Ask any business owner what they dislike or struggle with most about business ownership, and chances are many of them will say “sales.” I’ve been firmly in that camp myself.
As Nikki Rausch, this week’s guest on the Stories in Small Business podcast, shares, it’s a mindset shift that we need to work on. Instead of focusing on your audience’s pain points, Nikki shares that we should instead focus on solving their problems. It’s in trying to convince people they need to buy from us that makes the whole process feel icky and sleazy.
This is such a necessary conversation in business because without sales we would have hobbies, not businesses. Nikki walks us through her Selling Staircase framework, how to identify signals that someone is ready to buy from us, shifting our mindset that sales are icky and asking the right questions to keep the conversation going.
If increasing sales is an important part of your business strategy in 2020, you’ll want to tune in!
Mentioned in This Episode
- The Selling Staircase: Mastering the Art of Relationship Selling by Nikki Rausch
- Buying Signals: How to Spot the Green Light and Increase Sales by Nikki Rausch
- 30-minute Selling Strength Assessment
- Closing the Sale e-book
About Nikki Rausch
After 25 years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki Rausch decided to trade in her road warrior status so she could help entrepreneurs sell in a way that builds relationships, creates true connection, and results in more closed deals and long-term clients. Now, as a sales coach, author, speaker and founder of Sales Maven, Nikki transforms the misunderstood process of “selling” into techniques, tools, and tips that can be successfully incorporated into a process replicable by anyone whose livelihood relies on selling a product, a service, or themselves. When she’s not helping business owners move their clients along the ‘Selling Staircase’, Nikki enjoys taking in all the beauty that living in the Pacific Northwest affords her.