The #1 Reason You Can't Make a Sale

You'll Never Believe What I Overheard on the Disruptors Podcast...

By Marty McFLY

<< clears throat >>

Alright, gather round, folks. I've got a juicy story to share with you – one that could seriously level up your sales game.

See, I was just minding my own business, you know, flying around, doing my thing, when I happened to overhear this fascinating conversation on the Disruptors podcast. The guest? None other than sales superstar Ian Ross with host Steve Trang.

Now, I know what you're thinking – "A fly on the wall? Really?" Hey, don't judge! Us flies get around, okay? And let me tell you, I'm glad I was there to catch every last word.

No More "Closing"

These two sales legends were diving deep into Ian's revolutionary "Vivid Selling" framework. And let me tell you, what they were talking about has the potential to be an absolute game-changer for any sales professional.

The first thing that really struck me was how they approached the whole idea of "closing" a sale. See, most sales training these days is all about pushing, persuading, and overcoming objections. But Ian and Steve? They're taking the complete opposite approach.

The Difference

Their philosophy? Don't close people – get them to sell themselves. Crazy, right? But hear me out...

They explained that when you try to force someone into a sale, you instantly create resistance. People's desire for autonomy is often stronger than their desire to help themselves. So the more you push, the more they're gonna push back.

But when you guide them through a strategic process that makes them feel in control, suddenly they're practically selling themselves on working with you. No begging, no rejection – just a prospect who's excited and eager to take the next step.

The secret? It all comes down to Ian's Vivid Selling framework.

Step 1: Painting the Picture

The first step is all about painting a vivid, compelling picture of the prospect's desired future. What does their ideal lifestyle look like? What kind of income and impact could they achieve? By getting them emotionally invested in that vision, you create a powerful sense of motivation.

Step 2: The Gap between Here and There

Next, you identify the gap between where they are now and where they want to be. What obstacles and challenges are holding them back? This helps you understand their pain points on a deeper level.

But here's where things get really interesting – instead of just trying to bulldoze through those objections, Ian and Steve talked about the importance of validating them. Don't argue, dismiss, or try to overcome them. Simply let the prospect know you hear and understand their concerns.

Step 3: What If You Don't

This builds trust and makes them feel truly listened to. And it sets you up for the next step: quantifying the impact of inaction. When you put a tangible price tag on not taking action, it creates a sense of urgency that's hard to ignore.

Step 4: Decision Time

Finally, you guide the prospect to the decision point. But the key is, it feels like their decision. You've masterfully led them there through the previous steps, making them feel empowered and confident.

Crazy, right? No more begging, no more rejection – just prospects who are practically selling themselves on working with you.

The Best Part

And the best part? This framework is endlessly adaptable. Whether you're selling high-ticket coaching programs, complex B2B solutions, or even real estate, the Vivid Selling process can be tailored to fit your unique business.

Needless to say, I was pretty blown away by what I overheard. These guys are clearly operating on a whole other level when it comes to sales.

So if you're ready to ditch the outdated, ineffective tactics and start closing deals with ease, you've gotta check out the full Disruptors podcast episode. Ian and Steve go even deeper into the Vivid Selling framework and share real-life examples of how it's transformed their clients' businesses.

Trust me, this is knowledge you can't afford to miss. So what are you waiting for? Go listen to the episode – your sales career will thank you!

Ian Ross
Close More Sales
Website: CloseMoreSales.com/asm
Instagram: @vividselling
YouTube: @CloseMoreSales

Watch the entire podcast episode here:

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