Ian Ross: Lead Managers, Resistance in Sales & Trust vs. Likability | CG LIVE

In this episode of the Collective Genius LIVE podcast, I sit down with Ian Ross from Vivid Selling (formerly known as Objection Proof Sales), a dynamic sales trainer deeply rooted in the real estate investing space. Live from our CG Select & Elevate event in Sarasota, Ian brings the energy and wisdom, diving into the nuances of sales psychology, effective lead management, and the transformative power of trust in persuasion.

 

We cover everything from the top hiring mistake most investors make when bringing on a lead manager to Ian’s compelling concept of “persuasion without charisma.” If you’ve ever felt stuck trying to scale your sales team or get past the same objections over and over, this conversation is your playbook. Plus, Ian shares vulnerable and inspiring reflections on personal growth and the importance of community among high-achieving entrepreneurs.

 

3 Key Takeaways

 

• Sales resistance isn’t always about you – Understand the difference between credibility resistance and internal fear to better guide your prospects toward action.

• Lead managers aren’t junior sales reps – Hiring with clarity on role fit is crucial; treat lead managers as their own distinct position rather than a stepping stone to acquisitions.

• Celebrate the process, not just the wins – Sustained performance and growth come from focusing on daily actions, not just outcomes.

 

Timeline Summary

[0:00] - Introduction

[1:37] - Ian introduces his background in sales training and partnership with Steve Trang

[2:46] - Overview of Ian’s sales training work with real estate investors in the Collective Genius community

[4:43] - The #1 mistake people make when hiring a lead manager

[7:07] - Breakdown of Ian’s new talk: “Persuasion Without Charisma”

[8:07] - The two types of resistance in sales: credibility vs. internal fear

[10:22] - Ian’s powerful technique for helping prospects overcome their own objections

[13:04] - The difference between trust and likability in sales

[16:22] - Coaching salespeople to celebrate process over outcomes

[19:14] - Ian shares a deeply personal takeaway on community and connection from the event

 

Links & Resources

 

• Follow Ian Ross on Instagram: @vividselling

• Learn more about the Collective Genius community: www.thecollectivegenius.com

• Listen to more episodes: www.thecgpodcast.com

 

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