Episodes
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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.
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Ian Ross emphasizes the importance of active listening in sales and advocating for prospects to feel their decisions are their own.
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Ian Ross discusses the VIVID Selling Framework, which emphasizes creating certainty in prospects rather than pushing products.
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Ian Ross discusses the stoic principle of "ascent" and how it can be applied to sales and personal life.
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Ian Ross emphasizes the importance of curiosity in sales, suggesting it is a crucial yet underutilized skill.
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Ian Ross talks about the importance of creating urgency in sales without being pushy or aggressive.
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Ian Ross points out the power of assumptive language in sales conversations, emphasizing that perfection is not necessary for success.
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Ian Ross discusses the importance of validation and strategic redirection in sales conversations.
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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.
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Ian Ross challenges the common perception that sales is a low-status job, emphasizing the importance of continuous growth and improvement.
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Ian Ross discusses the common challenge of salespersons in shifting their focus or goals during sales conversations.
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Ian Ross emphasizes the importance of follow-up calls in sales, dispelling common misconceptions, and providing tips for personalizing messages.
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Ian Ross shares insights on handling criticism and unsolicited advice from mentors and peers.
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Ian Ross emphasizes the importance of recapping in sales conversations to demonstrate active listening, build rapport, and show empathy.
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Ian Ross shares insights on improving sales performance, managing stress and avoiding burnout, creating certainty in sales, and adapting to unexpected challenges.
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In this episode, Ian discusses various forms of sales resistance and how to overcome them through effective questioning, active listening, and ethical sales practices.
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In this episode, Ian will answer some of the most pressing questions asked by salespeople today, ranging from broad topics like maintaining optimism in the face of rejection to more direct actionable questions regarding generating leads for yourself as a sales rep at a company.
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In the latest episode of the Close More Sales podcast, Ian Ross offers invaluable advice on empathizing with clients through strategic questioning. Discover the power of open-ended inquiries in uncovering their deepest pain points. Ian highlights the significance of delving into clients' emotional and psychological drivers, fostering trust, and forging genuine connections that drive sales success. Tune in to elevate your sales game and master the art of empathetic selling!
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Ian Ross emphasizes the importance of cultivating a non-needy mindset in sales conversations, prioritizing the prospect's time and interests over closing deals.
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Ian Ross discusses the prevalence of stress in sales roles and its impact on well-being and business performance, emphasizing the importance of understanding the source of stress, taking consistent action, and maintaining a growth mindset to defeat stress.
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