Why Coaches Lose Clients—And How to Keep Them (Nikki Rausch)

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Nikki Rausch shares her proven methods for turning discovery calls into paying clients. Drawing on her 25+ years of experience, she discusses how to create trust, assess commitment levels, and avoid being pushy — offering coaches actionable steps for having authentic, productive sales conversations.

Nikki Rausch is the CEO of Sales Maven, trusted sales strategist, author, speaker, and host of the Sales Maven Podcast.

In this episode, Melinda and Nikki talk about:

• Creating safety in the first moments of a discovery call
• Pre-framing the conversation to set expectations
• Understanding commitment levels and how to gauge them
• The importance of avoiding “convincing mode” in sales
• How to build curiosity without being pushy
• Asking smart questions to uncover client needs
• The power of authentic, two-way sales conversations
• The five-step sales process (the “Selling Staircase”)
• Navigating objections with respect and integrity
• Closing the loop and following up effectively
  
  

“If you can’t spark curiosity, people won’t want to know more. Keep them intrigued!” — Nikki Rausch

Guest Bio:

CEO of Sales Maven, Nikki Rausch has the unique ability to transform the misunderstood process of “selling.” With 25+ years of experience selling to prestigious organizations like The Bill & Melinda Gates Foundation and NASA, Nikki shattered sales records and received “top producer” awards along the way.

Today, entrepreneurs and small business owners hire Nikki to show them how to sell successfully and authentically. An engaging speaker, she shares the secrets of her sales success through keynote speeches and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients.

Nikki has written three books, all available on Amazon. And she has a podcast called “Sales Maven,” which you can find on your favorite podcast platform.


Resources or websites mentioned in this episode:

Mirasee
Coaches Console
Melinda’s books: The Confident Coach and The Professional Coach
Nikki’s website: YourSalesMaven.com
Nikki’s Facebook Page: Sales Maven
Nikki’s Instagram Page: @your_sales_maven
Nikki’s LinkedIn Page: www.linkedin.com/in/nicolerausch
Free training for podcast listeners: Seal The Deal: Questions That Close Sales

Credits:

Host: Melinda Cohan
Producer and Editor: Michi Lantz
Executive Producer: Danny Iny
Music Soundscape: Chad Michael Snavely
Making our hosts sound great: Home Brew Audio

To catch the great episodes that are coming up on Just Between Coaches, please follow us on Mirasee FM's YouTube channelor your favorite podcast player. And if you enjoyed the show, please leave us a comment or a starred review. It's the best way to help us get these ideas to more people.

Music credits:

Track Title: Clouds
Artist Name: Acreage
Writer Name: Marshall Usinger
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

Track Title: Coastline Dream
Artist Name: Wild Sky
Writer Name: Adam Simons
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

Track Title: Coo Coos
Artist Name: Dresden, The Flamingo
Writer Name: Matthew Wigton
Publisher Name: A SOUNDSTRIPE PRODUCTION

Track Title: Stars & Trees
Artist Name: Outside The Sky
Writer Name: Dustin Ransom
Publisher Name: A SOUNDSTRIPE PRODUCTION

Special effects credits:
24990513_birds-chirping_by_promission used with permission of the author and under license by AudioJungle/Envato Market.

Episode transcript: Why Coaches Lose Clients—And How to Keep Them (Nikki Rausch) coming soon.

Creators and Guests

Host

Melinda Cohan

Producer

Michi Lantz

Editor

Michi Lantz

Guest

Nikki Rausch

What is Just Between Coaches?

Where do coaches turn when they face a difficult situation with a client? Quite often, when coaching challenges arise, they reach out to a coach more senior than themselves. That’s the aim of Just Between Coaches — to be that trusted source of guidance for the coaching community.

Hosted by Melinda Cohan, coach and creator of The Coaches Console business management system, Just Between Coaches will answer the tough questions that coaches face every day. For example, what can I do if my client is lying? How do I deal with price resistance from prospects and clients? What if I want to fire a coaching client? And what the heck is a feeder course and why should I care?

This tactical podcast will provide a deep dive into one coaching topic per episode, which means searching for answers will be a breeze. It will also offer a simple way for listeners to refer other coaches who are grappling with those tough coaching questions. To submit a tough question you’re facing as a coach, put “JBC” in the subject line and send it to [e-mail].