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MBA2168 Guest Teacher – Nikki Rausch – How To Make Sales Simple Using The Selling Staircase

Oct 31, 2022

Nikki Rausch, a seasoned sales expert who's collaborated with organizations like the Bill & Melinda Gates Foundation and NASA, shares her innovative 'Selling Staircase' method. Instead of pushing for sales, she emphasizes a five-step, pressure-free approach that fosters natural conversations. Nikki discusses mastering the art of discovery to uncover client needs and the importance of strategic invitations that encourage client engagement. By focusing on relationship building, she teaches listeners to be trusted advisors, transforming the sales experience.

18:37

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Episode guests

Nikki Rausch

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Quick takeaways

Nikki Rausch introduces the 'Selling Staircase', a 5-step framework for guiding sales conversations without pressure, emphasizing each step's importance.

Building trust and understanding with clients throughout the sales process is crucial for successful sales and establishing long-term relationships.

Deep dives

The Selling Staircase Framework

The Selling Staircase is a structured approach that consists of five key steps aimed at guiding a prospect through a sales conversation. Each step represents a progression, emphasizing the importance of not skipping steps to avoid overwhelming the client. The first step focuses on making a powerful introduction to create a lasting first impression, allowing the salesperson to position themselves as an ideal choice for the prospect. Following this, the second step involves creating curiosity to engage the prospect and encourage further discussion, making them more receptive to the sales process.

Intro

2min

Mastering the Selling Staircase: A Step-By-Step Guide to Sales Conversations

5min

Mastering the Discovery Process and Effective Proposals in Sales

4min

Mastering the Selling Staircase: Invitations That Drive Sales

2min

Empowering Sales Through Relationship Building

2min

Selling can be tough. But anyone can get better at it.

The best way? Start with a framework — a proven, reliable overall method that you can learn, master, and ultimately personalize for yourself.

Nikki Rausch is a sales expert, having worked with organizations like the Bill & Melinda Gates Foundation and NASA. Today, she’s here to share her basic framework, a 5-step process that guides your conversation with a potential customer all the way to the point of sale.

The most important trick: don’t skip any steps!

Instead of fixating on making a sale, Nikki’s “Selling Staircase” method focuses on one step at a time, so the conversation never feels like you’re forcing someone into a buying decision. Instead, you’re making a logical, natural progression towards that sale — without the pressure.

Learn how to sell, without aggressive or manipulative tactics, one step at a time. Click Play at the top of the page!

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