Listen to the fascinating journey Queen Nikki, the Sales Maven, took from working with ALL men in tech sales in the 90s, to leaning into her real gifts & sharing them with other women. Who knew sales could actually be fun & easy? Sales isn't what we think it is, and Nikki gives us the 5 step process to the stareway to heaven with sales.
🎙️ Podcast Episode with Nikki Rausch
Amy and Nikki caught up on personal matters and discussed potential business trips and podcasts. They also had a detailed conversation about sales and the importance of acknowledging and leveraging one's strengths. They discussed the five-step process of sales, the concept of 'the curse of knowledge', and the importance of communication in sales. The conversation ended with Nikki offering a free mini-training called 'Mastering the Sales Conversation'.
👩💼 Women in Sales: Nikki Rausch's Journey and Mission
Nikki Rausch discussed her journey into sales and her mission to help women improve their sales skills. She shared her experience working in a male-dominated industry and how she used her sales skills to improve her personal relationships. After years of successful sales in a corporate setting, she transitioned to help women in sales, recognizing that many struggled with it. She found that she could offer valuable lessons to these women, which allowed her to continue working in sales while also networking with women, which she found fulfilling. The conversation also touched on the idea of self-doubt in sales and the tendency to undervalue skills that come naturally.
💪 Strengths, Sales, and the Curse of Knowledge
Nikki Rausch and Amy Singleton discussed the importance of acknowledging and leveraging one's strengths, and how it can positively impact others. They also touched upon the concept of 'the curse of knowledge', where experts in a field often underestimate the difficulty others may face in understanding their knowledge. Nikki shared her belief in the crucial role of sales skills in personal and professional success, and introduced her 5-step 'Selling Staircase' framework for effective sales conversations. The first step in this framework is the introduction, aimed at creating a powerful first impression.
🔍 Sales Curiosity and Discovery Process
Nikki Rausch discussed the five-step process of sales, emphasizing the importance of creating curiosity in the second step. She noted that many entrepreneurs overlook this crucial aspect, making it difficult to earn a potential client's business. Nikki explained that curiosity involves sparking interest in the client to want to know more about the product or service. She also highlighted the importance of the discovery step, where the salesperson seeks to understand the client's needs and whether their product or service can meet them. Finally, Nikki stressed the need for a clear close in the final step, where the salesperson asks for the business.
📢 Communication Strategies in Sales
Nikki Rausch and Amy Singleton had a discussion about the importance of communication in sales. Nikki emphasized the need to approach conversations with potential clients like calling a cat, rather than a dog. She advocated for creating curiosity in the client by using intriguing statements or responses, known as "here, Kitty, Kitty" responses. She suggested that this approach would encourage clients to ask follow-up questions, leading to more in-depth conversations about the product or service being offered. Amy agreed and seemed to understand the importance of these strategies.
🔑 Curiosity and Engagement in Conversations
Nikki Rausch advised Amy Singleton on the use of "here Kitty, Kitty" responses to create curiosity and engagement in conversations. Nikki emphasized that these responses could be used in various contexts and could lead to buying signals, indicating interest. She also outlined a five-step process for handling business conversations, noting that the steps could be completed in one conversation or spread out over several. The conversation ended with Amy acknowledging the usefulness of Nikki's advice.
💼 Sales Conversation Strategies
Amy and Nikki discussed the importance of initiating conversations in sales. They emphasized the need to actively engage with potential clients, rather than passively waiting for them to come. They also highlighted the role of curiosity and questions in prompting dialogue and keeping conversations engaging. Nikki stressed the significance of being comfortable and skilled in sales conversations to foster a sense of comfort and credibility in clients. They also touched upon the necessity of being able to identify potential clients from those who are not suited to their offer.
🤝 Client Selection and Professionalism
Amy Singleton and Nikki Rausch discussed the importance of identifying the right clients for their services and the confidence to turn away clients who are not a good fit. Nikki suggested using the "bless and release" technique when dealing with clients who are not ready for their services. They also discussed the importance of maintaining professionalism and respect when ending conversations with clients who are not a good fit.
🎯 Coaching Roles and Client Guidance
Nikki Rausch and Amy Singleton discussed their coaching roles and the importance of staying in their respective lanes. They also talked about the necessity of being straightforward with clients, especially when it comes to pricing. Nikki stressed the importance of stating prices confidently and using "close language" to guide clients towards decisions. This approach was illustrated when Nikki suggested the phrase "Is that something you'd like to get signed up for?" as a tool to encourage clients to make decisions.
💼 Sales Strategies and Client Communication
Amy and Nikki discussed strategies for closing sales and maintaining communication with potential clients. Nikki emphasized the importance of scheduling a follow-up call or meeting to answer any additional questions and discuss next steps. This approach ensures efficient use of time and makes it easier for the potential client. Amy agreed and asked Nikki about a free tool for the audience, which can be found in the links below.
🌐 Links:
Website: yoursalesmaven.com
Facebook: facebook.com/yoursalesmaven/
Instagram: instagram.com/your_sales_maven/
LinkedIn: linkedin.com/in/nicolerausch
Nikki's Podcasts: yoursalesmaven.com/queens
What is Queens Lead ?
Queens Lead is a platform for women to inspire other women. Lead the way by showing others what you do & what sets you apart as an expert!
Amy Singleton is on a mission to elevate all those around her. She brings joy & enthusiasm to everything she does.
On this podcast Amy is doing 3 things:
Highlighting Women who are doing great things in business
Tell the stories of women business owners who are impacting their own families, communities & industries.
Shining a light on the queens of this world to help them assume their position as the creators, influencers & doers among us!