Sales Maven

Are you slowing down the process of helping your clients by not taking their money on the call? On this episode of the Sales Maven podcast, Nikki and her guest Lori Vella, a private VIP client, and Sales Maven Society member, discuss her sales success story. Lori needed help with her processes, her pricing, and her mindset around charging for her services. After working with Nikki, her company is now on the fast track, and the growth has been mind-blowing.

Listen, as Nikki tells us that when you allow people to pay for your services, you are giving them a gift of getting what they want and need. Once Lori changed her mindset, she exceeded her main goal within the first month. Lori believes that because of Nikki, she was able to take her shaky little hobby and make it a legit business that is bringing in a steady income.

Nikki also discusses showing up in a way that will attract your ideal client. Nikki shares that the client you were marketing to when you first started might not be the same client you want as your business grows, and at that point, you have to pivot and change up your marketing plan.

Lori believes that she has learned from working with Nikki that she has value in her services and in herself and that people are ok with paying her money to take it to the next level. Don't be afraid to help people; make it easy on them by asking them to enter a contract and taking their payment. Are you ready to change your mindset?

Do you want to learn more about the questions that will open doors for you? 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 the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!

In This Episode:

• [01:07] Welcome to the show, Lori!
• [01:57] Lori shares her business and who she serves.
• [04:11] Lori discusses the catalyst for starting her own business.
• [07:24] Listen, as Lori speaks about the things that were holding her back before she started working with Nikki.
• [09:25] Lori talks about the VIP session she had with Nikki and what they discussed.
• [12:11] Nikki shares that most people have issues with their mindset around pricing their offers.
• [14:09] Lori speaks about feeling that asking people for money was negative in her mind.
• [16:15] When you allow for money to pay for your services, you give them a gift of getting what they really want and need.
• [18:41] Within one month, Lori surpassed the goal she set for herself.
• [20:59] Lori believes Nikki has taken her business from a shaky one to a legit business, bringing in a steady income.
• [21:31] Nikki says that Lori is a great implementer because she took everything they have talked about and implemented it into her business.
• [25:07] What piece of advice would you give someone who wants to take their hobby to the next level?
• [27:01] Nikki speaks about showing up in a way that will attract your ideal client.
• [29:46] Lori says that she learned from Nikki that she was marketing to the wrong people.
• [32:24] Nikki believes Lori shows up in a video she shows as a strong, powerful woman attorney that is going to get it done.
• [36:51] What's the one thing that you have received the most impact on from working with Nikki?
• [39:12] Thank you so much for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn l Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Lori:

• Law Office of Lori Vella
• Free Estate Planning Organizer
• Email

Have you ever used Nikki's strive five list at a conference? Today, Nikki's guest is Mary Beth Simon, Founder of Niche Partnership Consulting and a Sales Maven Society Member. Mary Beth is asking Nikki for help to maximize her sales interactions with the attendees at a conference they have asked her to speak at, plus much more on this episode of the Sales Maven podcast.

Listen, as Nikki shares some strategies with Mary Beth about selling without being overly pushy as the opportunities arise. Nikki also believes that it is important when speaking at an event that you are gracious and welcoming to everyone you come in contact with because you never know when you might get a buying signal from an attendee.

Nikki shares her strive five list and 3-2-1 networking technique with Mary Beth and discusses some examples of how using these have helped position her to gain clients and opportunities. When speaking, it's important to weave some success stories into your speech to plant seeds and then follow through after the talk with people who are interested and want to learn more.

Mary Beth shares one benefit she has gained from being a member of the Sales Maven Society is a new group of resources. She loves having consistent access to people she already knows and ones she doesn't. Mary Beth feels like she can trust the people because they are in Nikki's community. Do you need sales resources to discover how to grow your business?

If you find value in this podcast and want to ignite your sales, Nikki invites you to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [01:09] Welcome to the show, Mary Beth!
• [01:28] Mary Beth shares about her business and who she serves.
• [03:46] Mary Beth speaks about the catalyst for starting her business.
• [06:15] Listen as Mary Beth discusses how clients work with her.
• [07:49] Mary Beth needs Nikki's help to prepare for a speaking engagement and maximize her sales interactions with the attendees.
• [09:36] Nikki speaks about being strategic when using these opportunities to sell without being overly pushy.
• [10:27] Attendees start to elevate speakers and want attention from them.
• [11:01] Nikki suggests that you be really welcoming and gracious to anyone you come in contact with.
• [11:58] From the time you get off that plane at the event, you are on.
• [13:01] Be on the lookout for buying signals when you are talking to people.
• [13:52] Nikki speaks about her strive five list.
• [15:03] Nikki explains her networking technique called 3-2-1.
• [18:04] Nikki shares a story about what happened when she used her strive five.
• [19:48] When speaking, it's great to pre-frame with an opportunity for an offer or an invitation to approach.
• [21:39] Nikki believes it is very important to weave success stories into your talk.
• [22:35] If you have the opportunity to do a Q&A, it's a great place to plant seeds.
• [24:10] Mary Beth talks about adding a strategy session to her packages for clients who just want to ask some questions.
• [25:49] Nikki believes that strategy sessions are a good way for clients to dip their toes in the water.
• [27:34] Mary Beth doesn't believe that people can get through her process without a coach.
• [30:15] Nikki offers a bonus when someone signs up for a year of the Sales Maven Society.
• [33:21] What has been one benefit of being a member of the Sales Maven society for you?
• [34:35] Mary Beth offers a free gift for anyone who texts the word Kit to 33777.
• [35:02] Thank you so much for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Mary Beth:

• Niche Partnership Consulting
• Facebook | LinkedIn

Do you recognize buying signals even if the person wasn't intentionally giving you one? On this episode of Your Sales Maven podcast, Nikki and her guest Jamie Van Cuyk, Owner and Lead Strategist of Growing Your Team and longtime Sales Maven Society member, discuss Nikki's input on an email that made it easy for a client to say yes to the package that was an upgrade from what she originally thought she needed.

"The meaning of your communication is based on the results you get." Nikki supported Jamie by helping her perfect the wording on an email that addressed the needs of her client. Nikki believes that one of the most important tools you can have is to know how to craft an email that speaks directly to the person you are contacting; the right language can make or break a sale.

Jamie believes that the most beneficial thing about being a part of the Sales Maven Society is identifying bad pitches when they come her way. Knowing when someone has put some effort behind their pitch because they are really interested is something she is so thankful to have learned from Nikki and the Sales Maven Society. Are you ready to get involved with people who know what you need?

Do you want to learn more about the questions that will open doors for you? 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 the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!

In This Episode:

• [01:13] Welcome to the show, Jamie!
• [01:33] Jamie shares about her business and what they do.
• [02:58] Jamie discusses her packages and how she works with clients.
• [05:24] Jamie speaks about writing the job description for her clients to enable them to hire the person they need.
• [07:59] Growing Your Team provides reusable documentation that can be beneficial down the road.
• [11:00] Jamie shares the situation she was in when she asked for assistance from Nikki.
• [12:52] Jamie went through the Sales Maven Society to run an email by Nikki to make sure the language was where it needed to be for the client to give an easy yes.
• [15:01] Jamie speaks about what happened once her client received the email.
• [16:54] Nikki shares that sometimes it's just easier to send an email without putting a lot of thought into it.
• [17:24] The meaning of your communication is based on the response you get.
• [18:35] Nikki says the words you choose matter.
• [19:58] Nikki speaks about reading emails from the perspective of the reader.
• [21:56] Jamie shares some advice for someone who is a strong writer but has issues with sales communications.
• [23:56] What is one thing that has proven beneficial from being a part of the Sales Maven Society?
• [24:53] Jamie chats about her podcast Growing Your Business.
• [27:07] Thank you for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn l Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Jamie:

• Growing Your Team
• Email
• Growing Your Team Podcast
• LinkedIn

Do you go straight for the hard sell with your LinkedIn connections? Listen, as Nikki shares some tips on best practices for using LinkedIn, specifically around making connections and selling to people through your messages, plus much more on this episode of the Sales Maven Show.

"If you really want to have a conversation with somebody in a LinkedIn connection, don't tell them what you hope or want for them." Nikki breaks down a message she received on LinkedIn and shares how to tweak it to get the attention of the person you are trying to connect with. Nikki believes that sales isn't something you do to someone, it's something you do with someone.

Listen, as Nikki discusses the language she would have suggested to a private client or someone in the Sales Maven Society if they would have asked her before sending a message like this out to their contacts. Nikki hopes that this will make you take a step back before you hit send. Be sure that the message you are sending out is elevating and lifting people up, make it personal and collaborative, and take the time to make your messages more relevant to the reader.

Do you want to learn more about the questions that will open doors for you? 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 the Sales Maven Society here, click add to cart, and then checkout and use coupon code: 47trial to get your first month for $47.00!

In This Episode:

• [00:44] Welcome to the show!
• [01:27] Shout out to a listener in Canada for a five-star review.
• [04:05] Nikki discusses how to make sure your messages on LinkedIn are received better.
• [05:37] Nikki speaks about testing a message she received in the Sales Maven Society as a learning experience.
• [08:37] Nikki reads a message she received that she believes is lazy and condescending.
• [10:57] Nikki breaks down the message sentence by sentence.
• [12:36] The way to talk with people and build rapport is to ask questions.
• [12:48] "Sales isn't something you do to someone; sales is something you do with somebody."
• [13:12] Nikki reads the next section of the message and says, don't tell someone you don't have a plan.
• [15:10] This message is a generic message and is known as the shotgun approach.
• [17:26] Nikki says there was no question at the end of the message; it was a statement.
• [18:18] If you want to build rapport with people, don't make demands, ask questions.
• [20:59] Nikki reads how she would have suggested wording for the message if a client had brought this message to her before sending it out.
• [23:43] Do you like Nikki's approach better? Which would you use?
• [25:37] Nikki has decided that 2021 is going to be the year of the question.
• [27:05] The question for today is; is that something you would be open to having a conversation about?
• [30:00] Thank you so much for listening to the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn l Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

"People that are coming to you want you to be the expert; they want you to recommend what they need to get the results they want." Today, Nikki's guest is Amber Peterson, Founder and CEO of Pinwheel Strategic Marketing and a Sales Maven Society member. Amber needs Nikki's support around selling her clients the whole scope around their Pinterest funnel, not just her services on Pinterest and more on this episode of the Sales Maven podcast.

Listen as Nikki gives her insights and suggestions to Amber on how to frame her offers, so she starts with the top package and works her way down, always keeping her client's needs at the forefront. Nikki believes that if you start at the lowest package, the client thinks you recommend it because it's the first one you brought to their attention. Remember, you are the expert, and they will take their cues from you, don't sell from someone else's wallet.

Amber shares that her favorite thing about being in the Sales Maven Society is how the community responds to her questions. She believes that the community is really collaborative, and it's a nice place to be and to share ideas and get ideas. Are you ready to be part of a powerhouse of brilliant minds?

If you find value in this podcast and want to ignite your sales, Nikki invites you to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [01:05] Amber, welcome to the show!
• [01:30] Amber shares her background, her business, and how she services clients.
• [04:17] Listen as Amber tells Nikki what she needs her help with.
• [06:17] Nikki believes that Amber's issue comes down to how she phrases her proposal's layout.
• [07:26] Nikki suggests some language that Amber can use when laying out the packages she offers and get the client to buy the best one for them.
• [10:28] Amber realizes her block is a mindset issue and that it's not personal.
• [11:52] Nikki says that if you are always starting with the lower-priced option, that's what they are going to think is their recommendation because it's what you said first.
• [14:23] Nikki believes that if people could do this independently, they wouldn't be talking to you.
• [16:30] Amber speaks about reminding herself that not everyone can create content as easily as she can.
• [18:42] Amber discusses continually refining her ideal client and niching down to people who want to buy back time.
• [21:46] Amber shares one benefit she receives from being in the Sales Maven group.
• [24:00] Amber speaks about some pivots she has made in her business over the years.
• [26:18] Thank you for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Amber Peterson:

• Pinwheel Strategic Marketing
• @pinwheelstrategicmarketing
• Facebook | Instagram | LinkedIn | Pinterest

"Even though you are relatively new in your business, you are not new; you come with twelve years of experience." On this episode of the Sales Maven podcast, Nikki is working with Sam Holmes, a new Sales Maven Society member and the Founder of Authentic Insights. Sam asks Nikki for help with finding the easiest, most seamless way to extend an offer to have someone work with you.

Nikki believes that the first step is to have a concrete offer or a few offers to give potential clients options. Nikki suggests that Sam has some type of program or training that lets people get exposed to her and what she is offering and make it an easy yes when it comes to pricing. Nikki says that Sam's experience in conflict resolution would be a great training she could do, which would then lead to the next step of private coaching.

"Building a list is absolutely crucial when starting a new business." Nikki shares that having a free event or giveaway is one way to build your list because participants must register. Promote the event to people in your network and see if they would be willing to share it out in their network to anyone they believe might be interested.

Sam says the sense of community and knowing that there are many other driven people in the group and you can pop in any question, and people respond really quickly are a few of the things she finds most valuable about being a part of the Sales Maven Society.

If you find value in this podcast and want to ignite your sales, Nikki invites you to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [01:04] Sam, welcome to the show!
• [02:18] Sam shares her background and what her coaching business focuses on.
• [04:50] Sam speaks about coaching and the value they bring.
• [05:56] Sam tells Nikki what she needs her help with today.
• [06:20] Nikki shares that the first thing is you must have a concrete offer.
• [08:36] Nikki believes she should have a couple of offers, and one of them be an easy yes in terms of pricing.
• [10:09] Nikki says that people who come from a corporate background come with a different skill set.
• [12:15] Sam shares that conflict resolution is an area she specializes in.
• [12:36] Nikki says that this would be a good topic for training Sam could do.
• [14:42] After the offer, the next step is reaching out to people in her network, sharing what she is offering.
• [16:22] Another way is to offer a taste of what you are offering, and Nikki shares some ways she could do this.
• [18:06] Nikki shares why she thinks people should give away some things when they start out.
• [19:44] Sam shares some questions that come to mind with Nikki's suggestions, like how much to charge.
• [21:38] How much time do you spend teaching that one thing?
• [23:43] Doing audience participation will let people engage, and it will burn up time.
• [26:35] Nikki shares a mantra she does before each event she does.
• [27:12] Nikki speaks about the process she follows when putting out training.
• [29:26] Nikki talks about why nurturing your network is important.
• [30:09] Sam discusses what she is going to implement first from this coaching.
• [30:58] What is one benefit you have received from being a member of the Sales Maven Society?
• [33:45] Thank you so much for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Samantha Holmes:

• Authentic Insights
• Facebook | Instagram | LinkedIn

Do customized packages take more of your time than you like? On this episode of the Sales Maven podcast, Nikki is working with Melanie Richards. Melanie runs a company called Modern Traction, a web agency that specializes in helping coaches, consultants, and thought leaders transform their brand and online presence. Melanie wants to offer more options to her clients, but she is worried that her scalable, quicker, easier, and the more cost-effective option will pull clients away from her more expensive customized package.

Nikki shares that the way you ask questions during the discovery call will help clients self-identify which package they need. Melanie believes that her scalable package is priced for an easy yes, and Nikki suggests an à la carte type menu with a package type discount so they can add options they may not have thought of.

Do you think about your target audience and the kind of packages they are selling? Listen as Nikki discusses package pricing and how to know if you are pricing yourself reasonably or underpricing your offers. Nikki also believes that the questions you ask on your intake form should only be the questions you need to earn their business and shouldn't take more than five minutes to answer because anymore can be irritating.

Melanie says that the Sales Maven Society's training is so spot on that it has given her the structure to have a smooth conversation with prospective clients. When she has questions on small things, the feedback from the group is so valuable. Are you ready to join the society? Now is your chance.

If you find value in this podcast and want to ignite your sales, Nikki invites you to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [01:04] Melanie, welcome to the show!
• [01:38] Melanie shares her background and what she wants to accomplish.
• [03:04] Melanie discusses what she needs Nikki's support with today.
• [05:20] Nikki believes that having customized packages available to clients should be considered a top-tier package.
• [07:11] Nikki gives Melanie language for when she is discussing her packages with clients.
• [09:22] Melanie discusses what is included in her packages by tiers.
• [10:29] Nikki likes to do top-down selling, starting at the top, sharing the benefits, and working your way down to the bottom tier.
• [12:02] How you ask your questions will help your client self-identify which tier they fit in.
• [13:22] Melanie shares what she wants out of her business.
• [14:24] Nikki believes that it is how you frame the question during the discovery call and shares some language Melanie can use.
• [17:11] Melanie details her packages, what's included, and the price she has on each.
• [19:00] Nikki suggests an à la carte type menu with a package type discount so they can add options they may not have thought of.
• [21:52] Melanie shares her approach with her clients.
• [23:01] Nikki says Melanie has to figure out how many clients she wants per month and offer packages that fit into that.
• [25:21] Melanie feels like her scalable package is priced for an easy yes.
• [27:23] Nikki shares that in her business, she has found that the more she charges, the better the results because they take it more seriously.
• [29:06] Melanie shares her pricing and asks Nikki if they are reasonable.
• [30:01] Nikki speaks about her rule on selling when she feels like a package is underpriced.
• [32:14] Think about your target audience and coaches; what kind of packages are they selling?
• [34:44] Melanie talks about updating her initial intake forms; only ask the questions you need to earn their business.
• [36:20] What is your biggest takeaway today? What from this conversation can you implement today?
• [38:11] Melanie shares one benefit she has received from being part of the Sales Maven Society.
• [39:46] Thank you for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Melanie:

• Modern Traction
• Facebook
• LinkedIn

Nikki loves on-air coaching calls, and on this episode of the Sales Maven podcast, she is working with Tracey Warren, a longtime friend, client, and society member. Tracey wants to know how to start a membership from scratch. She wants to have a plan for growing her email list and filling her membership as quickly as possible.

Nikki shares some suggestions on things that Tracey can do to build her email list and bring people into her community. Nikki believes that people sign up for content, but they stay for the community, so she suggests starting a beta group for her membership to test the waters and see what is working for the members and what isn't.

"Nobody knows what they are going to do until they get in there and do it." Tracey is excited to start her membership but is hesitant because she doesn't know what she wants to do yet. Nikki says that things evolve once you get up and running, but the only way that happens is to get started.

Nikki believes that Tracey must have a way to feed new people into the group, and she shares some ways that Tracey can do this. Nikki feels that webinars are a great way to get people interested in your content, and she thinks you should use the same content multiple times because they will always hear something new if they are listening.

Tracey says that she has changed the language in all the emails she sends to people because of what she has learned from Nikki and the members of the Sales Maven Society, and that is just one of the benefits of being a member. Are you ready to join?

If you find value in this podcast and want to ignite your sales, Nikki invites you to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [00:44] Welcome to the show!
• [01:49] They discuss Tracey's book Six-Word Lessons on Successful Social Media.
• [02:34] Tracey talks about her business and shares her background.
• [04:47] How would you describe InSpark Social?
• [06:38] Tracey shares what she would like Nikki's input on.
• [09:03] Nikki shares her suggestions for Tracey.
• [11:00] Nikki speaks about the membership model and how fulfilling and financially rewarding it can be.
• [13:21] Tracey asks about the content she would need to do the beta trial.
• [16:19] Nikki discusses a group she recently signed up for and the spreadsheet that everyone in the group filled out.
• [19:08] Nikki gives examples of ways Tracey can retain the members once she gets a group started.
• [20:28] Listen, as Nikki shares some things she did to retain members, what worked and what didn't.
• [21:44] Tracey shares an idea she had as Nikki was sharing for an add on service.
• [24:08] Nikki speaks about doing beta testing a couple of times of the year with a select few people.
• [26:02] Nikki says there has to be something to feed new people into the group and shares examples.
• [28:08] Tracey wants to know if webinars are as effective now with the pandemic?
• [30:45] Nikki discusses the content she might want to have in her webinar.
• [33:30] When you know your message is good, keep putting it out there.
• [34:06] Nikki shares why she loves the idea of doing the same webinar over and over.
• [35:01] What is the next step you are going to take?
• [36:22] Tracey shares one benefit she has received from being a member of society.
• [38:00] Thank you so much for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Tracey:

• InSpark Coworking
• Nurture Your Network Bingo

Do you know how to sell yourself and the value you bring? On this episode of the Sales Maven podcast, Nikki and her guest Janey Stahl, a virtual CFO, and a new Sales Maven Society member discuss how to best do this. Janey needs Nikki's help with what she should focus on during her discovery calls and her conversion rate.

Janey ask's Nikki how much of her story she should share during a discovery call. Nikki believes that about 7 out of 10 people are more interested in the value you bring and how you can serve them. Nikki also talks to Janey about planting seeds about wins with other clients and how to talk to a client that believes their business differs greatly from others she has worked with.

Listen as Nikki helps Janey with language to close more sales while on the first call, and if that isn't possible, what to say when you have the circle back call to discuss the proposal. Nikki also goes over the questions Janey asks before and during the discovery call and gives some suggestions on what can be tweaked to allow Janey to be more prepared during the call.

Janey shares some key benefits she has received from being a member of the Sales Maven Society: all the material and free training Nikki has in society and being able to get feedback on the language she uses in her business. She says she values the strong community and everyone's diverse opinions and experience.

If you find value in this podcast and want to ignite your sales, you are invited to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [01:07] Welcome to the show, Janey!
• [01:52] Janey shares her background and what she does.
• [04:15] Janey needs Nikki's help with her conversion rate and what she should focus on during discovery calls.
• [07:07] Nikki believes that 7 out of 10 people are only interested in the value you bring and how you can serve them rather than your story.
• [08:32] During your pre-frame, let them know you are more than willing to tell them about your story, but you would like to start with some questions about their business.
• [10:09] Nikki likes to plant seeds about wins for clients because they end up future pacing.
• [11:16] Nikki gives the language to use once you get permission for a proposal to plant seeds about other clients.
• [14:01] Nikki shares some language to use if your potential client thinks their business is so different from anyone else's.
• [16:55] Janey tells Nikki some other things she says during her discovery call.
• [18:21] Janey wants to know how to get people to say yes while on the call.
• [20:42] Nikki lets Janey know what to say once she has sent the proposal and they are on the circle back call.
• [21:59] Janey shares the two major objections she gets to what she is offering.
• [24:10] Janey speaks about her discovery calls and the questions she asks.
• [26:01] Nikki gives her insights into what she would change or add to the questions.
• [29:11] Nikki says she might want to ask what you already know about having a virtual CFO?
• [32:17] What has been one benefit of being a part of the Sales Maven Society?
• [35:42] Thank you for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Janey:

• Janey Stahl
• @janeystahl
• Instagram | Facebook | Twitter
• Free Guide

Are you ready for another on-air coaching call? On this episode of Your Sales Maven podcast, Nikki and her guest Jessica Morrison, a web designer for executive and leadership coaches, discuss her challenges in growing her business. Jessica shares that a lot of her business is one and done. She has a mindset issue asking her clients to purchase a six or twelve-month website maintenance subscription once the initial request has been fulfilled.

Nikki shares her suggestions, like pre-framing the offer as Jessica gets the project started, dropping seeds throughout the project, and finding places before finishing the project to bring up the importance of having the maintenance plan. Nikki shares some language Jessica can use to give the client the mindset of, "Yes, I need this for my website!"

Being able to ask for Nikki's advice when she is writing out some communication or needing to get the point across is one of the biggest benefits being a member of the Sales Maven Society gives Jessica. Nikki has a gift for looking at something quickly and making changes that make it sound easy and smooth, which we all envy.

If you find value in this podcast and want to ignite your sales, you are invited to join the 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 add to cart, and then checkout and use coupon code: 27trial to get your first month for only $27.00!

In This Episode:

• [01:06] Welcome to the show, Jessica!
• [01:14] Jessica shares what she does and how long she has been doing it.
• [02:08] Jessica tells Nikki what she is struggling with.
• [04:00] Nikki asks some questions to glean the information she needs to make suggestions.
• [05:28] Nikki suggests pre-framing the offer, as Jessica is getting the project started.
• [07:17] Jessica agrees that she can do that because she believes in the value she is offering.
• [08:45] Jessica speaks about how a person's website can be hacked and how that can be avoided.
• [10:26] Nikki believes that chunking sideways is a great way to get clients out of the mindset that they don't want to spend more money.
• [11:50] Jessica speaks about the language to use when offering the maintenance subscription.
• [14:20] You want to have a mix of toward and away from language when you are writing an offer.
• [16:04] Nikki defines NLP and what she loves about it.
• [19:05] Nikki wants Jessica to think about when in her process, she's going to bring up the maintenance plan.
• [21:24] Listen, as Nikki gives Jessica some language to add to her contract to prime them for the maintenance plan.
• [23:44] Can you be planting seeds during the process?
• [25:27] Jessica asks for suggestions on naming her maintenance plan.
• [27:48] Jessica shares one benefit she gets from being a member of the Sales Maven Society.
• [30:34] Thank you for being on the show!

Find Nikki:

• Nikki Rausch
• Email
• @yoursalesmaven
• Facebook | Twitter | LinkedIn | Instagram
• Sales Maven Society
• To download free Resources from Nikki: www.yoursalesmaven.com/maven

Find Jessica:

• Seaside Digital Design
• Instagram | LinkedIn

• 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