{"podcast":{"title":"Sales Training. Close It Now!","slug":"sales-training-close-it-now-708413","podcast_index_feed_id":708413,"rss_url":"https://feeds.captivate.fm/closeitnow/","website_url":"http://closeitnow.net/podcasts/","image_url":"https://artwork.captivate.fm/a7531919-ef93-4fc3-8f9f-ff80832e9c7d/LiUEKaynb-DDTOeNEXmglzw7.jpg","author":"Sam Wakefield","episode_count":288,"summary":"Closing sales in home services can feel overwhelming and high-pressure. In every episode, we break down the key components of a successful sales conversation and guide you all the way to the close. From building a winning appointment structure to overcoming real-world objections, we cover it all. Whether you’re brand new or a seasoned pro, this show is your blueprint for selling with confidence and clarity.","last_synced_at":null,"page_url":"https://stenobird.com/podcast/sales-training-close-it-now-708413"},"episode":{"title":"Stop Tripping Out About Your Appointments - The 6-Year-Old in a Batman T-Shirt","slug":"stop-tripping-out-about-your-appointments-the-6-year-old-in-a-batman-t-shirt","published_at":"2026-04-24T10:00:00+00:00","page_url":"https://stenobird.com/podcast/sales-training-close-it-now-708413/stop-tripping-out-about-your-appointments-the-6-year-old-in-a-batman-t-shirt","show_page_url":"https://stenobird.com/podcast/sales-training-close-it-now-708413","url":"http://closeitnow.net/blog/stop-tripping-out-about-your-appointments-the-6-year-old-in-a-batman-t-shirt","audio_url":"https://episodes.captivate.fm/episode/7f828a24-7284-4bd6-b7c1-e33f5b4622d5.mp3","summary":"How much time do you spend actually doing the work of sales versus how much time do you spend tripping out about the appointment? Be honest. You're driving to the appointment, mentally role-playing every possible scenario. What if they say this? What if they ask about that? What if they don't like me? What if the price is too high? What if they already got three quotes? You're rehearsing responses. Building entire conversations in your head. Catastrophizing outcomes that haven't even happened yet. And by the time you knock on the door, you're exhausted. Not because you did the work. But because you tripped out about doing the work. Here's the truth: Most of your sales anxiety doesn't happen during the appointment. It happens between appointments. And if you could solve that anxiety, sales would become exponentially easier. Sam breaks down the framework that sounds ridiculous but works every time: The courage of a six-year-old in a Batman t-shirt. In This Episode: Most sales anxiety happens between appointments, not during them You're mentally exhausted before you knock on the door Anxiety kills confidence—and confidence is what homeowners buy The 6-year-old framework: unaffected by responses, asks clarifying questions, takes people at their word Scenario: \"I got two cheaper quotes\" (defensive spiral vs curious clarifying question) Marry the process, divorce the outcome—control what you can control Kids don't worry about being liked, don't rehearse conversations, don't catastrophize Presence is what confidence looks like The Framework: Without childlike courage (before appointment): \"What if they're price shoppers? What if I mess up? What if they don't trust me?\" Knock on door already defeated, anxious, mentally exhausted With childlike courage: \"I'll find out what's wr…","meta_description":"How much time do you spend actually doing the work of sales versus how much time do you spend tripping out about the appointment? Be honest. You're drivin…","key_points":[],"chapters":[],"topics":[],"duration_seconds":1835,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/sales-training-close-it-now-708413/episodes/stop-tripping-out-about-your-appointments-the-6-year-old-in-a-batman-t-shirt/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/sales-training-close-it-now-708413/stop-tripping-out-about-your-appointments-the-6-year-old-in-a-batman-t-shirt.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}