November 30, 2023

Professional Selling with Nikki Rausch

26 minutes

In this episode, Alay and Nikki discuss:

Getting permission to sell.

Great questions to ask during your sales process.

How your knowledge and experience can be communicated to assist your clients.

Crafting and practicing your pre-frame.  

Key Takeaways:

Sales is done with someone, not to someone. It is a relationship to solve a problem.

Asking really good questions will help to build trust before you start the sale.

Not all clients are the right fit for you – sometimes the best thing to do for both you and your client is to bless and release them from the potential transaction.

As long as you show up with a conversational tone, you don’t need to be perfect, you just need to get the call done.

Tweetable Moments:

“If you’re not bringing revenue into the business, you have a hobby and not a business.” — Nikki Rausch

“Attorney entrepreneurs, you’re in the business of sales! Sorry to break it to you, but it’s true.” — Alay Yajnik

“Let me let you in on a little secret: the consultation is actually for you. It’s for you to determine 1) Is this client a really good fit for your services? Or should you refer them to somebody else? 2) Is the client, themselves, someone that you want to work with?” — Alay Yajnik

“The first and most important thing that you have to do is create safety at the beginning of the call. Most people don’t think about pre-framing, they don’t think about creating safety. Before you can even create know, like, and trust, you have to create safety.” — Nikki Rausch

Connect with Nikki Rausch:

Website & Free Gift: https://yoursalesmaven.com/lawyer

Show: https://yoursalesmaven.com/podcast/

Facebook: https://www.facebook.com/yoursalesmaven/

LinkedIn: https://www.linkedin.com/company/sales-maven/

LinkedIn: https://www.linkedin.com/in/nicolerausch/

Pinterest: https://www.pinterest.com/yoursalesmaven/

Instagram: https://www.instagram.com/your_sales_maven/

Connect with Alay Yajnik:

Podcast: http://lawyerbusinessadvantage.com/

One Page Strategic Plan: LawFirmSuccessGroup.com

Email: [email protected]

LinkedIn: linkedin.com/in/alayyajnik

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By Alay Yajnik and Chelsea Pagan

2020 ratings