The Death of the Handshake Deal

Sales Training. Close It Now!

In this episode of Close It Now, we dive deep into the changing landscape of the home services industry and why the days of the handshake deal are fading fast. Too many professionals have adopted a “sell at any cost” mentality, resorting to dishonesty and high-pressure tactics that ultimately erode trust and tarnish the reputation of the entire industry.

We discuss the critical importance of integrity and why doing the right thing—consistently and without compromise—is the only way to build a sustainable and successful business. With government regulations looming due to unethical practices, it's up to us to maintain professionalism and ensure our industry remains strong and independent.

Additionally, we tackle a hot topic: keeping politics out of the conversation. As home service professionals, our focus should be on serving customers, solving problems, and delivering value—not engaging in political debates that can alienate potential clients and harm relationships.

What You'll Learn in This Episode:

• Why the “sell at any cost” mindset is dangerous for long-term success.
• How integrity and honesty set you apart from the competition.
• The looming threat of government regulation and how to prevent it.
• The importance of keeping politics out of your sales conversations.
• Strategies to rebuild trust and create lasting relationships with homeowners.

Tune in to learn how to thrive in the evolving market while maintaining your reputation and delivering exceptional service.

Host Bio:

Sam Wakefield is a renowned sales coach, speaker, and international best-selling author. With a passion for transforming sales teams and empowering individuals, Sam brings two decades of experience in the home improvement and HVAC industries. As the host of the Close It Now podcast, he delivers actionable strategies, mindset shifts, and cutting-edge techniques to help listeners unlock their full potential and achieve extraordinary results. Known for his engaging, relatable style and focus on building trust through authentic relationships, Sam’s mission is simple: Be someone worth buying from.

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