Joining me on the podcast today is Nikki Rausch. She is a sales coach and trainer and author and a speaker. And she talks about authentically moving people through a sales process. I'm so excited to have her on. She has her own podcast, The Sales Maven. So make sure you check that out and welcome to the podcast.
Creating a sales progression
Create curiosity
Closing the loop
Power of silence in the sales process
The goal in sales is to match a need with an offer. Then if we have the solution, we offer it. Michele (3:13)
Sales is actually something you do with people. It's a collaborative experience. Does this person have a need? And if they have a need, do I have permission to put a matching offer in front of them so that they can make a decision as the adult that they are, whether or not it's the right next step for them. Nikki Rausch (4:26)
The more transparency and the more relationship you build in the sales process that carries forward into the actual work with that particular person. Michele (29:04)
When you don't issue that close language that is involved with the proposal, if you say, I'm going to send you the proposal, why don't you take a look at it, and then let me know what questions you have. Then we can circle back later, you have essentially just said to this person, add me to your to do list. When you add yourself to somebody's to-do list, the chance of you ever making it to the top is slim to none. Because they have decision fatigue. Nikki Rausch (35:53)
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LinkedIn: Michele Williams
Email: yoursalesmaven.com@gmail.com
Website: Your Sales Maven
LinkedIn: Nicole Rausch
Facebook: Your Sales Maven
Instagram: @nicolerausch
How Strategy Informs Your Decision Making - Sales Maven Podcast with Nikki Rausch and guest Michele Williams
Closing the Sale Ebook by Nikki Rausch