Episode 173 - The Sales Conversation with Nikki Rausch

Disruptive Successor Podcast

Nikki Rausch, founder of Sales Maven, is a renowned sales expert, author, and speaker specializing in neuro-linguistic programming (NLP) to enhance sales conversations and strategies. With over 25 years of experience in sales and sales training, Nikki helps entrepreneurs and business leaders improve their communication skills, build authentic relationships, and achieve higher sales success through her proven, rapport-building techniques. Her unique approach to sales blends psychology and practical tactics, empowering individuals to confidently and effectively close deals while maintaining genuine connections with their clients.

SHOW SUMMARY

In this episode of The Disruptive Successor Show, Jonathan Goldhill is joined by Nikki Rauch, CEO of Sales Maven, to discuss transformative sales techniques. Nikki shares her insights on effective communication, neuro-linguistic programming, and the significant difference between 'cat calling' and 'dog calling' techniques in creating curiosity. She breaks down her 'Selling Staircase' framework into five actionable steps: Introduction, Create Curiosity, Discovery, Proposal, and Close. The conversation delves into how Nikki's methods ensure authentic, client-centered sales interactions. Learn how these practices can be adapted for better communication within family businesses and entrepreneurial environments.

KEY TAKEAWAYS

• Introduction to NLP: Understand the basics of Neuro-Linguistic Programming and its application in improving sales and communication.
• Five Steps of the Selling Staircase: Learn the structured approach to sales that can be adapted to different contexts and industries.
• Importance of First Impressions: Discover strategies for making a powerful and positive first impression in sales conversations.
• Matching and Mirroring Techniques: Explore how adjusting your communication style to match your client's can build rapport and ease conversations.
• Motivational Traits in Sales: Gain insights into recognizing and leveraging towards and away from motivational strategies in your sales approach.
• Practical Applications: Real-world examples and tips on how to apply these techniques in everyday interactions to improve relationships and sales outcomes.

QUOTES

• "Sales is something you do with another person, not to another person."
• "When you can learn how to communicate in a way that is comfortable for the other person, then conversations get easier."
• "Understanding your client's motivational traits can help you tailor your approach to meet their needs effectively."
• "The selling staircase is a structure that allows your personality and relationship with the client to shine through while following a proven path to success."

Connect and learn more about our guest, Nikki Rausch.
https://www.linkedin.com/in/nicolerausch/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com