The big stopper is our fear, but we have to, I don't want to say move anyway, just practice

it with a few clients, right? And watch and see that the worst doesn't happen and you survive it

and you're able to walk back to your truck and then go do it again and then do it 10 times

and the fear's gone doesn't exist anymore who is it ralph waldo emerson if you do the thing you

fear the death of fear is certain welcome to the waste no day podcast a podcast specifically for and about the home services industry as it relates to the Waste No Day podcast, a podcast specifically for and about the home services industry as it relates to plumbing, heating, air conditioning, and electrical.

More than a podcast, Waste No Day is a credo, a determination, a mindset.

It is a never-ending discipline.

It is a refuse to lose pursuit. It is a wake-up call

every morning to waste no day. Now here's your host, Brian Burton and Nate Minnick.

Hey, welcome to another episode of the Waste No Day podcast, your host, Dayton Brian.

Looking forward to another great show hanging out with you on this Monday morning or whenever you're listening.

And we are excited to be talking today about the secret weapon that most technicians never use. What is that secret weapon? Well,

maybe it's in the title, or maybe you'll find out here as we get going. But before we get to that

amazing conversation, we're going to start it off with an introduction. And as always,

we're going to ask Brian for a quote. To answer that question, trial close. That's the term I always used and liked for this.

Tom Hopkins, aka the godfather of selling, most sales trainer's sales trainer,

called it the test close.

And I don't know why I didn't adopt his verbiage because his was the first,

among the first books I ever read on selling and I probably learned the most about it from him. But trial

closes what I call it. The quote I'm going to read, this time it's a little longer, has a title.

It is from chapter two of tom hopkins book sales closing for

dummies that i'm reading again right now reading not listening to got my notepad handy

...