- She said when she knew she wanted to do something more fulfilling. As she spent more time around entrepreneurs she knew she wanted to spend as much time around them as possible. She said that the one thing she saw people struggling with was the sales conversation.
- The Selling Staircase: What is the conversation that needs to happen between you and the client–how to move someone through that selling process.
- Step 1 of The Selling Staircase: Introduction Step. Let them get to know who you are.
- Step 2 of The Selling Staircase: Creating Curiosity. You want to draw people in and get them curious.
- Step 3 of The Selling Staircase: The Discovery Process. The questions you’re asking in this step should lead people to hiring you. Make sure you’re asking without giving someone something for free, leading them to see what you’re capable of teaching them.
- Step 4 of The Selling Staircase: The Proposal. Ask permission to have them learn more. Then, after the yes, recommend what you know they need not what you think they can afford. Don’t make assumptions on what they can or will spend. Be the expert in the situation.
- Step 5 of The Selling Staircase: The Close. Start issuing closing language like, “is that something you would like to move forward with?” Don’t make it about price unless they ask for it.
- Neuro Linguistic Programming–Nikki says you should be able to recognize your own habits and patterns as well as the person you’re in conversation with. Your goal should be to have the most flexibility in a conversation. The person who has the most flexibility in any conversation has the most influence. Put the person at ease and adjust your style to their behavior.
- Three things that happen when you get in sync with a client:
- 1. They’re more open to hearing your message.
- 2. They’ll stay in conversation longer.
- 3. They’ll be more revealing about how to earn their business.
- Embedded commands–when you’re issuing invitations in the way you would say something. Instead of saying, “do you want to move forward,” say “are you ready to move forward right now?” RIGHT NOW is the embedded command.
- Go into every call asking yourself how you can serve the other person. Don’t get nervous and caught up in yourself. It’s about the other person.
- NLP Mendola 4 step process:
- 1. Say to yourself: “I’m glad I’m here.”
- 2. Say to yourself: “I’m glad you’re here.”
- 3. Say to yourself: “I know what I know.”
- 4. Say to yourself: “I care about you.”
- (1:20) A little more about Nikki Rausch and how she got started.
- (3:07) What Nikki Teaches: The Selling Staircase.
- (4:11) What you should say to your leads.
- (5:18) How to answer the question “how are you?”
- (7:50) Questions you should ask in the discovery process.
- (8:33) Mistake questions people ask their leads.
- (9:42) The Proposal step of the staircase.
- (11:02) The Closing step of the staircase
- (11:58) The best way to talk about pricing in your sales call.
- (13:02) What if they say “no” after you give your price.
- (14:46) Common objections Nikki often makes.
- (17:48) Neuro Linguistic Programming–how she uses these skills into her sales approach.
- (19:34) Tips on how to match peoples behaviors in a sales call.
- (20:39) Three things that happen when you get in sync with a client.
- (21:30) Embedded commands. What are they and how can you use them?
- (23:58) What if you get on a call with someone who isn’t confident?
- (25:59) NLP Mendola examples and the 4 step process.
- (31:20) What are the best books Nikki has read?
- (32:22) What does it mean to Nikki to make an impact?
- (32:40) Where you can connect with Nikki?
“They don’t know what you know.”
“Do they have a need, am I able to solve it.”
“The last thing you want to do is feel like you’re embarrassed of your price.”
“The person who has the most flexibility in any conversation has the most influence.”
“The way to increase your sales is to start issuing invitations.”
Connect with Nikki Rausch:
Ebook: Closing The Sale
Books Recommended in the Episode:
The Go Giver by Bob Burg and John David Mann