Sales Maven

"When you get strategic in your sales conversation, the sale gets so much easier for you." Listen, as Nikki discusses how to know when you are word vomiting on potential clients, what to do instead, how to create curiosity without dog calling energy, and much more on this episode of the Sales Maven Show. "The object of sales is to make the experience amazing for the person who you want to earn their business." Nikki shares signs that you are talking too much to a potential client, she talks about an incident where her husband was subject to this, how he reacted, and ways to get out of that place of oversharing. Nikki believes that you must manage your internal state of mind before getting on a call and be willing to pay attention to the other person's cues. She gives you some questions you can ask the potential client that will clue you into where they are and you can always stop talking if you feel you are oversharing. If you find value in this podcast and want to ignite your sales, Nikki wants to invite you to join her Sales Maven Society. This is an opportunity for you and Nikki to work together, you bring your questions, concerns, and sales issues, and she provides answers and guidance to boost your confidence. Join by going to www.salesmavensociety.com, click on add to cart, and then checkout and use coupon code: 27trial to get your first month for $27.00! In This Episode: [00:43] Welcome to the show! [00:58] Nikki discusses the topic of today's show. [02:29] Word vomiting often comes when people are trying to create curiosity. [04:33] Nikki shares that it's easier to make sales when you don't talk so much. [05:14] Nikki discusses the signs that someone is getting word vomited on. [05:47] To earn someone's business, you don't have to tell them all the things. [06:55] Do you feel it's important for a prospect to know your story to earn their business? [08:38] If people are checking the time, you might have word vomited a bit. [09:51] Nikki shares a story about her husband and a contractor. [12:49] Nikki speaks about a contractor telling her husband all the things that could be wrong and why. [15:29] When people start doing the uh, huh, you could be word vomiting. [18:37] Nikki says the amount of word vomiting tickled her and her husband. [20:21] Nikki shares what you can do when you get to a place of oversharing. [20:48] Manage your internal state of mind before you get on the call. [21:41] Be willing to pay attention to the other person if they are giving you a cue. [22:07] "How are we doing so far?" is a question that Nikki asks so she can figure out what the person is thinking about. [23:02] Nikki shares another question you can ask. [23:30] You can stop talking if you think you are talking too much. [24:16] Thank you so much for listening to the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Are you having trouble speaking to your clients about a contract renewal at a higher rate? Listen to Nikki's on-air coaching call with Dina Pruitt, one of our brilliant members of the Sales Maven Society. Dina is the owner of D2 Strategic. She is a Facebook and Instagram Ads strategist and a self proclaimed Google Analytics nerd. Dina shares that she needs support around how to communicate with her existing clients. Her new clients have an initial three-month contract with her, and she wants to know how to negotiate a new contract with them and the language to use when she is speaking to them about a rate increase. Nikki says that one way to approach a client when negotiating a new contract, is to make it a statement of fact and be confident. Know your clients' preferred way of contact and use it to communicate the need to speak with them for a few minutes about transitioning into a new contract. List the advantages of signing a six-month contract over a three month if you would like to transition them to a longer contract. Listen, as Dina shares, the number one benefit of being a Sales Maven Society member is the video resource library that Nikki has set up. She says that there are so many videos, and they are organized so well that all she has to do is click and get her question answered. Dina says she loves diving into the treasure chest of Nikki's knowledge. WOW! Nikki is offering a trial discount for your first month as a member of the Sales Maven Society! It's a monthly membership, and for a limited time, you can receive your first month for $27. If you have ever wondered what's so great about the group, this is your chance to find out. This Episode: [01:04] Welcome to the show, Dina! [01:27] Dina shares a little about herself and her business. [04:16] Dina speaks her difficulty in speaking to her customers about a rate increase. [05:58] Nikki discusses the way to approach this conversation with a client. [07:50] Nikki speaks about two studies that she read around this topic. [08:52] When negotiating a new contract, make it a statement of fact. [10:04] Nikki shares that stepping up a client is another way to do this. [12:25] Nikki speaks about the way to position the idea of signing a six-month contract versus a three-month contract. [13:39] Dina's follow-up question is how to begin the conversation with her client? [14:41] It's better to have it as a live conversation back and forth with the client. [16:31] Nikki speaks about the correct way to set up a conversation with a client. [18:42] Nikki shares the language to move a month-to-month client to a contracted client. [20:51] Dina says that a benefit for her of being part of the Sales Maven Society is the video resource course library. [22:57] They discuss the way they first got connected. [24:49] Nikki speaks about how touched she was when Dina became a lifetime member of the Sales Maven Society. [25:33] Dina shares that you can sign up to download three free reports that you should look at to track and measure your marketing ROI, go to www.d2strategic.com to sign up. [25:50] Nikki is offering a trial to become a member of the Sales Maven Society at $27 for your first month. Use code 27trial at www.salesmavensociety.com. [27:22] Thank you for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Dina: D2 Strategic Instagram | Facebook | LinkedIn Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Did you know that when you justify your reason for a rate increase, it can leave you open to negotiation? Listen, as Nikki shares three critical times in a sales conversation; you absolutely do not want to justify your reason and much more on this episode of the Sales Maven Show. "If you find yourself telling a story around your pricing, you are likely justifying your price." Don't open yourself up for negotiations. You don't need a story when you are increasing your prices. You don't want to put yourself on your back foot in the sales conversation. Do you feel the need to blame others when something has gone wrong or fallen through the cracks? Don't! Nikki says it is a huge rapport breaker and will diminish any credibility and authority you might have. When you make a mistake, you acknowledge it, apologize and ask for forgiveness, you don't need any other justification. "Because you have a lot of skills at what you can do, it doesn't mean you should do it, and it doesn't mean you want to do it." Nikki discusses that when your business grows, you will inevitably decline business, don't justify your reasons for declining to work with someone. Nikki's blend of teaching, sharing her knowledge, and telling stories makes this podcast easy to listen to. As we've come to expect from Nikki, she shares things that, as business owners, we've probably all had these issues but didn't realize there was another way to handle them. Thank you, Nikki, for telling us like it is. In This Episode: [00:43] Welcome to the show! [01:30] Nikki shares two five-star reviews from listeners Sonoma Kate and Shelli Warren. [03:04] Nikki feels that justifying in the sales process puts you on your back foot and diminishes your credibility. [03:22] There are three critical times in a sales conversation that you absolutely do not want to justify. [03:54] Price increases are an area where you don't want to justify your reason. [05:04] Nikki gives an example of a justification that she sees. [07:09] When things have gone wrong is another time you don't want to justify all the ways it's your fault. [08:48] Nikki shares a story around justifying yourself when things go wrong. [10:30] Nikki speaks about moving from Washington to Idaho last week and hiring packers and movers. [13:30] Nikki talks about what happened when trying to get her stuff delivered. [16:37] Nikki shares what happened when she asked for an apology from the company's representative. [18:29] Nikkis speaks about her niece losing her retainer after wrapping it in a napkin, even though she knew better. [22:44] The third time you don't want to justify is when you are declining business. [24:30] Nikki discusses what came up with one of her clients and how she instructed her to respond without a story. [25:52] Nikki shares a language suggestion around declining working with someone. [27:18] Thank you for listening to the show! Mentioned: Biz Chix - Stacking Your Team Introductions with Shelli Warren Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Listen to Nikki's on-air coaching call with Kateri Gabriele, a Sales Maven Society member, and her business partner Roxanne Holhous. Kateri and Roxanne are both lifelong nurses and saw an opportunity to go into business together. They call their business Sim2Grow, its simulated medication administration training system, intended for nursing schools. Kateri and Roxanne need Nikki's help with creating a strategy for sales consistency throughout the year. Selling anything in the education market is determined by their buying cycle, so Nikki suggests using a subscription model to keep money flowing year around. Because their current model sets them apart with the original product, they think the subscription model would work best on any other offers they might have for other products. Nikki also discusses having another offer separate from the original sale, and she encourages them to have some virtual demonstration training programs consistently every month. Nikki speaks about rep firms and explains what they do and how they can be the lead generators while Kateri and Roxanne hold down full-time nursing jobs. Kateri shares that one benefit of being a member of the Sales Maven Society is the broad range of ways Nikki shares sales strategies. She loves the support on Facebook from other members and that Nikki stays in contact, answers questions, and asks questions. Again, Nikki's vast experience comes into play and blows her guest's minds. Nikki gave some suggestions that Kateri and Roxanne had never heard of, but they are excited to try. Nikki gives the best sales tips and tricks, so believe me, you don't want to miss any episodes of the Sales Maven Show. In This Episode: [01:16] Welcome to the show, Kateri and Roxanne! [01:35] Kateri shares where she and Roxanne met. [01:53] Roxanne speaks about the business they created together. [03:36] Listen as Roxanne asks Nikki for help to build a strategy for consistency with sales. [04:24] Nikki shares that education has a buying cycle. [06:06] Kateri speaks about some virtual training programs they have had recently. [07:03] Nikki encourages them to show their product constantly monthly or even weekly. [08:33] Nikki says that it's ok to keep inviting people who said no in case things change for them. [09:05] Nikki discusses using a subscription model that would allow for recurring payment structure. [10:04] Kateri thinks since their product is a one time purchase, the subscription model might not work. [11:38] Nikki asks what else they could provide to let nurses get continuing education separate from the original sale. [12:44] Kateri shares they have been contemplating an inventory system that might be good as a subscription model. [14:55] Roxanne speaks about their sales process. [16:03] Nikki discusses working rep firms because of the relationships they have. [18:24] Kateri has considered reaching out to vendors, but she had never heard of rep firms. [19:29] Nikki shares more about rep firms and how they set up appointments. [21:51] Roxanne speaks about the audience at a nursing education conference and how they don't always pay attention. [24:20] Nikki speaks about ways to find a good rep firm. [25:50] Nikki discusses a dealership model or a distribution model, which might be another road they could go down. [28:41] Roxanne shares that it's a challenge because they fear letting it go. [30:06] What is the outcome you want to have happen? [31:08] They acknowledge that they need to figure out the best model to help them grow the business. [32:04] Kateri shares one benefit that she receives from being a part of the Sales Maven Society. [34:08] Thank you, ladies, for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Kateri and Roxanne: Sim2Grow Twitter | Facebook

Have you reached a point where you realize you give way too much to your clients for free? Listen to Nikki's on-air coaching call with Heather Craig, a Sales Maven Society member and the owner of Thriving Waves Financial. Heather needs Nikki's help to transition the clients she has had for a while at a lower rate into the new pricing structure that is higher for the services they already receive. Heather discusses moving into a subscription model and updating her packages, so she is less likely to give so much information away for free. Nikki suggested that she first communicate with clients who ask questions that aren't part of their packages about the updated package prices. Nikki also addresses what to do about the clients that won't be happy with the new rates, and she shares a story about a time when she had to charge for services that some clients thought were free. Nikki speaks about possibly having a fifteen-minute option for clients that didn't want to level up to a new package. Heather shares that her favorite part of being a member of the Sales Maven Society is that anyone can post questions and get recommendations from Nikki and anyone else from the group. Nikki gives the best advice and thinks of things that aren't even on most people's radar. If you want to take your business to the next level, you have to listen when Nikki speaks. In This Episode: [01:10] Welcome to the show, Heather! [01:20] Heather shares a little about her business. [02:25] Heather says that a holistic and natural lifestyle is important to her; therefore, she understands her client's business. [03:27] Heather shares what she needs Nikki's support with. [04:14] Heather wants to move into a more subscription-based model. [05:48] Nikki has some more questions so she can get a better grasp of the situation. [07:02] Heather speaks more about the subscription model she is thinking about. [08:01] The first thing Nikki suggests is that Heather communicates with her clients about her new packages when they ask her questions. [09:18] You need to start planting seeds. [10:17] Nikki shares some ways Heather can start a conversation with her clients. [12:05] Nikki speaks about ways to keep the clients she has now at a rate that doesn't scare them away. [14:17] Nikki shares a story about when she informed some clients that going forward, they would have to pay for the services they were getting for free. [17:04] Nikki speaks about a 15 min offer that she could introduce. [19:42] Nikki says that Heather needs to write up what she wants to say and then post it in the group to get help with the language. [21:47] What one benefit have you received from being a part of the Sales Maven Society? [23:24] Thank you for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Heather: Thriving Waves Financial Facebook

Certified Clinical Aromatherapist Cynthia Tamlyn discusses her imposter syndrome with coach Nikki. They explore ways to reach out to doctors authentically, including educating them on essential oils and their effects on patients. The benefits of real-time connections in the Sales Maven Society are also highlighted.

Are conversations around selling your service difficult for you? Listen to Nikki's on-air coaching call with Tresa Leftenant, a Sales Maven Society member and the Founder of Reinventing Her Money and the Author of Reinventing Her: Helping Women Plan, Pursue and Capitalize on Their Next Chapter. Professional women hire Tresa to gain the right knowledge and confidence to overcome the unique challenges facing women as they pursue financial independence. Tresa needs Nikki's help thinking differently about selling because she feels like she has a mindset about selling that is getting in her way. Nikki says that it is very common with women that have a passion for what they do and are good at it to feel uncomfortable with sales. Nikki believes that if Tresa gets better at sales, it will further her mission and help her attract her ideal clients. Tresa is having issues with her conversation around selling a service. Nikki believes that Tresa needs to start at step two on the selling staircase and create curiosity when talking to people in her networks. Nikki also wants her to identify the handful of clients she wants to focus on and put herself into situations where she will have conversations with them and plant seeds about the services and bundles she offers. Do you know how to plant seeds of curiosity when having a conversation? Listen, as Nikki discusses setting some time each week to think of curiosity, creating answers to standard questions, and using the answers anytime you can. Nikki believes that she gets to work with amazing clients and has the best time ever because she consciously practices having curiosity creating responses to standard questions. If you can manage your state ahead of time, then you handle situations that arise that are unexpected with more ease and increase your confidence level. Stand in your credibility by being congruent and speaking powerfully about who you are, what you know, and who you serve. In This Episode: [01:06] Welcome to the show, Tresa! [01:28] Tresa shares her background in the financial services industry. [03:18] Nikki is happy that Tresa is showing women how to manage their money. [04:07] Tresa discusses what she needs Nikki's help with. [05:15] Nikki shares that it's very common for women to feel weird around selling. [06:09] Being better with sales will further Tresa's mission and attract her ideal clients. [07:35] Tresa wants help with her conversation around selling a service. [08:18] Nikki wants Tresa to focus on step two on the selling staircase, which creates curiosity. [09:20] Nikki shares an example of planting seeds of curiosity. [10:48] Nikki talks about how important the well-done discovery call is, so you know what the client needs. [12:07] Speak their language, know what is important to them, and address their needs. [13:46] Tresa says what's resonating with her is the work required before talking to prospects. [14:51] Nikki recommends that you set some time to think of potential curiosity creating answers to questions. [15:49] There is time-released learning with what Nikki teaches. [17:43] Nikki says to keep your answers relevant around whatever you are selling. [20:06] Tresa shares that she has two meetings coming up this week, that she will map out how to restructure the conversation and create curiosity. [22:22] Nikki speaks about planning and pre-framing so you can have a better response. [23:12] Tresa wants to know how Nikki prepares herself for a conversation with a huge potential client. [23:37] Nikki shares the ritual she does, so she goes into the meeting with the right mindset. [25:19] Nikki speaks about how important it is that your body language and voice sends the message that you know what you are talking about. [27:21] Tresa says that hearing what people need excites her to solve their problems. [29:15] Thank you so much for being on the show! [29:35] What has been one benefit you have received from being a member of the Sales Maven Society? Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Tresa: Tresa Leftenant Tresa's Email Reinventing Her Money Podcast Reinventing Her: Helping Women Plan, Pursue and Capitalize on Their Next Chapter Facebook | LinkedIn

Do you consider yourself a good negotiator? Nikki says that the person who has the most flexibility in a conversation has the most influence. Think about how you show up to a negotiation. Are you flexible, or do you stick to your guns, not willing to give an inch? Listen, as Nikki shares her tips and advice on how to be a good negotiator on this episode of the Sales Maven Show. "Blessed are the flexible for they shall not be bent out of shape." Nikki shares a story about someone trying to get her business but failed because she was too rigid. Not only was she inflexible, but she also failed in most of the other levels of negotiation. "When you are being pushy and trying to close a sale, things fall apart." "The person who has the most flexibility has the most influence." When you are having conversations with clients, are there places you could be a little more flexible? Listen, as Nikki shares some examples of ways you can be flexible and always look for ways to offer win-win scenarios when negotiating. Being rigid in a sales conversation is never in your best interest. If you would like some additional resources around sales, please sign up and take advantage of the resources that Nikki has explicitly curated for listeners of this podcast. You can get those by going to www.yoursalesmaven.com/maven. In This Episode: [00:43] Welcome to the show! [01:11] Shout out to a review from Birds & Bees & Kids. [01:46] Nikki discusses being a good negotiator. [02:52] Blessed are the flexible, for they shall not be bent out of shape. [03:15] Nikki shares an experience she had with someone trying to sell something to her. [04:43] Nikki speaks about a presumptive close. [07:57] The meaning of your communication is based on the response you get. [10:07] Nikki shares feeling like she was being rushed to decide on a quote that she should have had two weeks before. [12:35] When you are being pushy and trying to close a sale, things can fall apart. [13:51] Nikki says that when things are not going well, you should never use any type of term of endearment in a sales conversation. [16:08] Are you being too pushy when closing a sale? Are you trying to force your agenda? [17:16] Nikki shares that being rigid in a sales conversation is never in your best interest. [19:48] In your conversation with your clients, are there places that if you could add a little flexibility, would you have a better chance of earning their business? [21:01] Nikki shares some examples of ways you can be flexible. [22:59] Look for ways to offer win-wins when negotiating. [23:29] Thank you so much for listening to the show. Find Nikki: Nikki Rausch Email Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Ways To Work With Nikki: Private 1:1 Coaching: tailored specifically to you and your business (most popular) Sales Maven Society: sales training & direct access to Nikki in a membership platform Master Class: in-person and virtual workshops Strategy Session: 50 minute coaching session over Zoom Corporate Trainings: team trainings

Post shut down. Do you have a fresh perspective on your business and where you want to take it? Nikki is having an on-air coaching call with Rebecca Tamm, a Sales Maven Society member. Rebecca has been a massage therapist for 17 years and is the owner of Michigan Massage & Wellness in Troy, Michigan. Rebecca wants to expand her business outside of the therapy room and build another brand around her online presence and workshops. She needs Nikki's support to figure out how to make it happen. Nikki discusses building the culture of Rebecca's business and drilling down to the specifics of how she wants to accomplish her goal. "People will come for the content, but they stay for the community." Nikki gives Rebecca some suggestions on how to highlight her clientele and make each one feel like they are the only client in the office and how to pour love on her team members as well so they feel important. Listen, as Nikki gives some advice on what questions Rebecca should ask on the survey she wants to send to clients that haven't been in for a while and how to word an email to get the best response from the recipient. The more specific you get with your questions, the easier it is to get answers that go below the surface level. Rebecca shares that the most significant benefit she has received from being a member of the Sales Maven Society is the ability to have an online coaching call and getting answers from Nikki and the members for questions she might have. It's an invaluable community to be a part of. For sales and business advice, no one does it better than Nikki. In This Episode: [01:06] Welcome to the show, Rebecca! [01:19] Rebecca shares a little about herself and her business. [03:49] Rebecca speaks about reopening her business after they were closed for three months. [06:03] She shares her goals with Nikki and speaks about her priorities. [08:58] Rebecca wants her business to become the Cheers of Michigan in the massage field, a place where everyone knows your name in the business. [09:10] Nikki speaks about drilling down the big picture to be specific on how she wants to accomplish her goal. [10:38] Nikki says to think about how you can highlight your clientele publicly. [12:52] Give your team some strategies on ways to pour love on your clients. [14:16] Rebecca shares the procedure they follow for each client. [16:25] Nikki speaks about highlighting your team as well. [18:31] People will come for the content, but they stay for the community. [20:14] There is nothing better than implementing and an idea that everyone feels like was theirs. [21:54] Rebecca speaks about making out a survey for their clients, asking them what they can do to serve them better. [23:01] Nikki shares that the more specific she makes her questions, the easier it is to get more in-depth answers than surface level. [26:33] Nikki discusses some questions Rebecca can ask her clients and team members. [28:51] Nikki shares a subject line that Rebecca could use in her email marketing. [30:52] Rebecca speaks about how to word an email to get a response. [32:02] Nikki suggests a question that Rebecca could pose in her email. [33:08] Rebecca discusses a benefit she has received from being a member of the Sales Maven Society. [34:32] Nikki shares about an online course for stretching that Rebecca offers called Stretch Yourself Before You Wreck Yourself. [36:10] Rebecca asks Nikki which stretch she liked best from the two she was given. [36:39] Rebecca shares why she created the stretching program. [39:58] Thank you so much for being on the show! Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven Find Rebecca: Rebecca Tamm Stretch Yourself Before You Wreck Yourself Selfcare School LinkedIn | Facebook

Does being told no make you uncomfortable? Listen, as Nikki shares some language to use in a few different scenarios so that when this happens, you know what to say, can shrug it off, and move forward on this episode of the Sales Maven Show. Nikki shares the first scenario you might run across when cold calling and what one of her responses would be. If they say no, ask if they would be open to you contacting them later if anything changes. If they are not interested, don't alienate them by plowing on over their objections and don't try to shame them into doing business with you. If someone gives you a buying signal, but when you invite them to do business they decline, what do you do? Listen as Nikki shares what to say to put yourself in a situation that will allow you to engage with them at a later time. Buying signals often come back around if someone has a legitimate interest in hiring you. Have you heard of the convincer strategy? Nikki shares that it is the number of times someone says no before they say yes or the length of time it takes for someone to think an idea over before deciding on a course of action. Nikki tells us that no matter where in the sales process someone tells you no, you need to keep your professional composure, handle it with grace, bless them, and let them go. If you think about it, though, isn't this sound advice anytime you get shot down? It's not your job to change someone's mind or convince them they are wrong, and you are right. In This Episode: [00:42] Welcome to the show! [01:07] Thank you, Alise Tagger, for the five-star review! [02:28] Nikki shares that being told no can be uncomfortable. [03:03] Give grace to someone who tells you no because it's hard to say. [03:29] Nikki speaks about the first scenario that you might run across with cold calling. [04:26] Nikki shares her response to these prospects. [07:17] Have you been given a potential buying signal, but when you contact them, they decline to work with you? [08:46] Nikki shares a story of a meeting with a woman who gave her a buying signal. [11:32] She speaks about how she responded when she was approached by the prospect again. [14:19] A convincer strategy is a certain number of times you have to say no before you can say yes. [17:33] Your job is not to change somebody's mind or convince them they are wrong and that your way is the right way. [18:06] Nikki shares a third scenario where you might be told no even though you got to the close language. [18:54] Is it okay to ask your reason for declining? [20:34] If you are going to ask this question, be prepared for the answer. [21:23] Nikki shares a story about when a person wanted to schedule a time to chat. [24:16] Do you know when to use an assumptive close? [26:20] Nikki says to keep your professional composure intact if someone says no to you and handle it with grace. [28:38] I hope this was helpful, thank you so much for listening to the show! Links to episodes mentioned: Episode 18 - How To Reach Prospects When Selling Episode 04 - How To Recognize and Act on Buying Signals Find Nikki: Nikki Rausch Email @yoursalesmaven Facebook | Twitter | LinkedIn Sales Maven Society To download free Resources from Nikki: www.yoursalesmaven.com/maven