Sales Maven

Do you find that your consultation/discovery calls are the hardest part of the sales process? This episode is an on-air coaching call with one of Nikki's good friends, a longtime accountability partner, and a Sales Maven Society member, Julie Fry. Julie needs some support around her consultation/discovery calls and how to have the most successful outcome possible.

Julie shares about her company called Your Expert Guest, which helps you leverage podcast guesting to grow your business. Nikki shares some questions she believes Julie should ask during her discovery calls and reminds her to never coach during a discovery call because you can potentially lose clients.

Would rather invest time or money into accomplishing your goal? Nikki believes that many entrepreneurs that offer discovery calls do not ask the right questions, which can keep you from getting to the meat of what the client is needing. Every question that is asked is a way to lead the client down a path to hiring you, so you need to be strategic in what you ask.

Julie speaks about some benefits she has received from being a member of the Sales Maven Society. The quality of people that are members and the way Nikki goes above and beyond serving her members. Julie says that if you aren't a member, you should be. Nikki works her magic and gives us all insights into what we can do to make our discovery calls better and more successful.

In This Episode:

• [01:10] Welcome to the show, Julie!
• [01:37] Julie shares a little about her background and new business.
• [03:34] Julie discusses the new company that she recently launched.
• [04:22] Nikki says that podcast guesting is the number one source of new leads.
• [06:52] Julie would like Nikki's help to make sure she is framing what she is doing on her website correctly and help with the discovery call process.
• [08:08] Are you using the podcast guest assessment call as a discovery call?
• [10:32] You don't want to coach during a discovery call.
• [12:21] Nikki suggests that you pre-frame the reason for the call.
• [13:46] Nikki shares some questions she feels Julie should ask during the discovery call.
• [16:10] Do you already know how to leverage your network for connections to potential podcast hosts?
• [17:23] Nikki says that the questions she suggests are all about leading them down the path to hiring you.
• [19:50] It's been Nikki's experience that many entrepreneurs that are offering a discovery are not asking the right questions.
• [22:01] Julie shares that people who have booked strategy sessions with her are people who have heard what she does or received an introductory email.
• [24:31] Thank you so much, Julie, for being on the show!
• [24:50] Julie shares the benefits she has received from being a Sales Maven Society member.

Find Nikki:

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

Find Julie:

• Your Expert Guest
• @yourexpertguest
• Facebook | Twitter | Instagram

Does the thought of prospecting make you cringe? Listen, as Nikki shares her tips and strategies for prospecting, in a way that will make people want to do business with you. Nikki discusses three ways that she recommends warming up your prospects and is explaining how each one works and why this is so important and more on this episode of the Sales Maven Show.

Have you ever invested in a prospecting campaign, only to realize that if you were on the receiving end of said campaign, you wouldn't buy? Nikki says that if you don't like to be sold to in this way, why would anyone else. If it doesn't pique your interest, you can bet that it will leave the people you are trying to connect with cold as well.

Nikki shares three ways to warm up prospects. One is to get someone you know, like, and trust to introduce you. This allows you to ride the coattails of the credibility and rapport that the person making the introduction already has with the contact. Another way is to name drop, but you have to do it with integrity. The third is to use a like-minded client approach to get doors to open to you.

Getting someone on the phone can be hard, so you must do it strategically and make sure that if someone shows interest, you have a follow-up appointment scheduled before you end the conversation. Every week Nikki shares her secrets for being successful at selling, and I promise you don't want to miss an episode.

Nikki has more detailed free training about prospecting on her website. Click here if you are interested and remember space in the Masterclass on writing conversion email sequences is limited, so get your tickets now.

In This Episode:

• [00:43] Welcome to the show!
• [01:27] Nikki is excited to announce that in the first 15 episodes, there have been over 3300 downloads of the podcast in over 30 countries!
• [04:10] The most popular episode so far has been episode 9 - Protecting Your Sales Mindset.
• [05:05] Today's episode is about prospecting, one of the least enjoyable sides of selling.
• [06:04] Nikki issues a challenge to the listeners about prospecting.
• [06:45] How successful are you at prospecting now?
• [07:00] As listeners, you can download training that Nikki has put together that she usually charges for, but you can get it for free at www.yoursalesmaven.com/maven.
• [07:40] Nikki shares a story about a client who invested money in a prospecting campaign.
• [08:38] Nikki speaks about three ways she recommends warming up your prospects.
• [08:52] One way is to ask someone to make an introduction on your behalf.
• [11:24] Nikki invites you to the next Masterclass on how to write conversion email sequences. If you are interested, click on the link above.
• [13:15] Another way is to name drop but do it with integrity, don't drop the name of someone you don't know.
• [14:56] The third way is to use like-minded clients to open the door during prospecting.
• [17:31] Nikki believes that you need to be strategic when you are trying to get someone on the phone.
• [18:02] One of the essential aspects of prospecting is dedicating time to prospecting.
• [20:31] Give yourself small bite-size chunks of time for prospecting.
• [20:58] Nikki says that when you get someone who shows interest, make sure you schedule the next follow up appointment before you end the conversation.
• [22:16] Go out and start prospecting using the three ways Nikki gave you to warm up leads.
• [22:33] If you would like some additional resources to visit, go to www.yoursalesmaven.com/maven.
• [22:49] Thank you so much for listening!

Find Nikki:

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

Selling past the close is a term used when you give people an out before closing the sale. Nikki and her guest Kim Carlisle, a Sales Maven Society member, have an on-air coaching call around why Kim does this and how she can change the way she handles the close language to bring in more revenue for her company.

Kim founded A Plus Assistants to provide a virtual presence in the business world. Kim understands industry demand and pressures with over 15 years of corporate C-suite experience and education, focusing on communications and the soft side of business.

"Zip it and wait for a response" is what Nikki believes is the best advice. Once you share your offer and give the close language, it is time to be quiet and let them decide. Even if they are not ready right now, let them know that you would love to work with them when they are ready. Nikki and Kim discuss whether Kim writing a script and practicing it would be good for muscle memory.

The Sales Maven Society has benefited Kim most by seeing what other members are asking and reading Nikki's brilliant responses. She loves being in a group of successful, intelligent women and believes that the value the members and Nikki offer is invaluable.

If you are having trouble with conversion email sequences, you need to sign up for Nikki's mastermind class, the wisdom she shares will help you take your business to another level.

In This Episode:

• [01:04] Kim, welcome to the show!
• [01:15] She shares a little about her and the business she started last year.
• [03:22] Kim asks for support, closing the sale without giving people a way out.
• [04:50] Nikki says that what Kim is doing is called selling past the close.
• [05:32] Nikki believes that you need to zip it and wait for a response.
• [06:24] You need to learn to catch yourself and let the client decide.
• [08:14] Are you sending the message that you would love to work with them and will be ready to work with them when they are ready?
• [09:01] Nikki shares a time when she referred a friend and potential client to someone that she knew could help them.
• [11:27] Kim speaks about writing a script to help her practice her close language.
• [13:16] The idea is that when you give the close language, you are allowing the potential client to decide whether to hire you.
• [13:55] Nikki discusses the masterclass she has created around conversion email sequences. www.yoursalesmaven.com/masterclass.
• [16:04] Nikki believes that if Kim follows these suggestions, she will start closing more deals.
• [17:29] Nikki says that in a way, you need to learn how to manage your clients.
• [20:02] Kim shares that the Sales Maven Society has helped her a lot.
• [20:24] The primary benefit of the Sales Maven Society for Kim was seeing what other people asked.
• [21:10] Thank you so much, Kim, for agreeing to this on-air coaching call.
• [22:41] Nikki felt incredibly honored when Kim became a lifetime member of the Sales Maven Society.
• [24:37] Kim, thank you so much for being here today!

Find Nikki:

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

Find Kim:

• Kim Carlisle
• Kim Email
• @apassistants
• Facebook | Instagram
• @a-plus-assistants-llc
• LinkedIn

Can your email list be a gold mine for you? Listen, as Nikki shares that over 80% of her sales come from her email list, yes, she tracks this information, which is why she invests money, time, and energy into growing and nurturing her email list. She shares a few tips on getting people to give you their email address willingly and much more on this episode of The Sales Maven.

Nikki discusses some categories she believes are essential when building a sales list, how important and valuable content is, and not being afraid to tease the reader with some free tips that they can use now. Nikki also speaks about why it is essential to email the people on your list regularly, and she says, don't worry about people who unsubscribe from your list because they probably would not buy from you, anyway.

Do you know the etiquette around email lists? Listen, as Nikki gives us a few tips to keep you out of hot water when adding people to your list. She shares why you don't need a huge list and how it's not about the quantity of your list; it's about the quality. If you treat the people on your list with respect and keep them engaged, they will stand by you.

Nikki did it again. She shares things that you might not think are hurting your bottom line, but once you hear her talk about them, you realize you are doing exactly what she says don't do. If you are serious about growing your business, every episode Nikki puts out is an episode you need to hear.

In This Episode:

• [00:43] Welcome to the show!
• [01:08] Shout out to Susieg33 for the outstanding review!
• [03:29] Nikki says that your email list is the sales tool you should build now.
• [05:02] Did you know you can reduce your marketing expenses by using your email list?
• [05:45] The best email list is the one where people give you their email address willingly.
• [07:01] Nikki speaks about a time when she shared with a client the importance of building her an email list.
• [08:41] What do you use for your email list? Do you have suggestions?
• [09:57] Nikki discusses some categories she believes are essential around building your sales list.
• [10:12] The first most crucial thing is to provide valuable content to the people that subscribe.
• [13:14] Make the content valuable and about the reader for their benefit.
• [15:16] Nikki says, don't be afraid to give away some free content.
• [17:26] Attempt to email the people on your list regularly.
• [19:01] The people who unsubscribe because they got an email from you would not buy from you, anyway.
• [20:45] Nikki shares a few other things around etiquette.
• [21:01] Do not add people to your list without their permission.
• [22:40] When you send emails, remember people read them individually.
• [25:13] Do you have a massive list of emails?
• [27:35] Nikki shares that she gets new leads to her list daily, and the main ways she builds her list.
• [29:13] I hope you found this helpful!
• [29:18] Nikki discusses the masterclass she has created around conversion email sequences. www.yoursalesmaven.com/masterclass.
• [29:48] If you would like some additional resources to visit, go to www.yoursalesmaven.com/maven.
• [30:47] Thank you so much for listening!

Find Nikki:

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

Can your email list be a gold mine for you? Listen, as Nikki shares that over 80% of her sales come from her email list, yes, she tracks this information, which is why she invests money, time, and energy into growing and nurturing her email list. She shares a few tips on getting people to give you their email address willingly and much more on this episode of The Sales Maven.

Nikki discusses some categories she believes are essential when building a sales list, how important and valuable content is, and not being afraid to tease the reader with some free tips that they can use now. Nikki also speaks about why it is essential to email the people on your list regularly, and she says, don't worry about people who unsubscribe from your list because they probably would not buy from you, anyway.

Do you know the etiquette around email lists? Listen, as Nikki gives us a few tips to keep you out of hot water when adding people to your list. She shares why you don't need a huge list and how it's not about the quantity of your list; it's about the quality. If you treat the people on your list with respect and keep them engaged, they will stand by you.

Nikki did it again. She shares things that you might not think are hurting your bottom line, but once you hear her talk about them, you realize you are doing exactly what she says don't do. If you are serious about growing your business, every episode Nikki puts out is an episode you need to hear.

In This Episode:

• [00:43] Welcome to the show!
• [01:08] Shout out to Susieg33 for the outstanding review!
• [03:29] Nikki says that your email list is the sales tool you should build now.
• [05:02] Did you know you can reduce your marketing expenses by using your email list?
• [05:45] The best email list is the one where people give you their email address willingly.
• [07:01] Nikki speaks about a time when she shared with a client the importance of building her an email list.
• [08:41] What do you use for your email list? Do you have suggestions?
• [09:57] Nikki discusses some categories she believes are essential around building your sales list.
• [10:12] The first most crucial thing is to provide valuable content to the people that subscribe.
• [13:14] Make the content valuable and about the reader for their benefit.
• [15:16] Nikki says, don't be afraid to give away some free content.
• [17:26] Attempt to email the people on your list regularly.
• [19:01] The people who unsubscribe because they got an email from you would not buy from you, anyway.
• [20:45] Nikki shares a few other things around etiquette.
• [21:01] Do not add people to your list without their permission.
• [22:40] When you send emails, remember people read them individually.
• [25:13] Do you have a massive list of emails?
• [27:35] Nikki shares that she gets new leads to her list daily, and the main ways she builds her list.
• [29:13] I hope you found this helpful!
• [29:18] Nikki discusses the masterclass she has created around conversion email sequences. www.yoursalesmaven.com/masterclass.
• [29:48] If you would like some additional resources to visit, go to www.yoursalesmaven.com/maven.
• [30:47] Thank you so much for listening!

Find Nikki:

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

Have you ever wanted to dig deeper into your family history? Listen, as Nikki and her guest Laurie Hermance-Moore, a Sales Maven Society member, have an on-air coaching call around this subject. Laurie is asking Nikki for help to figure out how to create interest and curiosity when you are selling something that is more of a want than a need.

Laurie is a professional genealogist and solves mysteries to bring her clients' ancestors to life. She is the founder of Heritage Bridge, where she designs experiences for clients who want to create a legacy for their families and connect with their place in history. She is accredited in genealogy research for US Midwest states through the International Commission for the Accreditation of Professional Genealogists.

Listen, as Nikki shares her idea of using stories to show the impact her work has on clients to enable her to showcase what she brings to the table. Laurie speaks about trying to get potential clients to view what she does as valuable enough that they feel good about putting their money on something that is not essential.

Nikki suggests ways to get Laurie's name recognized as an expert in her field by structuring a signature talk, launching a free webinar with an amazing offer for potential clients, and using her network to get introduced to people who will find what her company does helpful.

Laurie shares the benefits she has received by being a member of the Sales Maven Society and encourages all members to use the resources available. As usual, Nikki shares what she knows to give Laurie the direction she needs to increase her client base and grow her business. You don't want to miss this episode.

In This Episode:

• [01:09] Laurie, welcome to the show!
• [01:30] Laurie shares what she does and how she helps people.
• [02:58] Laurie speaks about a common question people ask her about researching their family history.
• [06:10] Laurie discusses finding heirs and giving them an inheritance they knew didn't know they had.
• [07:15] What is the prestigious certification that you hold?
• [08:40] Laurie speaks about what she needs Nikki's help with today.
• [10:08] Nikki says to create an interesting story around the impact of what her work has had on a client.
• [12:21] A picture is worth a thousand words, and a story is worth a thousand pictures
• [13:52] Do you feel that people are more interested in experiences than things now?
• [14:56] Laurie shares how she moves past the academic research report and finds maps, photographs, and locations to create a tour of their ancestors.
• [15:56] Nikki discusses targeting what potential clients want their legacy to be.
• [18:08] Laurie says that she feels that financial planners and attorneys might be natural referrals for her business.
• [21:01] Could you structure a signature talk? Have you thought about what you could say?
• [23:21] Nikki speaks about having an offer ready if you do a free webinar.
• [25:02] Never be afraid to use your network to reach out and ask people to introduce people they know.
• [28:48] When you are at these speaking opportunities, share your stories and plant seeds to other individuals about their legacies.
• [29:33] Thank you so much for agreeing to this on-air coaching call.
• [30:18] What has been of value to you as a Sales Maven Society member?
• [32:10] Thank you for listening!

Find Nikki:

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

Find Laurie:

• Laurie Hermance-Moore
• LinkedIn

Have you ever wanted to dig deeper into your family history? Listen, as Nikki and her guest Laurie Hermance-Moore, a Sales Maven Society member, have an on-air coaching call around this subject. Laurie is asking Nikki for help to figure out how to create interest and curiosity when you are selling something that is more of a want than a need. 

Laurie is a professional genealogist and solves mysteries to bring her clients' ancestors to life. She is the founder of Heritage Bridge, where she designs experiences for clients who want to create a legacy for their families and connect with their place in history. She is accredited in genealogy research for US Midwest states through the International Commission for the Accreditation of Professional Genealogists.

Listen, as Nikki shares her idea of using stories to show the impact her work has on clients to enable her to showcase what she brings to the table. Laurie speaks about trying to get potential clients to view what she does as valuable enough that they feel good about putting their money on something that is not essential.

Nikki suggests ways to get Laurie’s name recognized as an expert in her field by structuring a signature talk, launching a free webinar with an amazing offer for potential clients, and using her network to get introduced to people who will find what her company does helpful.

Laurie shares the benefits she has received by being a member of the Sales Maven Society and encourages all members to use the resources available. As usual, Nikki shares what she knows to give Laurie the direction she needs to increase her client base and grow her business. You don’t want to miss this episode.

In This Episode:

• [01:09] Laurie, welcome to the show!
• [01:30] Laurie shares what she does and how she helps people.
• [02:58] Laurie speaks about a common question people ask her about researching their family history.
• [06:10] Laurie discusses finding heirs and giving them an inheritance they knew didn't know they had.
• [07:15] What is the prestigious certification that you hold?
• [08:40] Laurie speaks about what she needs Nikki's help with today.
• [10:08] Nikki says to create an interesting story around the impact of what her work has had on a client.
• [12:21] A picture is worth a thousand words, and a story is worth a thousand pictures
• [13:52] Do you feel that people are more interested in experiences than things now?
• [14:56] Laurie shares how she moves past the academic research report and finds maps, photographs, and locations to create a tour of their ancestors.
• [15:56] Nikki discusses targeting what potential clients want their legacy to be.
• [18:08] Laurie says that she feels that financial planners and attorneys might be natural referrals for her business.
• [21:01] Could you structure a signature talk? Have you thought about what you could say?
• [23:21] Nikki speaks about having an offer ready if you do a free webinar.
• [25:02] Never be afraid to use your network to reach out and ask people to introduce people they know.
• [28:48] When you are at these speaking opportunities, share your stories and plant seeds to other individuals about their legacies.
• [29:33] Thank you so much for agreeing to this on-air coaching call.
• [30:18] What has been of value to you as a Sales Maven Society member?
• [32:10] Thank you for listening!

Find Nikki:

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

Find Laurie:

• Laurie Hermance-Moore
• LinkedIn

Do you have a 'Go Fish' mentality? Do you know that that is? Listen as Nikki shares what she means by this along with ways that you can communicate that will drive sales, counter tips that could cost you sales and actionable advice that you can use to grow your business, all on this episode of The Sales Maven.

As a salesperson, it is your job to make it easy for a person to take the next step with you, not be so vague that they feel like they have to pull the information out of you. Don't make your clients feel like they are playing a game of Go Fish when they are trying to pay you money. Think about how you are communicating with your clients right now; are you being clear in your communications? The more specific you can be, the easier it will be for the client to know what to do next.

Do you ever feel like there is a breakdown in the communication you have with a prospect or a client? Listen as Nikki explains why this might happen and what you can do to reboot the conversation. It's your responsibility to earn someone's business, so be specific, get rid of the vague language, and make it easy for a client to do business with you.

Nikki always gives the best advice, and if you want to grow your business, you need to listen to this episode. Nikki doesn't pull any punches. She will tell you why she believes you are having issues, and it's up to you to see and correct the problems.

In This Episode:

• [00:42] Welcome to the show!
• [01:45] Nikki reads some reviews from listeners that have touched her.
• [03:34] Thank you to everyone that leaves reviews.
• [04:38] Nikki shares that she was on episode 96 of The Brainy Business podcast.
• [05:16] Nikki describes what she calls the 'Go Fish' mentality.
• [07:40] As a salesperson, your job is to make it easy for a person to take the next step with you and pay you money.
• [08:27] Nikki shares an example of what she means by the 'Go Fish' mentality.
• [11:11] Do not make your clients play a Go Fish game when trying to pay you money.
• [13:38] Think about the way you are communicating with your clients, are you very clear in your communication?
• [15:07] Nikki says to take a step back, review your information, consider what's going on and ask yourself what you are missing.
• [17:17] If you feel like there is a breakdown in your communication with a prospect or a client and you aren't sure where it's gone wrong, ask someone to look it over.
• [19:00] Nikki believes that it's your responsibility to earn someone's business.
• [20:24] Nikki recaps the steps to communicating in a way that drives sales.
• [21:19] Nikki shares a suggestion that she wants you to leave with today.
• [22:07] If you would like some additional resources visit www.yoursalesmaven.com/maven.
• [22:46] Thank you so much for listening!

Find Nikki:

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

Do you have a 'Go Fish' mentality? Do you know that that is? Listen as Nikki shares what she means by this along with ways that you can communicate that will drive sales, counter tips that could cost you sales and actionable advice that you can use to grow your business, all on this episode of The Sales Maven.

As a salesperson, it is your job to make it easy for a person to take the next step with you, not be so vague that they feel like they have to pull the information out of you. Don't make your clients feel like they are playing a game of Go Fish when they are trying to pay you money. Think about how you are communicating with your clients right now; are you being clear in your communications? The more specific you can be, the easier it will be for the client to know what to do next.

Do you ever feel like there is a breakdown in the communication you have with a prospect or a client? Listen as Nikki explains why this might happen and what you can do to reboot the conversation. It's your responsibility to earn someone's business, so be specific, get rid of the vague language, and make it easy for a client to do business with you.

Nikki always gives the best advice, and if you want to grow your business, you need to listen to this episode. Nikki doesn't pull any punches. She will tell you why she believes you are having issues, and it's up to you to see and correct the problems. 

In This Episode:

• [00:42] Welcome to the show!
• [01:45] Nikki reads some reviews from listeners that have touched her.
• [03:34] Thank you to everyone that leaves reviews.
• [04:38] Nikki shares that she was on episode 96 of The Brainy Business podcast.
• [05:16] Nikki describes what she calls the 'Go Fish' mentality.
• [07:40] As a salesperson, your job is to make it easy for a person to take the next step with you and pay you money.
• [08:27] Nikki shares an example of what she means by the 'Go Fish' mentality.
• [11:11] Do not make your clients play a Go Fish game when trying to pay you money.
• [13:38] Think about the way you are communicating with your clients, are you very clear in your communication?
• [15:07] Nikki says to take a step back, review your information, consider what's going on and ask yourself what you are missing.
• [17:17] If you feel like there is a breakdown in your communication with a prospect or a client and you aren't sure where it's gone wrong, ask someone to look it over.
• [19:00] Nikki believes that it's your responsibility to earn someone's business.
• [20:24] Nikki recaps the steps to communicating in a way that drives sales.
• [21:19] Nikki shares a suggestion that she wants you to leave with today.
• [22:07] If you would like some additional resources visit www.yoursalesmaven.com/maven.
• [22:46] Thank you so much for listening!

Find Nikki:

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

Do you know how to pre-frame a call with a client? Listen, as Nikki and her guest Teresa McCloy have an on-air coaching call about how Teresa can guide clients into the business side of what she does and move them to the next level. Teresa is a member of the Sales Maven Society and a coach, speaker, and Enneagram practitioner. She is the creator of the REALIFE Process and she partners these tools together to guide clients to a fresh way of intentional living.

Teresa wants Nikki to help her move clients from taking the Enneagram profile to inviting them to the coaching side to teach them to apply it to their daily lives. Listen as Nikki shares some ideas with Teresa on how to pre-frame the conversation and ways to add some questions when discussing the results of their profile to let the client see additional ways you might serve them.

Nikki discusses ways for Teresa to tailor information from calls to the client for offers that will be perfect for them. She shares how to take notes during a call looking for key phrases and how much time they need at the end of the call to make the sales offer. Nikki also speaks about ways to stay in touch with the client, even if they say no to the offer.

Listen as they speak about building credibility and pouring love on the person you are referring the client to and how the call should feel the same no matter which team member is answering it. Teresa also shares the main benefit she gets from the Sales Maven Society group and how much she has learned and continues to learn from Nikki. If you want to know how to take your client to the next level, this is a conversation you don't want to miss.

In This Episode:

• [01:06] Teresa, welcome to the show!
• [01:15] Teresa shares some details about her business.
• [01:47] Can you describe the Enneagram for us?
• [02:37] Nikki speaks about being a client and going through the Enneagram process.
• [03:16] Teresa shares how Nikki can serve her today.
• [05:17] Nikki gives Teresa some tips on how to bring up the need for additional work they might need.
• [07:30] Leave clients feeling satisfied and let them know that there are other ways to work together. Lay the foundation.
• [08:39] Teresa likes pre-framing at the beginning of a call, so they know that at the end of the call, there are other opportunities.
• [11:04] Nikki says to drop some questions in while reviewing their profile with the client to see if they see a need to do additional work.
• [12:44] That will set you up to share more of what you offer.
• [14:30] Nikki speaks about having information tailored to the client by taking notes during the conversation.
• [16:27] Should we have a list of key phrasing to look for and then a list of leading questions?
• [19:20] Teresa wants to know how much time at the end of the conversation, she needs to leave to offer them more services.
• [22:44] What are the next steps if we get off the call, and they decide not to go forward?
• [24:31] Teresa shares that once clients go through the Enneagram profile, they then receive newsletters weekly.
• [25:18] Nikki discusses putting out special offers that she handpicks people for with a message tailored to them.
• [26:55] Are you using a CRM or any business software?
• [28:30] Nikki shares ideas for ways of setting tags on clients to know what offers you might want to send them.
• [30:23] It is so important to teach your team to establish credibility and paint the person you are recommending in the most favorable light.
• [33:20] The call should feel the same no matter which team member is taking the call.
• [35:00] As a Sales Maven Society member, what is the most significant benefit you find within the group?
• [36:48] Thank you so much for being on the show.
• [37:01] Keep sales front of mind, it will help grow your business!

Find Nikki:

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

Find Teresa:

• Teresa McCloy
• Email
• Podcast
• @teresa.mccloy
• LinkedIn | Instagram | Twitter