Episodes

  • Proven Sales Success - When to Follow Expert Advice

    Proven Sales Success - When to Follow Expert Advice
    Sep 16 2024
    Most people want sales success. To achieve it, they often need to step out of their comfort zones and accept expert advice. New techniques and strategies can feel uncomfortable or unfamiliar. It's natural to want to stick to what feels safe and known, yet this can limit our growth and potential, especially when it comes to sales. This episode is inspired by a conversation Nikki had with a client about receiving advice on sales success that she hadn't tried before, and that pushed her outside her comfort zone. Everyone has to learn to sell in their own way, but until they have the experience to know what works and what doesn't, it's beneficial to be open to an expert or mentor who has already achieved success in sales. Nikki shares how she was fortunate to have a sales mentor who helped her when she first started her sales career and how she continued to learn from that mentor for 20 years. She still uses the advice she learned from him in the Sales Maven Society. She also shares another client story about someone who eventually increased their sales from nothing to over $40,000 a month and now has $60,000 days in her business because she was willing to take an expert’s advice. Nikki explains how embracing discomfort can build confidence and shares steps to move forward. She even reveals what she tells herself when it's time to step up and do that thing she doesn't want to do. It's okay to find a mentor, teacher, or coach who can push you to step out of your comfort zone and achieve sales success while building confidence and discovering what works and what doesn't. 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: [01:22] This episode was inspired by one of Nikki's clients who was overwhelmed with some of the feedback she was getting from her boss. [02:05] In sales, people will find their own way, but also need to be open to advice from people who've already achieved success. [03:10] Why does experience matter in sales? Experienced people have a unique perspective on what does and doesn't work. [04:48] You'll probably have to try things that might feel weird or uncomfortable to you, until you've perfected your technique. [05:24] We shouldn't dismiss people who've been in the arena and have already done what we want to do. [06:01] In Nikki's sales career, she found a sales mentor who was her mentor for 20 years. [07:03] He taught Nikki techniques she still uses today, including stating your price like you were stating the time of the day. He also taught her it was important to get rid of qualifiers and not to sell past the close. This resulted in her first $70,000 order. [08:39] There's huge value in using mentors and coaches. [09:06] There will be times when you have discomfort. You can either quit or embrace the feeling of being uncomfortable. [10:03] When Nikki's uncomfortable, she embraces the fact that change is happening and even says it out loud. [11:38] Nikki shares a client success story where trying led the client to getting to over $40,000 a month to $60,000 days. [14:17] Doing the thing that feels really uncomfortable creates confidence. Steps include: Keeping an open-minded approach to things. Reminding yourself of past successes. [16:13] Think of a time when you did something you didn't want to do and it led to success. [18:03] Be open to trying something new that your brain may want to dismiss. [19:07] What are you going to do to keep that open-minded flexible approach? 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
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    21 mins
  • Create Curiosity Networking At An Event

    Create Curiosity Networking At An Event
    Sep 9 2024
    Would you like to find a subtle way to get your message across without selling or sounding pushy? If so, you might want to use the secret weapon of creating curiosity. In this on-air coaching call, Nikki and an amazing Sales Maven Society member Tracey Wheeler explore ways to create curiosity during networking events. Tracey, the owner of Sunny Virtual Business Support, provides virtual bookkeeping and business support for service-based entrepreneurs across the country from her base in Henderson, Nevada. In this call, Nikki and Tracey explore effective communication strategies to drive sales, particularly in networking situations. Tracey seeks advice on how to invite potential clients for discovery calls without coming across as pushy. Nikki shares the importance of creating curiosity and with specific techniques for engaging prospects. They discuss the "three, two, one" approach to networking and the concept of the "strive five" - an ideal list of people to connect with strategically. They cover tactics like tailoring your introduction to serve the listener, asking for referrals, and offering to be a resource. Nikki emphasizes the value of having clear goals and a structured approach to achieve excellent results in networking and sales. If you're ready to improve your networking skills and learn how to turn connections into clients, this episode is for you! Listen in to discover how small changes in your approach can lead to significant impact and business growth. Tracey Wheeler is the owner and Chief Happiness Officer at Sunny Virtual Business Support, specializing in virtual bookkeeping for service-based entrepreneurs. A Certified QuickBooks ProAdvisor, she holds a Bachelor's in Interdisciplinary Studies with a focus on communication and small business entrepreneurship, along with an MBA. With over 15 years of experience, including work at the IRS, Tracey's background spans the entertainment, hospitality, and government sectors. She is dedicated to delivering exceptional customer experiences by staying updated on industry trends and pursuing ongoing professional development. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance toJoin Our Sales Coaching Community | Sales Maven Society boost your confidence. 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: [00:55] - Amazing Sales Maven Society member, Tracey Wheeler and her cat are here today. [01:14] - Tracey shares a little bit about herself and her business, Sunny Virtual Business Support where she provides virtual bookkeeping and business support for service based entrepreneurs. [02:54] - When tax time rolls around, and the entrepreneur has a spreadsheet and a box of receipts their CPA will tell them they need a bookkeeper, that's when they call Tracey. [03:31] - Nikki thinks having a bookkeeper is a game changer. She received advice early on to get a bookkeeper, and she's never looked back. [04:32] - Having a bookkeeper relieves so much stress and is worth every single dollar. [06:35] - Tracey is a virtual bookkeeper located in Henderson, Nevada. She helps people from all across the country. She uses Slack and Zoom to communicate with her clients. [07:26] - Tracey exudes so much positive energy that Nikki feels happier every time she sees her on a call or has a question from her. [07:56] - In this coaching call, Tracey wants to know how to communicate in a way that will drive sales. She attends networking events and would like to invite people for a discovery call but doesn't want to seem pushy. [08:28] - Nikki's advice is first and foremost to create curiosity. Are you talking to someone who it's nice to be in the group with or are you talking to a prospective client? [08:42] - Nikki shares a couple ways to create curiosity. When it comes to the question of what you do, ask the person first so you can respond with what you do in a way that will help them. [09:11] - Talk about what you do in a way that serves people like this prospective client. [10:37] - You could also say something like, "I provide bookkeeping services. Who do you know that might benefit from what I provide?" [11:07] - You can also say something like, "Is there ever an opportunity I could be a resource or provide value to you?" [11:39] - Create curiosity in the way you answer questions. [12:51] - When networking, have some specific goals and objectives in mind before you go into the room. [13:08] - Nikki talks about the three, two, one of networking. This involves connecting with three new people, deepening a relationship with two people, and inviting one of them to have a conversation outside of the group. [14:01] - Nikki talks about the “strive five", an ideal list of people that you would like to get to know ...
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    22 mins
  • Creating An Upsell Offer vs. a Downsell Offer - On-Air Coaching with Melissa Spaulding

    Creating An Upsell Offer vs. a Downsell Offer - On-Air Coaching with Melissa Spaulding
    Sep 2 2024
    Therapists often spend their time focusing on finding ways to help their clients, yet they are also running a business, and sales are an important part of that business. Today's episode features an on-air coaching call with one of our amazing Sales Maven Society members, Melissa Spaulding, a licensed clinical mental health counselor and EMDRIA consultant. In this call, Nikki and Melissa dive into the pros and cons of an upsell offer versus a downsell offer. Melissa's higher-end clients have weekly sessions. She also has clients who attend less frequently but whom she feels could benefit from more support. Melissa's concern is what type of offer to create and which group she should focus it on. Nikki dives into the importance of creating both types of offers and shares which group to focus on first. They discuss the importance of getting feedback through surveys and other methods, which often lead to surprising results. Nikki shares real-life examples of client feedback that actually changed her messaging and marketing. They cover tactics like giving clients a menu and offering incentives. Melissa explores methods that she's thinking about trying, and Nikki gives her expert feedback and tips on how to proceed. If you're ready to improve sales by giving clients exactly what they want, this episode is for you! Listen in to learn how a simple change in messaging can be all that's needed to spark interest and create impact! Melissa is the owner of Guided Wellness Counseling, a practice sought after by ambitious women ready to heal from anxiety, depression, and trauma. Her practice specializes in curated one-on-one therapy as well as EMDR trauma therapy intensives. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. 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: [01:12] - Melissa shares a little bit about herself and her business. [02:02] - The mission at Guided Wellness is based on understanding that secrets make us sick and shame is passed from generation to generation. [03:23] - Melissa and her clinicians are licensed in the state of Utah, so they work with women in Utah. [04:13] - A woman should seek support as soon as she realizes that an issue is affecting her quality of life. [05:30] - Feeling seen and heard by your therapist are the biggest predictors of the outcome of your therapy. [07:13] - Melissa also offers courses for other counselors. She is a consultant for EMDR which helps release trauma stored in the nervous system. [08:12] - Melissa's practice is a patient pay or cash pay practice. She gets clients but many of them don't attend weekly sessions. [09:48] - She wants advice about what type of offer she should create for people who can't attend weekly and for those who do attend weekly. [10:41] - Nikki's advice is creating offers for both scenarios but focusing on the high ticket offer first. [11:16] - She could also do a survey or create an offer, see if there's interest, and then create the back end. Nikki also suggests asking the audience what type of high ticket program they think would be useful. [12:14] - Nikki shares the technique of giving a menu to assist audience members in giving feedback. [13:11] - Nikki also suggests testing some of the high-end clients to find additional ways to serve them. [14:46] - Showing clients the value that you create for them will encourage more people to sign up for the weekly sessions. [18:18] - Therapy is similar to going to the gym. If you only attend once a month you're not going to see progress. [19:38] - Giving clients an opportunity to be exposed to the benefits could result in a higher sell through rate. [21:02] - Melissa talks about doing a survey through her email list. She's also considering asking clients their opinions or to complete a worksheet when they're in session. [22:02] - Nikki also suggests offering an incentive to get client feedback. [23:03] - Nikki offered an incentive of $500 Amazon gift cards and received valuable and surprising feedback about her offers and her menu. She changed her messaging and her marketing based on this feedback. [24:54] - When doing a survey do everything possible to get the best results including offering a menu. [26:05] - Melissa's thinking about offering a self-esteem workbook to anyone who completes the survey and making all responses anonymous. [26:34] - People sometimes become more invested when you ask for feedback. [29:14] - Nikki talks about having integrity in messaging and not making people feel like you're just trying to sell to them. [31:23] - Melissa has learned in messaging potential clients to share what they will receive, not what she will teach. For more actionable sales tips, download the FREE ...
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    34 mins
  • Avoiding Assumptions - How Assigning Motive to Prospects Harms Your Sales Success

    Avoiding Assumptions - How Assigning Motive to Prospects Harms Your Sales Success
    Aug 26 2024
    If you've ever caught yourself making assumptions about your clients' motives, you're not alone—and it could be holding you back from true success. In this episode, Nikki dives deep into the dangers of assigning motives to your prospects and clients, and how these assumptions can derail even the most promising sales opportunities. It's easy to fall into this trap, whether you're trying to anticipate a client's needs or make decisions on their behalf. But when these assumptions are off the mark—or even when they're right—they can lead to breakdowns in communication, strained relationships, and lost business. Nikki has been the client on the receiving end and has stories from her clients. Today, she shares personal stories and insights along with powerful strategies to help you build stronger, more trusting relationships with your clients. By the end of this episode, you'll be equipped to avoid these common pitfalls and start fostering deeper connections. Let's get started on transforming the way you engage with your prospects! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. 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: [01:45] Nikki’s inspiration for this topic when she was on the receiving end of someone making assumptions and assigning motive. [03:03] Assigning motives can hinder relationships and sales success. [03:58] When you make assumptions in a client relationship, you start behaving as if the assumption is true. [04:55] Think about lifetime value. When we have a breakdown, we'll lose further business and referrals from the client. [05:53] When you assign motive, it breaks trust between you and your client. It's like saying you don't believe them. [06:12] It’s hard to come back after breaking trust. [06:48] Nikki shares a story about when she was a client and a person assigned motive to her question. [08:41] Instead of answering the question, the person made accusations about why the question was being asked. There ended up being a huge blow up and disrespectful things were said. [09:26] This person was ultimately removed from Nikki's account, but it created mistrust with the company. [10:37] The company has lost out on referrals and potential revenue, and it all came down to this idea of assigning motive, and in this case the motive was inaccurate. [11:07] What is there to gain by assigning motive? Who wins when you get to be right? Being right doesn't pay the bills. [12:21] Nikki shares a story about a client interaction that came up recently involving assigning motives to a particular person on the team who they felt wasn’t nice. [13:22] It's hard to work with someone who you feel is ignoring your preferences, but it doesn't set the client up for future business when the relationship is breaking down. [14:01] Advice includes ignoring your preferences and seeing if there's a way you could work around the other person's preferences. Have some grace in the moment. [15:11] The ultimate outcome is to delight your clients, so that they'll shout from the rooftops how amazing you are sparking more business. [15:47] Common triggers to be aware of when you're about to assign motive include lack of clear communication. Instead, think how you can make it easier for the client? [16:51] Personal insecurity and biases can also trigger motive assigning. A previous experience can also influence your interaction. [18:00] Nikki shares a client's story where this client assigned a motive of one of their potential clients not valuing their work. [19:37] Think about offering a solution to the person's very clear objection. [20:55] Recognizing signs. Do you have an internal dialogue going on? Emotional reactions will cause us to assign motive. [22:09] Nikki talks about making a mental effort to give more grace and recognizing patterns where we may assign motive. [23:46] Seek feedback from colleagues and mentors. Ask for their take without telling your take. Make it clear that you're seeking constructive feedback. [25:09] Nikki talks about what you can do once you recognize the signs that you're about to be triggered into assigning motive. [25:26] Manage your state of mind. Have some type of ritual to get you into the right state of mind and keep you focused in the conversation. [26:33] When you want to assign motive, pause and ask a question. Can you expand on what you just said? [27:44] Be present and practice active listening. Be curious. Pay attention to tone and body language. [29:48] Build trust through transparency. Leave space for people to be open and honest. [30:57] Motive assignment and being right is rarely going to help the relationship. [31:16] Keep the end in mind. We want to earn...
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    33 mins
  • Building A Prospecting List

    Building A Prospecting List
    Aug 19 2024

    If the thought of prospecting makes you uneasy, especially if you don't see yourself as a traditional salesperson, you're not alone.

    In this episode, Nikki shares straightforward strategies to simplify prospecting and help you start building your business, attracting new clients, and exploring new possibilities.

    Prospecting is crucial for success, and it often gets pushed aside when we're busy or overwhelmed with current clients. Even when things aren't hectic, it's common to find other tasks more appealing.

    Many people even block out dedicated time for prospecting and still end up procrastinating. If this sounds familiar, Nikki understands and is here to help.

    It's time to conquer the fear of prospecting. Nikki guides you through easy-to-follow steps to create a strong prospect list and start bringing in new business. A full pipeline means less stress and more freedom to focus on the work you love.

    By the end of this episode, you'll have practical tools to build a robust prospecting list and the first step to consistent business growth. Let's get started on your path to success!

    Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. 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:

    [04:11] Nikki introduces a new training called "Business Building Key Prospecting Strategies" with five ways to build a prospecting list and eight prospecting scripts.

    [04:37] Two ways to access the training: joining the Sales Maven Society or through the Sales Maven Studio.

    [05:54] Nikki will focus on the first two strategies for building a prospecting list, which are the easiest and can quickly bring in new business.

    [06:25] The first strategy is to create a list of past clients, including what they purchased and potential complementary offerings.

    [08:33] When reaching out to past clients, use personalized messages and offer to discuss new ideas or ways to support them.

    [10:35] Past clients are considered "low-hanging fruit" because they already understand the value you bring and have received benefits from your services.

    [12:20] The second strategy is to identify non-buying but highly engaged people on your email list and social media.

    [13:33] Consider offering these engaged non-clients a quick call or a special incentive to take the next step with you.

    [14:49] Consistently reaching out to past clients and engaged non-clients can help fill your pipeline with potential new business.

    [15:49] Nikki encourages listeners to start with these two strategies and see what's possible for their business growth.

    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

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    17 mins
  • Customer-Centric Retention Strategy

    Customer-Centric Retention Strategy
    Aug 12 2024
    Have you ever wondered how a customer-centric retention strategy might help you grow your business, boost your clients' lifetime value, and make it easier for them to stay loyal to you? In today's episode, Nikki provides practical tactics for increasing client retention and encouraging repeat business. This episode is inspired by a chat with a client regarding coaching communication, which emphasizes the need for flexible communication. You’ll hear how Nikki recognized the impact of inflexible communication and how introducing flexibility altered her interactions with clients, resulting in long-term connections. You'll learn practical tactics for communicating effectively with your clients, making them feel appreciated and understood, and ensuring they continue to perceive the benefits of working with your company. Nikki explains how to structure recommendations to allow for client flexibility, encouraging clients to test and adapt new tactics, and avoid using general qualifiers that might alienate clients. Effective client communication can have a significant impact on your organization. If you've been trying to keep clients or raise their lifetime value, this episode is for you. Let's look at how you can effectively connect with your clients and develop deeper, longer-lasting relationships to help your business grow! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. 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: [0:41] - Today's episode focuses on a customer-centric retention strategy. [0:46] - Why is this important? Scaling and growing your business by increasing the lifetime value of your existing client base. [1:06] - It is harder to reach and attract new prospects in the current market. [1:20] - Strategies to make it easy for clients to stay with you and techniques to encourage clients to continue buying from you. [2:22] - Increasing your influence and credibility with your existing clients and not alienating clients or making them feel they aren't a good fit. [03:30] - This episode came from a conversation with a client about increasing lifetime value. She shared contrasting examples of Nikki's program and another program that she's in. [5:04] - The other coach is not flexible. It’s either black or white, and the client isn’t sure where she fits in. [6:14] - Nikki shares her own story of black or white thinking, and how she learned to add flexibility to communication. [7:02] - Being very direct isn't always the best way to be. Nikki needed to learn to allow for flexibility and allow people to have a different style than her. [08:44] - Nikki shares a huge light bulb moment she had while studying NLP. [9:10] - The problem with teaching and communicating in a single style. Not everyone is a visual learner. [10:03] - Teachers and coaches often teach their own style, which may not suit everyone. [11:00] - Nikki shares about adding flexibility in behavior to attract long-term clients and maintain expertise. [12:33] - Quote: "Blessed are the flexible, for they shall not be bent out of shape." [13:09] - How can we add flexibility in our conversations? [14:06] - Learn to avoid universal qualifiers in Nikki’s Sales Scripts to Increase Influence Masterclass. [15:03] - Framing recommendations to allow client flexibility. "What I recommend is... what part of this works for you?" [16:02] - Encouraging clients to test and adapt new strategies. [17:00] - Adding flexibility in communication to retain clients. [18:04] - Allowing clients to find success in their own way strengthens relationships. 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 Mentioned: Sales Scripts to Increase Influence Masterclass
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    19 mins
  • Secrets to Eliciting Powerful Client Reviews & Testimonials

    Secrets to Eliciting Powerful Client Reviews & Testimonials
    Aug 5 2024
    Have you ever wondered how the power of authentic testimonials and glowing reviews can transform your business, attract more of your ideal clients, and even boost your SEO? In today's episode, Nikki shares actionable strategies to elicit powerful client reviews and testimonials to give your business a boost. The inspiration for this episode comes from Episode 222 with Melissa Rose, titled "Boost Sales with Google Business Profile – Essential Strategies for Maximizing Visibility & Engagement." We’ll learn how Nikki realized that her Google Business Profile needed attention and how she seized the opportunity to capture feedback and testimonials transforming her profile. These testimonials not only influence potential clients' decisions but also play a crucial role in your online visibility and SEO. You'll discover practical strategies to make it easy for clients to provide meaningful testimonials. Nikki explains how to capture client feedback in real-time, craft testimonials for client approval, and use innovative methods like guided Google forms to streamline the process. Capturing reviews thoughtfully and strategically can have a huge impact on your business. If you’ve had clients raving about your work without capturing those testimonials, this episode is for you. Let's dive into how you can effectively capture and leverage testimonials to boost your business! Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. 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: [01:44] Huge aha moments from Episode 222 completely inspired Nikki to do this episode. [02:29] We make decisions based on people's testimonials and reviews. Service based businesses also need to think about their profile and reviews. [04:17] Google also uses reviews for search results, so they are important for SEO. [05:06] Nikki was able to increase her one review to five reviews just by asking people to create a review. The reviews also helped her land a speaking gig. [06:43] We need to make it easy for people to write powerful reviews and powerful testimonials. [08:09] Using the tactics Nikki's going to talk about, one of her clients doubled her reviews. Nikki went from 1 to 25 five-star reviews. [09:42] Really pay attention to the things that people are saying. Take notes and ask for permission to write the testimonial for them. [10:32] Craft testimonials based on what the client has said and send it to them for editing and approval. Also send them a link to post the review. [11:52] You can also offer some type of win for someone who writes a transformational testimonial. [12:20] Nikki shares her process for using a Google form with very specific examples of a transformational testimonial. She breaks it down with specific examples and prompts to make it easier. [14:14] Once the client responds to the prompts, Nikki's team creates the testimonial and sends it to the client for approval with a link to post. 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 Mentioned: Boost Sales with Google Business Profile – Essential Strategies for Maximizing Visibility & Engagement
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    17 mins
  • How to Recommend What A Client Needs vs. What They’re Asking For When The Two Don’t Align

    How to Recommend What A Client Needs vs. What They’re Asking For When The Two Don’t Align
    Jul 29 2024

    Have you ever found yourself in a situation where a client’s request doesn’t quite match what you know they need? In today's episode, Nikki explores how to recommend the best solutions for your clients, even when it means suggesting something different from what they initially asked for.

    Nikki shares how to use your expertise to guide the conversation and ensure your clients feel understood and supported without making them feel wrong or alienated.

    She explains how to acknowledge the client's request and validate their perspective without diminishing it in order to offer a better solution.

    You want to send the message of, "I hear you," "I respect your request," and "I'm committed to our goals." Nikki provides examples of how to propose these options in different scenarios. The bottom line is to ensure the client feels heard, has options, and can make their own decision.

    Tune in for tactics to maintain rapport while asserting your expertise and authority and to keep the momentum going when a client's request doesn't align with what you know they need.

    Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. 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:

    [02:04] - When a client asks for something, you don't want to insinuate that it's wrong or that there's something wrong with them. Validate how it will work for them and present what you know to be the right solution.

    [03:21] - You don't want to treat a prospect in a way that makes them feel like you think you know more about their business than they do.

    [03:40] - The best approach is to validate based on what they know and their own expertise. Give them a quote for what they're asking for, along with a quote for what you know would be the better solution.

    [05:36] - Validate and share your recommended approach and the benefits they will receive.

    [07:21] - You can also propose both. Put your recommendation first and the option they asked for second. Let the client make the comparison.

    [09:55] - It's really important that you validate their request. Send the message that you hear them. In a live conversation, ask permission to propose what you know to be the better solution.

    [10:29] - Language: "Yes, we can get you started and enrolled today. My recommendation based on what you shared would be to explore a more intensive package. Would you be open to 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

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    13 mins