Episoder
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Advanced Sales Tactics That You've Never Heard Of
Ian Ross and Steve Trang discuss advanced sales tactics, emphasizing the importance of emotional language in sales conversations.
Video Replay | Advanced Sales Tactics That You've Never Heard Of
https://www.youtube.com/watch?v=AXk6x8Mc8MY
Close More Sales | Advanced Sales Tactics That You've Never Heard Of
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 | https://www.instagram.com/vividselling/
Takeaways | Advanced Sales Tactics That You've Never Heard Of
Shift prospects from logical to emotional language to move them closer to a decision.
Focus on pain points you can solve, not general pain that can't be addressed through your offering.
Embody non-neediness and confidence through "acting as if" to make prospects more attracted to working with you.
Be assumptive about next steps and make them feel normal, not like a big deal, to reduce resistance.
Get external feedback and coaching to identify and overcome your blind spots, just like athletes review game footage to improve.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777
Timestamps | Advanced Sales Tactics That You've Never Heard Off
Advanced Sales Tactics Introduction (0:00)
Discussion on Advanced Sales Tactics (2:28)
Handling Prospects' Emotional Language (3:24)
Efficiency in Sales Conversations (10:02)
Shifting Prospects' Focus to Emotional Language (14:03)
Dealing with Pain Points in Sales Conversations (18:40)
The Importance of Acting as If (23:21)
Assumptive Next Steps in Sales Conversations (23:34)
Handling Hesitation in Sales Conversations (24:17)
Self-Belief and Overcoming Resistance (24:43)
Handling Objections and Closing Techniques (24:58)
The Power of Prioritization and Future Pacing (25:15)
Common Closing Mistakes and Counterfeit Yeses (25:30)
The Role of Coaching and External Feedback (1:17:30)
Improving Sales Skills and Overcoming Blind Spots (1:20:27)
Balancing Work and Skill Improvement (1:22:00)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
My Most Powerful Tool In Sales To Easily Overcome Objections
Ian Ross discusses the importance of intentional curiosity in sales, emphasizing that curiosity should be strategically applied to guide prospects through their objections rather than immediately addressing them
Video Replay | My Most Powerful Tool In Sales To Easily Overcome Objections
https://youtu.be/MKezqhPtZXA
Close More Sales | My Most Powerful Tool In Sales To Easily Overcome Objections
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 | https://www.instagram.com/vividselling/
Takeaways | My Most Powerful Tool In Sales To Easily Overcome Objections
Curiosity can help or hurt your sales process, depending on how you use it.
Don't get curious right away when the prospect objects. First, steer them towards that objection.
The goal is to get the prospect to sell themselves on your solution, not for you to do all the selling.
Act like you don't need the sale. This makes the prospect feel like they're discovering the value themselves.
Push the prospect towards their objection first, then get curious. This allows them to defend why they should keep talking to you.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777
Timestamps | My Most Powerful Tool In Sales To Easily Overcome Objections
Intentional Curiosity in Sales (0:00)
The Role of Curiosity in Sales Conversations (3:49)
Examples of Effective Curiosity in Sales (11:25)
Applying Curiosity in Different Industries (27:14)
Strategic Use of Curiosity in Sales Conversations (29:50)
The Power of Prospects Selling Themselves (33:07)
Overcoming Common Sales Objections (34:13)
The Role of Non-Neediness in Sales (36:18)
Applying Curiosity in Different Sales Scenarios (36:33)
The Impact of Curiosity on Sales Outcomes (36:56)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
Manglende episoder?
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My Secret Hack To Making Prospects Emotional And Ready To Buy
Ian Ross shares a sales technique that leverages imagery to evoke emotional responses in prospects, enhancing decision-making.
Video Replay | My Secret Hack To Making Prospects Emotional And Ready To Buy
https://www.youtube.com/watch?v=alJCWyEsz60
Close More Sales | My Secret Hack To Making Prospects Emotional And Ready To Buy
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 | https://www.instagram.com/vividselling/
Takeaways | My Secret Hack To Making Prospects Emotional And Ready To Buy
Use images that create emotion, instead of using emotional words.
Ask questions that trigger emotions, not just logic.
First talk about the prospect's goals, then the pain of not achieving them, before asking for a decision.
Focus on the fear of loss, not just the desire to gain.
Rephrase logical questions into emotional ones.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777
Timestamps | My Secret Hack To Making Prospects Emotional And Ready To Buy
Understanding Emotional Language in Sales (0:00)
Balancing Emotional and Intellectual Language (2:34)
Advanced Sales Techniques: Motion Between Images (7:03)
Applying Motion Between Images to Sales (13:42)
Emotional Flow in Sales Conversations (21:07)
Practical Tips for Implementing Emotional Language (30:03)
Examples of Emotional Language in Sales (31:32)
The Power of Emotional Alignment in Sales (32:01)
Advanced Sales Training and Tools (33:37)
Conclusion and Call to Action (34:13)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
How To Actually Meet All Your Deadlines And Goals
Ian Ross emphasizes the importance of belief in achieving success in sales.
Video Replay | How To Actually Meet All Your Deadlines And Goals
https://www.youtube.com/watch?v=fmiTjw4ehUw
Close More Sales | How To Actually Meet All Your Deadlines And Goals
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 | https://www.instagram.com/vividselling/
Takeaways | How To Actually Meet All Your Deadlines And Goals
Your beliefs determine your thoughts, actions, and results.
Focus on improving your sales process, not just the outcome.
Set positive goals, not goals to avoid something.
Use affirmations and visualization to reinforce your beliefs.
Celebrate your daily sales activities, not just the final sale.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777
Timestamps | How To Actually Meet All Your Deadlines And Goals
Belief and Self-Talk in Sales (0:00)
The Power of Belief in Sales Performance (2:20)
Choosing and Reinforcing Beliefs (7:59)
Setting Goals with Positive Language (14:38)
Reinforcing Sales Goals with Belief-Driven Actions (23:44)
The Importance of Loving the Process (25:44)
The Role of Affirmations and Visualization (25:56)
Embracing a Process-Oriented Approach (30:49)
The Impact of Belief on Sales Performance (31:07)
Conclusion and Call to Action (31:27)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
The Most Powerful Tool I Use In Sales
Ian Ross discusses the power of strategic recapping in sales, emphasizing its ability to transform good salespeople into great ones by embedding motivation within recaps.
Video Replay | The Most Powerful Tool I Use In Sales
https://www.youtube.com/watch?v=n_bcmj4_plE
Close More Sales | The Most Powerful Tool I Use In Sales
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: https://www.instagram.com/vividselling/
Takeaways | The Most Powerful Tool I Use In Sales
Recapping is about understanding the prospect, not just repeating what they said.
People care more about their identity than the practical benefits of what you're selling.
Effective recaps acknowledge the prospect's feelings and who they see themselves as.
Gradually link the prospect's identity to the need to make a decision now.
Practice recapping with low-pressure conversations to improve the skill.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777
Timestamps | The Most Powerful Tool I Use In Sales
The Power of Strategic Recapping in Sales (0:00)
Advanced Techniques in Sales Conversations (12:51)
The Importance of Identity in Sales (13:10)
Practical Application of Recapping Techniques (20:44)
The Role of Emotional Acknowledgment in Recapping (24:25)
Tethering Identity to Decision-Making (24:42)
The Impact of Effective Recapping on Sales Success (59:23)
The Ethical Use of Recapping Techniques (59:36)
The Role of Practice and Consistency in Mastering Recapping (59:48)
The Power of Guided Persuasion in Sales (1:00:03)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
The Biggest Lie Salespeople Believe About Sales
Ian Ross argues that effective communication drives sales success rather than deep product knowledge.
Video Replay | The Biggest Lie Salespeople Believe About Sales
https://www.youtube.com/watch?v=1NS8r9EkmPo&t=1s
Close More Sales | The Biggest Lie Salespeople Believe About Sales
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 | https://www.instagram.com/vividselling/
Takeaways | The Biggest Lie Salespeople Believe About Sales
Communication skills matter more than product knowledge.
Sales skills improve all areas of life, not just sales.
Listen actively, validate others, and adapt your style.
Use storytelling to guide prospects in making decisions.
Continuously adapt your communication to build trust.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777
Timestamps | The Biggest Lie Salespeople Believe About Sales
Sales as Persuasion vs. Communication (3:34)
The Importance of Active Listening in Sales (6:24)
Critical Role of Communication in Sales Success (11:42)
The Impact of Communication on Personal and Professional Life (22:00)
The Role of Storytelling in Sales (22:17)
The Importance of Adapting Communication Styles (30:31)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
Overcome These 10 Sales Objections And You'll Conquer 2025
Ian Ross discusses strategies for overcoming common sales objections, emphasizing the importance of addressing them early in the sales process.
Video Replay | Overcome These 10 Sales Objections And You'll Conquer 2025
https://www.youtube.com/watch?v=GKjmDDSQaDc
Close More Sales | Overcome These 10 Sales Objections And You'll Conquer 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 | https://www.instagram.com/vividselling/
Takeaways | Overcome These 10 Sales Objections And You'll Conquer 2025
Treat "let me think about it" as a "no" upfront.
Seek clarity on credibility concerns, don't just defend.
Get the prospect to sell you, don't just lower the price.
Focus on value, not just budget constraints.
Set a follow-up to turn "no" into a future opportunity.
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
Handling Prospect Objections and Building Sales Confidence (0:00)
Addressing Expertise and Credibility Questions (2:52)
Dealing with Price-Focused Prospects (8:01)
Handling Competitor Objections (14:08)
Addressing Previous Attempts and Partner Involvement (17:58)
Creating Urgency and Handling Budget Concerns (24:35)
Turning No's into Future Opportunities (27:39)
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors -
Ian Ross emphasizes the importance of strategic questioning in sales to maintain control and guide prospects toward making a purchase.
Video Replay | The 3 Types of Questions You Need To Ask To Close Every Sale
https://www.youtube.com/watch?v=azRMjdQCb60&t=38s
Close More Sales | The 3 Types of Questions You Need To Ask To Close Every 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 3 Types of Questions You Need To Ask To Close Every Sale
Let the prospect say it, don't just tell them.
Guide the prospect to see your solution as their idea.
Use closed questions to insert new information.
Stack questions of different levels to control the conversation.
Be intentional with every question, don't rely on personality.
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
The Importance of Strategic Questions in Sales (0:00)
The Role of Word Choice in Sales Success (9:51)
Open-Ended vs. Closed-Ended Questions (12:40)
Techniques for Regaining Control in Sales Conversations (14:52)
The Art of Stacking Questions (25:46)
Advanced Techniques for Strategic Questioning (32:05)
The Ethical Use of Persuasion Techniques (32:24)
The Importance of Intentionality in Sales Questions (32:40)
Repetition and Practice for Effective Sales Techniques (32:53) -
Ian Ross talks about his "VIVID Selling Framework, " designed to guide sales conversations in a way that makes the prospect feel like they are making the decision themselves.
Video Replay | The #1 Reason You Can't Make A Sale
https://www.youtube.com/watch?v=FnWC3n3vLwY&t=16s
Close More Sales | The #1 Reason You Can't Make A 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
Objection Proof Selling
Sell In A Way That's Authentic And Natural To You
https://objectionproofselling.com/
Advanced Sales Mastery
Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales
https://closemoresales.com/advancedsalesmastery
Schedule a free call with our Millionaire Advocates to discuss your situation and receive personalized advice.
https://rb.gy/e0cqfh
InvestorLift Special: 10% off with promo code: Disruptors
http://get.investorlift.com/disruptors
Takeaways | The #1 Reason You Can't Make A Sale
Create emotional urgency by vividly depicting the prospect's desired future.
Validate prospects' concerns to build trust, rather than just trying to overcome them.
Quantify the cost of inaction to give prospects a compelling reason to act now.
Personalize the sales approach to each prospect, rather than relying on generic scripts.
Continuously learn and adapt sales frameworks to evolving techniques and industries.
Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 -
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) - Vis mere
