Podcasts about sales maven society

Nikki Rausch shares her proven methods for turning discovery calls into paying clients. Drawing on her 25+ years of experience, she discusses how to create trust, assess commitment levels, and avoid being pushy — offering coaches actionable steps for having authentic, productive sales conversations.Nikki Rausch is the CEO of Sales Maven, trusted sales strategist, author, speaker, and host of the Sales Maven Podcast.In this episode, Melinda and Nikki talk about:Creating safety in the first moments of a discovery callPre-framing the conversation to set expectationsUnderstanding commitment levels and how to gauge themThe importance of avoiding “convincing mode” in salesHow to build curiosity without being pushyAsking smart questions to uncover client needsThe power of authentic, two-way sales conversationsThe five-step sales process (the “Selling Staircase”)Navigating objections with respect and integrityClosing the loop and following up effectively“If you can't spark curiosity, people won't want to know more. Keep them intrigued!” — Nikki RauschGuest Bio:CEO of Sales Maven, Nikki Rausch has the unique ability to transform the misunderstood process of “selling.” With 25+ years of experience selling to prestigious organizations like The Bill & Melinda Gates Foundation and NASA, Nikki shattered sales records and received “top producer” awards along the way.Today, entrepreneurs and small business owners hire Nikki to show them how to sell successfully and authentically. An engaging speaker, she shares the secrets of her sales success through keynote speeches and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients.Nikki has written three books, all available on Amazon. And she has a podcast called “Sales Maven,” which you can find on your favorite podcast platform.Resources or websites mentioned in this episode:MiraseeCoaches ConsoleMelinda's books: The Confident Coach and The Professional CoachNikki's website: YourSalesMaven.comNikki's Facebook Page: Sales MavenNikki's Instagram Page: @your_sales_mavenNikki's LinkedIn Page: www.linkedin.com/in/nicolerauschFree training for podcast listeners: Seal The Deal: Questions That Close SalesCredits:Host: Melinda CohanProducer and Editor: Michi LantzExecutive Producer: Danny InyMusic Soundscape: Chad Michael SnavelyMaking our hosts sound great: Home Brew AudioTo catch the great episodes that are coming up on Just Between Coaches, please follow us on Mirasee FM's YouTube channelor your favorite podcast player. And if you enjoyed the show, please leave us a comment or a starred review. It's the best way to help us get these ideas to more people.Music credits:Track Title: CloudsArtist Name: AcreageWriter Name: Marshall UsingerPublisher Name: BOSS SOUNDSTRIPE PRODUCTIONSTrack Title: Coastline DreamArtist Name: Wild SkyWriter Name: Adam SimonsPublisher Name: BOSS SOUNDSTRIPE PRODUCTIONSTrack Title: Coo CoosArtist Name: Dresden, The FlamingoWriter Name: Matthew WigtonPublisher Name: A SOUNDSTRIPE PRODUCTIONTrack Title: Stars & TreesArtist Name: Outside The SkyWriter Name: Dustin RansomPublisher Name: A SOUNDSTRIPE PRODUCTIONSpecial effects credits:24990513_birds-chirping_by_promission used with permission of the author and under license by AudioJungle/Envato Market.Episode transcript: Why Coaches Lose Clients—And How to Keep Them (Nikki Rausch) coming soon.

Want to build instant rapport with your audience—without feeling fake or forced? In this episode of the Sales Maven Show, host Nikki Rausch reveals how to quickly connect with groups during presentations. Drawing from her NLP background and years of experience, Nikki unpacks the subtle but powerful ways to create a sense of safety, respect, and engagement from the moment you take the stage. You'll learn how to pace and lead effectively, why positive acknowledgment matters, and how to avoid common missteps that can alienate your audience. Whether you're speaking to a small team or a packed room, these practical tips will help you win over the group and communicate with confidence. Timestamps: 00:43 Introduction to the Sales Maven Show 00:53 Overcoming Presentation Fears 02:23 Creating Safety Through Pacing and Leading 04:23 Engaging the Audience Respectfully 07:40 The Importance of Positive Acknowledgment 08:36 A Counter Example: What Not to Do 15:52 Practical Tips for Winning Over a Group 18:32 Conclusion and Call to Action Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

What does it really take to live an aligned life—one where your personal and professional goals support each other instead of compete? In this episode of the Sales Maven Show, host Nikki Rausch is joined by bestselling author, book strategist, and coach Stacy Ennis to unpack what it means to live and work intentionally. Drawing from her global lifestyle and extensive publishing background, Stacy shares practical strategies for designing a choiceful life—one that aligns with your values, energy, and aspirations. Nikki and Stacy explore the power of intentional decision-making, boundary-setting, and wellness practices that fuel sustainable success. They dive into how to attract ideal clients, maintain momentum through rejection, and the value of celebrating wins both big and small. Stacy also reflects on her transformative TEDx experience and the freedom that comes from building a life rooted in purpose and clarity. This episode is full of actionable insights for entrepreneurs, leaders, and creatives looking to align their business with the life they truly want. Timestamps: 00:43 Introduction to the Sales Maven Show 01:19 Meet Stacy Ennis: Bestselling Author and Book Strategist 02:54 Discovering Common Ground: Idaho Connections 04:35 The Impact of Travel on Personal Growth 06:59 Challenges and Adventures of Living Abroad 09:27 Designing a Choiceful Life: Insights and Strategies 14:60 Balancing Personal and Professional Life 22:28 Embracing European Work-Life Balance 24:04 Attracting the Right Clients 26:58 Pursuing Dreams and Overcoming Rejections 28:09 Transformative TEDx Experience 32:59 The Importance of Personal Wellness 38:53 Celebrating Wins and Team Culture 41:25 Exciting Developments in Business 42:37 Connecting with Stacy Learn more about Stacy and her work at www.stacyennis.com Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Nikki Rausch shares her journey from working in her family's tool store to launching her own sales training business. She explores overcoming self-doubt, the power of strategic sales conversations, and how generosity and resilience shape her evolving definition of success.Making It! explores the lives and stories of entrepreneurs as they share their unique perspectives on their success and the path to making it.“Most people are one question away from hiring you. And you have to give them the opportunity to ask you the question.” — Nikki RauschGuest Bio:CEO of Sales Maven, Nikki Rausch has the unique ability to transform the misunderstood process of “selling.” With 25+ years of experience selling to prestigious organizations like The Bill & Melinda Gates Foundation and NASA, Nikki shattered sales records and received “top producer” awards along the way.Today, entrepreneurs and small business owners hire Nikki to show them how to sell successfully and authentically. An engaging speaker, she shares the secrets of her sales success through keynote speeches and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients.Nikki has written three books, all available on Amazon. And she has a podcast called “Sales Maven,” which you can find on your favorite podcast platform.Resources or websites mentioned in this episode:MiraseeNikki's website: YourSalesMaven.comFree training for podcast listeners: Seal The Deal: Questions That Close SalesCredits:Producer: Michi LantzEditor: Michi LantzAudio Editor: Marvin del RosarioExecutive Producer: Danny InyMusic Soundscape: Chad Michael SnavelyMaking our hosts sound great: Home Brew AudioMusic credits:Track Title: The Sunniest KidsArtist Name: Rhythm ScottWriter Name: Scott RoushPublisher Name: A SOUNDSTRIPE PRODUCTIONTrack Title: Sweet Loving WaltzArtist Name: Sounds Like SanderWriter Name: S.L.J. KalmeijerPublisher Name: A SOUNDSTRIPE PRODUCTIONTrack Title: IslanderArtist Name: Simon FolwarLicense code: IDEZOXF1YZIT3FTHPublisher Name: UppbeatTrack Title: FreedomArtist Name: SondaLicense code: KQ9HONJDUS73EZKRPublisher Name: UppbeatTrack Title: PendingArtist Name: Monument MusicLicense code: VBB2CJFHDMZXGRVTPublisher Name: UppbeatTrack Title: The Story BeginsArtist Name: Pecan PieLicense code: AD2O7TA7DWVNUZLXPublisher Name: UppbeatSpecial effects credits:24990513_birds-chirping_by_promission used with permission of the author and under license by AudioJungle/Envato Market.To catch the great episodes coming up on Making It, please follow us on Mirasee FM's YouTube channelor your favorite podcast player. And if you enjoyed the show, please leave us a comment or a starred review. It's the best way to help us get these ideas to more people.Episode transcript: Confident Sales Without Feeling Pushy (Nikki Rausch).

Are your business proposals closing the deal—or costing you clients? In this on-air coaching episode of the Sales Maven Show, host Nikki Rausch welcomes long-time client and email strategist Kathy Farah for a deep dive into improving sales conversations and conversions. Kathy specializes in helping high-level coaches and consultants build email systems that boost revenue, save time, and nurture relationships. Together, they unpack what makes business proposals work—especially how to structure them with three clear options, avoid overwhelming jargon, and follow up with strategic “circle back” calls. Nikki also coaches Kathy on asking stronger discovery questions and positioning offers more effectively. You'll hear real-time coaching, actionable strategies, and insights into how small tweaks can make a big impact. Whether you're pitching services or refining your offer, this episode is packed with practical guidance to help you close more sales with confidence. Timestamps: 00:43 Welcome to the Sales Maven Show 00:52 Introducing Kathy Farah 01:38 Kathy's Email Marketing Expertise 03:10 The Importance of Email Lists 06:27 Common Mistakes in Email Marketing 11:20 Adapting to Client Needs 13:05 Effective Proposal Strategies 21:32 Affordable Training for Better Discovery 21:57 Crafting Effective Proposals 24:15 The Importance of Circle Back Calls 27:11 Avoiding Jargon in Proposals 31:20 Implementing Strategies for Success 32:30 Personal Insights and Contact Information Connect with Kathy Farah:

What makes someone instantly likable—and how can you tap into that skill in everyday conversations? In this episode of The Sales Maven Show, host Nikki Rausch shifts the spotlight from sales strategy to one of the most powerful tools in your toolkit: likability. Drawing from her deep expertise in neurolinguistic programming (NLP), Nikki reveals practical, easy-to-apply techniques that can elevate how others perceive you—both personally and professionally. She breaks down three key strategies to increase likability: ✔️ Genuinely acknowledging people ✔️ Matching and mirroring speech patterns ✔️ Asking thoughtful questions You'll also learn why ending conversations on a positive note can leave a lasting impression. Whether you're networking, building client relationships, or simply trying to connect better with those around you, these tips are game-changers for boosting rapport and communication. Timestamps: 00:43 Welcome to the Sales Maven Show 00:54 The Importance of Communication Skills 01:10 Boosting Likability with NLP 02:14 Real-Life Applications of NLP 03:35 Why Likability Matters 04:33 Understanding the Role of Rapport 06:39 Three Tips to Increase Likability 07:59 Tip 1: Acknowledge People 19:22 Tip 2: Matching and Mirroring Rate of Speech 27:08 Tip 3: Asking Questions 36:09 Final Thoughts on Increasing Likability 38:51 Conclusion and Call to Action Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion  

What if the key to scaling your business wasn't working harder—but identifying the right success conditions to make growth inevitable? In this episode of the Sales Maven podcast, host Nikki Rausch interviews Mandi Ellefson, founder of Hands-Off CEO, to explore how uncovering and applying success conditions can transform your business. Mandi shares her journey from financial struggle to building a multimillion-dollar net worth—and how she now helps consulting agency owners achieve predictable growth with less stress. Together, they dive deep into defining success conditions, why they matter, and how to implement them to create consistent client results, boost conversions, and design scalable offers. Mandi also shares tips on pricing based on value, qualifying the right clients, and stepping into a more empowered leadership role. If you're ready to scale with intention—and integrity—this episode is your roadmap.

In this episode of the Sales Maven Show, host Nikki Rausch shares powerful conversation tips to help you handle pricing discussions with confidence—especially during promotional periods. Nikki walks you through how to manage expectations when a sale is around the corner, what to say if a recent buyer questions promotional pricing, and how to use honesty and transparency to build long-term trust. You'll learn specific language to use during discovery calls, how to maintain a healthy balance of power in your sales conversations, and when to be flexible to close the deal without losing credibility. Nikki also shares personal stories and practical advice to help you navigate tricky conversations with grace and professionalism. Whether you're running a promotion now or planning one soon, these insights will give you the tools to stay confident, clear, and in control. Timestamps: 00:43 – Welcome to the Sales Maven Show 01:25 – Handling Pricing Conversations During Promotions 02:06 – Preparing for Client Questions 04:01 – Using Transparency to Build Trust 05:06 – Creating Urgency and Flexibility 12:57 – Balancing Power in Sales Conversations 13:38 – Final Thoughts and Encouragement Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion

In this episode of the Sales Maven Show, host Nikki Rausch sits down with Sales Maven Society member and client Patricia Viscount, a fun and authentic copywriter who knows how to turn insight into income. Patricia shares how tuning into buying signals has transformed her approach to sales and client engagement. You'll hear how her unique framework—interviewing her clients' clients—has helped boost SEO rankings, improve messaging, and position businesses more effectively. Nikki and Patricia also dive into the critical role of follow-up, the power of client feedback, and the strategies that lead to long-term, profitable relationships. Packed with success stories and practical tips, this episode will sharpen your ability to recognize and act on buying signals to grow your business with confidence. Timestamps: 00:43 Introduction to the Sales Maven Show 01:16 Meet Patricia Viscount: Fun and Authentic Copywriting 03:12 The Power of Client Interviews for SEO and Positioning 07:18 Recognizing and Acting on Buying Signals 09:28 Success Stories: The Impact of Following Up 16:19 Building Long-Term Client Relationships 22:29 Conclusion and Contact Information Connect with Patricia Viscount on LinkedIn:

In this episode of the Sales Maven Show, host Nikki Rausch chats with Jill Shroyer, a trusted member of the Sales Maven Society and founder of Expedition HR. Jill shares how she's streamlined her sales process and grown her business by improving how she consults with potential clients. You'll hear practical strategies for navigating tough HR conversations, shortening discovery calls without sacrificing results, and asking better questions to build stronger client relationships. Jill emphasizes the power of simplifying how she consults with prospects—and how that shift has positively impacted her business. If you're looking to refine your sales process and make your consults more effective and efficient, this episode is full of gold. Timestamps 00:43 – Welcome to the Sales Maven Show 01:14 – Meet Jill Shroyer of Expedition HR 02:08 – How to Navigate Difficult HR Conversations 06:54 – Streamlining Consultations for Better Results 08:15 – The Art of Asking Impactful Questions 11:20 – Improving How You Consult With Prospects 27:02 – Wrap-Up and Where to Find Jill

Are you struggling to get potential clients to trust you in today's skeptical marketplace? Do you feel like the old sales tactics just aren't working anymore? What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?   In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.   Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.  Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time. Find out why your choice of words can make or break a sale—and how to avoid sales-killing language.   If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today's shifting landscape, this episode is a must-listen. Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:31] We're going to talk about how to look to the past in order to look to the future. [03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives. [04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team. [06:18] His tendency is to go to the past to figure out the future. [07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning. [08:55] The advantage of being able to look at history and understand why something does or doesn't work. [09:55] Figuring out why something is no longer working.  [11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession". [13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted. [14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce. [16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality. [17:47] The things that people want long-term change over time. [19:06] Pay attention to trends and notice how they are the same or different from past trends. [22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection. [24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process. [27:19] The advantages of repelling people who aren't in alignment as fast as possible. [29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for. [30:52] Using secret languages to speak with prospects. [34:08] The importance of paying attention to language. Words matter. [36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture. [39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station. [40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Dan: Dan Englander - Sales Schema Dan@SalesSchema.com The Digital Agency Growth Podcast Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less The B2B Sales Blueprint: A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less Do You Know Any Secret Languages? The Challenger Sale: Taking Control of the Customer Conversation  

Do you ever feel frustrated when potential clients say they'll “explore all the free resources” before making a decision?    Are you struggling to keep them engaged without feeling like you're chasing them?   Imagine positioning yourself as the go-to expert while maintaining your integrity—without the pressure of convincing or persuading.   In this episode, Nikki shares her proven strategies for handling prospects who aren't ready to buy yet. Learn how to keep them in your orbit, create strategic touchpoints, and make it easy for them to take the next step when they're ready.   From offering value-packed free content to using language that builds trust and credibility, Nikki's tips help you stay top of mind—so when the time is right, they choose you. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:40] Today we're talking about prospects who express interest in your products and services but don't buy, because they're exploring all of the free resources. [01:15] This is the good and the bad of putting a lot of content out into the marketplace. [02:00] I don't believe in chasing clients or convincing them that they're wrong. [03:01] I'm suggesting you set yourself up to be a resource for them, give them options, and let them decide what they want to do. [04:02] Don't be afraid of people using your free resources. Put fantastic content out into the world. [05:02] You can use language to imply that there's more which they can get by signing up to your program. "When things change, you're welcome to reach out, and I'll be happy to work with you." [06:09] Continue to invite people to work with you. You don't have to chase them. [07:03] If you put an offer in front of them and they're still only interested in the free resources check in and ask if there's anything that would be a right next step like a starter package. [09:49] Timing is always an issue. It's one of those things you don't control. Some people need to reach a certain level of uncomfortableness before they decide to make changes. [11:34] Be flexible. Don't be attached to someone taking action. [12:13] Words can influence people but ultimately they have to decide for themselves. [13:18] In one of my master classes I teach that it's okay to give some of your secret sauce away. If someone's blown away by the free stuff you give them, they're going to wonder what else you have. [14:09] You need to put enough out there to entice people to take the next step. [15:01] Create a resource page and make it easy for people to consume your content. The convincer strategy is something that prospects decide for themselves. [17:08] Micro touches and how many times someone needs to be exposed before taking action.  [18:09] You want to create a trifecta with the right time, the right place, and the right offer. [19:11] An inspiring story about a client who started out very small, but led to coaching.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Do late or missed payments make you feel frustrated and unsure how to deal with them?  Are you struggling to have those hard conversations without blowing the relationship with the client? Imagine being able to handle these situations with ease and confidence while protecting your business and maintaining your professionalism and rapport. In this episode Nikki shares her tips for handling overdue payments with ease. Learn how to use language that keeps your integrity while making it clear the agreements need to be kept.  Find out why being professional and firm helps you keep the trust and protect your cash flow.  From dealing with missed payments to knowing when to walk away from uncooperative clients, Nikki's tips give you the power to control your income and free up your time and energy to do what matters. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:43] How do you handle those people who aren't paying in a timely fashion or skipping payments? [01:08] When this happens you're going to have to do and say some things that might be uncomfortable. [02:06] "Selective amnesia" is when you have to do or say things that are outside of your normal behavior. Once this is done, you act as if everything is fine. Use "selective amnesia" to your advantage. [03:41] There will be times when you have to determine whether this is a relationship you would like to keep or not. It's okay to "bless and release" when needed. [04:21] Language you can use includes: "I'm reaching out today is to ask, what do you need in order to take care of the payment that is now due today?" [05:10] "In order for our relationship to stay in good standing, it's important that we both keep to our agreements."  It's important to always keep a balance of power. [06:00] You can also let them know if they're unable to pay today to contact you to find out what's needed to make the payment happen. [08:31] There are also times when you're just not going to get the money. If it's not worth chasing this person down to get a payment, you may want to "bless and release". [11:36] Nikki shares a personal story about someone who she needed to stop chasing for money.  [14:06] Another personal story of someone not paying.  [15:25] There will be people who can't or won't pay. Think about how you're going to handle it up front. Payment up front is a good idea.  [16:59] Another great option is to have them sign up by credit card using software like ThriveCart.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources: ThriveCart  

Are you feeling stuck in your sales conversations? Struggling to get your clients to make decisions that serve them – and your business?  Imagine having a simple way to turn indecision into clarity and get your business moving forward easily. In this episode, Nikki is joined by Melissa Jacobs, CEO of Crow and Pitcher, to share the “Give a Menu” technique, a game-changing way to simplify decisions for your clients and strengthen relationships and results. Hear how Melissa uses this technique to find perception gaps in her clients' businesses, refine marketing messages, and align strategies with what customers truly value.  Learn how giving clear, actionable choices builds confidence and means clients make decisions that benefit them and you. From renewals on retainer agreements to getting clients to focus on what matters most, Melissa's story may have you rethinking how you present options and add value in your business. Ready to stop decision fatigue, deepen client relationships, and be part of your client's success? Melissa Jacobs is an accomplished brand strategist who shows mid-size consumer brands how to increase sales by getting clear on how to target their ideal client. She particularly enjoys helping brands understand the difference in how their customers and prospects perceive the brand. By knowing this Perception Gap, her clients get clear on the marketing messages needed to drive revenue growth and stop wasting time and money on efforts that aren't effectively impacting their bottom line. Melissa is currently the CEO and Lead Strategist at Crow & Pitcher LLC, a brand strategy and insights consultancy. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:45] Today's episode is a sales success story with an amazing long-term client Melissa Jacobs. [01:07] She was also in episode 181. Today she's going to share a very specific technique for generating business. [02:05] In this very early part of 2025, Melissa has already locked down 89% of her 2024 revenue. [04:20] Melissa's business is called Crow & Pitcher, and she's the CEO and lead strategist. It's a consultancy for brand strategy and insights. [04:36] She helps midsize consumer brands sell products and services. She helps discover the perception gap which is the difference between how current customers and prospects perceive the brand. [06:46] If you want your prospects to act like customers, you want them to believe what your customers believe. [08:15] The work Melissa did for me and my business in helping to find the perception gap was a huge game changer. [11:45] The "give a menu" technique has had a huge impact on Melissa's business.  [13:44] Melissa did a study to help a client find the perception gap in eight regions. [14:22] A mini example of giving a menu is when, six months later, she gave the client a choice in doing the study again, or choosing select markets, or something else. [16:11] The purpose of giving a menu is making it easy for the client to make a decision. [18:54] She also used this technique with a client to plan out action steps for the next year. Melissa wanted to find a win-win that would benefit both of them. [23:23] Having a menu of options made it easy for the client to see how these types of activities would help her business. [24:54] The worst thing ever is for someone to hire you on a retainer but not actually utilize the time. There's no way they will renew without getting value. [25:07] We have to help them best utilize time and energy with the money they've spent on you. [26:05] Also include things that you're excited about doing. [29:17] Think about how you can be an invaluable part of somebody's team even when you're not an employee. [31:30] Mastering the "build a menu" muscle will move the needle in your business. [32:51] Making things easy for people on the other end has been a transformational idea.  [35:11] Melissa shares where the name Crow & Pitcher came from.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Melissa: Crow & Pitcher Melissa Jacobs - LinkedIn   Resources: Generating New Business With Confidence A Sales Success Story With Melissa Jacobs

Are you struggling to make the most of your client connections? Do you find yourself wasting time on calls where the purpose feels unclear or unsure? Is the person on the other end a potential client, colleague, or someone to politely part ways with?   It's time to bring clarity and strategy to your conversations. In this episode, Nikki reveals how to master the art of identifying your goal in every call, transforming vague interactions into productive opportunities.   Learn how to spot the signs that you're talking to a potential client and how to move them seamlessly into the next step of the sales process.  Discover practical strategies to nurture meaningful relationships with colleagues or friends and how to gracefully "bless and release" connections that aren't aligned with your goals.   Nikki shares the game-changing question to ask that establishes mutual purpose and sets the tone for every conversation: “What would make this call a valuable use of your time?”  Armed with this powerful tool, you balance rapport and strategy to ensure every call supports your business growth.   Say goodbye to wasted energy and hello to productive, impactful client connections. Listen now to learn how to approach every call with confidence, clarity, and purpose! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:40] We're going to be talking about how to navigate those calls when you're not really sure what the purpose is. [01:02] It's so important to understand the goal of the call. You could be wasting time on someone who's not a potential client or has a rapport mismatch with each of you having different intentions. [02:07] My NLP training, where I had to create an outcome statement in a conversation, really highlights the importance of knowing the outcome. [03:01] Having clarity and being strategic in client conversations is one of the most important things I teach. It's about knowing where you're going. [03:41] Am I talking to a potential client, friend or colleague, or could this be a "bless and release" situation?  [04:48] We have to make time in our schedule by eliminating people in time sucks. [05:48] A question to establish the intent of the call. "What would make this call a valuable use of your time?" [06:39] You also need to establish a balance of power by being able to answer this question.  [07:49] What to do when you identify a potential client. Get the next step in the sales process done. Ask if they're interested in an offer then put together a proposal. Get it scheduled.  [10:05] What to do if there is a potential friend or colleague. Schedule a time to get together. Make an effort to stay in connection.  [12:27] If it's a "bless and release" situation, wrap up the call, "It's been so great talking to you. I wish you all the best in the future. Take care."  [14:51] Your outcome is to quickly establish whether you're talking to a potential client, a possible friend, or someone that you're going to bless and release.  [15:26] Set yourself up for success and be more strategic with your time and your business.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Join us in this enlightening episode where Nikki Rausch, a veteran sales professional, unravels the intrinsic link between sales and retreat leadership. Nikki delves into the art of selling as a crucial skill for retreat leaders, breaking down common sales pitfalls and emphasizing the strategic engagement of potential buyers. Embracing the Sales Role Nikki points out that many retreat leaders may not recognize themselves as salespeople, yet mastering sales techniques is essential for the success of their events. She stresses the importance of seeing every retreat leader as inherently involved in sales, encouraging a proactive approach to acquiring sales skills. Navigating Sales Strategies and Pitfalls Throughout the discussion, Nikki identifies key mistakes retreat leaders make, such as skipping essential sales steps and failing to notice buying signals. She advocates for cultivating curiosity to build interest and securing explicit permission from prospects, ensuring meaningful and respectful interactions. Audience Targeting and Client Selection Nikki uses the analogy of retreats being like a pristine liquid that should not be muddied by "dirt," representing misaligned attendees. She underscores targeting the right audience to maintain the integrity and effectiveness of the retreat. The concept of "bless and release" is introduced for clients who do not fit, advising retreat leaders to maintain the quality and specific focus of their retreats without compromise. Empowering Retreat Leaders with Resources To help retreat leaders enhance their sales acumen, Nikki offers a free ebook, "Closing the Sale," available through her website. This resource is designed to bolster confidence in consultation calls and refine the sales approach, tailored specifically for retreat leaders aiming to perfect their craft. By the end of this session, retreat leaders are encouraged to acknowledge their role as salespeople, clearly define their target audience, and utilize Nikki's expert strategies to elevate their retreat offerings. Don't miss out on transforming your retreat leadership with seasoned sales strategies from Nikki Rausch!     About Nikki: Nikki Rausch integrates her 25+ years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, sharing with her clients the same approaches that led to her shattering sales records in her industry and receiving multiple “top producer” awards along the way. A business degree from the University of Washington and her master certification in Neuro-Linguistic Programming mesh perfectly to create a powerful foundation upon which Nikki built tremendous sales skills and now provides enormous benefits for her clients. Nikki has received numerous sales awards, shattered sales records across industries, and was featured in Female Entrepreneur Magazine. A sought-after speaker, she regularly shares the results of success through illuminating keynote addresses and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients. Many of whom have also reaped the benefits of her immersive VIP consultations. Nikki's three popular books are available on Amazon. And her podcast, Sales Maven, can be found on your favorite podcast platform.   Connect with Nikki: https://yoursalesmaven.com/  Instagram: @your_sales_maven  Free Offering from Nikki: https://yoursalesmaven.com/retreat      Our In Person Mastermind is coming in 2025! Get on the list now: https://mindbodycomplete.com/wait-or-interest-list-rlp/   The Retreat Leaders Podcast Resources and Links: Learn to Host Retreats Join our private Facebook Group Top 5 Marketing Tools Free Guide Free Top 11 Tips for Building an Email List    Thanks for tuning into the Retreat Leaders Podcast. Remember to subscribe for more insightful episodes, and visit our website for additional resources. Let's create a vibrant retreat community together!   Subscribe:  Apple Podcast | Google Podcast | Spotify

Do you have potential clients sitting on the fence, unsure whether to commit? Are you tired of wondering why they hesitate or how to help them decide?  It's time to close the stragglers, those hesitant prospects who express interest but never seem to take the leap. We'll uncover the secrets to converting fence-sitters into buyers. In this episode, Nikki explores practical strategies to understand what holds these prospects back and how to move them forward with confidence and ease. Learn how to identify the common reasons for hesitation, from logistical conflicts to financial concerns or a lack of clarity about your offer's value.  Nikki shares creative solutions, including ways to adjust your approach, offer flexibility, and make irresistible offers that meet your prospects where they are. Discover follow-up techniques that keep the conversation alive without feeling pushy, including how to use "closing the loop" messages to prompt decisions.  Nikki also provides a simple yet powerful question to ask when clarity is missing so you can help prospects understand how your program is the perfect fit for them. With these tools, you'll have everything you need to turn stragglers into action-takers, boost your influence, and grow your business. Listen now to learn how to close the stragglers, master your sales conversations, and create meaningful impact! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:43] Today is all about converting fence-sitters into buyers. [01:41] A straggler or someone who has expressed interest and has had some type of communication with you but they're not closing. [02:24] Common reasons that stragglers hesitate include logistical conflicts, financial concerns, or lack of clarity about the value of the program. [03:14] Don't make assumptions about what's causing them to be a fence-sitter. Don't project your own limiting beliefs. [04:49] A creative solution for a logistical objective. Recognize that the person can't attend the live retreat and offer a VIP day instead, like a private one-on-one. [06:48] Showing flexibility can be the way to seal the deal. [07:11] Financial concerns. Sometimes, there's nothing you can do. Find ways to get creative. Offer a payment program or some other type of solution. [09:24] You could also offer some type of scholarship, but the recipient could do something extra. A scholarship shows engagement and sets the culture. [11:57] Don't assume the potential client is a no. Follow up. Forward the original message and change the subject line to "did you see this" and ask if this is something they would consider. [13:15] "What would it take for this to work for you?" [14:03] You could also give options or a menu. Asking if there's something else will give them a moment to gain clarity. [15:53] Send a closing loop message. Following up with you one last time just to see if there's anything you would like to move forward with.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Are you ready to revolutionize how you approach sales? In this episode, Dr. Lauryn welcomes Nikki Rausch, the Sales Maven herself, to uncover the secrets of creating effortless and authentic sales conversations. Nikki brings nearly three decades of experience, sharing her proven strategies to help you build rapport, ask better questions, and close with confidence. Whether you're a seasoned professional or new to selling, this conversation will inspire you to see sales as a service, not a struggle.Together, they dive into the "Selling Staircase," a five-step process that takes the guesswork out of selling. From syncing communication styles to overcoming objections with ease, Nikki breaks down actionable techniques to help you serve your clients better and grow your business. Tune in for a game-changing perspective on sales that prioritizes connection and value.Key Takeaways:Build Rapport First: Successful sales conversations are rooted in connection. Nikki explains how to establish rapport by syncing communication styles and adjusting behaviors to match your client.Ask Better Questions: Instead of making statements, ask strategic questions to guide clients toward discovering their needs. This creates stronger buy-in and long-term trust.Permission-Based Selling: Always ask for permission before presenting a solution. This step ensures your client is ready to engage and helps avoid feeling pushy or salesy.Master the Selling Staircase: Nikki's five-step framework—Introduction, Create Curiosity, Discovery, Proposal, and Close—offers a simple, effective approach to sales that's easy to implement and drives results.About the Guest:Nikki Rausch is the founder of Sales Maven, a company dedicated to helping entrepreneurs and small business owners master the art of selling. With over 25 years of experience working with organizations like NASA, HP, and The Bill & Melinda Gates Foundation, Nikki brings unparalleled expertise in relationship-driven sales. She's the author of three books, including The Selling Staircase, and hosts the popular podcast Sales Maven. Through her workshops, VIP consultations, and Sales Maven Society, Nikki equips her clients with practical tools to boost confidence and close deals with ease.Follow Nikki: Facebook | Instagram | LinkedInListen to Nikki's podcast, Sales Maven: Apple | SpotifyClosing the Sale ebook for free: https://yoursalesmaven.com/sheslays Resources:Sign up for the Weekly Slay newsletter!Questions? Feedback? Just want to tell Lauryn you love and appreciate her? Get in contact here: Instagram | Website | FacebookSign up here to receive our monthly associate job postings...

Do you find yourself stuck in chatty small talk during sales calls and unsure how to pivot back to business?  Does the line between friend and professional ever leave you feeling awkward or resentful? Let's talk about setting boundaries in sales conversations.  In this episode, Nikki dives into practical strategies to guide your sales conversations with confidence and kindness while protecting your time and energy. Learn how to spot when boundaries are being crossed and how to redirect potential clients without damaging the relationship.  Nikki shares language you can use to transition from personal to professional so your clients stay focused on their goals. Find out why setting boundaries is not just good for your sanity but for your clients to take action and get results.  Nikki also shows you how to implement simple systems like spotlight coaching sessions to stop time drains and grow your business. With these tips, you'll have the tools to confidently lead conversations, maintain professionalism, and make more of an impact.  Listen to learn how to master boundaries and uplevel your influence, income, and sales! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:49] We're going to be talking about how to set boundaries in sales conversations, how to redirect and refocus potential clients. [01:15] When I give language suggestions it doesn't mean it's the only way. It's just to help spur your ideas. [02:15] What's the ultimate goal? Are boundaries being crossed? Are we focusing on the heart of the matter and making an impact? [03:18] Have you ever questioned why someone hasn't taken your free advice? Could it be because they didn't pay for it? [04:01] When people pay, they pay attention. Allow these people to become paying clients. [05:01] One thing I implemented was 15 minute Spotlight Coaching conversations to allow people to be paying clients on a small scale. [06:59] Learn language to set boundaries when you feel like you're being taken advantage of or you know that if the client pays there will be more impact. [08:03] "I'd love to make sure that we have time to dive into what we had planned to go through today." Then redirect the conversation. [09:40] Story can be a huge time suck. [12:00] "That sounds like a really interesting story, but let's shift gears because we do have a limited amount of time today and talk about how we might work together to reach our goals." [13:01] The importance of having a pre-frame for the call. "It's been so great learning about you now let's jump into what we talked about earlier." [14:17] It's really about setting boundaries. You can change your language depending on how you know the person. [15:18] "I love our chats, but because we have to talk about our business, maybe we can set up another time to catch up." Keep your boundaries clear. [16:52] Say everything in a really kind way. Be patient and let the person transition. [17:27] Use selective amnesia and move on in the conversation.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Are you holding yourself back after a sales conversation that didn't go as planned? Does self doubt creep in and you hesitate to follow up or send out that next offer? It doesn't have to hold you back any longer. In this episode, Nikki dives into how to maximize your sales potential even after a performance you feel wasn't your best. Learn how to reframe your inner critic, see the value you bring to the table and push past fear to connect with your ideal clients.  Nikki shares tips for overcoming self doubt including why your audience sees you more positively than you think and how to flip your perspective to focus on their experience. Learn the importance of follow ups, the power of integrity in sales and how to keep showing up authentically even on the tough days.  Nikki also covers how to handle challenges like unresponsive audiences, virtual presentations and even imposter syndrome. These practical tips boost your confidence, and allow you to be more resilient as you step into your role as a sales leader.  Feel confident when unleashing your full sales potential and connecting with clients who need what you have to offer! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:42] Today we're going to talk about how to maximize sales potential after a less than perfect performance. [01:22] Sometimes when we're not happy with our performance, we play small. This prevents us from making the impact we are destined to make. [02:35] We are often our own worst critics which creates a tendency to hold back. [04:09] A story where even super high performers still have imposter syndrome. [05:15] The purpose of this episode is to continue to sell even when your performance is not up to your standards. [06:02] The first thing we need to do is shift our perspective. Recognize the positives and understand that the participants don't know the difference between your best performance and this performance. [07:19] It's important to recognize the things that did go well. [08:42] Be okay with wherever you are. Not everything you do has to be a 10. [09:48] It's not about you and your performance. It's about what the audience took away. [14:52] We have to set aside our own feelings and our own judgment, do our best, and still push offers out. [15:52] We need to learn to follow up without fear. We need to set the self-doubt aside and be willing to follow up. [18:34] Get my free follow-up guide in the Sales Maven Resources section. [20:00] There's a reason I send four or five emails. I get the majority of my buyers on email three and four and a few on five. [22:33] Be careful about making assumptions about what other people's experiences are going to be. [23:46] You can share support by being on camera during meetings and webinars. As a presenter, remain confident even if the audience's cameras are off. [27:11] Don't project your beliefs on the audience and don't hallucinate or read their minds. [28:41] Push through those times when you're not happy with your performance and do a follow-up.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 206: How To Stop Sabotaging Your Sales Success  

Are you struggling to stand out in a saturated market? Do you feel like no matter what you do, it's hard to differentiate yourself and your business?  It doesn't have to be that way. In this episode, Nikki shows you how to highlight what makes you truly unique and use it to attract the right clients.  Discover how to leverage your expertise, share your story, and showcase your approach in a way that sets you apart from the competition. Nikki reveals her top strategies for standing out, including how to effectively communicate your credentials, weave your experience into sales conversations, and confidently take a stand on what matters to you.  Learn how to create messaging that resonates with your ideal clients while gracefully repelling those who aren't a fit. She also explains why it's important to own your authority, make thoughtful recommendations, and embrace your unique voice to build trust and credibility with prospects. These simple yet powerful techniques allow you to stand out in any industry, close the right clients with ease, and build lasting relationships based on authenticity and confidence. When you're ready to differentiate yourself and make sales conversations effortless, this episode contains actionable tips you can start using today.  Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:42] Today is all about standing out in a crowded, saturated market and differentiating yourself. [01:51] It's crucial that your expertise, your story, your background, and your approach stand out. [03:05] Leverage your expertise and credentials. Highlight qualifications, certifications, and years of experience by weaving into stories or statements. Be specific.  [05:50] Showcase high-profile clients when relevant by weaving them into your conversations. [07:32] You could say something like, "over my 25 years of experience I've seen this." [08:36] Take a stand against common advice. Lean in hard on this one. [09:27] Try to think of three to five differentiators. Your clients can help give you a clue when they mention something that you do that's unique. [10:20] I advise my clients to put pricing on their website. This is from a perspective of how their clients would perceive them. My contrary advice sets me apart. [11:16] What's your thing that seems a little controversial? Lean into that. [12:07] Lean into what you're passionate about and don't be afraid that you might alienate people. [14:19] Don't make changes to your business or show up in a conversation for people who aren't the ideal client for you. [15:01] Make sure that you're always speaking directly to your ideal client. What are the unique needs and struggles of your ideal client? [17:08] My podcast on highlighting benefits over features really resonated with my ideal clients. [19:04] Your authentic message or the thing that makes you, you is going to resonate with your ideal client. [20:59] It's 100% appropriate for you to say I recommend this solution for you. You need to identify their need and that you have a solution and get their permission to put the solution in front of them. [23:45] Highlight your credentials and expertise. Take a stand on what differentiates you. Speak to your ideal client. Look for authentic messaging. Make your recommendation.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 249: Boost Sales by Highlighting Benefits, Not Features: Show Clients the Value  

Are you tired of spending time and energy on sales conversations and clients that aren't a good fit? Closing the right clients doesn't have to feel awkward or exhausting. Nikki shows you how to attract the right clients by repelling the wrong ones, ensuring you only invest time in prospects who are truly a good fit for your services. In this episode, Nikki reveals her top strategies for setting clear expectations through your messaging, pre-qualifying prospects, and using budget as a natural filter. Learn how to create transparent, engaging content that attracts clients who are ready to invest and how to decline those who aren't a match gracefully. She walks you through the importance of transparent pricing, setting boundaries with potential clients, and protecting your time and energy with a thoughtful screening process. These simple yet powerful strategies allow you to work smarter, not harder, and free up your mental space to focus on the clients who are a perfect fit. When you're ready to streamline your sales process and attract only the right clients, this episode is full of actionable tips you can implement right away. Nikki's here to guide you every step of the way! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:41] Today we're talking about how to attract the right clients by repealing the wrong ones. This is all about saving you time and energy and making room for clients that are the right fit. [01:16] I'm going to share strategies and close with a couple of scripts to gracefully decline clients that are the wrong fit. [01:49] Set clear expectations through your messaging in all of your media from your sales page to social. Identify who the offer is for. [02:26] Have a section that explains who this program is for. Give a menu.  [03:59] Prequalify your prospects with some type of screening process.  [04:29] Things to look at when you're not closing 75% of your consultation calls. How can I minimize calls that are the wrong fit? Am I closing those who are the right fit? [05:21] You could have a short questionnaire prescreening before a prospective client books a call. Keep it under five minutes.  [06:15] Talk about pricing. Give a range of prices. What are you looking to invest? [09:10] Use budget as a natural filter. This can be an opportunity to bless and release. [10:14] Based on what you've shared and what's important to you and specifically what you're looking to accomplish, I get a sense that what I offer isn't the right nextstep for you. Respectfully bring the conversation to a close. [11:26] Think about being transparent with your pricing. [12:56] Sales isn't about you, it's about the prospect. [13:40] Nikki shares a story of a client who didn't want to put her prices on her website. Having to ask about pricing can alienate a client. [16:43] Benefits of repelling the wrong clients. It reduces tire kickers. Sometimes you have to clear the field so you're not overloaded. [18:13] After reviewing the notes from our call and thinking about what you're wanting to accomplish, I don't feel like what I offer is the right nextstep for you. So I'm going to respectfully decline offering a proposal to avoid wasting your time.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 247: How to Handle Tire Kickers: Turn Indecisive Prospects into Committed Clients

Are you finding it difficult to connect with clients in a way that feels genuine and impactful? Building authentic client relationships doesn't have to be a struggle.  In this Mastering Excellence Series episode, Nikki is joined by special guest Megan Kachigan who shows you how to identify your clients' hidden concerns and deliver a better buying experience that truly resonates. You learn how to listen deeply and identify the blind spots that may be preventing your clients from fully engaging with you.  We reveal how to ask the right questions, find recurring themes, and turn vulnerability into opportunity so you can offer a message that aligns with your client's evolving needs and leads to a better buying experience.  This episode teaches you the art of translating your expertise into clear, compelling communication that captures attention and inspires action.  You'll discover why clarity, authenticity, and vulnerability are the keys to fostering lasting client relationships. If you're ready to connect with your clients on a deeper level and elevate your sales process, this episode is filled with practical strategies to achieve it. Megan is a direct-response copywriter and strategist known for driving sold-out launches. She helps purpose-driven coaches, speakers, and service providers boost sales using her 3M Roadmap method.  A Stanford teaching award winner with a Master's in Education, Megan has helped generate over $1 million in revenue for clients, including Two Comma Club Award winners. Her expertise in marketing strategy, buyer psychology, and data-driven tactics boosts conversions, allowing clients to focus on their strengths while serving their ideal customers. Outside of copywriting, Megan enjoys the Southern California sunshine and dancing with her family. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:17] Today we're specifically talking about how to identify your client's blind spot so that you can deliver a better buying experience. [03:01] Megan has a "done for you" copywriting service. She saves her client's time by creating copy focusing on conversion while bringing out the client's true self. [04:03] Copywriters are unique and valuable because they understand the mission, ask the right questions, and are able to articulate the right message. [06:25] Everybody's affected by imposter syndrome. Pointing out your clients talents and building confidence is important. [07:58] How to identify a client's blind spot. Do your homework and look at your clients website and social media. Really listen and have context for what the client is actually saying. [10:14] Actively listen for what they're truly saying. [11:04] A common issue is fear of visibility and putting work out there. Hold space for what comes up even if it's not what you were expecting. [13:30] Goals for identifying client blind spots. Having a 360 view of the business unlocks what's really trying to be expressed. [16:03] Recognizing that we all change and evolve and finding the current mission is very important. [17:15] What's the evidence that you're achieving your goals? The client begins to get fired up, and the marketing no longer feels like a chore. This is how you know you're creating a better buying experience. [20:40] Writing copy that is clear and easily understandable without dumbing it down and writing for a 5th grader.  [21:29] Megan thinks of herself as more of a translator of expertise.  [23:21] Look for the golden threads. What keeps coming up? What is approached at different angles? Find that blind spot. [25:08] Paying attention, digging deeper, and finding what truly makes a connection. [26:03] Megan breaks down when she has enough information to create the content and stop the meeting.  [30:01] We learn about the joy of sitting in the sunshine in Southern California.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Megan:  Megan Kachigan Facebook | LinkedIn | Instagram Copywriting For Coaches Podcast  

Are you struggling to re-engage clients who showed interest but never closed the deal?  Reviving client conversations doesn't have to be a challenge. Nikki will show you how to breathe new life into stalled opportunities and turn them into valuable business wins as you engage and close deals.   In this episode, Nikki shares her proven techniques to engage with both warm and lukewarm leads.  You'll learn how personalized outreach, thoughtful questions, and a fresh perspective help you rebuild connections and close deals.   She'll explain why crafting tailored messages is essential, how showcasing past successes can inspire action and the power of presenting clear options to clients.  These strategies make it easier than ever to turn interest into action and transform silent leads into thriving partnerships.   If you're ready to take action and make your client conversations meaningful again, this episode is packed with practical insights you can use right away. Nikki's here to help you every step of the way!  Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:42] This solo episode is about reviving client conversations using three strategies to engage and close more deals. [02:05] Identify and prioritize your warmest leads. These are people who you possibly have had a call with, and you know what they're looking for and you may have even talked about working together. [03:01] Make a list of hot leads who have expressed interest in working with you. Craft an individualized message for each person. [04:01] Try to get a live call and give them the opportunity to share what's going on in their business right now. [05:24] Personalizing the message is super important. [06:13] The second strategy is to create a list of your lukewarm leads. These people have been on your list for a while and maybe they've even taken part in something in the past. Send them a message as if it's going to one reader. [07:35] Use questions: What's something exciting you're planning in the coming year?  [08:34] Create a bulleted list and give them a menu of options to learn more about. [09:51] Menus are easier for the brain. Make it easy for the buyer to make decisions. [10:33] Would you or someone you know benefit from... or something else? [12:04] Ask questions in your emails. Instinctive elaboration our brains are wired for questions. [14:11] The third strategy is to do a year end message, plant some seeds, and have some questions in the message. You could call it a year in review and be sure to have a call to action. [17:14] Start collecting information, so you'll have the data at the end of the year. [18:06] What action will you take as a result of this podcast?   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Have you ever wondered how to grow a YouTube channel that drives real business results?  Whether you want to increase visibility, generate high-quality leads, or build a global audience, today is all about strategies to transform your channel into a powerful tool for success.  In this Mastering Excellence series episode, I'm thrilled to interview LinkedIn and YouTube expert Louise Brogan.  Louise has skyrocketed her YouTube channel from 5,000 to over 100,000 subscribers in just over a year, and she's here to share her secrets for making YouTube work for your business.   We discuss the key to creating content that keeps viewers engaged and converts them into clients. Learn how to repurpose YouTube videos into blogs, newsletters, and posts to dominate multiple platforms. We talk about why understanding your audience's most pressing questions is the ultimate hack for creating impactful videos.  You'll also hear about the surprising power of YouTube analytics and how it can uncover hidden opportunities for growing a YouTube channel. If you've been searching for a way to elevate your online presence while turning your expertise into a trusted brand, this episode is packed with insights you can use right away. Louise Brogan is the CEO of Louise Brogan Ltd, specializing in helping B2B companies leverage LinkedIn to boost their profile, generate leads, and drive sales. As the host of the Raise Your Visibility Online podcast and a YouTube channel with over 80,000 subscribers, she provides actionable strategies for growing businesses online.   A recipient of the 'Digital Marketer of the Year Award,' Louise has been recognized among the top 100 small businesses and female entrepreneurs in the UK. She even represented UK Small Business at Buckingham Palace, meeting King Charles.   A sought-after speaker and featured expert in Forbes, Huffington Post, and The Guardian, Louise collaborates with both solopreneurs and major organizations like BT and the BBC to build brands and achieve measurable results.  Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:14] Today we're focusing on how to grow your YouTube channel to grow your business. [01:31] Nikki shares information about Louise and her business.  [03:05] We've known each other for years. We met back in 2017. [04:04] Her core business is LinkedIn content done for you. She also does one-to-one LinkedIn coaching and consulting. [05:23] She began working with YouTube during the pandemic. She's now become a woman on YouTube. [06:51] A year ago, her YouTube goal was 5,000 subscribers. As of this morning she's at 99,000 subscribers. [07:32] We learn about monitoring views with tools like VidIQ and TubeBuddy. [09:10] We learn how growing her YouTube channel has impacted Louise's business. Videos are found through search engines.  [11:45] Louise's upcoming book is called Raise Your Visibility on LinkedIn. [12:39] Showing up on video and talking about what you're an expert in makes you the go-to person for people who are looking for an expert in your field. [14:46] What a day of growing a YouTube channel is like for Louise. What are the questions people are asking? Research what people are actually looking for. [17:47] Louise gets to the point and leaves out all of the fluff. [18:22] Her audience is a mixture of career people and business people. [20:17] The thumbnail and the title of the video are very important. Use keywords in the title in the description of the video. The more you say the keyword in the video, the more frequently the algorithm picks you up. TIP [25:45] There's also a tab on the YouTube dashboard that suggests topics. [26:47] Her goal this year is to hit 100,000 subscribers. After which, she'll be way more strategic about speaking to her ideal clients. [29:36] Key things include consistency and catering to her audience. She likes to do how-to videos that showcase her as an expert. [32:18] You can also promote your own videos to your network. She spent $5 a day promoting her videos, and things just blew up. [34:09] You want to make sure you're targeting the right countries when you do ad spends.  [35:03] You can also deep dive into the analytics of each video. [37:29] Louise loves repurposing, and she came up with an acronym for create once, publish everywhere or COPE.  [38:07] She embeds her videos in blog posts. She also chops them up, and uses the transcript to create blog posts and newsletters. [39:07] Create a video and use it as a resource for your business. She also puts her podcast episodes on YouTube. [40:22] You can also repost information that you've already posted someplace else. Recycle, repurpose, reuse. [42:21] Seeing a person on screen creates impact. [45:53] There are many ways to make money once you have an audience.  [47:25] We learn a little bit more about Louise and how she loves reading and more!   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Louise:  Louise Brogan YouTube | Instagram | LinkedIn Raise Your Visibility Online Raise Your Visibility on LinkedIn   Resources:  TubeBuddy VidIQ

Have you ever felt uneasy about announcing a price increase to your clients, fearing it might drive them away?   Maybe you've hesitated to raise your rates, even though you know it's time, worrying about how to communicate the change without sounding apologetic—or worse, losing trust.   Today's episode is here to help you handle these conversations with confidence and ease.  Nikki dives into the art of presenting a price increase as a simple, straightforward update while maintaining the strong client relationships you've worked hard to build.   You'll learn practical tips to announce a price increase, like framing it positively, avoiding over-explaining, and choosing the right timing and tone. Nikki even shares sample language that takes the sting out of the news, so you feel empowered to communicate with clarity and professionalism.   By the end of this episode, you'll be equipped to announce your new rates confidently, handle objections gracefully, and even “bless and release” clients who no longer fit your business—making room for growth and higher-value opportunities.   If announcing a price increase feels like a daunting task, this episode will shift your mindset and show you how to turn a potentially awkward conversation into a win-win for you and your clients.  Tune in and discover how to approach announcing a price increase in a way that reinforces trust, value, and your professionalism. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:42] How to communicate a price increase to your existing clients without losing business. Raising prices is one of the most difficult things business owners do. [01:41] When you can handle your price increase conversations with confidence, it really will improve your client retention rate. [02:02] Being honest and direct creates trust, and people buy from people who they trust. [03:02] Frame it as this is the new rate moving forward. Language is important, so you don't want to set the tone that the price is being raised. They get to decide how they feel about the new rate. [04:12] It's just news. [05:01] Please be informed that as of, and then you insert the date, the rate for our work together will now be X, Y, Z.  [06:17] Don't over-explain or try to justify. [08:06] Timing matters. Some clients will need notice in advance. Communicate live whenever possible. Words, voice quality, and body language. Zoom is your first choice, then phone, and then email. [10:50] You also want a clear date of when this change takes place for existing clients. [11:59] New prospects don't need to know about the price increase. It's just the price. [12:53] Unless you're using the price increase as an incentive to buy now, it's irrelevant to the people who aren't your clients. [13:22] You want the message to be clear and confident. Open the door if they do have any questions. [14:40] Sometimes when you raise rates, you will lose clients. Be prepared to "bless and release" the people who are no longer a fit as you scale your business. [15:56] A client story about the benefit of raising rates. The person in this example now works 25 hours less a week and still makes the same amount of money.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 144: Questions To Ask Before Communicating A Price Increase  

Have you ever found yourself listing all the amazing features of your product, only to watch a client's eyes glaze over? Maybe you're excited about your offer, but your prospects aren't grasping the value. You're left wondering how to present your services in a way that makes people eager to buy—without feeling like you're pushing a hard sale. Today's episode is here to transform how you approach these conversations as Nikki dives into why focusing on benefits and the true value of your offer, not features, is the key to successful sales. You'll learn about the powerful “FAB” formula: Features, Advantages, and Benefits. She'll show you how to go beyond listing features, guiding you to craft messages that truly resonate with your clients' needs and answer that crucial question: “What's in it for me?” Nikki covers the art of positioning benefits to simplifying your offers for maximum impact, this episode provides essential tips to help clients immediately see why they need what you're offering.  Learn how to boost sales by showing the real value behind each feature, so buying feels like a natural choice for your clients.  Tune in and discover how you can elevate your influence and make closing and boosting sales easier than ever. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:16] The FAB formula spec sheet: Features, Advantages, and Benefits. Will help you craft enticing offers.  [02:01] Drill down and focus on the benefits. A feature is what a product includes. The advantage highlights why that feature is better or different. [03:24] The benefit is the ultimate value of the client experience. It answers the question of what's in it for me. [04:10] So what? What are people actually going to walk away with? [05:23] The benefits are the motivators that lead people to take action. [06:03] Focus on the advantages and the benefits. Take what you have and focus on the benefits to make buying an easy decision.  [07:09] Really highlight the benefits. [08:12] You don't want to overwhelm people. Listen to Episode 229. [09:04] Stripping away some of the features can make the offer more compelling. [10:03] Three examples of advantages and benefits and what to focus on. Make the benefit front and center.  [13:14] Look at your testimonials for ideas on how to articulate the benefits.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 229: When to Use The “Less Is More” Approach In Sales

Have you ever been hit with one of those vague “client requests” that seem impossible to answer effectively?  Maybe it's a half-formed question or a general inquiry with no specifics, and you're left wondering how to respond without wasting time or losing a potential sale. Today's episode dives into essential sales strategies to turn these unclear inquiries into valuable opportunities.  Nikki shares a simple yet powerful mindset shift to transform frustration into confidence, positioning you as the trusted authority that clients seek out.  She'll walk you through the art of “giving them a menu” – a tailored approach to offering clear, actionable choices that help clients better understand your services and make quicker decisions.  From practical tips on handling broad requests to strategies for steering the conversation toward a specific solution, this episode gives you the tools to keep the ball rolling with any prospect.  You'll learn how to confidently structure options, guide clients through the buying process, and close more sales without feeling salesy or pushy. Tune in to discover how you can make any client request—no matter how vague—a pathway to a sale, building stronger connections and making it easier than ever for clients to say “yes” to working with you. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:41] How to turn vague client requests into sales. [01:07] Trying to decipher the vague request and make recommendations can be frustrating. Stop and take the opportunity to reframe this in your mind. [02:03] Coming across as unhelpful can repel the potential client. [04:22] Giving them something to start with gives their brain a chance to start working on what they actually want. [06:56] It's your job to give the potential client a menu and get them started. [07:25] Thank you so much, I can absolutely help you with that. Here are a few questions for specific options. [08:27] Give the potential client a menu with three options. [10:01] Which option is the best fit for you? Would you like to discuss any further? [12:21] You want to give the information gatherer something to take back to their client. [13:26] Externally motivated people may be attracted to the most popular option, because they like to know what other people are buying. [14:52] Make it easy for them to say yes to one of your options. [15:17] Leave the door open for them to reach out at a later date.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Do you find yourself entangled with tire kickers—those prospects who keep you on the hook without ever committing? If so, you're not alone; this episode is for you. Today, Nikki dives into practical strategies to support you in closing more sales by recognizing and managing these non-committal clients.  You'll learn how to masterfully handle indecisive prospects so you can either guide them toward a decision or gracefully "bless and release" them, saving you valuable time and energy.  Nikki shares her proven methods for setting boundaries, from pre-framing techniques in calls to playing “cat” to build curiosity.  By the end, you'll have the tools to spot and manage these "tire kickers," protect your time, and engage with clients who are genuinely ready to move forward. Tune in to discover Nikki's insights for setting clear boundaries and positioning yourself with confidence—no more chasing after those elusive tire kickers! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:41] How to handle those tire kickers? Turn them into committed clients or 'bless and release". [01:47] Nikki defines "tire kicker". [03:00] Are you doing something to continue this behavior and allow it to keep going? [04:09] There's always a balance of power in sales. [05:04] Starting with a pre-frame in order to set expectations. "The purpose of today's call is to answer any last calls, and then we'll decide today whether we'll be working together." [08:15] "Bless and release" or stopping lobbing the ball back and forth. [09:45] "If you're not ready now, I respect that. Reach out to me when you're ready to move forward." [10:06] Playing cat. Pulling back a little bit and letting them take action in order to move forward. [13:34] When they're not ready to move forward, you must stop coaching and giving free advice. [14:38] Some "tire kickers" will just continue to take and take. [15:33] I now offer 15-minute Spotlight Coaching sessions for people who have a quick question or just want to pick my brain. [17:35] It might make sense for you to have something like this in play.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Have you ever noticed a buying signal but held back, unsure if you should act on it? Today's episode is all about recognizing and following up on buying signals—even in those unexpected, non-traditional settings—without that fear of rejection holding you back.  Nikki dives into why this skill is so essential for growing your client base and shares insights gained over years of coaching and even writing a book on the topic. This episode stems from a recent coaching session where Nikki saw, once again, the power of acting on buying signals to convert interest into clients.  She walks us through two main reasons we often hesitate and miss these cues, plus some of the internal hurdles that might keep us from reaching out.  Nikki also highlights why ignoring these signals can unintentionally convey that you're not interested in a client's business. By learning to act confidently, you're letting potential clients know, “I'd be honored to work with you.” Otherwise, they may create their own stories, assuming you're not interested or think they can't afford your services. Tune in to gain Nikki's top tips for recognizing buying signals and following up effectively. This episode will help you connect with prospects and grow your business naturally—without fear or hesitation. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:53] We'll be talking about how to recognize and act on a buying signal even in a non-traditional setting and also how to follow up without a fear of rejection. [01:21] Knowing how to recognize and act on buying signals makes a huge difference in your conversions. [02:24] We need to act on buying signals and send the message that we want to work with them. [03:01] A buying signal is a cue that someone is interested. These signals come in many forms from asking questions to positive and negative comments. [04:30] Even if you're not sure, it's still your job to follow up. Is there something I can help you with? [05:06] Buying signals can be settled. You have to be turned on and tuned in to pick them up. [06:19] We project our limiting beliefs onto the other person. [07:48] If you're not a psychic, you don't get to mindread and hallucinate. Let the other person tell you whatever they're going to say. [09:40] When you get a buying signal, it's your job to issue an invitation. Would you like to sign up or chat more? Wait.  [11:03] You can always reach back out with a simple question. Would you like to talk more? [13:09] Worst case scenario is they say no. We have to be able to recognize buying signals and be willing to follow up with necessary. [14:57] You have to recognize and act on buying signals when you get them. [15:14] Get a free PDF on recognizing buying signals. [15:46] Recognizing and acting on buying signals begins with being a good listener. Issue an invitation and wait for the other person to respond.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Have you ever written a book only to wonder, “Now what?” Don't let your hard work sit on the shelf collecting dust. Learn how leveraging skills can turn your book into multiple resources.  Today, as part of the Mastering Excellence series, Nikki talks with Susan Friedman, an expert in book marketing. She's here to share her proven strategies for turning your book into multiple products and increasing your profits. We know you poured your heart and soul into your book, but don't stop there. Learn how to repurpose your content into checklists, tip sheets, and even online courses, giving your readers more ways to engage with your expertise—and more ways for you to get paid. In this episode, you'll discover how to take your book and create a variety of new products that can skyrocket your sales, whether it's turning a chapter into a workshop or an article into a lead magnet.  We'll also explore how leveraging your skills can help you build even more value, expanding your reach and impact. Lastly, we'll dive into the power of niching down—how adapting your material for specific audiences can open up fresh opportunities and grow your influence. Listen in for tips on maximizing your book's potential, boosting your income, and leveraging your expertise in ways you never imagined. This episode is packed with actionable insights that will change how you think about book marketing. Susan Friedmann is a badass in the world of nonfiction book marketing coaching and training. With over 30 years of experience, she's on a mission to help authors sell books in bulk. Through her company, Aviva Publishing, she's guided hundreds of non-fiction authors toward mastery in their niche.  She's a writing powerhouse, with 18 books to her name - the first selling more than 500,000 copies to one company!  She also hosts "Book Marketing Mentors," an award-winning weekly podcast now in its 8th year, which ranks in the top 1.5 percent of podcasts worldwide. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:47] There is a structure to success. When you break down how someone is achieving a high level of success you can apply that structure in your life and business. [02:14] Our topic today is about how to take a book and turn it into multiple products. [03:01] We learn about Susan's first success on her own, niching down to trade shows. She began Aviva Publishing to publish her own work.  [04:21] Susan's book evolved into checklists for people attending or presenting at trade shows. This ended up 10xing her book sales. [05:35] These checklists eventually evolved into tip sheets and then articles. [06:33] The magic of recycle, repurpose, and reuse. [07:08] Articles can also become mini books or ebooks or even lead magnets. Cut, slice, and dice. [08:13] A book can be a door opening business card. [10:27] Brainstorm and think about how many different pieces you have in the book that you could turn into other products. Break it down to the lowest common denominator. [12:35] Think about who your market is and what you want the book to do for you. [15:57] Do the multiple products refer back to the book? This would depend on the specific audience. [18:44] Strategies like having a sponsor who sponsors the book to get it put in everybody's bag at an event. You both would need to have the same type of audience. [23:19] The advantage of having established expertise. [26:44] Your big fat business card (book) is a way to get your foot in the door. [28:40] Speakers are usually expected to have a book. [34:28] Nikki issues a challenge to have a brainstorm session about your work and see what other products you can turn it into. [35:03] Book topics can also be taken and niched down for specific groups. [37:07] Fun questions with Susan! [39:16] Susan is also working on a book marketing crash course.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Susan: Get A Book Marketing Brainstorming Session With Susan! Susan Friedmann - Book Marketing Mentors Aviva Publishing Book Marketing Mentors Podcast Books by Susan Friedmann Facebook | Twitter | LinkedIn | Instagram How Playful Sales Strategies Can Drive Your Book Success - BM442  

Have you ever been to a client meeting where the first words out of their mouth are, "There's no budget"? Don't let budget constraints make you panic. Today, Nikki shares strategies to set yourself and the prospect up for success and maybe even earn their business. We know you need to get paid, but hold off on immediately “blessing and releasing” this prospect. Learn key questions to determine if this prospect has the potential to become a future client and how to respond when budget is an issue. We'll also explore how to uncover their motivation for setting up the meeting in the first place, and how to show respect when the person you're speaking with may not want to be there. You'll discover how to build rapport and move the client from being a "prisoner" to a "learner," then to an "interested party," and eventually to an advocate or ambassador. Lastly, we'll cover strategies for maintaining communication and rescheduling once the budget outlook improves. Listen in for tips on asking insightful questions, engaging the person you're speaking with as effectively as possible, and keeping the lines of communication open to create a lasting impression—even when they start the conversation with budget constraints. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:42] many business owners face a common challenge: how to effectively navigate client meetings and interactions where there are budget constraints. [01:02] In a coaching session, one of my Sales Maven Society members asked about this. I knew this would be a good topic to talk about because so many of us run into this.  [02:13] When someone says they have budget constraints, continue the conversation to find what might best serve them. Then discuss possible next steps for addressing the current budget issues. [03:11] Try to uncover what their motivation was for setting up the meeting in the first place. "I'm curious or is it okay to ask, what prompted this meeting now"? [04:40] Maintaining and building relationships when the person in the call with you is a "prisoner". What would make this a good use of your time? [06:16] Reach back out to the boss and let them know what was discussed. Is there anything specific you'd like accomplished? [07:36] Budgets change. Find an opportunity to have the next chat. [08:45] You can also send a message before the budget rolls over to the person you had the meeting with and reference your call and share suggestions. [11:10] It's all about asking insightful questions and engaging the person that you're in conversation with as effectively as possible and maintaining ongoing communication.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Are you tired of being overpowered by difficult clients in your corporate sales meetings? Do you struggle to stay calm when faced with challenging clients who seem determined to contradict everything you say? You're not alone. Today, Nikki shares confidence tips specifically for women dealing with know-it-all clients. She breaks down what you can do to set yourself apart and set yourself up for success even when they may have a bit of a condescending attitude.  Use these strategies to turn a challenging situation into a win for you and your client! Learn how to establish power and take control of the meeting from the start.  You'll discover how to ask powerful questions that keep you in control and learn a foolproof strategy for defusing hostile behavior without getting defensive. Nikki also explains why "selective amnesia" might just become your new best friend in managing difficult clients within corporate sales. Along with a personal story about a challenging client that taught her one of the most valuable lessons of her career. Whether you're a seasoned corporate sales professional or just starting out, this episode is packed with practical advice to help you navigate difficult clients with confidence and ease. Tune in to learn how to turn tough corporate sales situations with difficult clients into opportunities for growth, stronger relationships, and ultimately, bigger deals! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:38] Establish your authority. Ask permission to lead the meeting. Pre-frame the call to take the lead in the meeting.  [02:18] In order to make this meeting productive, can I start with a few questions? [03:08] Establish your expertise when asking a standard question.  [04:24] Acknowledge and allow them to share their expertise. You can also ask about expectations. [06:17] When you ask questions the person answering is the expert at that moment. [08:58] Nikki shares a story about her early career where she was able to stand in her place of credibility and speak about her product and solutions, while still giving respect to their knowledge base. [10:51] Always take a step back and get curious. Ask yourself if you've created an environment of safety. [13:09] Nikki shares a strategy for turning a prisoner into a learner. [14:11] If you can be curious and create safety, a lot of times you can win these people over. [14:49] A polarity response is when someone takes an opposing view to what is said. For some people, this has become a behavioral trait. [15:51] When someone shows up with a polarity response, you need to be able to switch your language. You can find training about this in the Sales Maven Society. [18:29] For a polarity response, use something like I'm not sure you'd be open to this. [19:11] Getting defensive is the worst mistake that you can make. Look for ways to be curious and show it in your body language and your questions. [20:47] Selective amnesia is where you say what you need to say, but then next time you talk to this person you're fine.  [25:15] Boundaries create safety. [26:05] Set yourself up for success by changing your language with polarity, bringing selective amnesia when needed, changing the way you frame questions, and pre-framing at the start of the call. [27:02] It's okay to bless and release. Then use that energy to find your next client.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Most business owners know it's easier and more cost-effective to keep an existing client than to acquire a new one. Even a small increase in customer retention can significantly boost profits. Have you ever had a sale fall through or seen a client relationship fall apart? These moments of crisis might actually lay the foundation for future success and be the key to exceptional customer retention. In this episode, Nikki explains how to turn sales failures into opportunities to build customer loyalty. We learn how Nikki went above and beyond to resolve a delivery issue and satisfy her client. She also shares a negative example of a company that failed to deliver products and offered inadequate solutions. It's crucial to take responsibility and make a sincere effort to resolve issues. Going the extra mile can turn customers into brand ambassadors while failing to do so can permanently damage relationships. Tune in to discover customer retention tips that turn problems and complaints into win-win situations, keeping your customers loyal and even transforming them into enthusiastic fans. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:08] The goal of this episode is to help you plan for those times when things just don't go well. [02:51] Nikki shares an example of a delivery failure where slides didn't record with one of her clients. She ended up fixing it by recording a mini training that covered some bonus training that was in her original presentation. The client was very grateful and gave her a raving recommendation.  [07:59] Going above and beyond and delighting clients is what we are going for. [09:03] Going the extra mile allows people to be appreciative and possibly shout your praises to others. [10:01] Nikki contrasts this bridge building experience with a company she was a client of that completely let her down. They didn't deliver and said it was her fault. They poured gasoline on the bridge! [16:06] When something goes wrong, we have an opportunity to make it right and win the customer over. There's always an opportunity to make things right. [16:36] Do you want to build bridges or do you want to burn bridges? [17:46] What is something that you can do to delight and surprise a client when something goes wrong? [18:06] If you have a story you would like to share I would love to hear it.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Strategic pricing strategy matters. Marketing methods that used to work in the past are much more nuanced these days. This episode tackles strategic pricing strategy and how to approach discounts - who to offer them to, when, and how. This on-air coaching call features one of our unique and brilliant Sales Maven Society members, Nicole Smith Levay.  Nicole is a transformational retreat leader and somatic coach who helps high-achieving women stop over-giving on autopilot and learn to prioritize themselves and their soul work. Nikki and Nicole dive into Nicole's concerns about her current pricing and promotional tactics. They investigate why the "inner circle" discount approach may be ineffective and explore how to structure pricing tiers for maximum impact. There is power in rewarding action-takers and early adopters. Nikki talks about how predicting who your buyers will be can backfire and shares a better approach for maximum impact. We also learn about increasing lifetime client value. Whether you need help with launches, unsure about discount strategies, or looking to boost sales without devaluing your services, this episode is packed with actionable insights on Strategic Pricing Strategy. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:11] Nicole is a transformational retreat leader and somatic coach. She helps women put their soul work first. She does this through somatics, breath work, and meditation. [02:24] She also has a group coaching program called Forward Momentum. [03:50] She helps women take their businesses from year one to three to four to seven more smoothly. [04:10] Nikki agrees that in business we reach levels where we know something has to give or change. [06:08] To make the changes we want to make in our lives, we can't keep acting on autopilot. We need to pause and check in with our bodies and see what's going on. [07:50] Nicole also hosts retreats. In two weeks, her group is going to Santorini and Crete and the theme is Connect with Source Energy.  [11:17] This call is a coaching session. [11:41] Nikki has helped Nicole move through resistance and fears.  [11:41] Nicole's question for this coaching session is about marketing her programs. [13:19] Her tried and true formula that she's been using for retreats isn't as effective for digital programs. She's not sure if it's how she does the launch or if it's her pricing structure. [14:24] Marketing has changed. Offering special pricing for an inner circle doesn't work as well as it used to.  [14:50] It's fine to have tiers with a sequence attached. You could have a rollout and a launch with an email sequence attached to it. [15:06] Nikki tested this last year.  [15:46] Nikki loves to reward action takers. Implementers get results. Implementers are often people who buy right away. [17:17] Don't be overly strategic in trying to predict who your buyers will be. Share your offer with the entire list. [17:32] Don't try to hit the trifecta. You don't really know what the right offer at the right time for the right buyer is. [18:53] Just put your offer out there to everyone. [20:04] Some elements in Nicole's past efforts might be about having control for who's right fit for her offers. [21:11] Have a small first step workshop to increase the lifetime value of clients and build trust. Give people an opportunity to get that first touch. [23:13] How can we put a really great offer in front of people that will allow them to dip their toe in the water? [25:27] Is there a way to pull a transformational experience out of the retreats and give someone a mini retreat? [29:30] Nikki's advice is to give people the opportunity to be willing to work with her. [30:36] In the Sales Maven Society, Nicole has learned to not be afraid to try new things and not to be afraid to follow up. [32:24] According to Nikki, working with people who are willing to take action is the best thing ever. [33:45] The Somatic Boundary Meditation helps you find where you're overextending yourself.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Nicole: Power Within Healing Free: Somatic Boundary Meditation Facebook | Instagram

Are your speaking gigs falling flat? It's time to revolutionize your audience engagement strategy. Nikki is joined by speaking and visibility coach Laurie-Ann Murabito to reveal how to captivate your audience and keep them on the edge of their seats.  Learn how to infuse your unique personality into your presentations and set clear goals that resonate with your listeners. Nikki and Laurie-Ann discuss valuable techniques for crafting and delivering impactful speeches. Through the use of "speech blocks," you'll discover how to create a presentation that highlights your personality and authority while remaining flexible.  Laurie-Ann is an author, award-winning speaker, the woman behind Speak and Stand Out, and the Be In Demand podcast host.  Follow along as she shares her journey from winning a childhood smiling contest to coaching business owners on leveraging speaking opportunities with clients like Johnson & Johnson, the American Cancer Society, and more.  Whether you're speaking on stage or virtually, Laurie-Ann's tips will help you create an audience engagement strategy that turns listeners into loyal followers and clients. Get ready to transform your speaking skills and make a lasting impact! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:17] We're going to talk about how to have your audience on the edge of their seat when speaking. [02:36] Laurie-Ann shares how she really was a reformed shy person who couldn't even make eye contact with others. [03:02] She realized this behavior wasn't going to serve her and decided to make changes. [04:19] Self integrity is one of her highest values. She ended up agreeing to speak at an event and shares her first experience. [05:59] As she spoke, she improved and ended up being fully booked as a coach because of speaking. [07:22] Laurie-Ann breaks down what Nikki would have to do to have her audience on the edge of their seats. She begins with journaling and body movement and music. This is part of her prespeaking routine. [10:03] When crafting a speech she wants to bring out personality. Try to infuse a skill or hobby that will make you unique. Set a goal and decide where you want to go with the speech. [14:02] When you're done with the speech, what do you want the listeners to do, think, and feel? [14:44] The wisdom of building a speech in blocks. [16:04] The beginning blocks are opening and authority. Teaching or learning is in the middle. You can teach three points with three pieces of data. The ending contains the call to action. Then closing. [21:09] Nikki and Laurie-Ann discuss virtual speeches.  [24:40] What do you do when the audience isn't engaging? Course correct with a joke or something.  [26:31] Sneak in your experience and how to learn more.  [30:07] If you lose your place or forget the next thing you were going to say, no one is going to know but you. [30:39] Laurie-Ann loves nature, the ocean, and hearing success stories from her audience. [32:08] We learn about the smiling contest. [34:50] Laurie-Ann shares a little about the upcoming Speaking Monetization Tips podcast.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Laurie-Ann: Speak and Stand Out Be In Demand Podcast Laurie-Ann Murabito LinkedIn Laurie-Ann Murabito Instagram Laurie-Ann Murabito YouTube Rethink Your Leadership: Influence Your Team to Empower and Promote Engagement Rethink Leadership: 4 Lessons To Make You Remarkable

Most people want sales success. To achieve it, they often need to step out of their comfort zones and accept expert advice. New techniques and strategies can feel uncomfortable or unfamiliar. It's natural to want to stick to what feels safe and known, yet this can limit our growth and potential, especially when it comes to sales. This episode is inspired by a conversation Nikki had with a client about receiving advice on sales success that she hadn't tried before, and that pushed her outside her comfort zone. Everyone has to learn to sell in their own way, but until they have the experience to know what works and what doesn't, it's beneficial to be open to an expert or mentor who has already achieved success in sales. Nikki shares how she was fortunate to have a sales mentor who helped her when she first started her sales career and how she continued to learn from that mentor for 20 years. She still uses the advice she learned from him in the Sales Maven Society. She also shares another client story about someone who eventually increased their sales from nothing to over $40,000 a month and now has $60,000 days in her business because she was willing to take an expert's advice. Nikki explains how embracing discomfort can build confidence and shares steps to move forward. She even reveals what she tells herself when it's time to step up and do that thing she doesn't want to do. It's okay to find a mentor, teacher, or coach who can push you to step out of your comfort zone and achieve sales success while building confidence and discovering what works and what doesn't. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:22] This episode was inspired by one of Nikki's clients who was overwhelmed with some of the feedback she was getting from her boss. [02:05] In sales, people will find their own way, but also need to be open to advice from people who've already achieved success. [03:10] Why does experience matter in sales? Experienced people have a unique perspective on what does and doesn't work. [04:48] You'll probably have to try things that might feel weird or uncomfortable to you, until you've perfected your technique. [05:24] We shouldn't dismiss people who've been in the arena and have already done what we want to do. [06:01] In Nikki's sales career, she found a sales mentor who was her mentor for 20 years.  [07:03] He taught Nikki techniques she still uses today, including stating your price like you were stating the time of the day. He also taught her it was important to get rid of qualifiers and not to sell past the close. This resulted in her first $70,000 order. [08:39] There's huge value in using mentors and coaches. [09:06] There will be times when you have discomfort. You can either quit or embrace the feeling of being uncomfortable. [10:03] When Nikki's uncomfortable, she embraces the fact that change is happening and even says it out loud. [11:38] Nikki shares a client success story where trying led the client to getting to over $40,000 a month to $60,000 days.  [14:17] Doing the thing that feels really uncomfortable creates confidence. Steps include: Keeping an open-minded approach to things. Reminding yourself of past successes.  [16:13] Think of a time when you did something you didn't want to do and it led to success. [18:03] Be open to trying something new that your brain may want to dismiss. [19:07] What are you going to do to keep that open-minded flexible approach?   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven

Would you like to find a subtle way to get your message across without selling or sounding pushy? If so, you might want to use the secret weapon of creating curiosity. In this on-air coaching call, Nikki and an amazing Sales Maven Society member Tracey Wheeler explore ways to create curiosity during networking events. Tracey, the owner of Sunny Virtual Business Support, provides virtual bookkeeping and business support for service-based entrepreneurs across the country from her base in Henderson, Nevada. In this call, Nikki and Tracey explore effective communication strategies to drive sales, particularly in networking situations. Tracey seeks advice on how to invite potential clients for discovery calls without coming across as pushy. Nikki shares the importance of creating curiosity and with specific techniques for engaging prospects. They discuss the "three, two, one" approach to networking and the concept of the "strive five" - an ideal list of people to connect with strategically. They cover tactics like tailoring your introduction to serve the listener, asking for referrals, and offering to be a resource. Nikki emphasizes the value of having clear goals and a structured approach to achieve excellent results in networking and sales. If you're ready to improve your networking skills and learn how to turn connections into clients, this episode is for you! Listen in to discover how small changes in your approach can lead to significant impact and business growth. Tracey Wheeler is the owner and Chief Happiness Officer at Sunny Virtual Business Support, specializing in virtual bookkeeping for service-based entrepreneurs. A Certified QuickBooks ProAdvisor, she holds a Bachelor's in Interdisciplinary Studies with a focus on communication and small business entrepreneurship, along with an MBA.  With over 15 years of experience, including work at the IRS, Tracey's background spans the entertainment, hospitality, and government sectors. She is dedicated to delivering exceptional customer experiences by staying updated on industry trends and pursuing ongoing professional development. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance toJoin Our Sales Coaching Community | Sales Maven Society boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:55] - Amazing Sales Maven Society member, Tracey Wheeler and her cat are here today. [01:14] - Tracey shares a little bit about herself and her business, Sunny Virtual Business Support where she provides virtual bookkeeping and business support for service based entrepreneurs. [02:54] - When tax time rolls around, and the entrepreneur has a spreadsheet and a box of receipts their CPA will tell them they need a bookkeeper, that's when they call Tracey. [03:31] - Nikki thinks having a bookkeeper is a game changer. She received advice early on to get a bookkeeper, and she's never looked back. [04:32] - Having a bookkeeper relieves so much stress and is worth every single dollar. [06:35] - Tracey is a virtual bookkeeper located in Henderson, Nevada. She helps people from all across the country. She uses Slack and Zoom to communicate with her clients. [07:26] - Tracey exudes so much positive energy that Nikki feels happier every time she sees her on a call or has a question from her. [07:56] - In this coaching call, Tracey wants to know how to communicate in a way that will drive sales. She attends networking events and would like to invite people for a discovery call but doesn't want to seem pushy. [08:28] - Nikki's advice is first and foremost to create curiosity. Are you talking to someone who it's nice to be in the group with or are you talking to a prospective client? [08:42] - Nikki shares a couple ways to create curiosity. When it comes to the question of what you do, ask the person first so you can respond with what you do in a way that will help them. [09:11] - Talk about what you do in a way that serves people like this prospective client. [10:37] - You could also say something like, "I provide bookkeeping services. Who do you know that might benefit from what I provide?" [11:07] - You can also say something like, "Is there ever an opportunity I could be a resource or provide value to you?" [11:39] - Create curiosity in the way you answer questions. [12:51] - When networking, have some specific goals and objectives in mind before you go into the room. [13:08] - Nikki talks about the three, two, one of networking. This involves connecting with three new people, deepening a relationship with two people, and inviting one of them to have a conversation outside of the group. [14:01] - Nikki talks about the “strive five", an ideal list of people that you would like to get to know better. Once you have your ideal list, purposely put yourself in situations to deepen rapport with them. [15:35] - We learn a strategy that Nikki would use to invite someone to meet early for a drink before the event; these people would often turn into clients or open other doors. [18:19] - There's a structure to excellence. If you want to achieve excellent results, have some type of structure. [19:12] - Continue to move towards the outcome that you want and be strategic. [19:34] - Tracey shares how the group coaching within the Sales Maven Society has benefited her. She learns so much by listening to other people's questions and Nikki's responses.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Tracey:  Sunny Virtual Business Support Facebook | LinkedIn  Mentioned Nikki's Podcast And Get 15% Off Of A Paid Diagnostic Review  

Therapists often spend their time focusing on finding ways to help their clients, yet they are also running a business, and sales are an important part of that business. Today's episode features an on-air coaching call with one of our amazing Sales Maven Society members, Melissa Spaulding, a licensed clinical mental health counselor and EMDRIA consultant. In this call, Nikki and Melissa dive into the pros and cons of an upsell offer versus a downsell offer. Melissa's higher-end clients have weekly sessions. She also has clients who attend less frequently but whom she feels could benefit from more support. Melissa's concern is what type of offer to create and which group she should focus it on. Nikki dives into the importance of creating both types of offers and shares which group to focus on first. They discuss the importance of getting feedback through surveys and other methods, which often lead to surprising results. Nikki shares real-life examples of client feedback that actually changed her messaging and marketing. They cover tactics like giving clients a menu and offering incentives. Melissa explores methods that she's thinking about trying, and Nikki gives her expert feedback and tips on how to proceed. If you're ready to improve sales by giving clients exactly what they want, this episode is for you! Listen in to learn how a simple change in messaging can be all that's needed to spark interest and create impact! Melissa is the owner of Guided Wellness Counseling, a practice sought after by ambitious women ready to heal from anxiety, depression, and trauma. Her practice specializes in curated one-on-one therapy as well as EMDR trauma therapy intensives. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:12] - Melissa shares a little bit about herself and her business. [02:02] - The mission at Guided Wellness is based on understanding that secrets make us sick and shame is passed from generation to generation. [03:23] - Melissa and her clinicians are licensed in the state of Utah, so they work with women in Utah. [04:13] - A woman should seek support as soon as she realizes that an issue is affecting her quality of life. [05:30] - Feeling seen and heard by your therapist are the biggest predictors of the outcome of your therapy. [07:13] - Melissa also offers courses for other counselors. She is a consultant for EMDR which helps release trauma stored in the nervous system. [08:12] - Melissa's practice is a patient pay or cash pay practice. She gets clients but many of them don't attend weekly sessions. [09:48] - She wants advice about what type of offer she should create for people who can't attend weekly and for those who do attend weekly. [10:41] - Nikki's advice is creating offers for both scenarios but focusing on the high ticket offer first.  [11:16] - She could also do a survey or create an offer, see if there's interest, and then create the back end. Nikki also suggests asking the audience what type of high ticket program they think would be useful. [12:14] - Nikki shares the technique of giving a menu to assist audience members in giving feedback. [13:11] - Nikki also suggests testing some of the high-end clients to find additional ways to serve them. [14:46] - Showing clients the value that you create for them will encourage more people to sign up for the weekly sessions. [18:18] - Therapy is similar to going to the gym. If you only attend once a month you're not going to see progress. [19:38] - Giving clients an opportunity to be exposed to the benefits could result in a higher sell through rate. [21:02] - Melissa talks about doing a survey through her email list. She's also considering asking clients their opinions or to complete a worksheet when they're in session. [22:02] - Nikki also suggests offering an incentive to get client feedback. [23:03] - Nikki offered an incentive of $500 Amazon gift cards and received valuable and surprising feedback about her offers and her menu. She changed her messaging and her marketing based on this feedback. [24:54] - When doing a survey do everything possible to get the best results including offering a menu. [26:05] - Melissa's thinking about offering a self-esteem workbook to anyone who completes the survey and making all responses anonymous. [26:34] - People sometimes become more invested when you ask for feedback. [29:14] - Nikki talks about having integrity in messaging and not making people feel like you're just trying to sell to them. [31:23] - Melissa has learned in messaging potential clients to share what they will receive, not what she will teach.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven  Guided Wellness Counseling Melissa Spaulding at Guided Wellness Counseling Guided Wellness Counseling Instagram  

If you've ever caught yourself making assumptions about your clients' motives, you're not alone—and it could be holding you back from true success. In this episode, Nikki dives deep into the dangers of assigning motives to your prospects and clients, and how these assumptions can derail even the most promising sales opportunities. It's easy to fall into this trap, whether you're trying to anticipate a client's needs or make decisions on their behalf. But when these assumptions are off the mark—or even when they're right—they can lead to breakdowns in communication, strained relationships, and lost business. Nikki has been the client on the receiving end and has stories from her clients. Today, she shares personal stories and insights along with powerful strategies to help you build stronger, more trusting relationships with your clients. By the end of this episode, you'll be equipped to avoid these common pitfalls and start fostering deeper connections. Let's get started on transforming the way you engage with your prospects! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:45] Nikki's inspiration for this topic when she was on the receiving end of someone making assumptions and assigning motive. [03:03] Assigning motives can hinder relationships and sales success. [03:58] When you make assumptions in a client relationship, you start behaving as if the assumption is true.  [04:55] Think about lifetime value. When we have a breakdown, we'll lose further business and referrals from the client. [05:53] When you assign motive, it breaks trust between you and your client. It's like saying you don't believe them.  [06:12] It's hard to come back after breaking trust.  [06:48] Nikki shares a story about when she was a client and a person assigned motive to her question.  [08:41] Instead of answering the question, the person made accusations about why the question was being asked. There ended up being a huge blow up and disrespectful things were said.  [09:26] This person was ultimately removed from Nikki's account, but it created mistrust with the company. [10:37] The company has lost out on referrals and potential revenue, and it all came down to this idea of assigning motive, and in this case the motive was inaccurate. [11:07] What is there to gain by assigning motive? Who wins when you get to be right? Being right doesn't pay the bills. [12:21] Nikki shares a story about a client interaction that came up recently involving assigning motives to a particular person on the team who they felt wasn't nice. [13:22] It's hard to work with someone who you feel is ignoring your preferences, but it doesn't set the client up for future business when the relationship is breaking down. [14:01] Advice includes ignoring your preferences and seeing if there's a way you could work around the other person's preferences. Have some grace in the moment.  [15:11] The ultimate outcome is to delight your clients, so that they'll shout from the rooftops how amazing you are sparking more business.  [15:47] Common triggers to be aware of when you're about to assign motive include lack of clear communication. Instead, think how you can make it easier for the client? [16:51] Personal insecurity and biases can also trigger motive assigning. A previous experience can also influence your interaction. [18:00] Nikki shares a client's story where this client assigned a motive of one of their potential clients not valuing their work. [19:37] Think about offering a solution to the person's very clear objection. [20:55] Recognizing signs. Do you have an internal dialogue going on? Emotional reactions will cause us to assign motive. [22:09] Nikki talks about making a mental effort to give more grace and recognizing patterns where we may assign motive. [23:46] Seek feedback from colleagues and mentors. Ask for their take without telling your take. Make it clear that you're seeking constructive feedback. [25:09] Nikki talks about what you can do once you recognize the signs that you're about to be triggered into assigning motive. [25:26] Manage your state of mind. Have some type of ritual to get you into the right state of mind and keep you focused in the conversation. [26:33] When you want to assign motive, pause and ask a question. Can you expand on what you just said? [27:44] Be present and practice active listening. Be curious. Pay attention to tone and body language.  [29:48] Build trust through transparency. Leave space for people to be open and honest. [30:57] Motive assignment and being right is rarely going to help the relationship.  [31:16] Keep the end in mind. We want to earn the business, deliver at a high level, and keep our clients happy and satisfied. [32:05] Reach out and share your big takeaway or a story that you have about assigning motives.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

If the thought of prospecting makes you uneasy, especially if you don't see yourself as a traditional salesperson, you're not alone. In this episode, Nikki shares straightforward strategies to simplify prospecting and help you start building your business, attracting new clients, and exploring new possibilities. Prospecting is crucial for success, and it often gets pushed aside when we're busy or overwhelmed with current clients. Even when things aren't hectic, it's common to find other tasks more appealing.  Many people even block out dedicated time for prospecting and still end up procrastinating. If this sounds familiar, Nikki understands and is here to help. It's time to conquer the fear of prospecting. Nikki guides you through easy-to-follow steps to create a strong prospect list and start bringing in new business. A full pipeline means less stress and more freedom to focus on the work you love. By the end of this episode, you'll have practical tools to build a robust prospecting list and the first step to consistent business growth. Let's get started on your path to success! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [04:11] Nikki introduces a new training called "Business Building Key Prospecting Strategies" with five ways to build a prospecting list and eight prospecting scripts. [04:37] Two ways to access the training: joining the Sales Maven Society or through the Sales Maven Studio. [05:54] Nikki will focus on the first two strategies for building a prospecting list, which are the easiest and can quickly bring in new business. [06:25] The first strategy is to create a list of past clients, including what they purchased and potential complementary offerings. [08:33] When reaching out to past clients, use personalized messages and offer to discuss new ideas or ways to support them. [10:35] Past clients are considered "low-hanging fruit" because they already understand the value you bring and have received benefits from your services. [12:20] The second strategy is to identify non-buying but highly engaged people on your email list and social media. [13:33] Consider offering these engaged non-clients a quick call or a special incentive to take the next step with you. [14:49] Consistently reaching out to past clients and engaged non-clients can help fill your pipeline with potential new business. [15:49] Nikki encourages listeners to start with these two strategies and see what's possible for their business growth.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Have you ever wondered how a customer-centric retention strategy might help you grow your business, boost your clients' lifetime value, and make it easier for them to stay loyal to you? In today's episode, Nikki provides practical tactics for increasing client retention and encouraging repeat business. This episode is inspired by a chat with a client regarding coaching communication, which emphasizes the need for flexible communication. You'll hear how Nikki recognized the impact of inflexible communication and how introducing flexibility altered her interactions with clients, resulting in long-term connections. You'll learn practical tactics for communicating effectively with your clients, making them feel appreciated and understood, and ensuring they continue to perceive the benefits of working with your company. Nikki explains how to structure recommendations to allow for client flexibility, encouraging clients to test and adapt new tactics, and avoid using general qualifiers that might alienate clients. Effective client communication can have a significant impact on your organization. If you've been trying to keep clients or raise their lifetime value, this episode is for you. Let's look at how you can effectively connect with your clients and develop deeper, longer-lasting relationships to help your business grow!  Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [0:41] -  Today's episode focuses on a customer-centric retention strategy. [0:46] -  Why is this important? Scaling and growing your business by increasing the lifetime value of your existing client base. [1:06] -  It is harder to reach and attract new prospects in the current market. [1:20] -  Strategies to make it easy for clients to stay with you and techniques to encourage clients to continue buying from you. [2:22] -  Increasing your influence and credibility with your existing clients and not alienating clients or making them feel they aren't a good fit. [03:30] -  This episode came from a conversation with a client about increasing lifetime value. She shared contrasting examples of Nikki's program and another program that she's in. [5:04] -  The other coach is not flexible. It's either black or white, and the client isn't sure where she fits in.  [6:14] -  Nikki shares her own story of black or white thinking, and how she learned to add flexibility to communication. [7:02] -  Being very direct isn't always the best way to be. Nikki needed to learn to allow for flexibility and allow people to have a different style than her. [08:44] -  Nikki shares a huge light bulb moment she had while studying NLP. [9:10] -  The problem with teaching and communicating in a single style. Not everyone is a visual learner.  [10:03] -  Teachers and coaches often teach their own style, which may not suit everyone. [11:00] -  Nikki shares about adding flexibility in behavior to attract long-term clients and maintain expertise. [12:33] -  Quote: "Blessed are the flexible, for they shall not be bent out of shape." [13:09] -  How can we add flexibility in our conversations? [14:06] -  Learn to avoid universal qualifiers in Nikki's Sales Scripts to Increase Influence Masterclass. [15:03] -  Framing recommendations to allow client flexibility. "What I recommend is... what part of this works for you?" [16:02] -  Encouraging clients to test and adapt new strategies. [17:00] -  Adding flexibility in communication to retain clients. [18:04] -  Allowing clients to find success in their own way strengthens relationships.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources Mentioned:  Sales Scripts to Increase Influence Masterclass

Have you ever wondered how the power of authentic testimonials and glowing reviews can transform your business, attract more of your ideal clients, and even boost your SEO? In today's episode, Nikki shares actionable strategies to elicit powerful client reviews and testimonials to give your business a boost. The inspiration for this episode comes from Episode 222 with Melissa Rose, titled "Boost Sales with Google Business Profile – Essential Strategies for Maximizing Visibility & Engagement." We'll learn how Nikki realized that her Google Business Profile needed attention and how she seized the opportunity to capture feedback and testimonials transforming her profile. These testimonials not only influence potential clients' decisions but also play a crucial role in your online visibility and SEO. You'll discover practical strategies to make it easy for clients to provide meaningful testimonials.  Nikki explains how to capture client feedback in real-time, craft testimonials for client approval, and use innovative methods like guided Google forms to streamline the process. Capturing reviews thoughtfully and strategically can have a huge impact on your business. If you've had clients raving about your work without capturing those testimonials, this episode is for you. Let's dive into how you can effectively capture and leverage testimonials to boost your business! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:44] Huge aha moments from Episode 222 completely inspired Nikki to do this episode. [02:29] We make decisions based on people's testimonials and reviews. Service based businesses also need to think about their profile and reviews. [04:17] Google also uses reviews for search results, so they are important for SEO. [05:06] Nikki was able to increase her one review to five reviews just by asking people to create a review. The reviews also helped her land a speaking gig. [06:43] We need to make it easy for people to write powerful reviews and powerful testimonials. [08:09] Using the tactics Nikki's going to talk about, one of her clients doubled her reviews. Nikki went from 1 to 25 five-star reviews. [09:42] Really pay attention to the things that people are saying. Take notes and ask for permission to write the testimonial for them. [10:32] Craft testimonials based on what the client has said and send it to them for editing and approval. Also send them a link to post the review. [11:52] You can also offer some type of win for someone who writes a transformational testimonial.  [12:20] Nikki shares her process for using a Google form with very specific examples of a transformational testimonial. She breaks it down with specific examples and prompts to make it easier.  [14:14] Once the client responds to the prompts, Nikki's team creates the testimonial and sends it to the client for approval with a link to post.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources Mentioned:  Boost Sales with Google Business Profile – Essential Strategies for Maximizing Visibility & Engagement  

Have you ever found yourself in a situation where a client's request doesn't quite match what you know they need? In today's episode, Nikki explores how to recommend the best solutions for your clients, even when it means suggesting something different from what they initially asked for. Nikki shares how to use your expertise to guide the conversation and ensure your clients feel understood and supported without making them feel wrong or alienated. She explains how to acknowledge the client's request and validate their perspective without diminishing it in order to offer a better solution. You want to send the message of, "I hear you," "I respect your request," and "I'm committed to our goals." Nikki provides examples of how to propose these options in different scenarios. The bottom line is to ensure the client feels heard, has options, and can make their own decision. Tune in for tactics to maintain rapport while asserting your expertise and authority and to keep the momentum going when a client's request doesn't align with what you know they need. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:04] - When a client asks for something, you don't want to insinuate that it's wrong or that there's something wrong with them. Validate how it will work for them and present what you know to be the right solution. [03:21] - You don't want to treat a prospect in a way that makes them feel like you think you know more about their business than they do. [03:40] - The best approach is to validate based on what they know and their own expertise. Give them a quote for what they're asking for, along with a quote for what you know would be the better solution. [05:36] - Validate and share your recommended approach and the benefits they will receive. [07:21] - You can also propose both. Put your recommendation first and the option they asked for second. Let the client make the comparison. [09:55] - It's really important that you validate their request. Send the message that you hear them. In a live conversation, ask permission to propose what you know to be the better solution. [10:29] - Language: "Yes, we can get you started and enrolled today. My recommendation based on what you shared would be to explore a more intensive package. Would you be open to more?" For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Are you feeling stuck in endless busy work? Are you pushing your biggest goals aside, only to feel drained at the end of the day? Do you have big dreams and know what you want, but you're just not moving forward? Today's podcast is going to change all of that. Nikki is honored and excited to have her good friend and previous guest, Liz Hartke, on the show today in this Mastering Excellence Exclusive.  Liz has helped thousands of entrepreneurs grow their businesses and unlock their God-given potential. She's the founder and CEO of Luminary Leadership Co., where she works alongside her team and husband while homeschooling their four kids. Her expertise and unconventional wisdom have been featured in major publications such as Forbes, Entrepreneur, and more. She's mentored top business leaders and graced stages worldwide. When Nikki thinks of leadership and how to do it in an authentic, genuine, imperfect yet perfect way, Liz is the shining example. Liz explains how to transform from a busy entrepreneur to a visionary CEO. It all starts with taking on the identity of the visionary CEO. Many of us have the identity of the busy entrepreneur and need to elevate our identity to the next level. Her system begins with the seven blocks of a visionary CEO. We learn about two of the most important blocks that, when implemented, set up our schedule for success. She also shares a technique for tackling tedium without draining our energy or time.  Liz shares examples from her own schedule and breaks down everything in an easy-to-understand way. Tune in to elevate your identity and take your schedule to the next level! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:53] - Liz loves working alongside Nikki who has trained her on all things sales and has made Liz more confident in that category.  [03:35] - Nikki and Liz met on a podcast, and Nikki felt like they were meant to know each other. Nikki is also in the Luminary Leadership incubator program. [05:49] - What must I do to create a profitable visionary schedule? Who does this well and who do I need to be? [07:01] - Focusing on the do, not the who. Are you the same person who set previous goals that you didn't achieve? [08:14] - Making decisions drains our energy. Take on an identity where that decision is made for you. [09:30] - Your schedule is the easiest thing to leverage whether or not you're going to achieve the things you say you want to achieve. [10:03] - So many of us consciously embrace the identity of a busy entrepreneur. Success is not going to be accessed as a busy entrepreneur. [11:01] - The path to more profitability and peace is one of less, not more. It's just getting laser-focused on the right less. [12:09] - It's about embracing the identity of being the visionary CEO and not the busy entrepreneur. It's about less is more and making that less really count. [12:42] - Liz explains the first critical CEO block. Not dedicating your precious time to anything but action is the guaranteed one way ticket into perpetual busy entrepreneurship. You can't expect to elevate to a level of success with go go go productivity.  [15:39] - The first CEO block is the intentional CEO block. This is a dedicated block of stepping into the day being the leader you want to become.  [19:46] - The opposite of reaction is intentionality. Liz's first few blocks of the day are phone-free. [20:56] - You're not allowing any stimulus in your block that takes you away from being intentional about how you feel going into your day. [21:07] - Create block number one or your CEO block in a way that works for you. Liz takes 3 hours to get herself ready for the day and that includes family time. [24:22] - Liz's favorite block is the sweet spot block. It's where you stay in your zone of genius and do the work that makes you come alive which also moves the needle. [25:11] - This should be your favorite block of the day and the block that pushes forward your life's work. 95% of our time is spent on tasks and things that don't light us up. [27:01] - Dedicate at least an hour or minimally two hours to this work. Liz has worked up to four hours a day.  [29:16] - When you hone in on what you're put on this Earth to do, you can't be ignored. Momentum happens and you are so crystal clear about what you are supposed to be doing. [29:38] - Have your sweet spot block in the first part of the day. [37:34] - Save your efficiency block for when you're tired. Don't give your best energy towards it. No more than an hour of your day should go to efficiencies. [41:03] - Set a timer and get it done. You have to be efficient because you only have this much time. [45:28] - Something new for Liz is her depth of faith. She's been prioritizing time to be in stillness and prayer. [53:10] - Liz shares details about her Free Live Workshop. She'll break everything down in more detail and share all seven CEO blocks. She also shares her schedule and how she uses it. For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Liz: Luminary Leadership Free Live Workshop Facebook | LinkedIn | Instagram Luminary Leadership Podcast Luminary Leadership – Mastering Excellence Elizabeth Hartke Episode 224: Is Your Phone Affecting Your Growth? | 5 Ways Phone Addiction is Limiting Your Potential At Your Best: How to Get Time, Energy, and Priorities Working in Your Favor

Do you have a "Tiny Story"? The kind of story your audience will tune into while becoming your biggest fan. If you're still finding your story or working on improving your story, this episode is for you. As part of our Mastering Excellence Series, Nikki is delighted to share this conversation with Lindsay Hotmire, an expert strategic storyteller. You'll learn what makes a compelling "Tiny Story" and how it can be engaging and impactful. Lindsay is the Founder of Storyhouse Fifteen, where she empowers small businesses and organizations to authentically grow and amplify their impact. With the Habits of Story, she helps clients move past the lie of the BIG story and discover their "Tiny Stories" that turn audiences into loyal fans. We dive into the question of why a "Tiny Story" as Lindsay shares how to cultivate the habits of storytelling. She introduces the concept of the sacred bundle and the four storylines as a roadmap to develop and uncover authentic and meaningful stories. Nikki says she has never met a client who hasn't been able to pull out a story. Once you begin practicing the three habits of story - observe, listen, and do - finding the stories and teaching opportunities become much clearer. Join Nikki and Lindsay to find out how to discover and use your "Tiny Story" to amplify your impact on the world. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [03:26] -  Story has been something that Lindsay has always been enamored with. She's always loved the power of transformational words. [04:40] -  After realizing she didn't want to be an English teacher, she became a marketer at a small University. She learned to help other people tell their story in a way that would help them grow. [05:01] -  She began copywriting in 2016. Now, she helps clients with things like one-on-one clarity coaching, story coaching, workshops, and training. [08:02] -  Lindsay chose a tiny story because you don't have to show up in a big way to make a big impact.  [10:00] -  The stories that will keep your audience around are ones that level the playing field for the audience. It doesn't have to be a dramatic rags-to-riches story. [11:23] -  Three habits of story. 1. Become an observer. 2. Listen first. Speak last. 3. Do what you say you believe. Observe, listen, and do. [15:49] -  Sit down and journal through these habits on a weekly basis.  [17:22] -  The sacred bundle or how Native Americans would have a collection of items that represented significant pieces of who they were as a culture. Stories reinforce the significance of what these items represent. [20:03] -  The four storylines that should be in your sacred bundle.1. Belief or non-negotiable values. 2. Legacy or what stories will people share. 3. Calling. What are we doing that no one else can do? 4. Community. Who are we calling and who do we want them to become? [28:37] -  Use the sacred bundle to activate the habits that will create the output that is your story. [33:19] -  Advantages of small stories versus a BIG dramatic story.  [35:26] -  Making trauma part of your brand story may be too private. It doesn't have to be part of your story.  [44:28] -  Lindsay shares what brings her joy and a couple of surprising facts.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Lindsay: Storyhouse Fifteen Lindsay Hotmire LinkedIn Storyhouse Podcast Read The Habits of Story

What is your success rate? Would you like it to go up? Today, Nikki shares an approach designed to do exactly that. It's the “less is more” approach. Sometimes we get into a mindset of “more is more.” There are times when we need to pull back a little bit, and that's what today's show is all about. From the poet Robert Browning to the architect Ludwig Mies van der Rohe, “less is more” has been used to promote simplicity, restraint, and direct expression. It is also a powerful sales approach. Nikki shares three real-life scenarios where “less is more” is the better strategy. She talks about why we don't need to put everything, including the kitchen sink, in our offers and why it's better not to. We learn the disadvantages of putting too much information in our sales conversations. Finally, this strategy is perfect for those times when a mistake is made, and we need to express concern and make a correction. Tune in to tighten up your language when selling and interacting with clients, and get inspired to use the “less is more” approach for improved sales and communication. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [01:40] -  Scenario #1. Offers and packages. Nikki recently put together a comprehensive one-on-one coaching package. She wanted to give it all, so she included a bunch of additional features. [02:29] -  She received feedback from someone who didn't sign up because they didn't have time to take advantage of all the extras she added to the package, even though they actually needed one-on-one coaching. [03:10] -  Sometimes, we want to throw everything into the offer, yet it can actually slow down the sales process. [05:45] -  Scenario #2. "Less is more" works in your favor during your sales conversations. [06:28] -  Educating potential customers about everything you know can overwhelm them and prevent sales. [07:01] -  More is more will slow people down or overwhelm them, and they'll find someone else who made it easier for them to buy. [08:02] -  Don't give advice or coach during your consultation calls. Great responses include, "That is a fantastic question. That is definitely something that we will cover in your strategy session." [10:19] -  What about this would be helpful for you to know? What haven't we covered yet that you would like more information on? [11:47] -  Scenario #3. When you have to acknowledge or apologize for a misstep. [13:13]—Be direct and apologize; don't share all of the details. In sales, it's about making things easy for the client and giving them the information they want. [17:48] -  It's better just to acknowledge and apologize. Don't feel compelled to share all of the information and reasoning behind the mistake. [20:19] -  When you find yourself in these scenarios, ask whether “less is more.”   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources: Simple Pin Media  

Time is one of our scarcest resources. As entrepreneurs, effectively managing time frees us to focus on strategic activities to grow our sales and business. As part of our Mastering Excellence Series, Nikki is delighted to interview Mike Abramowitz, an expert on scaling businesses through automation and delegation. Mike has 20 years of experience in direct sales, training over 5,000 reps and generating $19M in sales. He's authored 9 self-help books and founded a charity providing over 100,000 meals to the homeless. Mike's businesses and nonprofit now run independently, allowing him a "Time Rich" lifestyle. As a father and husband, he helps business owners use AI-powered virtual assistants to focus on high-value tasks. Mike hosts "The Better Than Rich Show" podcast and leads the Automate, Delegate, Systemize community. Nikki loves the idea of scaling through automation and delegation. In this episode, they dive into the nitty-gritty details of how to scale a business using these strategies, enabling listeners to achieve the freedom to step away from their business and have it run independently. Mike shares how the team and the tech come after the predictable system. He provides an example of a sales system for a coaching client, focusing on the idea of predictable systems and simple playbooks so the team can be doers rather than experts. Mike also offers advice on utilizing AI. The technology is quickly evolving, but he suggests finding what works for you and sticking with it. He advocates for committing to your chosen technology instead of constantly switching. If the idea of building a business and then removing yourself sounds impossible, stay tuned as Mike breaks down the basics of getting a simple system in place to support your team and the technology that makes your team's job easier. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:36] -  Mike shares a little more about himself and his early career, including selling for Cutco Knives.  [04:01] -  Having to sell and teach people how to sell when Mike was in survival mode taught him much about himself and helped hone his techniques.  [04:19] -  After attending a Tony Robbins event, he took all of his lessons learned in his twenties and began speaking and crafting his first book. [05:07] -  His early years were about growing through a challenge then taking that gift and turning it into something to serve the marketplace. [05:28] -  In 2016, his business coach helped him corporatize his sales operations to operate without him. [05:55] -  By 2020, the business had $2.5 million in sales and provided 1000 jobs. [06:12] -  Mike gets personal and talks about the premature birth of his son and how his business ran without him for 254 days.  [06:30] -  After this success, he wanted to teach people to do the same thing and Better Than Rich was created.  [08:08] -  Mike talks about how having a team to support him and the technology to support the team is at the core of his technique. [08:39] -  A more sophisticated approach is to start with the systems and playbook that the team and the tech are following. [09:14] -  We want to be surrounded by a great team with good tech, but we also want the systems and the playbook to support the team and the tech. [10:10] -  Having simple systems in place makes it possible to find lower wage workers as opposed to expert workers. AI is changing the game of tech. AI is changing the tech game.  [11:19] -  Four pillars of business: Attract, Convert, Onboard, and Retain. Each pillar has its individual playbook. [12:27] -  A playbook for attracting coaching clients.  [13:40] -  Have a good lead magnet. 5 I's of marketing: Getting someone from Ignorant to Intrigued. What are the possible “if thens” in this sequence? [15:59] -  Once you know what you want to do, build out scripts for this. The team and the tech comes after the predictable system. [16:51] -  How do I get from Intrigued to Informed? AIDA [18:24] -  Once they are Interested present the offer in a way that gets them Invested.   [21:25] -  AI paired with delegation. A technique for getting podcast guest spots and defining avatars and reaching out.  [27:15] -  You can use AI to pull summaries from YouTube transcripts. This can be used for authentically reaching out.  [28:58] -  The desire to do everything is one of the biggest limiting beliefs that business owners have. [31:37] -  There are so many high-value tasks that a business owner should be spending their time on. [34:15] -  White space gaps can be traps if not used properly. [37:00] -  Use Loom to do a task once and then delegate it. [38:08] -  Mike shares about his AI virtual assistant business.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Mike: Better Than Rich Mike's Virtual Assistant Information Get Your Free Delegation Plan Mike Abramowitz LinkedIn Mike Abramowitz Instagram Books by Mike Abramowitz PB&J For Tampa Bay Buy Back Your Time Loom  

Nikki is thrilled to share another Sales Success Story from one of her brilliant, amazing, and very talented Sales Maven Society members, Patricia Viscount. In this episode, we dive into Patricia's business and get a before-and-after snapshot of her success since joining the Sales Maven Society. Patricia's confidence and success have increased dramatically. She explains how she started small with a Small Business Saturday offer, which gave her the confidence to tweak her offers and create even more successful ones. Initially shy about sending offers to her list, she now sends them with confidence. Once Patricia took the initial plunge, she felt empowered with each new client as she tweaked and grew her offers. She is also steadily growing her email list and even implemented one of our teachings by adding a fun quiz to attract more signups. You can find this quiz in the show notes below. We also talk about the wonderful support of the Sales Maven Society community. Patricia has made smart and supportive friends in the group, which has helped propel her success and confidence. Having like-minded people to bounce ideas off of has been so much better than going it alone. Joining the Sales Maven Society has helped Patricia become the CEO she was meant to be. She is now confident enough to send offers to her list, test different strategies, and discover what works best. Her list is also growing, and the supportive community feels like having sisters. Patricia is the founder and principal of Patricia Viscount Consulting Ltd. (pronounced VY-Count). A lifelong storyteller, she began her journey with bedtime stories to entertain her sisters. Now, she helps service providers like coaches and consultants craft engaging, authentic, on-brand strategies, website content, and email copy to attract their ideal audience. Before starting her own business, Patricia was an Army Officer and a Communication Specialist in the energy sector. This diverse background has allowed her to translate complex jargon into easy-to-understand content. Nikki loves how Patricia has conversations with clients, then creates brilliant testimonials for their websites, plus gathers information to craft web copy that truly highlights who they are, what they do, and who they serve, so they can attract more ideal clients. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:58] -  Patricia is a conversion copywriter. She creates copy that is fun, authentic, and true to the client's brand. [01:18] -  Her proven framework includes interviewing the client and crafting compelling copy to improve rankings, share the clients strengths, and capture testimonials. [02:13] -  The interview process and testimonials are powerful, because Patricia knows how to pull an amazing testimonial out of people. [07:43] -  One good testimonial can be repurposed in many different ways and really maximizes your returns. [08:24] -  Patricia has had her business for eight years. Since she joined Sales Maven Society, she has begun feeling like a CEO. She now has the confidence to stand in her power and send in her offers consistently. [10:29] -  Patricia sent out her very first Small Business Saturday email offer and got two sales which helped increase her confidence.  [14:40] -  Her list is now growing, and she has a brand voice quiz which is really helping.  [16:25] -  Knowing your brand voice is crucial for success. [18:40] -  Patricia explains how AI emails have made a former client's sales go down. Use it as a tool and make it sound like you.  [19:44] -  The Sales Maven Society community has made Patricia feel like these women are her sisters. [20:56] -  It's so fun to see the connections that happen in this supportive group.  [22:48] -  If you take Patricia's quiz, let her know how it went.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Patricia: Patricia Viscount Patricia Viscount LinkedIn What is your Brand Voice (and why should you care...)? Quiz   

Today's episode is part of Nikki's Mastering Excellence series, and Nikki is happy to be sitting down with Tanya Goodall Smith, author of The Introvert's Guide to Personal Branding: How to Put Yourself Out There Without Changing Who You Are. Tanya founded WorkStory Creative, an agency that helps introverts who are evolving their business create an elevated brand vision and bring it to life. Her 20+ year career began at the Fashion Institute of Design and Merchandising, which led to design jobs with international brands like HP, Disney and GUESS. She has served on the board of the National Association of Women Business Owners, was a finalist in Maria Sharipova's Women's Entrepreneur Program and is a Brand Builder's Group Certified Personal Branding Strategist. Beyond work, Tanya balances rowing, ballet and classic film binges with the busy lives of her teenagers. Tune in as Nikki and Tanya discuss Tanya's journey, which is especially inspiring, as she reveals how her introverted nature initially posed challenges in networking and self-promotion. She shares how she overcame these obstacles to thrive in her field and discusses the strategic approach she uses to help clients define their brand, including a detailed process that extracts essential information about a business to form the foundation of a compelling personal brand. Tanya also emphasizes the importance of aligning marketing strategies with one's personality, particularly for introverts, in order to avoid burnout and to maximize productivity. Listen in to hear Tanya's inspirational story and to discover the key elements of successful branding! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [00:30] - This episode, part of Nikki's Mastering Excellence series, interviews Tanya Goodall Smith. [02:59] - Nikki expresses excitement about Tanya's upcoming book, relating to the topic of being true to oneself in building a successful brand. [04:16] - What prompted Tanya to write her book? [06:42] - Tanya discusses the strategic approach that many introverts thrive on, emphasizing clarity in brand purpose and messaging for success. [08:52] - Tanya reflects on starting her freelance career despite not having a clear vision for her brand. [10:40] - It's important for introverts to shift their mindset and focus on identifying areas where introversion might hinder progress. [13:37] - Nikki agrees and emphasizes the significance of mindset in business, advocating for identifying obstacles. [16:08] - Nikki realizes that her teaching style aligns with her introverted nature, emphasizing the comfort of being prepared in conversations. [17:35] - Nikki reflects on a pivotal moment from 2017, having felt out of alignment until finding a mentor. [19:07] - Tanya focuses on strategy, extracting essential information to help shape her brand identity and attract ideal clients. [22:51] - Tanya encourages identifying target customers and being unapologetically specific in order to save time and resources. [25:51] - Nikki enthuses over the importance of having pricing on one's website. [27:38] - Tanya advises addressing what's not working to refine branding and messaging to attract the right clients. [29:22] - Tanya argues that being successful in the world of business is about more than just getting clients  [32:10] - Effective branding is crucial for business longevity! [34:24] - Tanya advocates for maintaining a consistent brand identity with minimal changes. [35:52] - Tanya finds joy and connection in adult ballet classes and benefits from movement as she ages. [37:52] - What is something about Tanya that often surprises people? [38:49] - Tanya eagerly anticipates her book's release in July and eagerly announces a personal branding retreat in Costa Rica. [39:38] - Tanya reveals the best ways to get in touch with her.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Tanya: WorkStory Creative Download the first chapter of Tanya's book free!