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.
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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
Wednesday, March 5, 2025 • Duration 23:42
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
The #1 Reason You Can't Make A Sale
Season 2024 · Episode 32
Friday, November 8, 2024 • Duration 01:09:47
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
My Secret Sales Trick That Handles All Sales Objections Every Time
Season 2024 · Episode 31
Thursday, October 31, 2024 • Duration 35:03
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)
The Sales Framework You Need To CRUSH Your Sales in 2025
Season 2024 · Episode 30
Thursday, October 17, 2024 • Duration 36:00
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)
The Sales MINDSET You Need to Level Up Your Income
Season 2024 · Episode 29
Thursday, October 3, 2024 • Duration 41:04
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)
The One SKILL in Sales That Always Closes the Sale
Season 2024 · Episode 28
Thursday, September 26, 2024 • Duration 37:55
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)
Why FOMO Makes Prospects Take Action ASAP and How to Create It
Season 2024 · Episode 27
Thursday, September 5, 2024 • Duration 22:57
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)
This Powerful Trick in Sales that Exposes All Lies
Season 2024 · Episode 26
Thursday, August 29, 2024 • Duration 25:11
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)
The Two Powerful Techniques to get back on Track in a Sales Conversations
Season 2024 · Episode 25
Thursday, August 22, 2024 • Duration 37:58
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)
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