220: Selling Authentically in Your Design Business with Nikki Rausch

Joining me on the podcast today is Nikki Rausch. She is a sales coach and trainer and author and a speaker. And she talks about authentically moving people through a sales process. I'm so excited to have her on. She has her own podcast, The Sales Maven. So make sure you check that out and welcome to the podcast.

Topics Mentioned:

• Creating a sales progression

• Create curiosity

• Closing the loop

• Power of silence in the sales process

Key Thoughts:

• The goal in sales is to match a need with an offer. Then if we have the solution, we offer it. Michele (3:13)

• Sales is actually something you do with people. It's a collaborative experience. Does this person have a need? And if they have a need, do I have permission to put a matching offer in front of them so that they can make a decision as the adult that they are, whether or not it's the right next step for them. Nikki Rausch (4:26)

• The more transparency and the more relationship you build in the sales process that carries forward into the actual work with that particular person. Michele (29:04)

• When you don't issue that close language that is involved with the proposal, if you say, I'm going to send you the proposal, why don't you take a look at it, and then let me know what questions you have. Then we can circle back later, you have essentially just said to this person, add me to your to do list. When you add yourself to somebody's to-do list, the chance of you ever making it to the top is slim to none. Because they have decision fatigue. Nikki Rausch (35:53)

Contact Michele:

• Email: [email protected]

• Facebook: Scarlet Thread Consulting

• Instagram: @ScarletThreadATL

• Website: ScarletThreadConsulting.com

• LinkedIn: Michele Williams

Contact Nikki:

• Email: [email protected]

• Website: Your Sales Maven

• LinkedIn: Nicole Rausch

• Facebook: Your Sales Maven

• Instagram: @nicolerausch

References and Resources:

• Work with Me

• Metrique Solutions

• How Strategy Informs Your Decision Making - Sales Maven Podcast with Nikki Rausch and guest Michele Williams

• Closing the Sale Ebook by Nikki Rausch