Close More Sales

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

Video Replay | The Best Job To Becoming Rich In 2024

https://www.youtube.com/watch?v=X94yAr91oxI&t=1s

Close More Sales | The Best Job To Becoming Rich In 2024

Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives. 

I’m Ian Ross, and I’m obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency. 

Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want. 

If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast. 

And if you’d like to get better at what you do, text CLOSE to 33777. And we’ll help you out along the process. 

Ian Ross | Close More Sales

www.closemoresales.com

Instagram | @vividselling

Takeaways | The Best Job To Becoming Rich In 2024

1. Sales is a noble profession that allows you to write your own paycheck through hard work and skill development.

1. Approach sales with genuine care and ethical practices, focusing on solving the customer’s problems, not just pushing products.

1. The direct correlation between effort, skill, and income in sales roles provides a powerful path to financial freedom and flexibility.

1. Embrace the challenges and opportunities in sales, taking ownership of your success and investing in continuous learning and personal development.

1. Sales is a recession-proof career with the potential for high earnings and the ability to work almost anywhere, making it an attractive option for those seeking financial and professional freedom.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | The Best Job To Becoming Rich In 2024

Sales as a noble profession with growth potential. (0:00)

Negative sales stereotypes and how to avoid them. (5:00)

Ethical sales tactics and trust-building. (9:19)

Sales roles and earning potential, with emphasis on personal responsibility and hard work. (13:58)

Sales profession as a recession-proof career with flexibility and potential for high earnings. (18:54)

Sales as a personal development and income growth opportunity. (24:10)

Ian Ross discusses the 10 inherent truths that define sales mastery and can transform a salesperson’s approach to build stronger relationships with prospects and make more money while working less.

Video Replay | The 10 Truths in Sales The Top 1% Don’t Want You To Know

https://www.youtube.com/watch?v=9MtMh4e4lrA

Close More Sales | The 10 Truths in Sales The Top 1% Don’t Want You To Know

Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives. 

I’m Ian Ross, and I’m obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency. 

Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want. 

If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast. 

And if you’d like to get better at what you do, text CLOSE to 33777. And we’ll help you out along the process. 

Ian Ross | Close More Sales

www.closemoresales.com

Instagram | @vividselling

Takeaways | The 10 Truths in Sales The Top 1% Don’t Want You To Know

1. Sales is the creation of certainty, not the transference of it. The goal is to get the prospect to sell themselves, not force a sale.
2. People make decisions emotionally and justify logically afterward. Understanding this helps tailor the approach to align with the prospect’s emotional drivers.
3. It’s important to understand the deeper reasons and emotional implications behind the prospect’s decisions, not just their initial motivation.
4. Sales resistance comes from feeling pushed, ignored or misunderstood. The solution is to prescribe without being pushy, acknowledge what they say, and seek clarity on what’s important to them.
5. Real rapport is built on trust, not just likeability. Trust is established incrementally through questions and recapping.
6. It’s more powerful for the prospect to verbalize what’s important to them, rather than just agreeing with the salesperson.
7. The order and timing of questions is crucial to guiding the conversation and uncovering true motivations and objections.
8. The ideal emotional trajectory is gain to pain to pen – start with gains, transition to pains, then move to the decision.
9. Loss aversion (pain) will inspire more action than the prospect of additional gains.
10. The underlying principle is to be intentional with every word and action, not just doing things by accident.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | The 10 Truths in Sales The Top 1% Don’t Want You To Know

Sales principles for mastery and success. (0:00)

Sales techniques, including creating certainty and understanding prospect emotions. (3:08)

Understanding customers’ motivations and emotions in sales. (9:32)

Building trust in sales through empathy and understanding. (14:05)

Effective questioning in sales, emphasizing the importance of verbalizing prospect’s thoughts. (19:53)

Sales strategies, focusing on emotional trajectory. (24:58)

Using psychology to increase sales through pain points and loss aversion. (29:30)

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

Video Replay | The Two Powerful Techniques to get back on Track in a Sales Conversations

https://www.youtube.com/watch?v=gVCxpKUYpns

Close More Sales | The Two Powerful Techniques to get back on Track in a Sales Conversations

Welcome to the Close More Sales Podcast. Our purpose is to empower sales professionals and entrepreneurs to push themselves to grow, achieve unimaginable success without burning out, and ultimately transform their lives. 

I’m Ian Ross, and I’m obsessed with all things sales. I work with teams nationwide to make more money by asking better questions. The most proven path to achieving financial freedom is maximizing your earning potential, and the sales role is the lowest barrier with the highest possible ceiling for entry onto that path. Anyone can become a killer salesperson with the right techniques, mindset, and consistency. 

Everything we cover on this podcast is geared toward one thing, helping you close more sales, so you can live the life you want. 

If you get any value from this episode today, follow, subscribe, and tell us what you got out of the show in the comments wherever you listen to this podcast. 

And if you’d like to get better at what you do, text CLOSE to 33777. And we’ll help you out along the process. 

Ian Ross | Close More Sales

www.closemoresales.com

Instagram | @vividselling

Takeaways | The Two Powerful Techniques to get back on Track in a Sales Conversations

The two powerful techniques to get back on track in a sales conversation are:

1. Validation

2. Strategic Redirection

Validation:

Validation is more than just acknowledging a prospect’s feelings. It involves guiding the conversation towards taking action.

Validating concerns and hesitations keeps prospects engaged and ensures they feel genuinely heard.

The goal is to validate the prospect’s emotions and objections without necessarily agreeing with them, to avoid derailing the sale.

Strategic Redirection:

Strategic redirection involves bringing the conversation back on track when it goes off-topic.

The focus should be on discussing pain points the product or service can address, rather than unrelated issues.

Redirection is done in a way that maintains rapport with the prospect while keeping the conversation productive and focused on solving their problems.

By validating the prospect’s concerns and strategically redirecting the conversation, sales professionals can build trust, maintain focus, and increase the likelihood of closing the sale.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | The 10 Truths in Sales The Top 1% Don’t Want You To Know

Validation and Strategic Redirection in Sales Conversations (0:00)

The Power of Validation in Sales (2:34)

Avoiding Common Sales Pitfalls (4:28)

Strategic Redirection in Sales Conversations (8:58)

Advanced Techniques for Validation and Redirection (13:21)

The Importance of Empathy in Sales (18:26)

Practical Application of Validation and Redirection Techniques (35:59)

Ian Ross 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

1. Salespeople should focus on maintaining momentum in conversations rather than trying to appear perfect.

1. Assumptive language involves making strategic assumptions about a prospect’s situation to encourage reactions and uncover deeper insights.

1. Psychological principles like cognitive dissonance, loss aversion, and confirmation bias contribute to the effectiveness of assumptive language.

1. Examples of using assumptive language include addressing concerns about retirement, price, other decision-makers, timing, and commitment.

1. Practicing assumptive language in low-stakes scenarios is crucial before implementing it in real sales conversations.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | This Powerful Trick in Sales that Exposes All Lies

Mastering Assumptive Language in Sales Conversations (0:00)

Understanding Assumptive Language (3:36)

Psychological Drivers Behind Assumptive Language (6:32)

Practical Examples of Assumptive Language (9:11)

Implementing Assumptive Language in Sales Conversations (21:31)

Ian Ross 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

1. Create urgency by highlighting natural reasons or benefits that are inherently time-sensitive, rather than using aggressive tactics.

1. Ask “feeling” questions to get prospects to verbalize the urgency of their own needs and pain points.

1. Focus on respecting the prospect as an individual, not necessarily their timeline, when creating a sense of urgency.

1. Use a format incorporating the prospect’s words and pain points to naturally build urgency.

1. Avoid lying or inserting false scarcity, and instead leverage genuine time-sensitive offers and the scarcity of both the product and information about it.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | Why FOMO Makes Prospects Take Action ASAP and How to Create It

Creating Urgency in Sales Conversations (0:00)

Understanding the Context of Urgency (4:05)

Using Emotional Language to Create Urgency (8:15)

Leveraging Psychological Triggers (10:39)

Balancing Urgency with Respect for the Prospect’s Timeline (12:21)

Effective Phrases to Build Urgency (14:30)

Handling Indifferent Prospects (15:56)

Leveraging Time-Sensitive Offers (17:12)

The Role of Scarcity in Creating Urgency (18:31)

Common Mistakes in Creating Urgency (20:26)

Ian Ross 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

1. Curiosity is key to sales success.
2. Don’t assume, get curious.
3. Uncover hidden needs through curiosity.
4. Curiosity builds trust and repeat business.
5. Curiosity allows tailored solutions, not one-size-fits-all.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | The One SKILL in Sales That Always Closes the Sale

Curiosity in Sales: Introduction and Purpose (0:00)

Role of Curiosity in Sales Conversations (2:57)

Curiosity as a Fundamental Trait for Sales Professionals (4:57)

The Dangers of Overconfidence in Sales (5:55)

Examples of Curiosity in Action (14:34)

Cultivating a Curious Mindset (14:59)

Handling Rejections with Curiosity (18:48)

Using Curiosity to Uncover Hidden Needs (21:40)

Curiosity in Different Stages of the Sales Process (35:21)

Common Mistakes in Creating Urgency (20:26)

Ian Ross 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

1. Events are neutral – it’s your impressions that determine if they’re good or bad.
2. You have the power to control your reactions, not just your actions.
3. Embrace challenges as opportunities to learn and improve, not just setbacks.
4. Accessing future wisdom in the present moment builds resilience.
5. Applying “assent” transforms conflicts into constructive growth opportunities.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | The Sales MINDSET You Need to Level Up Your Income

The Essence of Ascent (0:00 – 6:49)

Applying Ascent in Personal Life (6:50 – 10:30)

Applying Ascent in Sales (10:31 – 26:15)

The Power of Perspective (26:16 – 40:56)

Ian Ross 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

1. Sales is about creating certainty, not pushing products.
2. Build trust over likability by positioning yourself as a trusted authority.
3. Tap into emotion to drive decision-making.
4. Use the Vivid Selling Framework (Vision, Identify, Validate, Impact, Decision) for more impactful sales conversations.
5. Implement this framework to unlock a whole new level of income and success.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | The Sales Framework You Need To CRUSH Your Sales in 2025

The Concept of Sales and Certainty (0:00)

The Purpose of the Podcast and the Vivid Selling Framework (3:21)

The Evolution of Sales Concepts (4:33)

The Importance of Trust and Emotional Connection (9:00)

The Role of Emotion in Decision-Making (12:07)

The Vivid Selling Framework: Vision (15:39)

The Vivid Selling Framework: Identify (19:21)

The Vivid Selling Framework: Validate (24:44)

The Vivid Selling Framework: Impact (29:45)

The Vivid Selling Framework: Impact (29:45)

Ian Ross 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

1. Sales is about getting the prospect to talk and using active listening to understand their needs, not just memorizing rebuttals.

1. The goal is to transform the prospect’s hesitations and objections into compelling reasons for them to choose your solution.

1. 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.

1. Understanding the prospect’s underlying motivations and aligning your offering to meet their needs is crucial for effective reframing.

1. Mastering the art of reframing objections can help sales professionals build lasting relationships, increase closing rates, and generate repeat business and referrals.

Get a template breaking down what we do in a follow-up call. Text, FOLLOW UP to 33777 

Timestamps | My Secret Sales Trick That Handles All Sales Objections Every Time

Advanced Sales Concepts and Active Listening (0:00)

Introduction to Reframing Objections (5:23)

Detailed Example of Reframing an Objection (9:00)

Steps in the Reframing Process (19:34)

Applying the Reframing Technique in Different Scenarios (22:53)

The Importance of Understanding Human Behavior (27:45)

Ian Ross 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

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Customized Coaching From Ian Ross With a Community Of Sales People Leveling Up Their Sales

https://closemoresales.com/advancedsalesmastery

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Takeaways | The #1 Reason You Can’t Make A Sale

1. Create emotional urgency by vividly depicting the prospect’s desired future.
2. Validate prospects’ concerns to build trust, rather than just trying to overcome them.
3. Quantify the cost of inaction to give prospects a compelling reason to act now.
4. Personalize the sales approach to each prospect, rather than relying on generic scripts.
5. 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