series – Episode 3
What if the most powerful thing you could do in a sales call… is stay calm?
In this episode, Sam Wakefield explores one of the most overlooked skills in high-performance selling: the ability to read the emotional tone of the room and lead with presence—not pressure.
You'll learn what it means to lead the buyer’s energy, how to ground yourself when conversations get tense, and how calm confidence closes more than clever words ever will.
If you've ever felt thrown off by distracted buyers, awkward moments, or emotional tension… this is your guide to becoming the calmest, most trusted person in the room.
What You’ll Learn in This Episode:
The difference between situational and energetic awareness
How to lead the emotional rhythm of the conversation
3 phrases to shift buyer energy without sounding scripted
Grounding rituals to use before, during, and after the appointment
The cost of reactive selling—and how to avoid it
Why the calmest person in the room wins more often than the loudest
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
Buy now and lead the version of yourself who closes with calm, confident energy.
Energetic Awareness & Emotional Leadership: How to Lead the Room Without Saying a Word
Energy-Driven Sales Series – Episode 3
What if the most powerful thing you could do in a sales call… is stay calm?
In this episode, Sam Wakefield explores one of the most overlooked skills in high-performance selling: the ability to read the emotional tone of the room and lead with presence—not pressure.
You'll learn what it means to lead the buyer’s energy, how to ground yourself when conversations get tense, and how calm confidence closes more than clever words ever will.
If you've ever felt thrown off by distracted buyers, awkward moments, or emotional tension… this is your guide to becoming the calmest, most trusted person in the room.
What You’ll Learn in This Episode:
The difference between situational and energetic awareness
How to lead the emotional rhythm of the conversation
3 phrases to shift buyer energy without sounding scripted
Grounding rituals to use before, during, and after the appointment
The cost of reactive selling—and how to avoid it
Why the calmest person in the room wins more often than the loudest
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 Tickets are 50% off through the event!
Buy now and lead the version of yourself who closes with calm, confident energy.
Most people think sales success is about pressure, personality, or being naturally persuasive. But the truth? When the moment comes, you don’t rise to the occasion—you fall to the level of your training.
In this episode, Sam Wakefield and elite sales coach Doug Wyatt dig into what actually creates consistent results in sales: discipline, identity, and reps. This isn’t a hype conversation—it’s a real-world look at how top performers lead with calm, clarity, and confidence under pressure.
What You’ll Learn in This Episode:
Why motivation fades but discipline sticks
How top reps train their nervous systems, not just their scripts
What emotional regulation has to do with higher close rates
Why “one week ahead” thinking changes the sales game
How to make your training stick, even when things get hard
The difference between sounding confident and being confident
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 BOGO tickets extended through the event!
Buy one ticket, bring someone who needs to grow with you—for FREE.
"You don’t rise to the occasion. You fall to your level of training."
If you’re ready to stop winging it and start winning consistently—this is where it begins.
Most people think sales success is about pressure, personality, or being naturally persuasive. But the truth? When the moment comes, you don’t rise to the occasion—you fall to the level of your training.
In this episode, Sam Wakefield and elite sales coach Doug Wyatt dig into what actually creates consistent results in sales: discipline, identity, and reps. This isn’t a hype conversation—it’s a real-world look at how top performers lead with calm, clarity, and confidence under pressure.
What You’ll Learn in This Episode:
Why motivation fades but discipline sticks
How top reps train their nervous systems, not just their scripts
What emotional regulation has to do with higher close rates
Why “one week ahead” thinking changes the sales game
How to make your training stick, even when things get hard
The difference between sounding confident and being confident
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 BOGO tickets extended through the event!
Buy one ticket, bring someone who needs to grow with you—for FREE.
"You don’t rise to the occasion. You fall to your level of training."
If you’re ready to stop winging it and start winning consistently—this is where it begins.
0:0036:56
Episode 2: What is a Container (and Why Every Sale Needs One)
Guests
Guests of this podcast episode
Sam Wakefield
Keywords
Keywords of this podcast episode
containerenergy-driven salestrusthigh-conversion salessales interactionmirror neuronsnervous system cuesintentional influence
What Is a Container (and Why Every Sale Needs One)
Energy-Driven Sales Series – Episode 2
If you've ever felt like the buyer ran the show, the energy was off, or the conversation fell flat… this episode is for you.
In part two of the Energy-Driven Sales series, Sam Wakefield introduces a powerful yet often overlooked skill in sales: the container. This invisible element either creates trust and flow—or chaos and resistance. And whether you realize it or not, you're already setting one… the question is, are you doing it intentionally?
This episode breaks down what a container really is, how it works, and why it’s the foundation of every high-trust, high-conversion sales conversation. Sam also shares real stories from the field, actionable tips for setting the space, and the brain science behind how to lead the room like a true pro.
What You’ll Learn in This Episode:
What a container is and how it shapes every sales interaction
The 3 types of containers: physical, emotional, and verbal
Why mirror neurons and nervous system cues impact trust
How to regulate your energy to guide the buyer’s mindset
How to shift from accidental to intentional influence
Practical language and posture tips to take control with confidence
Why controlling the space starts the moment you arrive—not at the close
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 BOGO tickets extended through the event!
Buy one, bring your teammate or business partner for FREE.
"Sales isn't about forcing a close—it’s about creating the space where a yes can show up naturally." – Sam Wakefield
👉 Enjoyed this episode? Share it with a teammate or tag @therealcloseitnow on social. And don’t forget to subscribe, leave a review, and keep showing up as someone worth buying from. Let’s grow together.
What Is a Container (and Why Every Sale Needs One)
Energy-Driven Sales Series – Episode 2
If you've ever felt like the buyer ran the show, the energy was off, or the conversation fell flat… this episode is for you.
In part two of the Energy-Driven Sales series, Sam Wakefield introduces a powerful yet often overlooked skill in sales: the container. This invisible element either creates trust and flow—or chaos and resistance. And whether you realize it or not, you're already setting one… the question is, are you doing it intentionally?
This episode breaks down what a container really is, how it works, and why it’s the foundation of every high-trust, high-conversion sales conversation. Sam also shares real stories from the field, actionable tips for setting the space, and the brain science behind how to lead the room like a true pro.
What You’ll Learn in This Episode:
What a container is and how it shapes every sales interaction
The 3 types of containers: physical, emotional, and verbal
Why mirror neurons and nervous system cues impact trust
How to regulate your energy to guide the buyer’s mindset
How to shift from accidental to intentional influence
Practical language and posture tips to take control with confidence
Why controlling the space starts the moment you arrive—not at the close
🎟️ Relentless: The Ultimate Sales Transformation – May 6–8, 2025 | Boston, MA
🔥 BOGO tickets extended through the event!
Buy one, bring your teammate or business partner for FREE.
"Sales isn't about forcing a close—it’s about creating the space where a yes can show up naturally." – Sam Wakefield
👉 Enjoyed this episode? Share it with a teammate or tag @therealcloseitnow on social. And don’t forget to subscribe, leave a review, and keep showing up as someone worth buying from. Let’s grow together.
0:001:18:06
Think Bigger, Sell Bigger: The Mindset Behind Massive Sales Growth with Jeremy Mitchell (Sales Pride)
Hosts
Hosts of this podcast episode
Close It Now
Guests
Guests of this podcast episode
Jeremy Mitchell
Keywords
Keywords of this podcast episode
sales growthmindsetLaw of Attractioncoachinghome servicetransformationprice-based sellingresults-based masterygratitudehigh-performance teams
If you’ve ever felt stuck in a sales rut, wondered how to break through income plateaus, or wanted to tap into the mindset that drives top 1% performers, this episode is your wake-up call.
In this powerhouse conversation, Jeremy Mitchell, founder of Sales Pride and a former top earner at Leaffilter, unpacks the psychology, strategies, and Law of Attraction principles that took him from struggling car salesman to coaching home service pros to millions. We’re talking real transformation — not just in sales, but in life.
From his journey through Tony Robbins’ events to mastering one-call closes at premium prices, Jeremy reveals how to think bigger, sell bigger, and live bigger. This isn’t about tactics alone — it’s about rewiring your brain for abundance and serving clients at a higher level.
If you’re ready to stop chasing deals and start attracting success, this one’s for you.
📌 What You’ll Learn in This Episode:
✅ How to shift from price-based selling to results-based mastery
✅ The 3 pillars to master any skill (and how Jeremy built Sales Pride on them)
✅ Why “telling isn’t selling” — and how to ask questions that close deals
✅ The Law of Attraction in action: Writing your goals into reality (100 times a day!)
✅ How to reframe objections like “I need three bids” into wins
✅ The power of gratitude and alignment to unlock flow states
✅ Why serving others is the fastest path to personal abundance
✅ How to sell at higher prices without competing on discounts
This isn’t just sales talk — it’s a blueprint for leveling up your entire life.
You’ll walk away with actionable strategies and a mindset shift that can 2x, 5x, or even 10x your results.
🎟️ Want More of This Level of Insight?
🔥 The Close It Now Relentless Bootcamp is happening May 6–8, 2025 in Boston, MA!
Join us for 3 days of elite training in leadership, sales, systems, and the psychology of high-performance teams. This is where the industry’s top minds get sharpened.
If you’ve ever felt stuck in a sales rut, wondered how to break through income plateaus, or wanted to tap into the mindset that drives top 1% performers, this episode is your wake-up call.
In this powerhouse conversation, Jeremy Mitchell, founder of Sales Pride and a former top earner at Leaffilter, unpacks the psychology, strategies, and Law of Attraction principles that took him from struggling car salesman to coaching home service pros to millions. We’re talking real transformation — not just in sales, but in life.
From his journey through Tony Robbins’ events to mastering one-call closes at premium prices, Jeremy reveals how to think bigger, sell bigger, and live bigger. This isn’t about tactics alone — it’s about rewiring your brain for abundance and serving clients at a higher level.
If you’re ready to stop chasing deals and start attracting success, this one’s for you.
📌 What You’ll Learn in This Episode:
✅ How to shift from price-based selling to results-based mastery
✅ The 3 pillars to master any skill (and how Jeremy built Sales Pride on them)
✅ Why “telling isn’t selling” — and how to ask questions that close deals
✅ The Law of Attraction in action: Writing your goals into reality (100 times a day!)
✅ How to reframe objections like “I need three bids” into wins
✅ The power of gratitude and alignment to unlock flow states
✅ Why serving others is the fastest path to personal abundance
✅ How to sell at higher prices without competing on discounts
This isn’t just sales talk — it’s a blueprint for leveling up your entire life.
You’ll walk away with actionable strategies and a mindset shift that can 2x, 5x, or even 10x your results.
🎟️ Want More of This Level of Insight?
🔥 The Close It Now Relentless Bootcamp is happening May 6–8, 2025 in Boston, MA!
Join us for 3 days of elite training in leadership, sales, systems, and the psychology of high-performance teams. This is where the industry’s top minds get sharpened.
