In our latest episode of Close It Now, we delve into the transformative advantages of adopting a flat rate pricing model within the HVAC industry. The discussion, led by our host Sam Wakefield and guest Danielle Putnam, underscores that transitioning from traditional time and materials pricing to a structured flat rate approach not only enhances profitability but also streamlines the sales process. We explore the significance of understanding customer needs and the pivotal role of efficiency in sales practices, enabling HVAC professionals to work smarter, not harder. Furthermore, we illuminate the value of embracing innovative practices and the importance of continuous learning and adaptation in an evolving market landscape. Join us as we unpack the strategies that can elevate your business and establish you as a leading expert in your field.

In this episode of Close It Now, Sam interviews Danielle Putnam, the president of The New Flat Rate, which is the first and only home service menu-selling system designed to put profit directly into the hands of plumbing, electrical, and HVAC contractors.

Listen in as they talk about why using a flat rate pricing model is important and how it can help futureproof your business.

The discussion delves into the intricate dynamics of residential HVAC sales, emphasizing the necessity of establishing oneself as an expert influencer within the market. We articulate the pivotal role of understanding customer needs, which transcends mere transactional interactions. Instead, it fosters a relationship predicated on trust and reliability, ultimately enhancing efficiency in operational workflows. The discourse is enriched by insights from industry luminaries who expound upon their methodologies and strategies, revealing the intricacies of navigating the complexities of the HVAC landscape. We highlight a paradigm shift from traditional sales approaches to a more nuanced understanding of consumer psychology, which is increasingly vital in an era characterized by rapid technological advancements and shifting consumer expectations. Our overarching message is that success in HVAC sales is not merely about increasing sales figures; it is fundamentally about cultivating relationships and delivering value that resonates with customers' needs and aspirations.

In this podcast episode, we delve into the pervasive issue of clients asserting that prices are excessively high, a sentiment that can often derail sales opportunities. We explore a specific case involving a seasoned client who, despite a long-standing relationship with the service provider, repeatedly voiced concerns about pricing. This discussion is framed within the context of understanding client psychology, particularly the notion that certain individuals may consistently express dissatisfaction regarding costs, regardless of the value being provided. We examine strategies to effectively navigate such objections and emphasize the importance of reinforcing value to maintain client engagement. Ultimately, we aim to equip listeners with the insights necessary to transform challenging interactions into fruitful outcomes, thereby enhancing their sales acumen in the HVAC industry.

There’s a set of people in the world that no matter what they’re buying, the price is too high for them and it doesn’t mean that they’re not getting the value from the company or the value from you. It’s the mere fact that they think that spending money is too much.

In this episode of Close It Now, Sam talks about overcoming "Your Price Too High" objection.

This podcast episode elucidates the pivotal importance of fostering female representation within the HVAC sales industry, as we engage in an enlightening dialogue with Lisa Gentz, a distinguished sales professional with over a decade of experience. We delve into her journey, examining both the unique challenges and advantages that women face in this traditionally male-dominated field. Lisa articulates the significance of building meaningful relationships with clients, emphasizing an educational approach to sales as a means of establishing trust and rapport. Furthermore, we explore effective strategies for enhancing efficiency in sales processes, allowing professionals to serve their customers better while simultaneously increasing their productivity. This episode serves as an invaluable resource for those aspiring to elevate their standing within the HVAC market, underscoring the necessity of embracing diversity and inclusion as catalysts for industry advancement.

In this episode of Close It Now, Sam interviews Lisa Gentz, an amazing woman who's dominated the HVAC industry since 2008 (the year of the global financial crisis). She started her journey when her current employer, RSP Heating and Cooling, decided that a female sales person with no HVAC experience would be a good hire.

In her 11 years in the industry she has achieved at least a million or more in sales for 9 of those years. In 2019 she took over as the Sales Manager and have the good fortune of helping 5 sales people find the same satisfaction and success that she has had in HVAC sales.

This podcast elucidates the paramount significance of maintaining a robust connection with clients in the realm of HVAC sales. We assert that establishing rapport and understanding customer needs are not merely advantageous but essential for success in this competitive industry. Our discourse further underscores the necessity of self-care and personal growth, emphasizing that one’s physical and mental well-being directly influences professional performance. We introduce a practical exercise designed to assess and enhance various aspects of one’s life, likening it to the spokes of a wheel, where each spoke represents a crucial element of personal development. As we navigate through these themes, we invite listeners to reflect on their own practices and strive towards becoming the most effective and trustworthy professionals in their field.

Work to become someone worth buying from and people will be buying from you. Remember the important stuff -- the value of your company and the value of you. Slow down and don't be overwhelmed with the number of appointments you receive and pay attention. Relate to your clients and match their energy.

On this episode of Close It Now, Sam talks about the importance of staying connecting to your clients, paying attention, taking care of yourself to improve your client's perception of you and learn about the direct correlation between sales and how you take care of yourself.

This podcast episode centers on the essential concept of understanding and transforming limiting beliefs through Neuro-Linguistic Programming (NLP) to enhance sales efficacy. I, Sam Wakefield, alongside my guest Umar Hamid, delve into the intricacies of how our subconscious beliefs shape our sales performance and overall success in the HVAC industry. We explore practical strategies for overcoming obstacles such as the fear of rejection and the discomfort associated with cold calling, emphasizing the importance of self-esteem in achieving sales excellence. The dialogue is enriched by Umar's insights from his extensive experience in NLP, offering listeners actionable techniques that can be implemented immediately to foster confidence and improve customer interactions. This episode serves as a vital resource for sales professionals seeking to elevate their practice by addressing the psychological barriers that impede their success.

Rediscover the magic of talking to people in person with using a little bit of humor. Gain your customers' trust faster and build a stronger bond. You will get more YESes and less people backing out of the deal last minute.

In this episode of Close It Now, Sam interviews Umar Hameed, host of No Limits Selling podcast, a world renowned keynote speaker and an NLP coach and trainer where they talk about how we can serve customers in a way that they get what they want, they get their problems fixed and we get to be the heroes that do it.

The primary focus of this podcast is the imperative of cultivating five essential networking connections that can significantly enhance lead generation in the HVAC industry. We elucidate the importance of understanding not only one’s ideal client but also the critical roles of supporters, referral partners, collaborators, and influencers in creating a robust network that facilitates business growth. By emphasizing the necessity of establishing these connections, we explore how they can lead to self-generated leads, thus providing greater control over income streams and operational efficiencies. This discussion is enriched by the insights of our esteemed guest, Jimmy Jays, whose experience in scaling a solar company from inception to remarkable financial success serves as a testament to the efficacy of strategic networking. As we navigate this episode, we aim to equip our listeners with actionable strategies that will empower them to thrive within their respective markets.

Lead generation equals control. A company can make better margin when people generate quality leads on their own. Yes, they can sit around and wait for the company's appointments but getting people in the field can get you self-generated leads that will increase your ability to scale.

Networking happens each and every day. You are always out networking whether you're sitting at events, going out for coffee or working with a homeowner. Every situation is a chance to network.

In this episode, Sam interviews Jimmie Jayes, a business coach, educator and solar advisor. Jimmie has helped Apricot Solar from the very beginning and has helped them grow from $0 to $130 million in 5 years of revenue.

“5 Essential Networking Connections"

The central theme of this podcast episode revolves around the intricate dynamics of negotiating with clients from ethnically diverse backgrounds. We delve into the complexities that arise when engaging with such clients, emphasizing the importance of understanding their unique perspectives and negotiation styles. It is imperative to recognize that these clients are not merely seeking the lowest price; rather, they desire to feel valued and to believe that they are receiving the best possible deal—a sentiment that transcends cultural boundaries. Through a detailed examination of effective sales techniques, we articulate strategies that enable sales professionals to foster meaningful connections with these clients while maintaining the integrity of their pricing. Ultimately, our discussion aims to enlighten listeners on the significance of adapting one's approach to meet the nuanced needs of diverse clientele, thereby enhancing their sales efficacy.

How do you sell to an ethnic client? Most people think that ethnic clients are always after the cheapest offer out there because they're ethnically different.

In this episode of Close It Now, Sam talks about the importance of discovering what they're truly after by doing a good job on asking the right questions because there's not a single objection that you can't overcome by asking questions.

Today we’re going to talk about a controversial topic. But it’s something that has to be talked about. It’s a topic that we have to be very careful in teaching and I get the most questions about it because the hardest objections to overcome are the ones surrounding the topic today.

How Do We Deal With Ethnic Buyers?

Today we talk about ethnic clients, clients whose cultures are not native to North America. Please know that this is not to single out any specific ethnic group.

We have a lot to learn when it comes to the topic of negotiations from the rest of the world. Because foundationally Americans suck at negotiations and we’re going to prove it. This is why the biggest questions I get as a trainer are always about overcoming objections because nobody knows how to negotiate. I have recognized this and have been able to do my research that probably took me five or 10,000 hours on this topic so I can come to you with some verifiable evidence that what I’m saying is true.

We’re going to cover how to sell and negotiate with different ethnic cultures other than North America. So buckle up everybody! This is going to be good!

Raise your hand if you have ever had difficulties selling to an ethnically diverse client. (And again I’m not singling anybody out). This is just a reminder that there are hundreds of countries around the world with different mindsets on how to buy. Everybody grew up differently in a way that they have distinct ways to socialize that programs them to negotiate and how to deal with sales people when they buy or sell things. With that said, every client was brought up in a different way.

I normally hear from most people who reach out to me about this type of client who’s always just looking for the cheapest price. What normally happens is anybody who goes to that appointment will just go to the appointment and offer the cheapest product that they have. And I’m here to tell you to stop being lazy! Stop being a lazy salesperson. Your lazy *** needs to wake up because that is not what they’re after.

Let Me Prove It To You

That client you have is the same person you know that has a nice car in the driveway and that same person lives in a big nice house. If they wouldn’t have any of that and if they only cared about the cheap price, they wouldn’t have any of that stuff.

I was a carrier dealer and I sold a number of green speed combo systems for about $2,000-$30,000, the complete systems. I am sure you know what I am talking about because everyone has them.

I was a carrier dealer and the number of green speed combo systems, you know complete systems that I sold for about $2,000-$30,000 to this particular client and everyone has them in your mind you know who I’m talking about. Nobody could understand how I did it for a long time and I didn’t understand how I did it either. The more I started to analyze it, it came down to the client being an ethnic client. Everybody always says that they’re always after the cheapest price.

They would know what’s really top to bottom out of the offer on the cheap thing and ask it to be discounted even more. How I overcame it is how I understood it after.

Let’s go back to the car and go back to the house and how they like nice things. Everybody from around the world likes nice things. We need to do a really good job in discovery and it’s asking particular questions with the client.

How Long Are You Going To Be In The House?

There’s two types to this and let’s unpack it a little bit. There’s one type of client that you’d notice that has a very sparse house: Not too much furniture in the way, not too many wall hangings.

Your first step is to find out how long they are going to be in the house. What are their plans? What do they want to do? Because that client is no different than anyone else who is going to stay short term in a house. However,they’re smarter than most North Americans because they’re not going to fill the house up with junk and would just have to move it. Chances are YES they are truly looking for the basic bottom end equipment and that is when the cheap price is important.

This podcast episode features a profound exploration of the HVAC industry, emphasizing the imperative of authenticity in sales practices. Paul Redman, a distinguished guest from Rhino Strategic Solutions, articulates the necessity of understanding customer needs while maintaining transparency in pricing. The discourse delves into the evolution of consumer behavior, highlighting the shift towards online information access and the importance of educating clients about available options. We engage in a critical examination of traditional sales methodologies, advocating for a more straightforward approach that eschews industry jargon in favor of genuine communication. Ultimately, this episode underscores the necessity for HVAC professionals to adapt to contemporary market dynamics while fostering trust and rapport with their clientele.

Work To Become Someone Worth Buying From

The client decides at the first 5 minutes of your pitch if they're going to buy from you or not and beyond that it's up to you to talk yourself out of the project. Sales is an overflow of life and not a performance of an hour.

In this episode, Sam Wakefield interviews Paul "Tall Paul" Redman from the "To The Point" podcast where they talk about how important it is to up-level yourself though personal growth and with that become somebody that's relatable.

The podcast episode commences with a celebration of the 50th installment of the Close It Now podcast, hosted by Sam Wakefield. This milestone is marked by a distinctive guest appearance from Paul Redman, an esteemed figure in the HVAC industry, known for his transparency and innovative strategies in sales and marketing. The discussion delves into the foundational aspects of HVAC sales, emphasizing the importance of establishing a reputation as a knowledgeable influencer in the residential sector. Wakefield and Redman share insights on how to effectively understand customer needs, thereby optimizing the sales process. They argue that selling is not merely about increasing numbers but rather about creating an efficient and customer-centric approach that allows sales professionals to work less while achieving greater visibility in their market. The episode offers valuable hacks and skills from industry leaders, illustrating the necessity of authenticity and genuine connection in sales practices. In another segment, the conversation shifts to the evolution of the HVAC industry and the need for a paradigm shift in how sales are conducted. Redman discusses his journey from working in the HVAC field to becoming a pivotal support figure for the industry, highlighting the significance of lifestyle design and the challenges faced in maintaining professional relationships. The hosts critique the traditional methods of sales presentations, advocating instead for a more transparent approach that includes upfront pricing. This not only helps potential clients feel more informed but also fosters trust and accountability between contractors and homeowners. Through personal anecdotes and professional experiences, the episode underscores the necessity of evolving sales methodologies to meet the changing expectations of consumers in the digital age. The episode culminates in a discussion about the future of HVAC sales, with both hosts contemplating the implications of technological advancements and the increasing demand for transparency in pricing. They highlight the importance of educating consumers on the benefits of modern HVAC systems, such as variable speed technology, which many homeowners are unaware of. This lack of awareness creates a significant opportunity for contractors to elevate the industry by providing valuable information and fostering meaningful relationships with clients. The conversation serves as a clarion call for HVAC professionals to embrace change, invest in their growth, and ultimately enhance the overall consumer experience in the industry. The hosts conclude with a motivating reminder of the profound impact they can have, not only in their careers but also in the lives of their clients, by prioritizing authenticity and customer service.

The central theme of this podcast episode revolves around the concept of "earning your way into the car," a metaphor for gaining access to valuable insights and mentorship within the HVAC sales industry. We delve into the critical importance of not merely acquiring knowledge but, more significantly, implementing that knowledge to foster personal and professional growth. Throughout our discussion, we emphasize that success is predicated on one's ability to apply learned strategies effectively, thereby earning the trust and respect of more seasoned professionals. Additionally, we explore the pivotal role of networking and relationship-building in enhancing one's influence and capabilities in the industry. Ultimately, this episode serves as a clarion call for listeners to actively engage in their development by prioritizing implementation and cultivating meaningful connections within their professional spheres.

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.

The discourse presented in this installment of Close It Now delves into the imperative of personal and professional development within the HVAC sales industry. We, as participants in this podcast, articulate the vital philosophy of 'earning your way into the car.' This metaphor, which encapsulates the essence of establishing credibility and respect within one’s field, serves as a cornerstone for the discussions that unfold. We elaborate on the necessity of continuous education and the practice of implementing new knowledge as a means of solidifying one’s status as an expert influencer in the HVAC market. The episode also emphasizes the importance of nurturing relationships with industry veterans and peers, which can catalyze significant professional growth and opportunity. By committing to lifelong learning and proactive engagement, listeners are encouraged to transcend traditional sales paradigms, thereby enhancing their overall effectiveness and efficiency in their careers.

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!