Yess!! (with genuine excitement) I totally used to feel the exact same way! So I know exactly where you’re coming from!!!! This approach not only validates their feelings but also creates a connection. The key here is to deliver it with an enthusiastic and surprised tone, as if you’re the only person who truly gets their perspective. This way, you’re not just agreeing; you’re engaging in a shared experience that builds rapport. By expressing empathy and excitement, you encourage an open dialogue without undermining your own stance. Remember, it’s about finding common ground while confidently steering the conversation in a positive direction
Time Stamps 00:00 - Opening: The importance of preventing objections in sales 00:25 - The problem with traditional sales methods and handling objections too late 00:53 - Introducing Ian Ross and the mission to help people sell effectively 01:29 - Background on Vivid Selling and the concept behind the name 02:31 - Sales philosophy: Getting clients to sell themselves, not closing them 03:01 - Understanding autonomy in the sales process and how it affects decisions 03:52 - The importance of letting prospects feel it’s their own idea 04:25 - Struggles with traditional closing techniques and the need for a new approach 04:58 - Why the push-to-close model doesn’t work for long-term commitment 05:32 - Using mirroring and guiding questions to let clients make their own decisions 07:28 - When sales becomes visible, it feels forced, and how to avoid that 08:00 - Vivid Selling framework overview: Vision, Identify, Validate, Impact, Decision 08:39 - Starting with the client’s vision to build a future-oriented mindset 09:09 - Identifying the gap between where the client is now and where they want to be 09:40 - Creating urgency by highlighting the impact of inaction 10:09 - Emotional trajectory: Gain, pain, and deciding to take action 11:19 - Why pain creates urgency better than focusing on the gain 12:20 - Asking questions to build a vivid future picture for the client 13:22 - Guiding clients through visualizations to ground goals in real-world terms 14:22 - Identifying obstacles and understanding what’s held the client back 15:26 - Navigating tricky answers and redirecting the client’s focus 16:26 - Validating without agreeing with client concerns 17:24 - Distinguishing validation from agreement in the sales process 18:19 - Diving deeper into objections to understand the root cause 19:12 - Keeping a neutral tone and maintaining rapport during validations 19:43 - Preventing objections from arising at the end of the conversation 20:11 - The goal of having no objections by the end of a well-run call 21:10 - Managing spousal and other decision-maker concerns early 22:04 - Client testimonials and their results from using these sales techniques 23:14 - Sales as creating certainty and aligning prospects with their goals 24:17 - The importance of making action feel less risky than inaction 25:23 - Creating conviction and urgency in the client’s decision 25:55 - Quantifying inaction to amplify the urgency for change 26:29 - Reframing inaction as lost opportunities 27:05 - Real-world examples of loss calculations to drive client action 27:36 - Visualizing the future with financial impact to create perspective 28:40 - Techniques for emphasizing opportunity cost in sales 29:13 - Closing by revisiting the client’s initial vision and goals 30:20 - Why client-specific language is critical in the final decision 31:14 - Pulling back to prompt clients to close themselves 31:43 - Summing up the importance of vivid selling and objection prevention 32:14 - Different approaches for selling products vs. buying assets 33:30 - Screening prospects first to ensure the conversation is worthwhile 34:39 - The challenge of sifting through unqualified prospects in real estate 35:11 - Techniques to build emotional urgency in intangible sales 35:46 - Pain vs. gain motivation in client decisions 36:51 - Helping clients vividly describe their pain and future outcomes 37:27 - Applying the Vivid selling method to different industries 37:58 - Using past experiences to bring emotions to the surface 39:04 - Building trust before diving into sensitive questions 39:32 - Finding balance between curiosity and respect in client conversations 40:54 - Matching the urgency to the client’s stage in the sales journey 41:22 - Marketing’s role in pre-qualifying clients before sales calls 42:25 - Adapting sales approaches based on the client’s readiness 43:22 - Tailoring the process to clients’ personalities for authenticity 43:50 - Personalizing questions based on client language and style 44:22 - Letting clients describe their goals to build investment 44:59 - How creating tension motivates clients to close the gap 45:28 - Highlighting success stories with InvestorLift for buyers 46:01 - Getting clients to emotionally connect with their goals 46:33 - Differentiating complex and basic sales training for professionals 47:08 - Matching client phrasing to deepen the conversation 48:32 - Softening questions to encourage open answers 49:56 - Why frameworks work better than scripts in authentic sales 50:31 - Letting clients express urgency in their own words 51:08 - Challenges with traditional sales scripts and memorized responses 51:44 - The problem with high-pressure tactics in long-term transactions 52:15 - Real estate client concerns and re-selling over time 53:18 - Issues in the insurance industry with chargebacks and forced sales 54:13 - Why car sales tactics don’t apply to service-based selling 55:11 - Importance of commitment and reducing buyer’s remorse 55:43 - Celebrating sales as a noble profession that drives business 56:42 - Avoiding sleazy sales techniques for long-term trust 57:22 - Why memorized scripts often fail in today’s sales environment 58:18 - Scripts as training tools, not long-term sales strategies 58:54 - Adaptability in marketing tactics and evolving techniques 59:24 - How overuse of scripts can undermine trust with clients 59:52 - Evolving TTP scripts and the importance of personalization 1:00:51 - The success of the “Objection Proof Selling” approach 1:01:51 - Adapting sales style based on personality for effectiveness 1:02:24 - Objection-proof selling to reduce client pushback 1:03:20 - Authenticity in sales and letting clients drive the process 1:04:23 - Handling objections in advance for smoother closures 1:05:24 - Curiosity and probing for understanding in sales conversations 1:05:55 - Effective follow-up and proactive objection handling 1:06:29 - Conclusion and invitation to learn more about objection-proof sales
![fellow fellow - พรุ่งนี้ไม่มีใครรู้ feat. INK WARUNTORN [OFFICIAL MV]](http://i.ytimg.com/vi/QP6JyjYx_W0/mqdefault.jpg)
Yess!! (with genuine excitement) I totally used to feel the exact same way! So I know exactly where you’re coming from!!!! This approach not only validates their feelings but also creates a connection.
The key here is to deliver it with an enthusiastic and surprised tone, as if you’re the only person who truly gets their perspective. This way, you’re not just agreeing; you’re engaging in a shared experience that builds rapport. By expressing empathy and excitement, you encourage an open dialogue without undermining your own stance. Remember, it’s about finding common ground while confidently steering the conversation in a positive direction
Well said!
Time Stamps
00:00 - Opening: The importance of preventing objections in sales
00:25 - The problem with traditional sales methods and handling objections too late
00:53 - Introducing Ian Ross and the mission to help people sell effectively
01:29 - Background on Vivid Selling and the concept behind the name
02:31 - Sales philosophy: Getting clients to sell themselves, not closing them
03:01 - Understanding autonomy in the sales process and how it affects decisions
03:52 - The importance of letting prospects feel it’s their own idea
04:25 - Struggles with traditional closing techniques and the need for a new approach
04:58 - Why the push-to-close model doesn’t work for long-term commitment
05:32 - Using mirroring and guiding questions to let clients make their own decisions
07:28 - When sales becomes visible, it feels forced, and how to avoid that
08:00 - Vivid Selling framework overview: Vision, Identify, Validate, Impact, Decision
08:39 - Starting with the client’s vision to build a future-oriented mindset
09:09 - Identifying the gap between where the client is now and where they want to be
09:40 - Creating urgency by highlighting the impact of inaction
10:09 - Emotional trajectory: Gain, pain, and deciding to take action
11:19 - Why pain creates urgency better than focusing on the gain
12:20 - Asking questions to build a vivid future picture for the client
13:22 - Guiding clients through visualizations to ground goals in real-world terms
14:22 - Identifying obstacles and understanding what’s held the client back
15:26 - Navigating tricky answers and redirecting the client’s focus
16:26 - Validating without agreeing with client concerns
17:24 - Distinguishing validation from agreement in the sales process
18:19 - Diving deeper into objections to understand the root cause
19:12 - Keeping a neutral tone and maintaining rapport during validations
19:43 - Preventing objections from arising at the end of the conversation
20:11 - The goal of having no objections by the end of a well-run call
21:10 - Managing spousal and other decision-maker concerns early
22:04 - Client testimonials and their results from using these sales techniques
23:14 - Sales as creating certainty and aligning prospects with their goals
24:17 - The importance of making action feel less risky than inaction
25:23 - Creating conviction and urgency in the client’s decision
25:55 - Quantifying inaction to amplify the urgency for change
26:29 - Reframing inaction as lost opportunities
27:05 - Real-world examples of loss calculations to drive client action
27:36 - Visualizing the future with financial impact to create perspective
28:40 - Techniques for emphasizing opportunity cost in sales
29:13 - Closing by revisiting the client’s initial vision and goals
30:20 - Why client-specific language is critical in the final decision
31:14 - Pulling back to prompt clients to close themselves
31:43 - Summing up the importance of vivid selling and objection prevention
32:14 - Different approaches for selling products vs. buying assets
33:30 - Screening prospects first to ensure the conversation is worthwhile
34:39 - The challenge of sifting through unqualified prospects in real estate
35:11 - Techniques to build emotional urgency in intangible sales
35:46 - Pain vs. gain motivation in client decisions
36:51 - Helping clients vividly describe their pain and future outcomes
37:27 - Applying the Vivid selling method to different industries
37:58 - Using past experiences to bring emotions to the surface
39:04 - Building trust before diving into sensitive questions
39:32 - Finding balance between curiosity and respect in client conversations
40:54 - Matching the urgency to the client’s stage in the sales journey
41:22 - Marketing’s role in pre-qualifying clients before sales calls
42:25 - Adapting sales approaches based on the client’s readiness
43:22 - Tailoring the process to clients’ personalities for authenticity
43:50 - Personalizing questions based on client language and style
44:22 - Letting clients describe their goals to build investment
44:59 - How creating tension motivates clients to close the gap
45:28 - Highlighting success stories with InvestorLift for buyers
46:01 - Getting clients to emotionally connect with their goals
46:33 - Differentiating complex and basic sales training for professionals
47:08 - Matching client phrasing to deepen the conversation
48:32 - Softening questions to encourage open answers
49:56 - Why frameworks work better than scripts in authentic sales
50:31 - Letting clients express urgency in their own words
51:08 - Challenges with traditional sales scripts and memorized responses
51:44 - The problem with high-pressure tactics in long-term transactions
52:15 - Real estate client concerns and re-selling over time
53:18 - Issues in the insurance industry with chargebacks and forced sales
54:13 - Why car sales tactics don’t apply to service-based selling
55:11 - Importance of commitment and reducing buyer’s remorse
55:43 - Celebrating sales as a noble profession that drives business
56:42 - Avoiding sleazy sales techniques for long-term trust
57:22 - Why memorized scripts often fail in today’s sales environment
58:18 - Scripts as training tools, not long-term sales strategies
58:54 - Adaptability in marketing tactics and evolving techniques
59:24 - How overuse of scripts can undermine trust with clients
59:52 - Evolving TTP scripts and the importance of personalization
1:00:51 - The success of the “Objection Proof Selling” approach
1:01:51 - Adapting sales style based on personality for effectiveness
1:02:24 - Objection-proof selling to reduce client pushback
1:03:20 - Authenticity in sales and letting clients drive the process
1:04:23 - Handling objections in advance for smoother closures
1:05:24 - Curiosity and probing for understanding in sales conversations
1:05:55 - Effective follow-up and proactive objection handling
1:06:29 - Conclusion and invitation to learn more about objection-proof sales
Thanks for putting this together Cris!
🤔🤔
Ian's content is very mindblowing!