6 episodes

It’s a no sleaze, no slime, and no stress approach to building your business.

Sales Maven Nikki Rausch

    • Marketing

It’s a no sleaze, no slime, and no stress approach to building your business.

    To List or Not List Pricing on Your Website

    To List or Not List Pricing on Your Website

    Do you put your pricing on your website? Listen as your host Nikki Rausch shares her thoughts and insights on the controversial subject and why she believes that you should put pricing on your website. Nikki is a sales strategist and coach with over twenty-five years of sales experience, and she is here to offer you sales techniques and strategies to help you master the sales conversation.
    Nikki tells us it’s about making the process easy and seamless for the buyer. Often when people come to your website and cannot find pricing, they go to another site with pricing to buy similar products. You don’t want that to happen. Nikki also shares some feedback she has received from the men and women she has worked with over the years.
    Listen as Nikki speaks about sales being one of the great industries with repeat business, and how you don’t have to list every price on your website, but you want some pricing. Nikki also discusses being very firm on your pricing. When asked what you charge, never say it depends, give them a range, or you will not earn their trust.
    Have you clearly shown the value you are offering on your sales page? Nikki believes that if you put pricing on your website but still don’t get any conversions, it is most likely because there is something wrong with your sales page not because you put your pricing out there. Nikki shares that having pricing on your website keeps you from having conversations with people who would never hire you.
    Nikki is very enthusiastic about what she brings to the table, and it shows the words she speaks. Putting a price on your website is a choice, but if you want to increase sales, then take advice from someone who lives the business. These are tried and true strategies you don’t want to miss.
    In This Episode:
    [00:43] Welcome and thank you for listening to the show. [00:53] The topic today is one that comes up often. [01:45] Nikki believes that you should list your pricing on your website. [02:24] You need to look at it from the buyers’ perspective, not your own. [04:06] If they don’t see pricing on a website, they will find another site that has pricing. [04:44] Nikki shares some feedback she has received from the men and women she has worked with over the years. [05:16] Do you think you should make people call you to ask for pricing? [06:19] You never want your clients to start a conversation with you by asking about pricing. [08:46] Nikki shares that one of the great things about being in sales and building a business is the opportunity for repeat business. [10:30] Do you make judgments about people and how much you could price your service for them? [11:46] Nikki says you don’t have to list every price, but you need to have pricing on your website so that people can get an idea of what you charge. [14:35] Nikki speaks about her pricing and how it is not all on the same page.  [16:08] Nikki shares about her sales mentor and the advice he gave her. [17:34] Having pricing on your website cuts down on the need to have a conversation with people who would never hire you. [19:20] Nikki chats about a lady she had a call with the other day who didn’t know what her pricing was. [22:28] Nikki shares that she teaches a module about pricing on your website to the Sales Maven Society. [23:42] Make sure you establish value with your sales page. [24:05] If you would like more help with pricing, how to talk about pricing, check out the Sales Maven Society. [24:48] Wishing you continued success and thank you for listening. [25:01] If you are enjoying this podcast, please share it with someone who might like it. Find Nikki:
    Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven

    • 25 min
    Improving the Discovery Process

    Improving the Discovery Process

    Are the questions you ask during a discovery call getting you what you need? Listen as Nikki coaches her guest, Maelisa Hall, about the questions she should include plus some ideas on how to draw clients to the packages she recommends. Nikki is a sales strategist and coach with over twenty-five years of sales experience, and she is here to offer you tips, techniques, and strategies to help you master the sales conversation.
    Dr. Maelisa Hall is a licensed psychologist, nail design enthusiast, and multi-passionate entrepreneur. As the owner of two businesses, My Digital Maven and QA Prep, she empowers other therapists by consulting on SEO and online marketing and providing continuing education courses on clinical documentation. Whether it's websites or paperwork, Maelisa focuses on the "why" behind the usual recommendations and encourages clinicians to think outside the box, while also keeping their ethics intact.
    Nikki shares ways Maelisa can promote her higher-end packages while still giving her clients exactly what they need. Listen as they discuss ideas on how to ask more leading questions during the discovery call, laying out the packages in a more thought-provoking way and how to show them why they should go with the one you recommend.
    "The sales process isn't about trying to convince someone to do something; it's about giving them the options that will meet their needs." "Create curiosity when you are talking about your products or services." These are just a few of the nuggets of genius that Nikki shares with us, but you will have to listen to hear the rest. If you are struggling with what to ask during a discovery call, you can't miss this episode.
     
    In This Episode:
    [01:10] Welcome to the show, Maelisa!
    [01:23] Maelisa shares about her online business that focuses on teaching therapists SEO techniques for marketing.
    [02:59] She discusses the ethics around the way therapists can market their businesses.
    [04:23] Maelisa has a question about her website for Nikki about her pricing and packages.
    [05:51] Maelisa explains the different packages she offers and the options included in each.
    [08:20] Maelisa asks Nikki how she can sell more of the options B package.
    [09:51] In the discovery call, are you asking leading questions that are setting them up so that when you lay out the options, it makes sense that they need package B?
    [10:06] Nikki gives examples of what she means by leading questions.
    [11:42] Nikki suggests that Maelisa might need to look at her discovery questions.
    [12:40] Let the prospective client know which package you recommend and let them know why you think it would work best for them.
    [15:23] The sales process isn't about trying to convince anybody to do something; it's more about giving them the options that will meet their needs.
    [16:08] Do you know how to create curiosity when you are talking about your products or services?
    [16:38] Nikki suggests that Maelisa always starts with the bigger option first, working your way down.
    [18:56] What do I say if a client asks if they can start with option A but move to option B later?
    [20:49] Maelisa believes that asking more about the prospective clients' business will allow her to advise them better on which package they need.
    [22:21] Asking the client what they already know about SEO enables you to talk to them about what they need to know.
    [24:07] Maelisa, please let me know how your next discovery call goes.
    [24:16] What is one benefit you have received from being a part of the Sales Maven Society?
    [25:48] Thank you for being on the show and allowing people to learn from the question you asked.
     
    Find Nikki:
    Nikki Rausch
    Email
    @yoursalesmaven
    Facebook | Twitter | LinkedIn
    Sales Maven Society
    To download free Resources from Nikki: www.yoursalesmaven.com/maven
     
    Find Maelisa:
    My Digital Maven
    QA Prep
    Instagram | LinkedIn

    • 26 min
    How to Recognize and Act on Buying Signals

    How to Recognize and Act on Buying Signals

    Do you know when a client is giving you buying signals? Listen as your host Nikki Rausch shares the noise she hears in her head when a buying signal is activated. She has been teaching buying signals for years, and they are one of the main reasons she started her own business. Nikki is here to offer you sales techniques and strategies to help you master the sales conversation.
    Nikki shares her definition of a buying signal, discusses putting together training for the top ten missed buying signals and her book Buying Signals, Converting Casual Conversation Into Sales. Nikki issues a challenge to the listeners and details the top five buying signals she discussed in this episode. She is also giving away a free download with the additional twelve missed buying signals that she didn’t have time to explain. Go to the Sales Maven website to download your copy now.
    Have you ever had a conversation with a potential client that made you think, hmmm, are they interested in being my client, yet didn’t act on it? If so, you probably missed the signal they were giving you. Listen as Nikki details the top five missed signals and see if it doesn’t make you want to revisit past conversations with clients you didn’t pursue.
    Nikki believes everyone needs to be turned on and tuned in to buying signals because they are everywhere. Nikki had done this training for years, and every time someone tells her they had no idea. If your business is suffering because you can’t seem to get potential clients to ask for your services, maybe it’s time you started issuing invitations. If you follow the steps as Nikki has them laid out, you can’t help but be successful.
     
    In This Episode:
    [00:43] Welcome and thank you for listening to the show.
    [01:01] In this episode, Nikki is speaking about buying signals.
    [02:11] Nikki shares what she hears when buying signals go off.
    [02:51] Nikki talks about a time when she had to inform someone about the buying signals a potential client was sending her.
    [04:07] She discusses the training she put together that covered the top ten buying signals that she noticed were being ignored.
    [05:48] Nikki gives her definition of a buying signal.
    [06:40] Buying Signals Converting Casual Conversations Into Sales is the book Nikki wrote.
    [08:01] Nikki issues a challenge to the listeners to think back on conversations they have had and see if they missed a buying signal.
    [08:42] If you act on something in this episode and gain a new client, please reach out and tell Nikki your success story.
    [09:34] Nikki is discussing the top five most missed buying signals.
    [10:05] If someone asks you about your rate, it is a buying signal.
    [11:41] Nikki shares what happened at a networking meeting with a client and her potential client.
    [13:59] Implementers get results!
    [15:23] Nikki speaks about a person she didn’t want to work with even though he was giving her a buying signal.
    [16:34] Bringing up a negative experience of someone they have worked with in the past that does something like you, a buying signal.
    [18:48] When people ask you to repeat the information, you have already given them a buying signal.
    [20:45] Nikki chats with a guy that attended one of her training seminars.
    [22:08] When someone asks you for a discount, it is a buying signal.
    [22:37] Follow up with an invitation even if you are not willing to give a discount.
    [24:09] When people make positive comments about your work or products, buying signals.
    [25:13] Nikki shares a conversation she had with a woman who started complimenting her training and how she followed through.
    [28:23] She chats about how she ended up with the lady as a client.
    [30:45] Get out there and start inviting people to work with you.
    [31:08] Do you need an antenna to recognize buying signals?
    [32:17] Nikki has one final story to share about buying signals.
    [34

    • 38 min
    Making A Positive First Impression (Part 2)

    Making A Positive First Impression (Part 2)

    Is your written communication effective, are you getting responses or crickets? Listen as your host Nikki Rausch shares some ways that you can get more return on your emails and other means of written communication. Nikki is a sales strategist and coach with over twenty-five years of sales experience and is master certified in neuro-linguistic programming.
    Nikki reads two forms of written communication she has received and breaks them down to teach us how to make them more useful. Nikki states that you must make every word you write in a message count, make them curious enough that they want to find out more, and never start a message out with an “I” or “we” statement. Who is the message for or about? Make sure that is your focus.
    Listen, as Nikki discusses why, when communicating with prospective clients, we should never ask the client to do the work. Start with a question that allows them to decide whether they want to keep reading and don’t make the client search for the information you are trying to give them. You are trying to make them curious enough that they want to move forward and see what it is you are offering.
    Nikki’s final ask is for you to go back over the last five emails you have sent and circle all the “I” and “we” statements to see if you are following the 80/20 rule. As a gift, she is offering you a free download of the full sales training course she usually reserves for her clients in her Sales Maven Society at www.yoursalesmaven.com/maven, check it out, you will be glad you did.
     
    In This Episode:
    [00:43] Welcome to the show.
    [00:56] Nikki is discussing Part 2 of Making a Positive First Impression.
    [02:09] In this episode, we are focusing on written communication to make a first impression.
    [02:47] Your job is always to make it easy for the other person, default to the clients’ preference.
    [03:31] How is your written communication with prospective clients? Are you getting responses?
    [05:08] Check out www.yoursalesmaven.com/maven, Nikki has loaded a full training for you that is free for a limited time, so don’t wait.
    [06:22] Nikki speaks about your messaging and your written communication with prospective clients.
    [08:25] Nikki shares an example of the wrong way to write a message when you are trying to get someone as a client.
    [11:52] Make sure every word you write in a message counts, give them a reason to want to respond.
    [13:32] Don’t start a message with an “I” statement.
    [15:02] Nikki speaks about “I” and “we” statements having no interest in someone that doesn’t already have a relationship with you.
    [18:28] Don’t ask a prospective client to do the work, give them the information they need to see if you are a fit for them.
    [19:45] Nikki shares an email that she received and breaks down what is wrong with it.
    [22:04] There are four “I” statements in the first few paragraphs of the email.
    [22:52] Who is that message for or about? The message is for her and about her, and that is not interesting to a reader.
    [25:22] Nikki shares a potential rewrite for the email she received.
    [27:22] Your assignment, if you choose to accept it, is to go back and look over the last five emails that you have sent to prospective clients and see how many “I” and “we” statements you have.
    [28:24] Don’t forget to go to  www.yoursalesmaven.com/maven  to download your gift for listening today.
    [29:22] Wishing you continued success in all that you do. Thank you for listening.
     
    Find Nikki:
    Nikki Rausch
    Email
    @yoursalesmaven
    Facebook | Twitter | LinkedIn
    Sales Maven Society
    To download free Resources from Nikki: www.yoursalesmaven.com/maven

    • 29 min
    Making A Positive First Impression

    Making A Positive First Impression

    You only get one chance to make a first impression, are you sure the one you are making is the right one? Listen as your host Nikki Rausch shares some examples of things she has seen in the last few years that can detract from showing people you are trustworthy, competent, and likable. Nikki is a sales strategist and coach with over twenty-five years of sales experience and is here to offer you sales techniques and strategies to help you master the sales conversation.
    Nikki shares that making a powerful first impression is crucial when trying to earn clients. She speaks about a sales rep she worked with that was always late for meetings and would arrive barreling through the door like a bull in a china shop. Needless to say, his first impression game was not up to par.
    The introduction is the first step in Nikki’s selling staircase and is where you need to make that powerful first impression. Listen as she shares some ways you can make the introduction the start of a great business relationship. Nikki speaks about paying attention to the demeanor of the person you are meeting and always be aware of your expression. If you want to appear credible, relax the muscles of your face, and don’t smile through the whole meeting.
    Being aware of what kind of impression you are making on a client can make the difference between being successful and failing. Nikki takes us on a deep dive into the introduction step she introduced in episode one and gives us some tips on making our first impression a powerful one. So plugin, sit back and get ready to learn.



    In This Episode:
    [00:43] Welcome and thank you for listening.
    [00:58] Nikki shares the topic of this episode and recaps episode one.
    [01:45] Making a powerful first impression is crucial.
    [02:33] Did you know that people are making judgments about your trustworthiness, competence, and likeability within a few seconds of seeing your face?
    [03:52] Trustworthiness is the first thing potential clients are judging you on per a report that Nikki shared.
    [05:16] Nikki details some examples of what she has noticed over the last few years that detract from your first impression.
    [08:08] Be camera ready if you are making a video, don’t play with your hair or fix your makeup, it’s distracting and makes you seem unprepared.
    [10:19] Nikki shares some stories of situations she has experienced in her career.
    [13:15] Nikki speaks about a sales rep in the education market that was always late to appointments.
    [15:36] Nikki chats about the horrific traffic where she lives near Seattle, Wa.
    [18:45] Are you ever late for meetings with clients? What kind of impression does that make? 
    [21:08] Pay attention to the demeanor of the person you are meeting.
    [22:06] Be aware of your expression, a smile at the introduction shows that you are friendly.
    [25:32] Nikki speaks about being raised by her father, and the reason she felt she needed to be smiling all the time.
    [26:55] When you are talking about something, and you want to be seen as credible, relax the muscles in your face, don’t smile the whole time.
    [29:20] Nikki talks about part 2 in the next episode. 
    [30:15] Nikki shares a story about driving to a location to do a sales presentation.
    [32:19] What is one thing you can do right now to ensure you are setting yourself up for success? Is there anything you need to change about what you are doing?
    [33:07] Join the Sales Maven Society; it’s a robust opportunity for you to learn and hone your selling skills.
    [33:35] Thank you so much for listening to this episode, if you enjoyed it, please leave a review and share it with your friends.
     
    Find Nikki:
    Nikki Rausch
    Email
    @yoursalesmaven
    Facebook | Twitter | LinkedIn
    Sales Maven Society
    To download free Resources from Nikki: www.yoursalesmaven.com/maven

    • 34 min
    Closing Sales Five Steps At A Time

    Closing Sales Five Steps At A Time

    Do you need help closing more sales? Listen as your host Nikki Rausch shares her tips, strategies, and techniques for closing sales and much more on this episode of the Sales Maven. Nikki is a sales strategist and coach with over twenty-five years of sales experience and is master certified in neuro-linguistic programming. Nikki is here to offer you sales techniques and strategies to help you master the sales conversation.
    Nikki speaks about the need to have a process or structure that enables you to move a person from the introduction to a place where dollars or services will be exchanged. She also explains what neuro-linguistic programming is and how it combined with her sales background allows her to teach people how to have more flexibility in their conversations to put their prospects at ease and make the sales conversation more seamless.
    Do you know what a buying signal is? Listen, as Nikki shares her selling staircase, a five-step process to closing more sales. She explains why you need each step, how each step can bring you more sales, and which ones you are skipping if you can’t seem to get new clients. Nikki believes that the more proficient you get at moving people through the staircase, the more revenue you will generate, and the more you will grow your business.
    If you are stuck and don’t understand what is wrong or how you can increase your sales, this is the episode for you. Nikki gives you the steps; all you have to do is follow them. A piece of advice that she always gives her society members and clients is to go out and focus on revenue-generating activities first. By hitting play and listening to this episode can put a check-mark on your first activity to help you focus on getting more revenue.
     
    In This Episode
    [00:43] Welcome, everyone!
    [00:59] Nikki is speaking about the importance of closing sales.
    [01:33] She shares her background and sales experience.
    [03:27] Nikki speaks about having a process or structure to what you are doing to move someone to the place where you exchange dollars and services.
    [04:49] Have you ever heard of neuro-linguistic programming?
    [07:04] Nikki explains what she calls the selling staircase, a five-step process.
    [08:25] The introduction is step 1, making a compelling introduction.
    [09:20] Step 2 is creating curiosity, the way you answer questions, or plant seeds.
    [11:25] Do you know what a buying signal is? Verbal or non-verbal?
    [12:33] The discovery phase is step 3, the want, problem, or need.
    [13:47] Step 4 is the proposal, a clear way to outline what you are offering as a solution.
    [15:29] The close is step 5, give or issue closing language.
    [16:40] Nikki explains that to close more sales, you need to follow the staircase step by step.
    [18:10] Issuing invitations is the way you move people from step to step.
    [20:02] Are you issuing invitations and moving people from step to step?
    [21:04] Nikki says as you get more proficient in moving clients from step to step, you will get more clients.
    [22:49] What level are you skipping?
    [23:03] The three most common ways Nikki works with clients: private coaching, team training, and her membership option, the Sales Maven Society.
    [23:48] Nikki’s last piece of advice is to go out and focus on revenue-generating activities first. 
     
    Find Nikki:
    Nikki Rausch
    Email
    @yoursalesmaven
    Facebook | Twitter | LinkedIn
    Sales Maven Society
    To download free Resources from Nikki: www.yoursalesmaven.com/maven

    • 24 min

Customer Reviews

ali.the.allycat ,

Become a Boss at Sales!

Nikki is a boss at sales, and she gives you practical steps and confidence boosting reality-checks to help you become a boss at sales, too.

Selling is serving and there’s no shame about it! Jump on this podcast and prepare to get your socks blown off!

KKTalbott ,

Nikki is indeed the Sales Maven!

I attended a function years ago where Nikki was a speaker and her message really resonated with me. I still follow her on facebook and was excited to hear about this podcast and tune in! I’m an independent insurance agent and this industry has definitely become more transactional. Nikki has great advice on building relationships and value. I’m looking forward to picking up a few gems in this podcast!

BoisePCP ,

Outstanding

I’m a Family Medicine Practitioner by trade, which on the surface does not seem like a ‘salsey’ gig. However, we all know that ultimately, we’re all in the business of sales. In order to succeed in whatever our given field, we have to instill confidence in those we serve and have an edge that the other guy doesn’t have. I am quite confident in my knowledge base, ability to diagnose and treat, and I know without a doubt that I work harder than the providers to my left and right. However, it doesn’t matter how confident I am if I can’t translate that to my patients, both as a tool to build rapport and reassurance and to build a business. I found Nikki’s podcast and her strategies simple yet, as I think about her suggestions, I realize that they are not always intuitive. She has a way of presenting her ideas in a thoughtful way with suggestions for real life application. I don’t often think about my posture, facial expression, or general cadence during interactions with my patients, but I realize that if I want true buy in from my patients, even the little things matter. Nikki asks you to think about the little things as well as the big picture. I would highly recommend Sales Maven to anyone who is looking to step up their game, to make real connection with clients, and to build a more successful business, whatever the profession.

Top Podcasts In Marketing

Listeners Also Subscribed To