In the latest episode of Marketing That POPs, Olivia Johnson and Michele Ringelberg host Nikki Rausch, Founder and CEO of Sales Maven, to discuss building confident and conversational sales processes. Nikki talks about guiding potential clients to a decision, helping clients overcome decision fatigue, and bridging the sales and marketing gap.
Nikki Rausch is the Founder and CEO of Sales Maven, a coaching and training company helping women entrepreneurs and business leaders master authentic sales conversations. With over 25 years of sales experience, she has sold to organizations like The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA. Nikki also holds a Master Certification in neuro-linguistic programming, has written three books, and hosts the Sales Maven Podcast, which is ranked in the top 1% globally.
Here’s a glimpse of what you’ll learn:
- [1:06] How Nikki Rausch started Sales Maven to help women master effective sales conversations
- [3:09] Why a “no” in sales doesn’t always mean the deal is lost, and how to respond thoughtfully
- [8:55] The five-step selling staircase framework
- [12:52] Nikki talks about issuing an invitation during the close of a sale
- [18:57] Lessons about sales psychology from selling to technology companies
- [21:15] Why Nikki coaches women entrepreneurs and leaders
- [25:47] How to leverage neuro-linguistic programming to build rapport with clients
- [34:46] The key differences between sales and marketing and how to align both functions
- [40:37] Common sales mistakes entrepreneurs make
In this episode…
Sales conversations can feel awkward or inauthentic, and entrepreneurs’ fear of being too pushy or facing rejection may make them hesitate during the close. How can service-based professionals overcome this discomfort and lead sales conversations that feel natural and yield results?
Sales coach and trainer Nikki Rausch has developed a five-step selling framework to help sellers build rapport, guide clients through the buying process, and issue invitations to close without pressure. The strategy involves utilizing techniques like matching and mirroring to increase likeability and credibility and crafting discovery questions, like right-fit and expertise questions, to uncover client needs and personalize offers. Staying top-of-mind can also turn initial rejections into future sales.
In the latest episode of Marketing That POPs, Olivia Johnson and Michele Ringelberg host Nikki Rausch, Founder and CEO of Sales Maven, to discuss building confident and conversational sales processes. Nikki talks about guiding potential clients to a decision, helping clients overcome decision fatigue, and bridging the sales and marketing gap.
Resources mentioned in this episode:
Quotable Moments:
- "You want to hit the trifecta; it’s the right time, the right offer, the right price."
- "I want to repel people that aren’t a good fit as fast as possible."
- "Sales is actually something you do with somebody else, not something you do to someone."
- "Bless and release; move on."
- "Most of us die with our to-do list undone."
Action Steps:
- Develop a five-step sales process: Creating a clear and repeatable structure, like the selling staircase, helps reduce confusion and increases confidence during sales conversations. A consistent process also makes it easier to identify and improve weak points in your approach.
- Issue clear invitations to close: Instead of passively waiting, guide prospects with direct yet respectful closing language. This reduces decision fatigue and increases the likelihood of a timely response.
- Use discovery questions strategically: Craft right-fit and expertise questions to understand client needs and establish credibility. Asking the right questions turns a generic pitch into a personalized and compelling offer.
- Match your prospect’s communication style: Adjusting your tone and rate of speech builds trust and makes conversations more comfortable. This neuro-linguistic technique helps improve rapport and connection, especially in early interactions.
- Focus on return on opportunity (ROO): Not all efforts yield immediate ROI, but they can create valuable future connections. Tracking ROO helps you recognize long-term wins from visibility, outreach, and brand-building activities.
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