Now is a more relevant time than ever to hone your sales skills and really bring out your authentic self while we are all stuck in quarantine.
My guest today is Nikki Rausch. She is a Sales Expert and the CEO of Sales Maven, where she helps entrepreneurs apply authentic selling tactics that don’t feel out-of-character to you and your business. Nikki also uses Neuro-Linguistic Programming (NLP) to help her clients improve their business (and personal) relationships by better understanding the interaction between the brain and the body.
This episode is a call out to anyone who has ever struggled with sales or ‘selling’ their products or services. Do you avoid it at all costs or think it’s sleazy? Well, Nikki helps frame the narrative so that you don’t feel like you’re going against the grain. We have an amazing conversation about how to create a sales strategy that works with people and helps people, not pesters them or tries to aggressively force them into buying your product.
[1:20] About today’s episode and guest!
[2:05] Welcoming Nikki Rausch to the podcast!
[2:55] Nikki shares a bit about her sales background.
[4:25] Despite being in sales, Nikki is an introvert!
[6:20] How do men vs. women sell differently?
[10:00] We have to be conscious in attracting our ideal clients and the only way we can do that is by putting ourselves out there.
[11:25] How can we better repel the clients we don’t want without feeling guilty about it?
[14:25] If you’re putting up roadblocks on people who want to hire you, that can really turn a potential and good client away.
[20:40] Selling isn’t about convincing people. It’s about understanding what’s the problem, the need, and the wants.
[22:15] Handing out your business card is not selling!
[26:55] Just because someone says no, it just means ‘not yet’. You’re not a bad person or that you have poor service offerings.
[32:35] How does Nikki organize her prospects?
[36:15] What are some of the common mistakes people make when trying to sell?
[39:45] Make your email blasts more personal. Write as if you’re writing to a person.
[40:45] Niikki answers some rapid fire questions!
Mentioned in This Episode:
More About Nikki Rausch
After 25 years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki Rausch decided to trade in her road warrior status so she could help entrepreneurs sell in a way that builds relationships, creates true connection, and results in more closed deals and long-term clients. Now, as a sales coach, author, speaker and founder of Sales Maven, Nikki transforms the misunderstood process of “selling” into techniques, tools, and tips that can be successfully incorporated into a process replicable by anyone whose livelihood relies on selling a product, a service, or themselves. When she’s not helping business owners move their clients along the ‘Selling Staircase’, Nikki enjoys taking in all the beauty that living in the Pacific Northwest affords her.
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CALL TO ACTION
Sales doesn’t have to be so scary! If you can hone in on just these three things, 1. What is the problem? 2. What is the need? 3. What is the want/desired outcome? You will be light years ahead of any aggressive salesman. Selling is something you do with someone to find out if you two are a right fit. It works both ways! What did you think of Nikki’s conversation today? Let us know how it goes by following up with us on The Entrepology Collective — because when you’re accountable, you’re helpable!
“I truly believe anybody can sell.” — Nikki Rausch
“Your job is to not convince anybody of anything. People don’t want us to change them.” — Nikki Rausch
“Sales is not something you do to someone, it’s something you do with someone.” — Nikki Rausch
“If you don’t show up in the conversation and make it easy for people to take the next step with you, you leave those people feeling unsatisfied with their interaction with you!” — Nikki Rausch
“When you’re doing a discovery process, your job is to not sell during that step. Your list of questions should lead people to hiring you.” — Nikki Rausch