Sales Maven

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

Do you know when a client is giving you buying signals? Listen as your host Nikki Rausch shares the noise she hears in her head when a buying signal is activated. She has been teaching buying signals for years, and they are one of the main reasons she started her own business. Nikki is here to offer you sales techniques and strategies to help you master the sales conversation. Nikki shares her definition of a buying signal, discusses putting together training for the top ten missed buying signals and her book Buying Signals, Converting Casual Conversation Into Sales. Nikki issues a challenge to the listeners and details the top five buying signals she discussed in this episode. She is also giving away a free download with the additional twelve missed buying signals that she didn’t have time to explain. Go to the Sales Maven website to download your copy now. Have you ever had a conversation with a potential client that made you think, hmmm, are they interested in being my client, yet didn’t act on it? If so, you probably missed the signal they were giving you. Listen as Nikki details the top five missed signals and see if it doesn’t make you want to revisit past conversations with clients you didn’t pursue. Nikki believes everyone needs to be turned on and tuned in to buying signals because they are everywhere. Nikki had done this training for years, and every time someone tells her they had no idea. If your business is suffering because you can’t seem to get potential clients to ask for your services, maybe it’s time you started issuing invitations. If you follow the steps as Nikki has them laid out, you can’t help but be successful.   In This Episode: [00:43] Welcome and thank you for listening to the show. [01:01] In this episode, Nikki is speaking about buying signals. [02:11] Nikki shares what she hears when buying signals go off. [02:51] Nikki talks about a time when she had to inform someone about the buying signals a potential client was sending her. [04:07] She discusses the training she put together that covered the top ten buying signals that she noticed were being ignored. [05:48] Nikki gives her definition of a buying signal. [06:40] Buying Signals Converting Casual Conversations Into Sales is the book Nikki wrote. [08:01] Nikki issues a challenge to the listeners to think back on conversations they have had and see if they missed a buying signal. [08:42] If you act on something in this episode and gain a new client, please reach out and tell Nikki your success story. [09:34] Nikki is discussing the top five most missed buying signals. [10:05] If someone asks you about your rate, it is a buying signal. [11:41] Nikki shares what happened at a networking meeting with a client and her potential client. [13:59] Implementers get results! [15:23] Nikki speaks about a person she didn’t want to work with even though he was giving her a buying signal. [16:34] Bringing up a negative experience of someone they have worked with in the past that does something like you, a buying signal. [18:48] When people ask you to repeat the information, you have already given them a buying signal. [20:45] Nikki chats with a guy that attended one of her training seminars. [22:08] When someone asks you for a discount, it is a buying signal. [22:37] Follow up with an invitation even if you are not willing to give a discount. [24:09] When people make positive comments about your work or products, buying signals. [25:13] Nikki shares a conversation she had with a woman who started complimenting her training and how she followed through. [28:23] She chats about how she ended up with the lady as a client. [30:45] Get out there and start inviting people to work with you. [31:08] Do you need an antenna to recognize buying signals? [32:17] Nikki has one final story to share about buying signals. [34:12] Do you believe that if someone wants to hire you, they will let you know? [35:30] Invite people to take the next step with you; you might end up with new clients. [36:25] Go to the www.yoursalesmaven/maven to get the free download for the rest of the most missed buying signals. [37:19] Thank you for tuning in today! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven  

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

You only get one chance to make a first impression, are you sure the one you are making is the right one? Listen as your host Nikki Rausch shares some examples of things she has seen in the last few years that can detract from showing people you are trustworthy, competent, and likable. Nikki is a sales strategist and coach with over twenty-five years of sales experience and is here to offer you sales techniques and strategies to help you master the sales conversation. Nikki shares that making a powerful first impression is crucial when trying to earn clients. She speaks about a sales rep she worked with that was always late for meetings and would arrive barreling through the door like a bull in a china shop. Needless to say, his first impression game was not up to par. The introduction is the first step in Nikki’s selling staircase and is where you need to make that powerful first impression. Listen as she shares some ways you can make the introduction the start of a great business relationship. Nikki speaks about paying attention to the demeanor of the person you are meeting and always be aware of your expression. If you want to appear credible, relax the muscles of your face, and don’t smile through the whole meeting. Being aware of what kind of impression you are making on a client can make the difference between being successful and failing. Nikki takes us on a deep dive into the introduction step she introduced in episode one and gives us some tips on making our first impression a powerful one. So plugin, sit back and get ready to learn. In This Episode: [00:43] Welcome and thank you for listening. [00:58] Nikki shares the topic of this episode and recaps episode one. [01:45] Making a powerful first impression is crucial. [02:33] Did you know that people are making judgments about your trustworthiness, competence, and likeability within a few seconds of seeing your face? [03:52] Trustworthiness is the first thing potential clients are judging you on per a report that Nikki shared. [05:16] Nikki details some examples of what she has noticed over the last few years that detract from your first impression. [08:08] Be camera ready if you are making a video, don’t play with your hair or fix your makeup, it’s distracting and makes you seem unprepared. [10:19] Nikki shares some stories of situations she has experienced in her career. [13:15] Nikki speaks about a sales rep in the education market that was always late to appointments. [15:36] Nikki chats about the horrific traffic where she lives near Seattle, Wa. [18:45] Are you ever late for meetings with clients? What kind of impression does that make?  [21:08] Pay attention to the demeanor of the person you are meeting. [22:06] Be aware of your expression, a smile at the introduction shows that you are friendly. [25:32] Nikki speaks about being raised by her father, and the reason she felt she needed to be smiling all the time. [26:55] When you are talking about something, and you want to be seen as credible, relax the muscles in your face, don’t smile the whole time. [29:20] Nikki talks about part 2 in the next episode.  [30:15] Nikki shares a story about driving to a location to do a sales presentation. [32:19] What is one thing you can do right now to ensure you are setting yourself up for success? Is there anything you need to change about what you are doing? [33:07] Join the Sales Maven Society; it’s a robust opportunity for you to learn and hone your selling skills. [33:35] Thank you so much for listening to this episode, if you enjoyed it, please leave a review and share it with your friends.   Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven

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