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. 

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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)