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Closing sales in home services can feel overwhelming and high-pressure. In every episode, we break down the key components of a successful sales conversation and guide you all the way to the close. From building a winning appointment structure to overcoming real-world objections, we cover it all. Whether you’re brand new or a seasoned pro, this show is your blueprint for selling with confidence and clarity.
Closing sales in home services can feel overwhelming and high-pressure. In every episode, we break down the key components of a successful sales conversation and guide you all the way to the close. From building a winning appointment structure to overcoming real-world objections, we cover it all. Whether you’re brand new or a seasoned pro, this show is your blueprint for selling with confidence and clarity.
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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
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Marc Mason is an entrepreneur, speaker, real estate investor, and a voice for the next generation of men. He is known for his insights into building a winning mindset, the psychology of sales, and personal transformation.
Marc Mason is an entrepreneur, speaker, real estate investor, and a voice for the next generation of men. He is known for his insights into building a winning mindset, the psychology of sales, and personal transformation.
Tomas Keenan is a business leader and author known for his work on high-performance leadership, business growth, and personal development. He has transitioned from a technician to a respected 7-figure business leader and hosts the 'GPS to Success' podcast.
Tomas Keenan is a business leader and author known for his work on high-performance leadership, business growth, and personal development. He has transitioned from a technician to a respected 7-figure business leader and hosts the 'GPS to Success' podcast.
Chris Morin is an HVAC educator, founder of HVAC Pro Blog, and author of 'Leadership in HVAC'. He specializes in training technicians with people skills and building sustainable company cultures.
Chris Morin is an HVAC educator, founder of HVAC Pro Blog, and author of 'Leadership in HVAC'. He specializes in training technicians with people skills and building sustainable company cultures.
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Here's the recent few episodes on Sales Training. Close It Now!.
0:001:11:48
Beyond the Tools: Marc Mason on Mindset, Confidence, and the Real Work of Sales
Guests
Guests of this podcast episode
Marc Mason
Keywords
Keywords of this podcast episode
sales psychologypersonal transformationresilienceconfidence buildingmindsetdisciplinemotivationpersonal responsibilityentrepreneurshipprofessional development
What does it take to rise from the bottom and build a winning mindset? In this episode, Sam Wakefield sits down with Marc Masonentrepreneur, speaker, real estate investor, and voice for the next generation of men. Together, they dive into the psychology of sales, the power of personal transformation, and how to stay resilient when life knocks you down.
Whether you're a new rep or seasoned closer, this conversation will reignite your belief in what's possible.
What Youll Learn in This Episode:
Why confidence is a choiceand how to rebuild it when it breaks
The mindset shift that took Marc from broke to bold
Tools for visualization, discipline, and staying in momentum
How personal responsibility impacts sales results
What it means to coach the next generation with purpose
You dont need perfect circumstancesyou need the right mindset.
What does it take to rise from the bottom and build a winning mindset? In this episode, Sam Wakefield sits down with Marc Masonentrepreneur, speaker, real estate investor, and voice for the next generation of men. Together, they dive into the psychology of sales, the power of personal transformation, and how to stay resilient when life knocks you down.
Whether you're a new rep or seasoned closer, this conversation will reignite your belief in what's possible.
What Youll Learn in This Episode:
Why confidence is a choiceand how to rebuild it when it breaks
The mindset shift that took Marc from broke to bold
Tools for visualization, discipline, and staying in momentum
How personal responsibility impacts sales results
What it means to coach the next generation with purpose
You dont need perfect circumstancesyou need the right mindset.
The Buyer Isn’t Broken: Why Psychology Beats Tactics Every Time
🎙️ Sales Psychology Series | Episode 1
Most salespeople are trained to fix the wrong thing — the pitch, the pricing, the script — when the real issue is psychological misalignment. In this kickoff episode of the Sales Psychology Series, Sam Wakefield introduces three transformative tools: the Buyer Lens, the Emotional Buy Cycle, and the Trust Thermometer.
These frameworks will forever change the way you approach in-home sales by helping you read buyers faster, build trust without pressure, and align your energy with their decision-making process.
You’ll walk away seeing your homeowners in a whole new way — and finally understanding why even your “perfect” presentations sometimes fall flat.
🎯 In This Episode:
Why most sales breakdowns aren’t tactical — they’re psychological
The 3 invisible forces that shape buyer decisions
How to reframe resistance as processing friction
The emotional safety triggers that determine “yes” or “no”
What top performers do differently to calibrate energy and build trust
📚 Series Goal:
To train high-performing salespeople to read, adapt, and serve real humans — not scripts. The Sales Psychology Series explores cognitive bias, communication types, neurodivergence, emotional states, and how psychology impacts decision-making across every phase of the sale.
The Buyer Isn’t Broken: Why Psychology Beats Tactics Every Time
🎙️ Sales Psychology Series | Episode 1
Most salespeople are trained to fix the wrong thing — the pitch, the pricing, the script — when the real issue is psychological misalignment. In this kickoff episode of the Sales Psychology Series, Sam Wakefield introduces three transformative tools: the Buyer Lens, the Emotional Buy Cycle, and the Trust Thermometer.
These frameworks will forever change the way you approach in-home sales by helping you read buyers faster, build trust without pressure, and align your energy with their decision-making process.
You’ll walk away seeing your homeowners in a whole new way — and finally understanding why even your “perfect” presentations sometimes fall flat.
🎯 In This Episode:
Why most sales breakdowns aren’t tactical — they’re psychological
The 3 invisible forces that shape buyer decisions
How to reframe resistance as processing friction
The emotional safety triggers that determine “yes” or “no”
What top performers do differently to calibrate energy and build trust
📚 Series Goal:
To train high-performing salespeople to read, adapt, and serve real humans — not scripts. The Sales Psychology Series explores cognitive bias, communication types, neurodivergence, emotional states, and how psychology impacts decision-making across every phase of the sale.
What if the secret to building a 7-figure business wasn’t hustle—but alignment? In this episode, Sam sits down with Tomas Keenan to reveal how high-performance leadership starts with unshakeable standards, tactical habits, and letting go of what no longer serves your legacy.
What You’ll Learn in This Episode
How Tomas went from tools-in-hand technician to respected 7-figure leader
The difference between hustle-driven chaos and values-driven clarity
What it really means to “live your core values” in business
Why letting go of ego, tasks, and control is essential for scale
Tomas' framework for building teams that lead themselves
The mindset every service-based entrepreneur must adopt to grow
The moment you define your standards is the moment you stop chasing and start attracting. This episode is a wake-up call for every business owner stuck in the weeds. Step into your role as the leader your company is waiting for.
What if the secret to building a 7-figure business wasn’t hustle—but alignment? In this episode, Sam sits down with Tomas Keenan to reveal how high-performance leadership starts with unshakeable standards, tactical habits, and letting go of what no longer serves your legacy.
What You’ll Learn in This Episode
How Tomas went from tools-in-hand technician to respected 7-figure leader
The difference between hustle-driven chaos and values-driven clarity
What it really means to “live your core values” in business
Why letting go of ego, tasks, and control is essential for scale
Tomas' framework for building teams that lead themselves
The mindset every service-based entrepreneur must adopt to grow
The moment you define your standards is the moment you stop chasing and start attracting. This episode is a wake-up call for every business owner stuck in the weeds. Step into your role as the leader your company is waiting for.
0:0022:02
The 80% Life: How Coasting on Talent Holds You Back from Greatness
Have you been praised your whole life for being naturally good—but deep down know you’ve rarely gone all in? In this raw and revealing episode, Sam Wakefield shares the cost of living the 80% Life. If you've ever felt like talent became your ceiling instead of your launchpad, this one's for you.
You’ll learn:
Why talent-driven success leads to complacency
The hidden toll of “good enough” on growth and fulfillment
Sam’s personal journey from coasting to full-capacity living
How to break free from subconscious limitations
What it really looks like to give 100%
💥 This episode will challenge you to let go of safety and finally meet your full potential.
Have you been praised your whole life for being naturally good—but deep down know you’ve rarely gone all in? In this raw and revealing episode, Sam Wakefield shares the cost of living the 80% Life. If you've ever felt like talent became your ceiling instead of your launchpad, this one's for you.
You’ll learn:
Why talent-driven success leads to complacency
The hidden toll of “good enough” on growth and fulfillment
Sam’s personal journey from coasting to full-capacity living
How to break free from subconscious limitations
What it really looks like to give 100%
💥 This episode will challenge you to let go of safety and finally meet your full potential.
Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVAC
In this powerhouse episode, Sam Wakefield interviews Chris Morin—HVAC educator, founder of HVAC Pro Blog, and author of Leadership in HVAC. They dive deep into what real leadership looks like in residential contracting: from training technicians with people skills to building a culture that scales with integrity.
If you lead a team, manage a shop, or want to grow into leadership, this episode is your blueprint.
What You’ll Learn in This Episode:
What most HVAC companies get wrong about leadership
The difference between managing and coaching
How to develop techs into future leaders
Chris’s framework for building a sustainable company culture
DM Sam on Instagram or tag a teammate who needs to hear this message.
Final Thought:
The best HVAC companies aren’t built on equipment—they’re built on leadership. Don’t just run calls. Build people.
Leadership That Works: Chris Morin on Training Techs, Building Culture & Growing Teams in HVAC
In this powerhouse episode, Sam Wakefield interviews Chris Morin—HVAC educator, founder of HVAC Pro Blog, and author of Leadership in HVAC. They dive deep into what real leadership looks like in residential contracting: from training technicians with people skills to building a culture that scales with integrity.
If you lead a team, manage a shop, or want to grow into leadership, this episode is your blueprint.
What You’ll Learn in This Episode:
What most HVAC companies get wrong about leadership
The difference between managing and coaching
How to develop techs into future leaders
Chris’s framework for building a sustainable company culture
