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 wrong, show them what I found, help them decide"
- "If they want my help, great. If not, that's fine too"
- Zero attachment to outcome—homeowner feels your confidence
When they say "I got two cheaper quotes":
- Without courage: "Oh no, I'm screwed. I should lower my price"
- With courage: "Interesting. What did they find? What was included?" (Unaffected, curious)
Work with Sam:
- Website: https://www.closeitnow.net
- Coaching & Training: https://www.closeitnow.net/coaching
- Facebook Group: https://www.facebook.com/groups/closeitnow
- Email: [email protected]
Summer Sales Surge Series 2026:
Live virtual training June through September. One night a week through busy season. One guy tripled his revenue. Another doubled his income. Another doubled his close rate. Email [email protected] for details.
3 Ways to Work with Sam:
- On-Site Training - Half-day classroom plus half-day ride-alongs with your team
- Virtual Training - Same frameworks, delivered remotely for teams or individuals
- Growth Catalyst - Find 15 to 20 percent revenue hidden in your company that should have gone to your bottom line
Next Week:
Going for the No - Why Most Salespeople Waste Time Being Nice. Stop prolonging conversations that should have ended five minutes ago.
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