August 16, 2024

The 10 Truths in Sales The Top 1% Don't Want You To Know

35 minutes

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

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.

People make decisions emotionally and justify logically afterward. Understanding this helps tailor the approach to align with the prospect's emotional drivers.

It's important to understand the deeper reasons and emotional implications behind the prospect's decisions, not just their initial motivation.

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.

Real rapport is built on trust, not just likeability. Trust is established incrementally through questions and recapping.

It's more powerful for the prospect to verbalize what's important to them, rather than just agreeing with the salesperson.

The order and timing of questions is crucial to guiding the conversation and uncovering true motivations and objections.

The ideal emotional trajectory is gain to pain to pen - start with gains, transition to pains, then move to the decision.

Loss aversion (pain) will inspire more action than the prospect of additional gains.

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)

...more

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By Ian Ross

2323 ratings