Introduction

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.

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!

[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:

Nikki Rausch

nikki@yoursalesmaven.com

@yoursalesmaven

Facebook | Twitter | LinkedIn | Instagram

Sales Maven Society

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

Find Melina:

Melina Palmer

The Brainy Business Podcast

Facebook | Twitter | YouTube | Instagram | LinkedIn

Books:

What Your Employees Need and Can't Tell You: Adapting to Change with the Science of Behavioral Economics

What Your Customer Wants and Can't Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics

Previous episode:

How To Compose Thoughtful Communication For Connection Requests