Close More Sales

Want To Make Bigger Sales Commissions? Change This First What if your prospect isn’t buying your product — but who they believe they’ll become because of it? In this episode, Ian Ross breaks down why aligning your offer with your buyer’s identity is the key to closing more deals without pressure or regret. This is sales psychology at its sharpest — and you don’t want to miss it. 🎯 Video Replay | Want To Make Bigger Sales Commissions? Change This First https://www.youtube.com/watch?v=PBtrUCrN2kM Close More Sales | Want To Make Bigger Sales Commissions? Change This First 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.objectionproofselling.com⁠⁠⁠ Instagram | ⁠⁠⁠https://www.instagram.com/vividselling/⁠⁠⁠ Takeaways | Want To Make Bigger Sales Commissions? Change This First 1. People buy the version of themselves they believe the offer lets them become, not just the product or service itself. Identity alignment is crucial in sales. 2. Successful sales isn't about pressuring prospects, but about helping them see themselves stepping into their desired identity and potential. 3. When prospects express hesitation, address their internal identity tensions rather than responding with more logic or proof. Reflect back their potential for growth. 4. The way someone is sold can significantly impact their results and follow-through with the product or service. Creating internal conviction is more important than making a quick sale. 5. Great salespeople create a sense of inevitability by tethering their offer to the prospect's self-image, making the purchase feel like an act of alignment rather than a leap of faith. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  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 Hidden Objection Killing 99% of Your Sales What if fear—not price or timing—is the real reason you’re losing deals? 🤯 In this episode, Ian Ross breaks down the hidden emotional blocks that kill sales and reveals how top closers use emotional intelligence, not pressure, to win trust and close confidently. Video Replay | The Hidden Objection Killing 99% of Your Sales https://www.youtube.com/watch?v=M96b3RmHuWg&t=3s Close More Sales | The Hidden Objection Killing 99% of Your 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.objectionproofselling.com⁠⁠ Instagram | ⁠⁠https://www.instagram.com/vividselling/⁠⁠ Takeaways | The Hidden Objection Killing 99% of Your Sales 1. Fear Needs to Be Heard, Not FixedMost sales are lost because prospects don't feel emotionally safe, not because of price. Instead of using logic to overcome fear, create space for prospects to express their real concerns. 2. Two Types of Resistance Exist- Credibility Resistance: Prospects doubt your offer's legitimacy- Fear-Based Resistance: Prospects doubt their own ability to follow through 3. Normalize Hesitation, Don't PressureUse phrases like "Other people I've spoken to usually have one or two hesitations at this point" to invite prospects to share their true concerns without feeling judged. 4. Charge Towards ObjectionsDon't avoid or minimize resistance. Instead, directly and compassionately address potential fears by asking specific questions that help prospects articulate their underlying concerns. 5. Persuasion is About Emotional Clarity, Not CharismaTrue sales success comes from understanding resistance, creating safety, and helping prospects find certainty - not from personality or high-pressure tactics. The core message: Help prospects convince themselves by creating emotional safety and understanding their real hesitations. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  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 AI Is Changing Sales Forever Steve Trang and Ian Ross discuss the integration of AI in sales operations to create self-managing sales teams. Video Replay | How AI Is Changing Sales Forever https://www.youtube.com/watch?v=kXXDQteixB8 Close More Sales | How AI Is Changing Sales Forever 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.objectionproofselling.com⁠ Instagram | ⁠https://www.instagram.com/vividselling/⁠ Takeaways | How AI Is Changing Sales Forever 1. AI can now review and score sales calls instantly, helping teams improve faster. 2. AI is better at training salespeople than promoting top sellers to management roles. 3. AI can do role-play training anytime, making skill development easier and more consistent. 4. Companies using AI in sales will crush those who don't - it's a massive competitive advantage. 5. AI will handle most sales tasks, but humans will still be crucial for complex sales conversations. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  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 Myth About Sales That's Costing You Money Ian Ross discusses the importance of emotional language in sales, emphasizing that decisions are made in the limbic system, not the neocortex. Video Replay | The Biggest Myth About Sales That's Costing You Money Close More Sales | The Biggest Myth About Sales That's Costing You Money 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 Myth About Sales That's Costing You Money People make decisions based on emotions, not just logic. When a prospect says "I need to think about it," they're not ready to buy. Ask emotional questions that help prospects feel the decision, not just understand it. Focus on how your product will make them feel, not just what it does. Emotional connection is more powerful than facts and features in sales. Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777  Timestamps | The Biggest Myth About Sales That's Costing You Money Understanding the Psychology of Sales (0:00) The Role of Emotions in Decision-Making (6:51) Real-World Application of Emotional Sales Techniques (7:10) Transitioning Prospects from Thinking to Emotional Language (14:00) Strategies for Effective Emotional Sales (19:31) The Power of Emotional Resonance in Sales (21:07) 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

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

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)

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)

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. Video Replay | Answering the Top 10 Questions on Sales https://www.youtube.com/watch?v=qB7VeD6aZMQ Close More Sales | Answering the Top 10 Questions on 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 | @vividselling Takeaways | Answering the Top 10 Questions on Sales 1.Maintain optimism in sales and reframe failure as an inevitable part of the process. 2.Differentiate objections from obstacles and address obstacles early. 3.Prioritize income-producing activities and time-block to focus on high-impact tasks. 4.See sales slumps as opportunities to differentiate yourself and grow your skills. 5.Reflect on past sales calls to identify strengths and areas for improvement. Timestamps | Answering the Top 10 Questions on Sales Sales techniques and mindset with a focus on closing more deals. (0:00) Differentiating objections and obstacles in sales. (3:32) Overcoming fear of failure, building self-confidence, managing time, and prioritizing tasks in sales. (7:46) Maintaining optimism during tough sales slumps and differentiating products/services in competitive markets. (14:22) Generating qualified leads through social media marketing. (17:52) Balancing empathy and assertiveness in client interactions, and shifting mindset to see rejection as a learning opportunity. (22:29)

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! Video Replay | How to Extract Pain-Points https://www.youtube.com/watch?v=CycX95C-ciY Close More Sales | How to Extract Pain-Points 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 Extract Pain-Points Understanding a prospect's pain points is crucial to positioning your solution as the answer to their problem. Pain is a powerful motivator, and focusing sales conversations on a prospect's pain will help drive them to take action.  The "four pillars" approach of questioning prospects about pain - what it is, how long it's been occurring, how it affects the individual, and how it affects others. Asking open-ended questions in a empathetic manner allows prospects to feel understood rather than interrogated, and provides key insights into addressing their needs. Uncovering how a prospect's pain impacts their family and relationships can create a sense of urgency to take action and help the salesperson position themselves as resolving broader issues. Timestamps | How to Extract Pain-Points Using empathy to understand prospects' pain points and position solutions as the solution. (0:00) Using pain as a motivator in sales conversations. (1:55) Using pain to motivate prospects to take action. (6:44) Effective questioning strategies for understanding pain in sales. (11:46) Asking questions to reveal urgency and depth of problems. (16:16) Eliciting emotional responses from clients to understand their pain points. (20:43) Using emotional connections to sell homes. (29:45) Using empathy to understand clients' pain points and take action. (41:06)

How NOT to Sound Like a Salesperson Ian Ross emphasizes the importance of cultivating a non-needy mindset in sales conversations, prioritizing the prospect's time and interests over closing deals. Video Replay | How NOT to Sound Like a Salesperson https://www.youtube.com/watch?v=cb2XyPgvNo4 Close More Sales | How NOT to Sound Like a 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 | How NOT to Sound Like a Salesperson 1. Treat your time as valuable and act accordingly by prioritizing how you spend your time and focusing on high-value activities over low-value ones. 2. Embrace a mindset of abundance over scarcity by reminding yourself daily that you have "a million dollars in the bank" and do not need any single sale. 3. Adopt the behaviors, habits, and communication style of a consultant who has already been paid rather than needing to make a sale. Pause thoughtfully and ask questions to understand prospects rather than rushing to close. 4. Reflect daily on behaviors that went well rather than focusing only on results in order to reinforce pursuing excellence in behaviors. 5. Listen actively to understand prospects' problems rather than thinking about your next point to close. Timestamps | How NOT to Sound Like a Salesperson Cultivating a non-needy mindset in sales conversations to achieve success. (0:00) Non-needy mindset in sales, focusing on abundance vs scarcity. (2:13) How salespeople are perceived and how to reframe conversations to position oneself as an authority. (7:58) Embracing a non-needy approach in sales, prioritizing time, and understanding client's needs. (12:50) Prioritizing time to achieve sales success. (18:52) Using strategic pauses in sales conversations to convey intentionality and avoid filling silences with nonsensical responses. (24:28) Sales techniques, focusing on active listening and internal mindset shifts. (27:59) Valuing time and not being needy in business interactions. (32:53) Mindset and actions for sales success. (37:50)

How to Use Stress to Become Better at Sales 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. Video Replay | How to Use Stress to Become Better at Sales https://www.youtube.com/watch?v=2BL2uN_kZsQ Close More Sales | How to Use Stress to Become Better at 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 | @vividselling Takeaways | How to Use Stress to Become Better at Sales 1. Understanding stress within sales roles and recognizing common triggers. 2. Focusing on what you can control in sales and accepting what you can't.  3. Developing emotional resilience through mindfulness and perspective shifting. 4. Managing emotions and differentiating between past trauma and current rejection. 5. Applying strategies like pausing and rational reflection to manage stress and improve sales performance. Timestamps | How to Use Stress to Become Better at Sales Managing stress in sales roles, focusing on personal guide for success. (0:00) Stress in sales, its triggers, and impact on mental and physical health. (4:28) Dealing with failed deals and using them as learning opportunities. (8:30) Embracing challenges and finding growth opportunities. (13:31) Developing emotional resilience in sales professionals through mindfulness and perspective shifting. (21:24) Managing emotions and rejection in sales. (25:34) Managing stress and sales performance. (30:18)

How to Make Money Like a Doctor Ian Ross provides tips for asking tough questions like a doctor. Ian teaches delicate probing methods, emphasizing the significance of tone in discussing sensitive topics and aiming to facilitate difficult conversations and extract crucial information from clients. Video Replay | How to Make Money Like a Doctor https://www.youtube.com/watch?v=A7fBNvt-UBw&t=14s Close More Sales | How to Make Money Like a Doctor 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 Make Money Like a Doctor 1. Use strategic phrases like "if you don't mind me asking" and "I'm curious" to soften difficult questions. 2. Validate the prospect's expertise with compliments before asking sensitive questions. 3. Actively listen and summarize the prospect's points to build trust before probing further. 4. Convey a tone of curiosity and skepticism of your own understanding when asking challenging questions. 5. Introduce sensitive topics by intentionally closing off questions first to make them easier to answer. Timestamps | How to Make Money Like a Doctor Asking tough questions in sales without triggering resistance. (0:00) Using strategic phrases in sales conversations. (4:52) Softening sales questions to elicit honest responses. (10:58) Active listening and open-ended questions in sales. (21:10) Using closed-off questions in sales. (26:22) Using tone to ask probing questions. (31:08) Asking tough questions in sales to get paid like a doctor. (35:46)

Ian Ross shares how to craft compelling stories, tailor them for each sales stage, and transform features into narratives. Learn techniques for improving storytelling skills and integrating stories into your sales approach. Video Replay | Storyselling: How to Effectively Story-tell in Sales https://www.youtube.com/watch?v=zmSvzx70uBQ&t=11s Close More Sales | Storyselling: How to Effectively Story-tell 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 | @vividselling Takeaways | Storyselling: How to Effectively Story-tell in Sales 1. Use stories to overcome objections by illustrating morals or solutions rather than directly telling prospects what to do. 2. Transform product features into narratives that connect with common customer challenges and help them overcome hesitations. 3. Tailor stories for various sales stages like prospecting, objection handling, and closing the deal. 4. Practice impromptu storytelling daily to improve skills and feel comfortable telling stories on the fly. 5. Incorporate vivid imagery, metaphor, and humor into sales stories to make them engaging and help prospects take action. Timestamps | Storyselling: How to Effectively Story-tell in Sales Storytelling in sales, including elements of compelling stories and how to use them effectively. (0:00) Using storytelling in sales to connect with audiences. (12:13) Using storytelling in sales to overcome objections. (19:58) Transforming product features into compelling stories. (24:36) Storytelling techniques for sales success. (29:38)

This podcast episode features Pace Morby discussing his people-first approach to real estate sales, public speaking, networking, and creatively structuring deals. He shares techniques for tailoring presentations through audience research and storytelling. Ian Ross and Pace Morby also explore overcoming challenges in sales conversations and learning from experiences. Pace Morby | www.subto.com | @pacemorby Pace Morby, a self-made real estate magnate and educator, has amassed millions of dollars in property investments across the United States using his renowned Morby Method.  Known as the host of the hit A&E show "Triple Digit Flip," he resides in Phoenix with his wife, Laura, and their children. Video Replay | How Pace Morby Sells to a Live Audience https://www.youtube.com/watch?v=qKDAZNlfyFU Close More Sales | How Pace Morby Sells to a Live Audience 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 Pace Morby Sells to a Live Audience 1. Prioritize caring for clients and understanding their unique situations over just closing deals. Provide solutions to their problems. 2. Use storytelling to personalize your message, engage audiences, and help people understand complex topics in a relatable way. 3. Reframe failures and challenges as opportunities to improve your skills and gain valuable experience and relationships. 4. Network with successful people in your industry to gain insights and opportunities for growth through collaboration. 5. Sell high-quality products and services you genuinely believe in to find fulfillment in your work and better serve clients. Timestamps | How Pace Morby Sells to a Live Audience Sales, personal growth, and storytelling. (0:00) Public speaking, audience engagement, and personal branding. (7:38) Storytelling and real estate marketing. (31:48) Sales techniques and call review. (39:15) Creative real estate deal structuring. (43:21) Understanding sellers and building relationships. (53:54) Sales strategies and mindset. (1:09:04)

How Learning Sales will Improve your Life This episode features Esteban Andrade sharing his journey from Uber driver to entrepreneur and lessons on improving one's life through sales. Esteban Andrade | remotelatinos.com | @estenick Esteban is an entrepreneur and sales expert. He started as an Uber driver and then pursued engineering.  After being laid off, he launched successful businesses in recruiting and media. Esteban is passionate about sales and its ability to grow any business.  Today he runs ReiPreneurs, providing free real estate education. He also created RemoteLatinos, matching companies with Latin American assistants.  Esteban advocates continuous learning and believes anyone can succeed with the right skills, mindset, and work ethic. Video Replay | How Learning Sales will Improve your Life https://www.youtube.com/watch?v=JGUlAPu4m1I Close More Sales | The Key to Success 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 | @vividselling Takeaways | How Learning Sales will Improve your Life - Continuous learning and self-improvement are important for success in sales and life. Skills need to be optimized on an ongoing basis. - Having the right mindset of personal accountability, embracing risk, and making quick decisions while remaining patient are valuable lessons. - Applying sales techniques like Socratic questioning can help uncover deeper needs and problems for customers. - Every interaction is an opportunity for a sales conversation. Sales skills can be applied in many areas of life. - Choosing mentors who resonate with you on a personal level is important for effective learning and development. - Managing a sales team requires the ability to motivate, lead by example, and create systems for success. - Taking responsibility for results, whether positive or negative, allows for personal and professional growth. Timestamps | How Learning Sales will Improve your Life Career evolution. (0:00) Overcoming objections. (5:20) Customer experience. (14:24) Mindset improvement. (21:33) Personal development. (29:25) Sales skills, leadership, and managing a sales team. (38:41) Personal development and sales growth. (44:23) Responsibility and success in sales and life. (53:11)

Ian Ross discusses the importance of embracing challenges to improve your sales skills and mental toughness. Emphasizing on starting small physical challenges to build resilience and a growth mindset. Video Replay | The Key to Success In Sales https://www.youtube.com/watch?v=LLANdeV-tzU Close More Sales | The Key to Success 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 | @vividselling Takeaways | The Key to Success In Sales - Doing hard things outside of work can improve your sales skills and discipline - Seeking discomfort helps develop a competitive edge through resilience - Expecting failure prepares you to keep pushing through setbacks - Small, consistent habits compound over time for significant growth Timestamps | The Key to Success In Sales Embracing challenges for sales growth. (0:00) The benefits of physical challenges for mental clarity and business success. (16:31) Small habit changes for sales growth. (26:55) Embracing failure as a stepping stone to success. (31:36) Prioritizing tasks and time management for success. (37:53)

In this episode, Ian Ross discusses the importance of mirroring, paraphrasing, and active listening techniques in sales conversations. Sharing personal experiences to illustrate how these helped build rapport with a technical prospect.  Video Replay | The Easiest Hack to Build Rapport in Sales https://www.youtube.com/watch?v=JoSZHX8W5cM&t=3s Close More Sales | The Easiest Hack to Build Rapport 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 | @vividselling Takeaways | The Easiest Hack to Build Rapport in Sales - Mirroring prospects' words, phrases, and emotions is an effective way to build trust and rapport.   - Paraphrasing prospects' statements in your own words while adding flair can reveal more of their needs and concerns. - Active listening; paying attention to tone, pauses, and body language to understand prospects on a deeper level. Timestamps | The Easiest Hack to Build Rapport in Sales Sales techniques for empathetic conversations. (0:00) Using mirroring technique in sales consultation. (4:08) Using mirroring and paraphrasing in sales. (13:39) Active listening and calling out elephants in sales conversations. (23:25)

Close More Sales podcast discusses effective goal setting for sales professionals. Ian Ross shares his experience struggling at first in life insurance and solar sales, but finding success when he shifted his focus from results to daily activities. Video Replay | Why Salespeople Should Never Focus on the Results https://www.youtube.com/watch?v=mS8GSBxydyI Close More Sales | Why Salespeople Should Never Focus on the Results 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 Salespeople Should Never Focus on the Results - Know your numbers like closing ratio and activities needed to set appointments so you can realistically break big goals into daily targets. - Focus on daily activities and processes, not just end results. Celebrate small wins along the way. - Setting overly ambitious goals like 10x your target can lead to frustration from not achieving them and burnout from unrealistic daily work. - Understand the direct value of your daily activities so each phone call, meeting, etc. feels like steady progress toward your goal. - Consistent effort and focus on improvement over time is more sustainable than unpredictable boom-or-bust cycles trying to achieve massive goals. - Both skills and understanding sales metrics are important for success. Continuous learning can increase your numbers over time. Timestamps | Why Salespeople Should Never Focus on the Results Setting effective goals in sales roles. (0:00) Sales goals and how to achieve them. (2:55) Setting sales goals and celebrating progress. (8:44) Sales goals, burnout prevention, and skills improvement. (19:10)

Ian Ross shares the step-by-step PLAN technique to help salespeople solve challenges.      Video Replay | You Can't Get Good at Sales Until you Do This  https://www.youtube.com/watch?v=FP3ApGff_i8      Close More Sales | You Can't Get Good at Sales Until you Do This  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 | You Can't Get Good at Sales Until you Do This  - PLAN framework systematically identifies and fixes sales challenges.    - Finding a deeper "why" purpose beyond just money is important for staying motivated long-term.    - It's crucial to focus on controllable aspects of one's own sales process rather than uncontrollable factors.    - Gradual, incremental improvement through activity increases is more effective than focusing solely on skill development or trying to change drastically overnight.    - Setting realistic timelines and goals through navigation/planning is important for making sustainable changes.    - Repeating the PLAN process allows salespeople to continuously solve problems and improve performance over the long run through a growth mindset.    - Prioritizing activity over just planning/thinking is an effective way to enhance skills through real-world experience and practice.      Timestamps | You Can't Get Good at Sales Until you Do This  A step-by-step technique to fix sales problems. (0:00)  Using a split image to fuel motivation. (4:33)  Improving sales process through self-reflection. (9:01)  Improving sales skills through action planning. (16:05)  Incremental skill improvement in sales. (20:05)

Ian Ross stresses the importance of managing expectations in sales. Detailing how misaligned expectations between salespeople and prospects can result in lost deals.       Video Replay | How to Set the Proper Expectations to Not LOSE a SALE  https://www.youtube.com/watch?v=9WKpJil0FzE&t=36s      Close More Sales | How to Set the Proper Expectations to Not LOSE 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      Takeaways | How to Set the Proper Expectations to Not LOSE a SALE  - Unmet expectations are the root cause of unhappiness for prospects and salespeople.    - Techniques like price anchoring and setting timelines can help adjust a prospect's expectations to better align with reality.    - Common objections like "I need to think about it" should be addressed upfront rather than wasted time later in the sales cycle.    - Internal expectations, like goals and lead structures, must also be managed and adapted when challenges arise.    - Reflecting on past experiences and overcoming misaligned expectations through adaptation provides lessons for sales success.    - Closing gaps between what is expected and what will happen is key to overcoming objections and improving sales outcomes.      Timestamps | How to Set the Proper Expectations to Not LOSE a SALE  Setting expectations in sales and their impact on success. (0:00)  Mismatched expectations lead to frustration. (4:22)  Workplace expectations and the impact of misaligned goals. (8:08)  Sales expectations and their mismatch with reality. (13:24)  Managing expectations in sales roles. (28:22)

In this episode, Ian Ross discusses the three stages of a salesperson's career - Sales Rookie, Sales Pro, and Sales Disruptor. Identifying the key factors that determine which stage someone is currently in and providing tips for improving.      Video Replay | How To Find Your Sales Identity  https://www.youtube.com/watch?v=4LEOSkfvu8o      Close More Sales | How To Find Your Sales Identity  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 Find Your Sales Identity  - Sales rookies lack a consistent process but can advance by implementing even a basic one. The Sales Rookie - Short conversations, no process, blames others for lack of results.    - Pros have experience but may blame external factors when things go wrong instead of improving. The Sales Pro - Smooth process but may quit when facing obstacles.    - Disruptors have mastered their process and thrive on challenges by trusting their skills. The Sales Disruptor - Improvises within their dialed-in process to consistently deliver top results    - Reflect on your current stage based on conversations, process, performance, and adaptability    - Take responsibility for your results rather than blaming others    - Continually improve your process and skills to overcome challenges      Timestamps | How To Find Your Sales Identity  Sales techniques and mindset for success. (0:00)  Sales stages and personal growth. (1:27)  Sales techniques and personal responsibility. (6:18)  Sales professional's mindset and approach to obstacles. (10:35)  Sales techniques and mindset with a focus on improvement. (15:08)

Move away from high-pressure sales tactics to a more consultative approach. Ian Ross argues pressure tactics are ineffective and can harm mental health. Instead, he advocates understanding customer needs through questions.      Video Replay | Create A Better Sales System For Consistent Profit Results  https://www.youtube.com/watch?v=ZGbv0J96Lmk      Close More Sales | Create A Better Sales System For Consistent Profit Results  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 | Create A Better Sales System For Consistent Profit Results  - Pressure tactics like "always be closing" don't work long-term  - The shift to informed customers requires a new selling style  - Embracing "no" builds resilience versus frustration with pressure  - Focusing on a selling process over results prevents burnout      Timestamps | Create A Better Sales System For Consistent Profit Results  Ineffective sales tactics and their risks. (0:00)  Consultative selling approach in sales. (4:51)  Effective sales strategies. (9:00)  Effective sales tactics and mental health. (13:41)  Sales strategies and resilience. (17:48)

In this episode, Ian sits down with sales mastermind Steve Trang to discuss his unconventional journey from being an engineer to being a top-producing sales coach. Steve shares lessons learned by overcoming doubts, embracing discomfort, and committing to continuous improvement toward his goal of becoming a millionaire. Steve Trang | Real Estate Disruptors | Close More Sales www.closemoresales.com Instagram | @steve.trang Video Replay | Without This Skill, I Would Have Never Been a Millionaire https://www.youtube.com/watch?v=Jf0cka1nko4 Close More Sales | Without This Skill, I Would Have Never Been a Millionaire 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 | Without This Skill, I Would Have Never Been a Millionaire - Comfort is irrelevant in sales success  - Overcoming negative perceptions of being a "salesperson" - The importance of setting expectations in every conversation - Finding the "why" behind the pain and motivation - Preventing buyer's remorse through the sales process - Committing to follow a proven sales process consistently Timestamps | Without This Skill, I Would Have Never Been a Millionaire Sales career path and mindset with Steve Trang. (0:00) Overcoming negative perceptions of sales and embracing the role. (4:15) Improving sales process and overcoming objections. (14:21) Setting expectations in sales. (22:43) Sales mindset and accountability. (26:35) Sales process and commitment to consistency. (31:04) Personality types in sales roles. (36:22) Sales mindset, techniques, personal growth, and accountability. (39:01) Sales strategies and mindset with a focus on process and self-awareness. (52:19) Sales process and desired outcomes for the future. (57:27) Sales training and self-improvement. (1:04:18)