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.

The Hidden Objection Killing 99% of Your Sales What if fear—not price or timing—is the real reason you're losing deals?

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

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

Ian Ross shares a sales technique that leverages imagery to evoke emotional responses in prospects, enhancing decision-making.

Ian Ross emphasizes the importance of belief in achieving success 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.

Ian Ross argues that effective communication drives sales success rather than deep product knowledge.

Ian Ross discusses strategies for overcoming common sales objections, emphasizing the importance of addressing them early in the sales process.

Ian Ross emphasizes the importance of strategic questioning in sales to maintain control and guide prospects toward making a purchase.

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.

Ian Ross emphasizes the importance of active listening in sales and advocating for prospects to feel their decisions are their own.

Ian Ross discusses the VIVID Selling Framework, which emphasizes creating certainty in prospects rather than pushing products.

Ian Ross discusses the stoic principle of "ascent" and how it can be applied to sales and personal life.

Ian Ross emphasizes the importance of curiosity in sales, suggesting it is a crucial yet underutilized skill.

Ian Ross talks about the importance of creating urgency in sales without being pushy or aggressive.

Ian Ross points out the power of assumptive language in sales conversations, emphasizing that perfection is not necessary for success.

Ian Ross discusses the importance of validation and strategic redirection in sales conversations.

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.

Ian Ross challenges the common perception that sales is a low-status job, emphasizing the importance of continuous growth and improvement.

Ian Ross discusses the common challenge of salespersons in shifting their focus or goals during sales conversations.

Ian Ross emphasizes the importance of follow-up calls in sales, dispelling common misconceptions, and providing tips for personalizing messages.

Ian Ross shares insights on handling criticism and unsolicited advice from mentors and peers.

Ian Ross emphasizes the importance of recapping in sales conversations to demonstrate active listening, build rapport, and show empathy.

Ian Ross shares insights on improving sales performance, managing stress and avoiding burnout, creating certainty in sales, and adapting to unexpected challenges.

In this episode, Ian discusses various forms of sales resistance and how to overcome them through effective questioning, active listening, and ethical sales practices.

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.

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!

Ian Ross emphasizes the importance of cultivating a non-needy mindset in sales conversations, prioritizing the prospect's time and interests over closing deals.

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.

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.

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.

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.

This episode features Esteban Andrade sharing his journey from Uber driver to entrepreneur and lessons on improving one's life through sales.

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.

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.

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.

Ian Ross stresses the importance of managing expectations in sales. Detailing how misaligned expectations between salespeople and prospects can result in lost deals.

Ian Ross shares the step-by-step PLAN technique to help salespeople solve challenges.

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.

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.

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.