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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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
