Sales Maven – Details, episodes &amp; analysis

Work With Nikki Discussion

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Navigating Corporate Sales - Confidence Tips for Women Dealing with Difficult Clients

lundi 14 octobre 2024 • Duration 28:58

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!

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:

Work With Nikki Discussion

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Customer-Centric Retention Strategy

lundi 12 août 2024 • Duration 19:17

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:

Work With Nikki Discussion

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Resources Mentioned:

Sales Scripts to Increase Influence Masterclass

Questions To Ask Before Communicating A Price Increase

lundi 21 novembre 2022 • Duration 19:31

We made it to that time of year again where entrepreneurs are thinking about increasing their pricing. It’s easy for us to get in our heads about increasing prices and how to communicate new prices to clients. Are you feeling nervous about telling your clients? If you have the answer to these six questions, it should take some of the nervousness away.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn questions to ask before communicating a price increase on this episode of the Sales Maven Show.

In today’s episode, Nikki’s solo discussion gives you six practical questions for communicating a price increase. These questions look at your price increase from different angles of who is impacted, how they are impacted, and what to do to take care of them. Nikki’s strategies help you engage your clients with a mindful price transition to stop them from feeling blindsided. Listen as Nikki explains how to communicate a price increase, inspired by the Recession Proof Your Business Symposium.

Nikki invites you to join the Sales Maven Society, don't miss this opportunity for you and Nikki to work together. Bring your questions, concerns, sales challenges, and she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!

In This Episode:

[00:29] - Welcome, and thank you for listening!

[02:14] - Not every client will be impacted by the price increase. Why is it important to remember this?

[03:11] - Timing matters, so choose an optimal moment to bring new prices to your clients.

[04:21] - Nikki shares what you can do to make the price transition smoother for people.

[05:25] - Don’t take the easy way out when you need to have these conversations.

[08:08] - If you’re not candid about pricing, it can break rapport.

[10:19] - Which clients should you notify first?

[12:34] - Should you put out a final promotional offer at regular price before the price increases?

[15:22] - Nikki shares how to craft the message around your price increase.

[18:25] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven

www.yoursalesmaven.com/6questions

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Recession Proof Your Business Symposium:

How To Have Energetic Sovereignty & Not Take Sales Personally - Mastering Excellence

lundi 14 novembre 2022 • Duration 46:18

Entrepreneurs experience enmeshment with their business when too much of their energy is tied to results. You might worry that everything will crumble without you, or that you need a specific deal to guarantee your success. Anytime you engage with sales in this way your power is outside of you. How can you bring your energy back into your own body?

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to have energetic sovereignty and not take sales personally in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.

Susan Moe is the founder of Ascended Presence, a coaching and training company that helps people live richer and more meaningful lives by teaching them how to listen to and trust their intuition. Susan is an international clairvoyant reader, life coach, spiritual mentor, and public speaker. She shares how mindfulness and meditation are great first steps, but it’s what we do with our awareness that makes the difference.

In today’s episode, Nikki and Susan talk about how to bring yourself back to an energetic equilibrium without self-manipulation or faking it. Susan explains how this empowers everyone to take ownership of their emotional well-being regardless of their external circumstances. Listen as Nikki and Susan discuss how to develop neutrality, how to reunite with the present moment, and why your business thrives when you separate your energy from business outcomes.

In This Episode:

[00:29] - Welcome, and thank you for listening!

[02:08] - Susan Moe tells her side of how she met Nikki through a peer.

[05:03] - Entrepreneurs overthink their business and identity.

[07:04] - People can experience enmeshment with their business.

[10:03] - How do you bring your energy back into your own body?

[11:49] - You have to be present.

[14:31] - Recognize where you are, so you can be grounded.

[17:00] - Susan talks about developing awareness about your being and presence.

[19:55] - Why is it important to separate your energy from your creations and contributions?

[22:02] - Susan shares a recent story where she had to exercise energetic sovereignty to stay away from an emotional rollercoaster.

[24:42] - Learn to bring yourself back to a grounded state no matter when you face the highs and lows of life.

[27:07] - Susan explains ways to remind yourself of your energetic sovereignty. PART 1

[30:08] - Susan explains ways to remind yourself of your energetic sovereignty. PART 2

[32:08] - Live for today.

[34:15] - Susan recalls a lovely chat with her teenage son and appreciating that moment.

[36:58] - Susan says her first trip to Starbucks blew her mind.

[39:25] - What is Susan up to these days?

[41:47] - Invest in your growth and development.

[43:57] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven

5-Day Guide to Increase Presence and Intuition

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Susan:

Susan Moe

www.ascendedpresence.com

Instagram | LinkedIn

How To Deconstruct A Challenge & Create An Action Plan - Mastering Excellence

lundi 7 novembre 2022 • Duration 52:14

What if you could always find a solution to your problems? There will always be unexpected happenings at one point or another, and knowing how to deal with them makes situations less stressful. This skill comes from taking a step back from the problem. You get past challenges by creating space for a solution, instead of getting caught up in overwhelm or distractions.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to deconstruct a challenge and create an action plan in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.

Ed Gandia is a business-building coach who helps established freelance writers and copywriters earn more in less time doing work they love for better clients. His High-Income Business Writing podcast is one of the top freelancing and writing podcasts on Apple Podcasts. And his insights and advice have been featured in Forbes, Inc. magazine, Fast Company, CNN Radio, CBS Radio News, The Christian Science Monitor, The Atlanta Journal Constitution, DM News, AirTran Airways' Go magazine and The Writer, among others.

In today’s episode, Nikki and Ed talk about how to engage a situation or concern without being submerged in the chaos of what appears to be happening. Ed discusses his mental models of seeing the big picture without getting tangled in the weeds of a situation. He is an action taker, and he also emphasizes the distance you need to create between the situation and yourself to think more clearly. Listen as Nikki and Ed discuss how to become emotionally neutral, how to activate your creative brain, and how to boost your solution with gateway actions.

In This Episode:

[00:29] - Welcome, and thank you for listening!

[02:11] - Ed Gandia recalls Nikki being a guest on his podcast.

[04:09] - What is Ed’s unconscious competence?

[06:04] - Become emotionally neutral so you can see the situation as it is.

[08:52] - The answer to your concern lies in the fundamentals.

[10:26] - Ed gives an example of creating space between the situation and yourself to clear your thinking.

[13:09] - How does stepping back emotionally help you?

[15:49] - Look at the big picture with curiosity.

[17:50] - Start with the most open-ended question you can imagine.

[20:06] - Don’t make assumptions. Let the dialogue of the situation stay open.

[22:17] - When did Ed start using his questions strategy?

[24:26] - How can you maintain momentum when you start taking action?

[27:09] - What is a gateway action?

[29:03] - Why do gateway actions give you energy to go forward?

[31:25] - How does Ed know that he accomplished his goal?

[34:02] - It’s helpful to have mental models for situations or problems you come across often.

[36:01] - Ed shares some mental models he uses as a business coach. PART 1

[38:56] - Ed shares some mental models he uses as a business coach. PART 2

[41:10] - Ed gives his advice for being realistic about solving problems.

[43:48] - Where does Ed draw the line for himself?

[46:02] - Which comedies does Ed like?

[48:08] - What’s next for Ed in his business?

[50:36] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven

Earn More in Less Time: The Proven Mindset, Strategies and Actions to Prosper as a Freelance Writer

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Ed:

Ed Gandia

https://b2blauncher.com

Facebook | LinkedIn | Twitter | YouTube

Top Down Selling

lundi 31 octobre 2022 • Duration 13:04

You set the frame for your sales conversations and offers. When you find it difficult to get your higher offers sold, try to adjust your offer frame. How you position your offers matter to your audience. Start presenting your offers with top down selling where clients can focus on the best fit, instead of being distracted by what’s least expensive.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to position your offers with top down selling on this episode of the Sales Maven Show.

In today’s episode, Nikki’s solo discussion explains why you want to use top down selling in your sales conversations. Top down selling means that you list your most expensive offer first, and then give the next expensive option until you get to your least expensive offer. You do this to leverage the way people perceive information. Listen as Nikki explains why your pricing layout impacts your sales and how to get the best effect.

In This Episode:

[00:29] - Welcome, and thank you for listening!

[02:58] - What is the “dreaded grid”?

[04:45] - Here’s why you want to place the most expensive option first.

[06:42] - You want people to focus on the best fit, not the least expensive.

[09:39] - Susan Grant will handle your interior decoration projects with Color Envy Design.

[12:03] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven

https://colorenvydesign.com/

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Connection mentioned:

Susan Grant

Facebook | Instagram | Pinterest | YouTube

Networking Tools: How To Talk To Anyone - Mastering Excellence

lundi 24 octobre 2022 • Duration 43:37

Building relationships is more fun than it might seem at first. In society, there’s a burden to force connections and balance social performance. What’s interesting is how that’s far from the reality of effective networking. When you develop your networking skills, you can talk to anyone without being inauthentic.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to talk to anyone in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.

Tosha Dash is a highly renowned serial Entrepreneur and Business Consultant who aims to support small business professionals on new levels of scaling success. As a dynamic professional, she has an extensive 10+ year background involving the intricacies of building business credit, business development, and digital marketing innovations and has cultivated a strong foundation on what it takes to successfully foster profitable business growth. Today, she is the Founder and CEO of S.H.E. Dreams Consulting, where she has assisted and coached countless small businesses with their advancement efforts. This effectively led her to become a recipient of SC Black Pages 2021 Top 20 under 40.

In today’s episode, Nikki and Tosha talk about networking tips to help you talk to anyone. Tosha explains her extrovert nature and shares how you can create curiosity in your conversations with others. Networking opens up when you commit to communication that is welcoming and engaging. As you network more, you start to realize which people you connect with naturally. Your people. Listen as Nikki and Tosha discuss how genuine interest leads to engaging dialogue and how to connect with your people.

In This Episode:

[00:29] - Welcome, and thank you for listening!

[03:19] - Tosha Dash is ALL ABOUT networking.

[05:28] - Tosha says she was always an extrovert.

[08:21] - “Just be yourself.” What does this mean to Tosha?

[10:42] - Start with gratitude and expand from there.

[12:49] - Tosha reminds everyone to take care of themselves.

[15:23] - Emotions can be contagious.

[17:43] - Nikki and Tosha talk about this huge difference between Idaho, Washington, and South Carolina. How do people greet each other in these states?

[19:39] - Be genuinely interested to have an engaging dialogue.

[22:22] - What other signals let you know that it’s a good chance to start a conversation?

[24:53] - Tosha wants everyone to feel included without overwhelming anyone.

[26:23] - Tosha shares how you can gracefully exit a conversation. Why is it important to know when to exit?

[28:32] - Not everyone is meant to connect. We all need to find our own people and community.

[30:39] - Tosha describes her ideal night inside with warm cookies.

[33:05] - Tosha and Nikki discuss leveraging financing to help sustain businesses.

[35:53] - Do you know the difference between good debt and bad debt?

[37:55] - What is Tosha up to lately?

[39:29] - How can you work with Tosha?

[41:29] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven

https://getyourbusinesspower.com/

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Tosha:

Tosha Dash

Facebook

How To Pre-Qualify Prospect Calls

lundi 17 octobre 2022 • Duration 13:37

You keep receiving new inquiries. People reach out to connect, and you’re at the point where you must save your time for the best connections. It is absolutely okay for you to ask questions upfront to better decide who gets that time. Give yourself permission to pre-qualify prospect calls.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to pre-qualify prospect calls on this episode of the Sales Maven Show.

In today’s episode, Nikki’s solo discussion gives you language to pre-qualify prospect calls. People could make an inquiry to work with you, start a friendship, or make an offer. You deserve connections that will move your business forward in the way you want. You also deserve to be upfront and transparent as you build your network. Listen as Nikki explains how you can qualify the right inquiries, or decline inquiries with grace and still build rapport.

In This Episode:

[00:29] - Welcome, and thank you for listening!

[02:07] - Give yourself permission to say “yes” or “no.”

[04:46] - What can you say when someone reaches out to you?

[07:14] - Asking questions upfront gives the person a chance to clear up their intention.

[07:47] - How can you decline inquiries with grace and still build rapport?

[09:28] - Embrace opportunities while keeping boundaries for yourself.

[10:28] - Sara Skowronski can save you time on your team tasks with Eos Human Resources Consulting.

[12:44] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven

To download free Resources from Nikki: www.yoursalesmaven.com/maven

Connection mentioned:

Sara Skowronski

https://eoshr.com

Facebook | Twitter

How To Simplify Concepts To Sell More - Mastering Excellence Series

lundi 10 octobre 2022 • Duration 58:50

When you’re relaying information to your team or clients, you need to give yourself time to understand how you want to approach the delivery. People can’t make decisions when overloaded with information. Likewise, information that feels too distant from their own experience doesn’t stick. How you present information can be more important than the information itself.

Your very own Sales Maven, Nikki Rausch, is here to offer tips, techniques, and strategies to master your sales conversations. Discover methods to place yourself in the position to thrive in business and produce true value for your audience. Today, learn how to simplify concepts to sell more in this Mastering Excellence Series conversation on this episode of the Sales Maven Show.

Melina Palmer is an applied behavioral economist with a passion for helping everyone from around the world to understand what behavioral economics is and how it can be applied to help the world communicate more effectively. She is happiest on a stage or working with corporate teams, enlightening them about the brain and how easy it can be to apply behavioral science to have amazing impact on projects and initiatives. Melina enjoys her work so much that she shared team insights in her book What Your Employees Need and Can't Tell You: Adapting to Change with the Science of Behavioral Economics.

In today’s episode, Nikki and Melina talk about how more clients say “yes” when you simplify what they need to know. Melina mentions how she is mindful of her presentation skills, even when writing her books. Using things that are relatable and have a level of familiarity (like Snickers, grapes, sharks, or Starbucks) allows people to hold onto information. We need storytelling to be able to make connections and decisions. Listen as Nikki and Melina discuss how you can engage your audience and give them an opportunity to participate in your conversations.

In This Episode:

[00:29] - Welcome, and thank you for listening!

[03:01] - Melina Palmer’s new book will change how employers interact with their team.

[05:50] - Are you mindful of how you present information?

[08:00] - What does your Zoom background have to do with trust? PART 1

[10:21] - What does your Zoom background have to do with trust? PART 2

[12:04] - Take the time to proofread your emails, or reconsider sending it in the first place.

[15:00] - Nikki and Melina, as friends, laugh over some of the pitches they receive or see.

[16:55] - How you present a change can be more important than what the change is.

[19:36] - Adjust your delivery of information to the situation.

[22:31] - Melina shares the three specific factors to think about first when going into a complex conversation.

[24:25] - When helping people learn and remember something, make people part of the experience.

[26:57] - Create a frame for moments of connection.

[29:54] - Melina mentions how she is mindful of her presentation skills, even when writing her books.

[31:20] - What are Melina’s goals when simplifying a concept?

[33:56] - Nikki and Melina talk about making friends all over the world through their content.

[36:35] - Melina knows how to teach core concepts with relatable stories, themes, and situations.

[39:06] - Where does Melina get inspiration for her analogies?

[41:51] - Discover how your insight add to the conversation.

[43:52] - What in your business do clients find complex?

[46:19] - Instead of a long post about a lot of things, try an in-depth post about a few things.

[48:09] - Invest time in finding what you can get rid of when presenting information.

[48:09] - Our minds really enjoy storytelling.

[50:49] - Don’t feel pressured to add more if you know it won’t provide value.

[53:22] - Is there someone Melina would like to interview?

[55:59] - Thank you for listening. Nikki is so grateful you are here!

Find Nikki:

@yoursalesmaven