Close More Sales

Ian Ross emphasizes the importance of active listening in sales and advocating for prospects to feel their decisions are their own. Video Replay | My Secret Sales Trick That Handles All Sales Objections Every Time https://www.youtube.com/watch?v=wSRJdH3A6_I Close More Sales | My Secret Sales Trick That Handles All Sales Objections Every Time Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | My Secret Sales Trick That Handles All Sales Objections Every Time Sales is about getting the prospect to talk and using active listening to understand their needs, not just memorizing rebuttals. The goal is to transform the prospect's hesitations and objections into compelling reasons for them to choose your solution. The five-step process for reframing objections includes acknowledging and questioning, delving deeper into reasoning, summarizing and reflecting with a labeling statement, introducing unique value and getting buy-in, and guiding towards self-persuasion. Understanding the prospect's underlying motivations and aligning your offering to meet their needs is crucial for effective reframing. Mastering the art of reframing objections can help sales professionals build lasting relationships, increase closing rates, and generate repeat business and referrals. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | My Secret Sales Trick That Handles All Sales Objections Every Time Advanced Sales Concepts and Active Listening (0:00) Introduction to Reframing Objections (5:23) Detailed Example of Reframing an Objection (9:00) Steps in the Reframing Process (19:34) Applying the Reframing Technique in Different Scenarios (22:53) The Importance of Understanding Human Behavior (27:45)

Ian Ross discusses the VIVID Selling Framework, which emphasizes creating certainty in prospects rather than pushing products.  Video Replay | The Sales Framework You Need To CRUSH Your Sales in 2025 https://www.youtube.com/watch?v=ZLcjhBPl7Gg Close More Sales | The Sales Framework You Need To CRUSH Your Sales in 2025 Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | The Sales Framework You Need To CRUSH Your Sales in 2025 Sales is about creating certainty, not pushing products. Build trust over likability by positioning yourself as a trusted authority. Tap into emotion to drive decision-making. Use the Vivid Selling Framework (Vision, Identify, Validate, Impact, Decision) for more impactful sales conversations. Implement this framework to unlock a whole new level of income and success. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The Sales Framework You Need To CRUSH Your Sales in 2025 The Concept of Sales and Certainty (0:00) The Purpose of the Podcast and the Vivid Selling Framework (3:21) The Evolution of Sales Concepts (4:33) The Importance of Trust and Emotional Connection (9:00) The Role of Emotion in Decision-Making (12:07) The Vivid Selling Framework: Vision (15:39) The Vivid Selling Framework: Identify (19:21) The Vivid Selling Framework: Validate (24:44) The Vivid Selling Framework: Impact (29:45) The Vivid Selling Framework: Impact (29:45)

Ian Ross discusses the stoic principle of "ascent" and how it can be applied to sales and personal life. Video Replay | The Sales MINDSET You Need to Level Up Your Income https://www.youtube.com/watch?v=an0XS_ypyG8 Close More Sales | The Sales MINDSET You Need to Level Up Your Income Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | The Sales MINDSET You Need to Level Up Your Income Events are neutral - it's your impressions that determine if they're good or bad. You have the power to control your reactions, not just your actions. Embrace challenges as opportunities to learn and improve, not just setbacks. Accessing future wisdom in the present moment builds resilience. Applying "assent" transforms conflicts into constructive growth opportunities. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The Sales MINDSET You Need to Level Up Your Income The Essence of Ascent (0:00 - 6:49) Applying Ascent in Personal Life (6:50 - 10:30) Applying Ascent in Sales (10:31 - 26:15) The Power of Perspective (26:16 - 40:56)

Ian Ross emphasizes the importance of curiosity in sales, suggesting it is a crucial yet underutilized skill. Video Replay | The One SKILL in Sales That Always Closes the Sale https://www.youtube.com/watch?v=Ofk24vM3plk&t=1s Close More Sales | The One SKILL in Sales That Always Closes the Sale Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | The One SKILL in Sales That Always Closes the Sale Curiosity is key to sales success. Don't assume, get curious. Uncover hidden needs through curiosity. Curiosity builds trust and repeat business. Curiosity allows tailored solutions, not one-size-fits-all. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The One SKILL in Sales That Always Closes the Sale Curiosity in Sales: Introduction and Purpose (0:00) Role of Curiosity in Sales Conversations (2:57) Curiosity as a Fundamental Trait for Sales Professionals (4:57) The Dangers of Overconfidence in Sales (5:55) Examples of Curiosity in Action (14:34) Cultivating a Curious Mindset (14:59) Handling Rejections with Curiosity (18:48) Using Curiosity to Uncover Hidden Needs (21:40) Curiosity in Different Stages of the Sales Process (35:21) Common Mistakes in Creating Urgency (20:26)

Ian Ross talks about the importance of creating urgency in sales without being pushy or aggressive. Video Replay | Why FOMO Makes Prospects Take Action ASAP and How to Create It https://www.youtube.com/watch?v=bkYhY6Yi7WE Close More Sales | Why FOMO Makes Prospects Take Action ASAP and How to Create It Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | Why FOMO Makes Prospects Take Action ASAP and How to Create It Create urgency by highlighting natural reasons or benefits that are inherently time-sensitive, rather than using aggressive tactics. Ask "feeling" questions to get prospects to verbalize the urgency of their own needs and pain points. Focus on respecting the prospect as an individual, not necessarily their timeline, when creating a sense of urgency. Use a format incorporating the prospect's words and pain points to naturally build urgency. Avoid lying or inserting false scarcity, and instead leverage genuine time-sensitive offers and the scarcity of both the product and information about it. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | Why FOMO Makes Prospects Take Action ASAP and How to Create It Creating Urgency in Sales Conversations (0:00) Understanding the Context of Urgency (4:05) Using Emotional Language to Create Urgency (8:15) Leveraging Psychological Triggers (10:39) Balancing Urgency with Respect for the Prospect's Timeline (12:21) Effective Phrases to Build Urgency (14:30) Handling Indifferent Prospects (15:56) Leveraging Time-Sensitive Offers (17:12) The Role of Scarcity in Creating Urgency (18:31) Common Mistakes in Creating Urgency (20:26)

Ian Ross points out the power of assumptive language in sales conversations, emphasizing that perfection is not necessary for success. Video Replay | This Powerful Trick in Sales that Exposes All Lies https://www.youtube.com/watch?v=QW_pMA9g2RA&t=6s Close More Sales | This Powerful Trick in Sales that Exposes All Lies Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | This Powerful Trick in Sales that Exposes All Lies Salespeople should focus on maintaining momentum in conversations rather than trying to appear perfect. Assumptive language involves making strategic assumptions about a prospect's situation to encourage reactions and uncover deeper insights. Psychological principles like cognitive dissonance, loss aversion, and confirmation bias contribute to the effectiveness of assumptive language. Examples of using assumptive language include addressing concerns about retirement, price, other decision-makers, timing, and commitment. Practicing assumptive language in low-stakes scenarios is crucial before implementing it in real sales conversations. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | This Powerful Trick in Sales that Exposes All Lies Mastering Assumptive Language in Sales Conversations (0:00) Understanding Assumptive Language (3:36) Psychological Drivers Behind Assumptive Language (6:32) Practical Examples of Assumptive Language (9:11) Implementing Assumptive Language in Sales Conversations (21:31)

Ian Ross discusses the importance of validation and strategic redirection in sales conversations. Video Replay | The Two Powerful Techniques to get back on Track in a Sales Conversations https://www.youtube.com/watch?v=gVCxpKUYpns Close More Sales | The Two Powerful Techniques to get back on Track in a Sales Conversations Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | The Two Powerful Techniques to get back on Track in a Sales Conversations The two powerful techniques to get back on track in a sales conversation are: 1. Validation 2. Strategic Redirection Validation: Validation is more than just acknowledging a prospect's feelings. It involves guiding the conversation towards taking action. Validating concerns and hesitations keeps prospects engaged and ensures they feel genuinely heard. The goal is to validate the prospect's emotions and objections without necessarily agreeing with them, to avoid derailing the sale. Strategic Redirection: Strategic redirection involves bringing the conversation back on track when it goes off-topic. The focus should be on discussing pain points the product or service can address, rather than unrelated issues. Redirection is done in a way that maintains rapport with the prospect while keeping the conversation productive and focused on solving their problems. By validating the prospect's concerns and strategically redirecting the conversation, sales professionals can build trust, maintain focus, and increase the likelihood of closing the sale. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The 10 Truths in Sales The Top 1% Don't Want You To Know Validation and Strategic Redirection in Sales Conversations (0:00) The Power of Validation in Sales (2:34) Avoiding Common Sales Pitfalls (4:28) Strategic Redirection in Sales Conversations (8:58) Advanced Techniques for Validation and Redirection (13:21) The Importance of Empathy in Sales (18:26) Practical Application of Validation and Redirection Techniques (35:59)

Ian Ross discusses the 10 inherent truths that define sales mastery and can transform a salesperson's approach to build stronger relationships with prospects and make more money while working less. Video Replay | The 10 Truths in Sales The Top 1% Don't Want You To Know https://www.youtube.com/watch?v=9MtMh4e4lrA Close More Sales | The 10 Truths in Sales The Top 1% Don't Want You To Know Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | The 10 Truths in Sales The Top 1% Don't Want You To Know Sales is the creation of certainty, not the transference of it. The goal is to get the prospect to sell themselves, not force a sale. People make decisions emotionally and justify logically afterward. Understanding this helps tailor the approach to align with the prospect's emotional drivers. It's important to understand the deeper reasons and emotional implications behind the prospect's decisions, not just their initial motivation. Sales resistance comes from feeling pushed, ignored or misunderstood. The solution is to prescribe without being pushy, acknowledge what they say, and seek clarity on what's important to them. Real rapport is built on trust, not just likeability. Trust is established incrementally through questions and recapping. It's more powerful for the prospect to verbalize what's important to them, rather than just agreeing with the salesperson. The order and timing of questions is crucial to guiding the conversation and uncovering true motivations and objections. The ideal emotional trajectory is gain to pain to pen - start with gains, transition to pains, then move to the decision. Loss aversion (pain) will inspire more action than the prospect of additional gains. The underlying principle is to be intentional with every word and action, not just doing things by accident. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The 10 Truths in Sales The Top 1% Don't Want You To Know Sales principles for mastery and success. (0:00) Sales techniques, including creating certainty and understanding prospect emotions. (3:08) Understanding customers' motivations and emotions in sales. (9:32) Building trust in sales through empathy and understanding. (14:05) Effective questioning in sales, emphasizing the importance of verbalizing prospect's thoughts. (19:53) Sales strategies, focusing on emotional trajectory. (24:58) Using psychology to increase sales through pain points and loss aversion. (29:30)

Ian Ross challenges the common perception that sales is a low-status job, emphasizing the importance of continuous growth and improvement. Video Replay | The Best Job To Becoming Rich In 2024 https://www.youtube.com/watch?v=X94yAr91oxI&t=1s Close More Sales | The Best Job To Becoming Rich In 2024 Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | The Best Job To Becoming Rich In 2024 Sales is a noble profession that allows you to write your own paycheck through hard work and skill development. Approach sales with genuine care and ethical practices, focusing on solving the customer's problems, not just pushing products. The direct correlation between effort, skill, and income in sales roles provides a powerful path to financial freedom and flexibility. Embrace the challenges and opportunities in sales, taking ownership of your success and investing in continuous learning and personal development. Sales is a recession-proof career with the potential for high earnings and the ability to work almost anywhere, making it an attractive option for those seeking financial and professional freedom. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The Best Job To Becoming Rich In 2024 Sales as a noble profession with growth potential. (0:00) Negative sales stereotypes and how to avoid them. (5:00) Ethical sales tactics and trust-building. (9:19) Sales roles and earning potential, with emphasis on personal responsibility and hard work. (13:58) Sales profession as a recession-proof career with flexibility and potential for high earnings. (18:54) Sales as a personal development and income growth opportunity. (24:10)

Ian Ross discusses the common challenge of salespersons in shifting their focus or goals during sales conversations. Video Replay | How to Know When to Shift Your Focus In A Sales Call https://www.youtube.com/watch?v=HO6ftY1noxs&t=1s Close More Sales | How to Know When to Shift Your Focus In A Sales Call Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | How to Know When to Shift Your Focus In A Sales Call 1.Adapt your sales strategy based on the prospect's feedback and shifting goalposts, rather than rigidly sticking to your sales process. 2.Actively listen to the prospect and look for red flags that indicate they may not be ready to commit to the final sale. 3.Stress test objections to determine if they are genuine before adjusting your approach. 4.When the prospect's information changes, shift your focus to selling the next step in the process, not the final solution 5.Stay flexible and focused on getting the prospect to verbalize what you need to ask your next question, rather than trying to stick to a rigid script. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | How to Know When to Shift Your Focus In A Sales Call Adapting sales process when goalposts shift due to prospect feedback. (0:00) Active listening and missed red flags in real estate sales. (4:18) Sales strategies and objections, with a focus on believing prospects and adjusting goals accordingly. (8:58) Shifting sales goalposts based on prospect responses. (14:11) Shifting sales goalposts and adapting to objections. (19:52)

Ian Ross emphasizes the importance of follow-up calls in sales, dispelling common misconceptions, and providing tips for personalizing messages. Video Replay | What 99% of Sales People Overlook https://www.youtube.com/watch?v=jmFmOngnpus&t=9s Close More Sales | What 99% of Sales People Overlook Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | What 99% of Sales People Overlook 1.Follow-up is crucial in sales and can account for 30-40% of additional revenue. 2.Phone calls are more effective for follow-ups than texts or emails, allowing for real-time engagement and objection handling. 3.Persistence in follow-ups demonstrates commitment and is often appreciated by genuinely interested prospects. 4.Avoid generic phrases like "just following up", instead provide personalized, value-driven reasons for calling. 5.The primary goal of a follow-up call should be to set another appointment, not necessarily to close the sale immediately. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | What 99% of Sales People Overlook Effective follow-up strategies in sales, avoiding common mistakes. (0:00) The importance of follow-up calls in sales, with tips for success. (4:19) The importance of follow-ups in sales, debunking common misconceptions. (9:32) Effective follow-up strategies for salespeople. (14:38) Personalized sales follow-ups using notes and urgency. (20:28) Effective follow-up strategies in sales. (25:40)

Ian Ross shares insights on handling criticism and unsolicited advice from mentors and peers. Video Replay | Why You Can't Be An Average SalesPerson https://www.youtube.com/watch?v=PK7DEJua8kQ Close More Sales | Why You Can't Be An Average SalesPerson Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | Why You Can't Be An Average SalesPerson 1.Don't take criticism seriously from people whose lives you wouldn't want to emulate. Focus on advice from mentors who have achieved success. 2.Filter criticism through whether it confirms your own concerns, aligns with your goals, or provides an "Aha!" moment of insight.  3.Take full accountability for your sales results rather than blaming external factors beyond your control. 4.Continuously learn and improve to stay ahead of the industry through building skills and relationships. 5.Implement a daily routine focused on productivity, growth, and reflection to improve consistently over time. Timestamps | Why You Can't Be An Average SalesPerson Handling criticism and unsolicited advice in a sales career. (0:00) Handling criticism and unsolicited advice, with a focus on valuing mentors' opinions over those who have failed. (2:32) Filtering criticism through three lenses: alignment, concern, and Aha moments. (7:24) Self-accountability in sales, avoiding blame, and taking responsibility for success. (13:00) Sales performance, excellence, and criticism. (17:55) Embracing continuous learning and self-improvement in sales. (22:24) Mindset and techniques for improving sales performance. (26:31)

Ian Ross emphasizes the importance of recapping in sales conversations to demonstrate active listening, build rapport, and show empathy. Video Replay | How to Avoid A Fake Yes https://www.youtube.com/watch?v=zPk00Vxy8gs Close More Sales | How to Avoid A Fake Yes Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | How to Avoid A Fake Yes 1.Recapping is an essential sales technique to build rapport and trust with prospects by demonstrating active listening and understanding of their situation, emotions, and identity. 2.Effective recapping involves summarizing the prospect's main points, emotions/feelings, and aspects of their identity to connect on a deeper level. 3.Using "That's right" questions is more powerful than multiple "yeses" to gain a prospect's trust and validate that you understand their reality.   4.Integrating recapping and strategic open-ended questioning creates a balanced sales conversation that informs and persuades prospects. 5.Sales skills like recapping and questioning are improved through practice, staying curious, and learning - not just memorizing lines. Understanding human motivation and gradually building rapport is key to effective persuasion. Timestamps | How to Avoid A Fake Yes Recapping in sales conversations to build rapport and trust. (0:00) Effective recapping techniques in sales. (4:22) Using "That's right" to gain trust and understanding in sales conversations. (8:30) Persuasion techniques in sales, focusing on emotional connection. (15:02) Using recaps to understand prospects and sell products. (20:43) Using hypnosis in sales, starting with basic truths and building rapport. (26:40) Sales training and expanding marketing efforts. (31:23) Using recapping and open-ended questions to build rapport and sell effectively. (36:09)

Ian Ross shares insights on improving sales performance, managing stress and avoiding burnout, creating certainty in sales, and adapting to unexpected challenges. Video Replay | What Sports and Sales Have in Common That You Wouldn't Expect https://www.youtube.com/watch?v=sJ-yeYZ1U1o&t=1s Close More Sales | What Sports and Sales Have in Common That You Wouldn't Expect Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | What Sports and Sales Have in Common That You Wouldn't Expect 1.Create a consistent sales routine for success. 2.Prioritize time management 3.Cultivate discipline and avoid procrastination through small consistent actions. 4.Stay motivated using technology for sales, and balance training and education with sales activities 5.Manage stress and avoid burnout in sales, emphasize the importance of enjoying conversations, and create certainty for clients. 6.Stay committed to sales routine, dealing with rejections, and adapting to unexpected challenges. 7.Stay motivated during slow periods of sales. Emphasize the importance of constant improvement. Timestamps | What Sports and Sales Have in Common That You Wouldn't Expect Creating a consistent sales routine for success. (0:00) Prioritizing time management for sales professionals. (5:04) Cultivating discipline and avoiding procrastination through small, consistent actions. (10:08) Staying motivated, using technology for sales, and balancing training and education with sales activities. (16:04) Managing stress and avoiding burnout in sales, emphasizing the importance of enjoying conversations and creating certainty for clients. (20:04) Staying committed to sales routine, dealing with rejections, and adapting to unexpected challenges. (24:31) Staying motivated during slow periods in sales, emphasizing the importance of constant improvement. (30:19)

In this episode, Ian discusses various forms of sales resistance and how to overcome them through effective questioning, active listening, and ethical sales practices. Video Replay | Close More Sales By Asking Less Questions https://www.youtube.com/watch?v=R_58V6RU98A Close More Sales | Close More Sales By Asking Less Questions Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives.  I'm Ian Ross, and I'm obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency.  Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want.  If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast.  And if you'd like to get better at what you do, text CLOSE to 33777. And we'll help you out along the process.  Ian Ross | Close More Sales www.closemoresales.com Instagram | @vividselling Takeaways | Close More Sales By Asking Less Questions Asking effective questions can reduce sales resistance by making the prospect feel heard, understood, and like it was their idea. Sales resistance comes from feeling pushed, ignored, or misunderstood, so questions should be used to understand prospects and avoid these feelings. Open-ended but directional "or" questions are most effective for guiding prospects while allowing flexibility.  Active listening through recapping answers is important for building rapport and understanding prospects' needs and motivations. Questions should be at different levels (easy, tough, direct) and mixed to effectively guide prospects without overwhelming them. Timestamps | Close More Sales By Asking Less Questions Asking effective sales questions to reduce resistance. (0:00) Sales resistance and its causes (feeling pushed, ignored, or misunderstood). (1:55) Reducing sales resistance by asking better questions. (5:51) Using questions to build trust and rapport in sales. (9:46) Effective questioning in sales conversations to build trust and uncover prospect needs. (14:32) Effective sales techniques using open-ended questions. (18:47) Ethical selling techniques and effective questioning strategies. (25:23) Using questions to guide sales conversations while avoiding overwhelming prospects. (31:08) Using questions to understand prospects' motivations and tailor sales approach. (35:36) Asking effective questions to understand clients' needs and priorities. (42:18) Reducing sales resistance by asking the right questions and recapping prospect's concerns. (48:43)