There are two types of people in sales, those who overcharge, and those who don’t. Sales is a very interactive type of business where you gain the trust of a client, and this is best done with integrity. In this episode,

Price and value often mean two completely different things, and while they’re often conflated, it’s important that you discern the difference between them, if only for the sake of your business. Pricing your services comes down to how you perc

As salespeople, closing techniques are your bread and butter. One particular and unique technique to make sure you’re remembered is the pink earmuff technique. Sam Wakefield, in this episode, gives a reality check on what the HVAC industry really is wi...

There are some bizarre oddities going on in global market these days with some people having a record-breaking year, while others are down by the entire market. Sam Wakefield discusses this phenomenon and shares some good tips for surviving the HVAC ma...

Can you fire customers? You definitely can! Sam Wakefield shows us how to do this by sorting, figuring out their interest level, and identifying if they want to buy what you are selling. Disqualifying a client and moving on can be done when you have su...

The ping pong close scenario is when you have the two primary decision-makers sitting at the table that can't decide on moving forward. Sam Wakefield dives deeper into this closing technique and explains how this can help you level up in your closing.

How To Handle The "I Need 3 Bids" Objection

When you're trying to sell to a couple, the sales process tends to get pretty standard. However, dealing with just one half of a couple can be a tricky task. It's difficult to close at a single leg appointment, but it's not impossible.

Every single one of us here in the HVAC industry has probably encountered people buying only a portion of equipment. Some would only buy the cooling portion during the summer and the furnace during the winter. In this episode,

There are two things that drive people to buy. There’s the logic side of the brain and the emotional side of the brain. Logic is only the steering wheel, but the emotion is the gas pedal. So what do we do to make people take their foot off of the brake...