Handle Comparison and Distraction

Boost your closing ratio by 10 percentage points with three proven sales techniques that work in HVAC, plumbing, and electrical. Allen Smith did $4.7M in one year using these exact strategies.

On episode 40 of The Wisdom of Wrench Podcast, host Kevin Comerford sits down with sales legend Allen Smith from Morris Jenkins in part one of this three part series, starting with "Think Like A Boss"! Learn how to act like a boss on every call, why your phone stays in the truck, and the one tool that matters more than anything else.

Allen shares real talk on building customer trust, dressing for success, mastering airflow, and showing up prepared. These are the small wins that separate top performers from average salespeople. No complicated systems. Just honest advice from someone who has been in the field for over 25 years.

Watch the full episode to see how competence leads to confidence, and confidence leads to control on every sales call.

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Chapters:

0:00 - How to Increase Your Close Ratio by 10 Percentage Points

0:37 - Why Your Business Is NOT an HVAC Company (It's This Instead)

2:28 - The Top 3 Sales Techniques Series: What's Coming

3:21 - Meet the Living Legend: Allen Smith's $4.7M Sales Secret

6:37 - Act Like a Boss: The #1 Mental Game Changer

9:33 - What Customers Are Really Trying to Satisfy in Every Sale

12:02 - The Biggest Mistake Salespeople Make Before Every Call

14:19 - Why You Can't Chase Money and Close Deals at the Same Time

16:27 - How to Prepare for a Sales Call Like a Pro

18:24 - What to Do When Comparison Steals Your Joy

21:11 - The Black Swan Moment: Why This Legend Never Brings His Phone

24:11 - The One Tool Alan Would Choose Over Everything Else

27:38 - How to Look Like a Million Bucks on Every Call

30:22 - Why It's So Hard to Surrender to Someone Else's Success

32:02 - What NOT to Wear: The Ride-Along Reality Check

35:12 - Should You Shave Every Day? The Beard vs. Clean-Shaven Rule

38:37 - Is This Position Right for You? The Honest Conversation

40:34 - Why Your Notepad Is More Important Than Your iPad

44:53 - The 3 C's That Make Every Great Salesperson Successful

47:12 - How to Master Airflow Without Being a Technician

50:52 - Why Every New Salesperson Starts on an Install Crew First

54:02 - The 3 Things Your Competition Talks About (And Why You Shouldn't)

56:28 - How to Sell Outcomes, Not Features

58:19 - Are People Really Just Kicking Tires? The Truth About Pain Points

59:25 - Why Being Late Means You're Already Lying

1:02:02 - The Easy Wins: Act Like a Boss Recap

1:04:04 - Here's to a Bigger Future