Close More Sales

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)

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) 

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) 

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)

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)

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)

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)

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)

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)

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)