Sales Maven

Are you struggling to re-engage clients who showed interest but never closed the deal?  Reviving client conversations doesn’t have to be a challenge. Nikki will show you how to breathe new life into stalled opportunities and turn them into valuable business wins as you engage and close deals.   In this episode, Nikki shares her proven techniques to engage with both warm and lukewarm leads.  You’ll learn how personalized outreach, thoughtful questions, and a fresh perspective help you rebuild connections and close deals.   She’ll explain why crafting tailored messages is essential, how showcasing past successes can inspire action and the power of presenting clear options to clients.  These strategies make it easier than ever to turn interest into action and transform silent leads into thriving partnerships.   If you’re ready to take action and make your client conversations meaningful again, this episode is packed with practical insights you can use right away. Nikki’s here to help you every step of the way!  Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [00:42] This solo episode is about reviving client conversations using three strategies to engage and close more deals. [02:05] Identify and prioritize your warmest leads. These are people who you possibly have had a call with, and you know what they're looking for and you may have even talked about working together. [03:01] Make a list of hot leads who have expressed interest in working with you. Craft an individualized message for each person. [04:01] Try to get a live call and give them the opportunity to share what's going on in their business right now. [05:24] Personalizing the message is super important. [06:13] The second strategy is to create a list of your lukewarm leads. These people have been on your list for a while and maybe they've even taken part in something in the past. Send them a message as if it's going to one reader. [07:35] Use questions: What's something exciting you're planning in the coming year?  [08:34] Create a bulleted list and give them a menu of options to learn more about. [09:51] Menus are easier for the brain. Make it easy for the buyer to make decisions. [10:33] Would you or someone you know benefit from... or something else? [12:04] Ask questions in your emails. Instinctive elaboration our brains are wired for questions. [14:11] The third strategy is to do a year end message, plant some seeds, and have some questions in the message. You could call it a year in review and be sure to have a call to action. [17:14] Start collecting information, so you'll have the data at the end of the year. [18:06] What action will you take as a result of this podcast?   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

Have you ever wondered how to grow a YouTube channel that drives real business results?  Whether you want to increase visibility, generate high-quality leads, or build a global audience, today is all about strategies to transform your channel into a powerful tool for success.  In this Mastering Excellence series episode, I’m thrilled to interview LinkedIn and YouTube expert Louise Brogan.  Louise has skyrocketed her YouTube channel from 5,000 to over 100,000 subscribers in just over a year, and she’s here to share her secrets for making YouTube work for your business.   We discuss the key to creating content that keeps viewers engaged and converts them into clients. Learn how to repurpose YouTube videos into blogs, newsletters, and posts to dominate multiple platforms. We talk about why understanding your audience’s most pressing questions is the ultimate hack for creating impactful videos.  You’ll also hear about the surprising power of YouTube analytics and how it can uncover hidden opportunities for growing a YouTube channel. If you’ve been searching for a way to elevate your online presence while turning your expertise into a trusted brand, this episode is packed with insights you can use right away. Louise Brogan is the CEO of Louise Brogan Ltd, specializing in helping B2B companies leverage LinkedIn to boost their profile, generate leads, and drive sales. As the host of the Raise Your Visibility Online podcast and a YouTube channel with over 80,000 subscribers, she provides actionable strategies for growing businesses online.   A recipient of the 'Digital Marketer of the Year Award,' Louise has been recognized among the top 100 small businesses and female entrepreneurs in the UK. She even represented UK Small Business at Buckingham Palace, meeting King Charles.   A sought-after speaker and featured expert in Forbes, Huffington Post, and The Guardian, Louise collaborates with both solopreneurs and major organizations like BT and the BBC to build brands and achieve measurable results.  Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [01:14] Today we're focusing on how to grow your YouTube channel to grow your business. [01:31] Nikki shares information about Louise and her business.  [03:05] We've known each other for years. We met back in 2017. [04:04] Her core business is LinkedIn content done for you. She also does one-to-one LinkedIn coaching and consulting. [05:23] She began working with YouTube during the pandemic. She's now become a woman on YouTube. [06:51] A year ago, her YouTube goal was 5,000 subscribers. As of this morning she's at 99,000 subscribers. [07:32] We learn about monitoring views with tools like VidIQ and TubeBuddy. [09:10] We learn how growing her YouTube channel has impacted Louise's business. Videos are found through search engines.  [11:45] Louise's upcoming book is called Raise Your Visibility on LinkedIn. [12:39] Showing up on video and talking about what you're an expert in makes you the go-to person for people who are looking for an expert in your field. [14:46] What a day of growing a YouTube channel is like for Louise. What are the questions people are asking? Research what people are actually looking for. [17:47] Louise gets to the point and leaves out all of the fluff. [18:22] Her audience is a mixture of career people and business people. [20:17] The thumbnail and the title of the video are very important. Use keywords in the title in the description of the video. The more you say the keyword in the video, the more frequently the algorithm picks you up. TIP [25:45] There's also a tab on the YouTube dashboard that suggests topics. [26:47] Her goal this year is to hit 100,000 subscribers. After which, she'll be way more strategic about speaking to her ideal clients. [29:36] Key things include consistency and catering to her audience. She likes to do how-to videos that showcase her as an expert. [32:18] You can also promote your own videos to your network. She spent $5 a day promoting her videos, and things just blew up. [34:09] You want to make sure you're targeting the right countries when you do ad spends.  [35:03] You can also deep dive into the analytics of each video. [37:29] Louise loves repurposing, and she came up with an acronym for create once, publish everywhere or COPE.  [38:07] She embeds her videos in blog posts. She also chops them up, and uses the transcript to create blog posts and newsletters. [39:07] Create a video and use it as a resource for your business. She also puts her podcast episodes on YouTube. [40:22] You can also repost information that you've already posted someplace else. Recycle, repurpose, reuse. [42:21] Seeing a person on screen creates impact. [45:53] There are many ways to make money once you have an audience.  [47:25] We learn a little bit more about Louise and how she loves reading and more!   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Louise:  Louise Brogan YouTube | Instagram | LinkedIn Raise Your Visibility Online Raise Your Visibility on LinkedIn   Resources:  TubeBuddy VidIQ

Have you ever felt uneasy about announcing a price increase to your clients, fearing it might drive them away?   Maybe you’ve hesitated to raise your rates, even though you know it’s time, worrying about how to communicate the change without sounding apologetic—or worse, losing trust.   Today’s episode is here to help you handle these conversations with confidence and ease.  Nikki dives into the art of presenting a price increase as a simple, straightforward update while maintaining the strong client relationships you’ve worked hard to build.   You’ll learn practical tips to announce a price increase, like framing it positively, avoiding over-explaining, and choosing the right timing and tone. Nikki even shares sample language that takes the sting out of the news, so you feel empowered to communicate with clarity and professionalism.   By the end of this episode, you’ll be equipped to announce your new rates confidently, handle objections gracefully, and even “bless and release” clients who no longer fit your business—making room for growth and higher-value opportunities.   If announcing a price increase feels like a daunting task, this episode will shift your mindset and show you how to turn a potentially awkward conversation into a win-win for you and your clients.  Tune in and discover how to approach announcing a price increase in a way that reinforces trust, value, and your professionalism. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [00:42] How to communicate a price increase to your existing clients without losing business. Raising prices is one of the most difficult things business owners do. [01:41] When you can handle your price increase conversations with confidence, it really will improve your client retention rate. [02:02] Being honest and direct creates trust, and people buy from people who they trust. [03:02] Frame it as this is the new rate moving forward. Language is important, so you don't want to set the tone that the price is being raised. They get to decide how they feel about the new rate. [04:12] It's just news. [05:01] Please be informed that as of, and then you insert the date, the rate for our work together will now be X, Y, Z.  [06:17] Don't over-explain or try to justify. [08:06] Timing matters. Some clients will need notice in advance. Communicate live whenever possible. Words, voice quality, and body language. Zoom is your first choice, then phone, and then email. [10:50] You also want a clear date of when this change takes place for existing clients. [11:59] New prospects don't need to know about the price increase. It's just the price. [12:53] Unless you're using the price increase as an incentive to buy now, it's irrelevant to the people who aren't your clients. [13:22] You want the message to be clear and confident. Open the door if they do have any questions. [14:40] Sometimes when you raise rates, you will lose clients. Be prepared to "bless and release" the people who are no longer a fit as you scale your business. [15:56] A client story about the benefit of raising rates. The person in this example now works 25 hours less a week and still makes the same amount of money.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 144: Questions To Ask Before Communicating A Price Increase  

Have you ever found yourself listing all the amazing features of your product, only to watch a client’s eyes glaze over? Maybe you’re excited about your offer, but your prospects aren’t grasping the value. You’re left wondering how to present your services in a way that makes people eager to buy—without feeling like you’re pushing a hard sale. Today’s episode is here to transform how you approach these conversations as Nikki dives into why focusing on benefits and the true value of your offer, not features, is the key to successful sales. You’ll learn about the powerful “FAB” formula: Features, Advantages, and Benefits. She’ll show you how to go beyond listing features, guiding you to craft messages that truly resonate with your clients' needs and answer that crucial question: “What’s in it for me?” Nikki covers the art of positioning benefits to simplifying your offers for maximum impact, this episode provides essential tips to help clients immediately see why they need what you’re offering.  Learn how to boost sales by showing the real value behind each feature, so buying feels like a natural choice for your clients.  Tune in and discover how you can elevate your influence and make closing and boosting sales easier than ever. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [01:16] The FAB formula spec sheet: Features, Advantages, and Benefits. Will help you craft enticing offers.  [02:01] Drill down and focus on the benefits. A feature is what a product includes. The advantage highlights why that feature is better or different. [03:24] The benefit is the ultimate value of the client experience. It answers the question of what's in it for me. [04:10] So what? What are people actually going to walk away with? [05:23] The benefits are the motivators that lead people to take action. [06:03] Focus on the advantages and the benefits. Take what you have and focus on the benefits to make buying an easy decision.  [07:09] Really highlight the benefits. [08:12] You don't want to overwhelm people. Listen to Episode 229. [09:04] Stripping away some of the features can make the offer more compelling. [10:03] Three examples of advantages and benefits and what to focus on. Make the benefit front and center.  [13:14] Look at your testimonials for ideas on how to articulate the benefits.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Resources:  Episode 229: When to Use The “Less Is More” Approach In Sales

Have you ever been hit with one of those vague “client requests” that seem impossible to answer effectively?  Maybe it’s a half-formed question or a general inquiry with no specifics, and you’re left wondering how to respond without wasting time or losing a potential sale. Today’s episode dives into essential sales strategies to turn these unclear inquiries into valuable opportunities.  Nikki shares a simple yet powerful mindset shift to transform frustration into confidence, positioning you as the trusted authority that clients seek out.  She’ll walk you through the art of “giving them a menu” – a tailored approach to offering clear, actionable choices that help clients better understand your services and make quicker decisions.  From practical tips on handling broad requests to strategies for steering the conversation toward a specific solution, this episode gives you the tools to keep the ball rolling with any prospect.  You’ll learn how to confidently structure options, guide clients through the buying process, and close more sales without feeling salesy or pushy. Tune in to discover how you can make any client request—no matter how vague—a pathway to a sale, building stronger connections and making it easier than ever for clients to say “yes” to working with you. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [00:41] How to turn vague client requests into sales. [01:07] Trying to decipher the vague request and make recommendations can be frustrating. Stop and take the opportunity to reframe this in your mind. [02:03] Coming across as unhelpful can repel the potential client. [04:22] Giving them something to start with gives their brain a chance to start working on what they actually want. [06:56] It's your job to give the potential client a menu and get them started. [07:25] Thank you so much, I can absolutely help you with that. Here are a few questions for specific options. [08:27] Give the potential client a menu with three options. [10:01] Which option is the best fit for you? Would you like to discuss any further? [12:21] You want to give the information gatherer something to take back to their client. [13:26] Externally motivated people may be attracted to the most popular option, because they like to know what other people are buying. [14:52] Make it easy for them to say yes to one of your options. [15:17] Leave the door open for them to reach out at a later date.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Do you find yourself entangled with tire kickers—those prospects who keep you on the hook without ever committing? If so, you're not alone; this episode is for you. Today, Nikki dives into practical strategies to support you in closing more sales by recognizing and managing these non-committal clients.  You’ll learn how to masterfully handle indecisive prospects so you can either guide them toward a decision or gracefully "bless and release" them, saving you valuable time and energy.  Nikki shares her proven methods for setting boundaries, from pre-framing techniques in calls to playing “cat” to build curiosity.  By the end, you’ll have the tools to spot and manage these "tire kickers," protect your time, and engage with clients who are genuinely ready to move forward. Tune in to discover Nikki’s insights for setting clear boundaries and positioning yourself with confidence—no more chasing after those elusive tire kickers! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [00:41] How to handle those tire kickers? Turn them into committed clients or 'bless and release". [01:47] Nikki defines "tire kicker". [03:00] Are you doing something to continue this behavior and allow it to keep going? [04:09] There's always a balance of power in sales. [05:04] Starting with a pre-frame in order to set expectations. "The purpose of today's call is to answer any last calls, and then we'll decide today whether we'll be working together." [08:15] "Bless and release" or stopping lobbing the ball back and forth. [09:45] "If you're not ready now, I respect that. Reach out to me when you're ready to move forward." [10:06] Playing cat. Pulling back a little bit and letting them take action in order to move forward. [13:34] When they're not ready to move forward, you must stop coaching and giving free advice. [14:38] Some "tire kickers" will just continue to take and take. [15:33] I now offer 15-minute Spotlight Coaching sessions for people who have a quick question or just want to pick my brain. [17:35] It might make sense for you to have something like this in play.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven   

Discover the art of recognizing buying signals, even in unexpected places, and learn how to act on them confidently. The discussion highlights common fears that hold people back from following up, and why timely outreach is crucial for growing your client base. Tapping into real-life coaching experiences, valuable tips are shared to help you overcome internal barriers and connect with potential clients. Gain insights on transforming interest into action, ensuring that your clients know you’re eager to work with them.

Have you ever written a book only to wonder, “Now what?” Don’t let your hard work sit on the shelf collecting dust. Learn how leveraging skills can turn your book into multiple resources.  Today, as part of the Mastering Excellence series, Nikki talks with Susan Friedman, an expert in book marketing. She’s here to share her proven strategies for turning your book into multiple products and increasing your profits. We know you poured your heart and soul into your book, but don’t stop there. Learn how to repurpose your content into checklists, tip sheets, and even online courses, giving your readers more ways to engage with your expertise—and more ways for you to get paid. In this episode, you’ll discover how to take your book and create a variety of new products that can skyrocket your sales, whether it’s turning a chapter into a workshop or an article into a lead magnet.  We’ll also explore how leveraging your skills can help you build even more value, expanding your reach and impact. Lastly, we’ll dive into the power of niching down—how adapting your material for specific audiences can open up fresh opportunities and grow your influence. Listen in for tips on maximizing your book's potential, boosting your income, and leveraging your expertise in ways you never imagined. This episode is packed with actionable insights that will change how you think about book marketing. Susan Friedmann is a badass in the world of nonfiction book marketing coaching and training. With over 30 years of experience, she’s on a mission to help authors sell books in bulk. Through her company, Aviva Publishing, she’s guided hundreds of non-fiction authors toward mastery in their niche.  She's a writing powerhouse, with 18 books to her name - the first selling more than 500,000 copies to one company!  She also hosts "Book Marketing Mentors," an award-winning weekly podcast now in its 8th year, which ranks in the top 1.5 percent of podcasts worldwide. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [00:47] There is a structure to success. When you break down how someone is achieving a high level of success you can apply that structure in your life and business. [02:14] Our topic today is about how to take a book and turn it into multiple products. [03:01] We learn about Susan's first success on her own, niching down to trade shows. She began Aviva Publishing to publish her own work.  [04:21] Susan's book evolved into checklists for people attending or presenting at trade shows. This ended up 10xing her book sales. [05:35] These checklists eventually evolved into tip sheets and then articles. [06:33] The magic of recycle, repurpose, and reuse. [07:08] Articles can also become mini books or ebooks or even lead magnets. Cut, slice, and dice. [08:13] A book can be a door opening business card. [10:27] Brainstorm and think about how many different pieces you have in the book that you could turn into other products. Break it down to the lowest common denominator. [12:35] Think about who your market is and what you want the book to do for you. [15:57] Do the multiple products refer back to the book? This would depend on the specific audience. [18:44] Strategies like having a sponsor who sponsors the book to get it put in everybody's bag at an event. You both would need to have the same type of audience. [23:19] The advantage of having established expertise. [26:44] Your big fat business card (book) is a way to get your foot in the door. [28:40] Speakers are usually expected to have a book. [34:28] Nikki issues a challenge to have a brainstorm session about your work and see what other products you can turn it into. [35:03] Book topics can also be taken and niched down for specific groups. [37:07] Fun questions with Susan! [39:16] Susan is also working on a book marketing crash course.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Susan: Get A Book Marketing Brainstorming Session With Susan! Susan Friedmann - Book Marketing Mentors Aviva Publishing Book Marketing Mentors Podcast Books by Susan Friedmann Facebook | Twitter | LinkedIn | Instagram How Playful Sales Strategies Can Drive Your Book Success - BM442  

Have you ever been to a client meeting where the first words out of their mouth are, "There's no budget"? Don’t let budget constraints make you panic. Today, Nikki shares strategies to set yourself and the prospect up for success and maybe even earn their business. We know you need to get paid, but hold off on immediately “blessing and releasing” this prospect. Learn key questions to determine if this prospect has the potential to become a future client and how to respond when budget is an issue. We’ll also explore how to uncover their motivation for setting up the meeting in the first place, and how to show respect when the person you're speaking with may not want to be there. You'll discover how to build rapport and move the client from being a "prisoner" to a "learner," then to an "interested party," and eventually to an advocate or ambassador. Lastly, we’ll cover strategies for maintaining communication and rescheduling once the budget outlook improves. Listen in for tips on asking insightful questions, engaging the person you’re speaking with as effectively as possible, and keeping the lines of communication open to create a lasting impression—even when they start the conversation with budget constraints. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [00:42] many business owners face a common challenge: how to effectively navigate client meetings and interactions where there are budget constraints. [01:02] In a coaching session, one of my Sales Maven Society members asked about this. I knew this would be a good topic to talk about because so many of us run into this.  [02:13] When someone says they have budget constraints, continue the conversation to find what might best serve them. Then discuss possible next steps for addressing the current budget issues. [03:11] Try to uncover what their motivation was for setting up the meeting in the first place. "I'm curious or is it okay to ask, what prompted this meeting now"? [04:40] Maintaining and building relationships when the person in the call with you is a "prisoner". What would make this a good use of your time? [06:16] Reach back out to the boss and let them know what was discussed. Is there anything specific you'd like accomplished? [07:36] Budgets change. Find an opportunity to have the next chat. [08:45] You can also send a message before the budget rolls over to the person you had the meeting with and reference your call and share suggestions. [11:10] It's all about asking insightful questions and engaging the person that you're in conversation with as effectively as possible and maintaining ongoing communication.   For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven 

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! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. 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: [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: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven