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)