Close More Sales

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 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)

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

1. Understanding a prospect’s pain points is crucial to positioning your solution as the answer to their problem.

1. Pain is a powerful motivator, and focusing sales conversations on a prospect’s pain will help drive them to take action. 

1. 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.

1. Asking open-ended questions in a empathetic manner allows prospects to feel understood rather than interrogated, and provides key insights into addressing their needs.

1. 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)

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 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

1. Asking effective questions can reduce sales resistance by making the prospect feel heard, understood, and like it was their idea.

1. Sales resistance comes from feeling pushed, ignored, or misunderstood, so questions should be used to understand prospects and avoid these feelings.

1. Open-ended but directional “or” questions are most effective for guiding prospects while allowing flexibility. 

1. Active listening through recapping answers is important for building rapport and understanding prospects’ needs and motivations.

1. 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)

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)

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 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 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 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)