Sam Wakefield discusses the importance of continuous learning in sales, particularly in the HVAC industry. He emphasizes building strong relationships with clients, understanding their needs, and the emotional aspects of selling. Sam shares his journey in creating Close It Now, a sales training company, and highlights the need for a shift in the home service industry towards better pricing strategies and valuing quality over cost. He also addresses common pitfalls in sales processes and the importance of starting with sales training early in business development. Ultimately, Sam advocates for a service-oriented approach that prioritizes the customer's experience and satisfaction.

 

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This is the event where Tommy’s billion-dollar network will break down exactly how to accelerate your business and dominate your market in 2025.

 

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00:00 Sharpening the Ax: The Importance of Continuous Learning  

02:14 The HVAC Industry: A Foundation for Sales Mastery  

04:00 Building Relationships: The Key to Sales Success  

09:57 The Birth of Close It Now: A New Approach to Sales Training  

13:54 Upleveling the Home Service Industry: A Call to Action  

19:04 Pricing Strategies: The Value of Quality Over Cost  

27:03 Common Pitfalls in Sales Processes: Building from the Ground Up  

32:50 The Value of Service and Pricing Integrity  

35:01 Essential Sales Advice for New Professionals  

38:06 Understanding Customer Needs vs. Wants  

40:01 Restoring Trust in Sales and Home Services  

42:00 The Importance of Consistent Training  

47:05 NLP and Its Impact on Sales  

51:36 The Art of Follow-Up in Sales  

58:11 Recognizing Buying Signals in Sales Conversations