Episodes
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What makes someone instantly likableâand how can you tap into that skill in everyday conversations?
In this episode of The Sales Maven Show, host Nikki Rausch shifts the spotlight from sales strategy to one of the most powerful tools in your toolkit: likability. Drawing from her deep expertise in neurolinguistic programming (NLP), Nikki reveals practical, easy-to-apply techniques that can elevate how others perceive youâboth personally and professionally.
She breaks down three key strategies to increase likability:
âïž Genuinely acknowledging people
âïž Matching and mirroring speech patterns
âïž Asking thoughtful questionsYouâll also learn why ending conversations on a positive note can leave a lasting impression. Whether you're networking, building client relationships, or simply trying to connect better with those around you, these tips are game-changers for boosting rapport and communication.
Timestamps:
00:43 Welcome to the Sales Maven Show
00:54 The Importance of Communication Skills
01:10 Boosting Likability with NLP
02:14 Real-Life Applications of NLP
03:35 Why Likability Matters
04:33 Understanding the Role of Rapport
06:39 Three Tips to Increase Likability
07:59 Tip 1: Acknowledge People
19:22 Tip 2: Matching and Mirroring Rate of Speech
27:08 Tip 3: Asking Questions
36:09 Final Thoughts on Increasing Likability
38:51 Conclusion and Call to ActionNikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:Nikki Rausch
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Sales Maven Society
https://calendly.com/salesmaven/work-with-nikki-discussion
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What if the key to scaling your business wasnât working harderâbut identifying the right success conditions to make growth inevitable?
In this episode of the Sales Maven podcast, host Nikki Rausch interviews Mandi Ellefson, founder of Hands-Off CEO, to explore how uncovering and applying success conditions can transform your business. Mandi shares her journey from financial struggle to building a multimillion-dollar net worthâand how she now helps consulting agency owners achieve predictable growth with less stress.
Together, they dive deep into defining success conditions, why they matter, and how to implement them to create consistent client results, boost conversions, and design scalable offers. Mandi also shares tips on pricing based on value, qualifying the right clients, and stepping into a more empowered leadership role.
If you're ready to scale with intentionâand integrityâthis episode is your roadmap.
đ Connect with Mandi on LinkedIn: linkedin.com/in/mandiellefson
Timestamps:
00:43 â Welcome to the Sales Maven Podcast
01:20 â Meet Mandi Ellefson: From Debt to Multimillionaire
02:54 â What Are Success Conditions?
06:57 â Creating Consistent Client Transformation
13:31 â How to Navigate Market Shifts and Breakthroughs
15:58 â Identifying and Applying Success Conditions
24:29 â Metrics That Move the Needle
24:45 â Improving Sales Conversion Rates
25:20 â Estimating Revenue Potential
26:18 â Overcoming Resistance in the Scaling Process
26:54 â How to Price Based on Value
28:13 â Leveraging Success Conditions for Growth
29:25 â Designing Offers That Deliver Results
30:57 â Qualifying Ideal Clients
33:10 â Leadership, Integrity, and Saying No
40:15 â Mandiâs Final Advice for Sustainable Scaling
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
https://calendly.com/salesmaven/work-with-nikki-discussion
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Episodes manquant?
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In this episode of the Sales Maven Show, host Nikki Rausch shares powerful conversation tips to help you handle pricing discussions with confidenceâespecially during promotional periods. Nikki walks you through how to manage expectations when a sale is around the corner, what to say if a recent buyer questions promotional pricing, and how to use honesty and transparency to build long-term trust.
You'll learn specific language to use during discovery calls, how to maintain a healthy balance of power in your sales conversations, and when to be flexible to close the deal without losing credibility. Nikki also shares personal stories and practical advice to help you navigate tricky conversations with grace and professionalism.
Whether you're running a promotion now or planning one soon, these insights will give you the tools to stay confident, clear, and in control.
Timestamps:
00:43 â Welcome to the Sales Maven Show
01:25 â Handling Pricing Conversations During Promotions
02:06 â Preparing for Client Questions
04:01 â Using Transparency to Build Trust
05:06 â Creating Urgency and Flexibility
12:57 â Balancing Power in Sales Conversations
13:38 â Final Thoughts and Encouragement
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
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In this episode of the Sales Maven Show, host Nikki Rausch sits down with Sales Maven Society member and client Patricia Viscount, a fun and authentic copywriter who knows how to turn insight into income. Patricia shares how tuning into buying signals has transformed her approach to sales and client engagement.
Youâll hear how her unique frameworkâinterviewing her clientsâ clientsâhas helped boost SEO rankings, improve messaging, and position businesses more effectively. Nikki and Patricia also dive into the critical role of follow-up, the power of client feedback, and the strategies that lead to long-term, profitable relationships.
Packed with success stories and practical tips, this episode will sharpen your ability to recognize and act on buying signals to grow your business with confidence.
Timestamps:
00:43 Introduction to the Sales Maven Show
01:16 Meet Patricia Viscount: Fun and Authentic Copywriting
03:12 The Power of Client Interviews for SEO and Positioning
07:18 Recognizing and Acting on Buying Signals
09:28 Success Stories: The Impact of Following Up
16:19 Building Long-Term Client Relationships
22:29 Conclusion and Contact Information
Connect with Patricia Viscount on LinkedIn:
đ https://www.linkedin.com/in/patricia-viscountNikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
https://calendly.com/salesmaven/work-with-nikki-discussion
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In this heartwarming episode of the Sales Maven Show, host Nikki Rausch welcomes Levi Wareâmusician, speaker, and co-founder of the Melodic Caring Project (MCP). Levi shares the incredible origin story of MCP, a nonprofit that streams live concerts to children and families navigating serious illnesses.
If you've ever wondered how to start a nonprofit rooted in passion and purpose, this episode is for you. Levi takes us behind the scenes of MCPâs early days, including the emotional first concert, the power of community, and how he turned a personal mission into a scalable, impactful organization.
From maintaining authenticity to navigating personal sacrifices and innovating through COVID-19, Leviâs journey offers both inspiration and practical wisdom for aspiring changemakers.
Listeners will come away with:
A deeper understanding of how to turn a passion project into a nonprofit
Powerful stories of connection and healing through music
Actionable advice on launching and sustaining a mission-driven organization
Timestamps (Adjusted):
00:43 Welcome to the Sales Maven Show
01:22 Meet Levi Ware & the Melodic Caring Project
04:43 How the Idea Was Born
09:24 Katieâs Story â The First Concert
14:00 Bradenâs Story â Expanding the Vision
19:35 Building with Purpose & Relationships
25:19 Turning Music into a Mission
28:17 The Family Impact of Illness
31:15 How to Start a Nonprofit from the Heart
33:42 Staying True to the Mission
38:05 Pivoting During a Pandemic
44:12 The Sacrifices Behind the Scenes
48:33 Whatâs Next for MCP
51:20 How You Can Get Involved
54:26 Campaigning for Sustainable SupportTo learn more or support MCP, visit: MelodicCaring.org
Find Nikki:
Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
To download free resources from Nikki: www.yoursalesmaven.com/maven
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In this episode of the Sales Maven Show, host Nikki Rausch chats with Jill Shroyer, a trusted member of the Sales Maven Society and founder of Expedition HR. Jill shares how she's streamlined her sales process and grown her business by improving how she consults with potential clients.
You'll hear practical strategies for navigating tough HR conversations, shortening discovery calls without sacrificing results, and asking better questions to build stronger client relationships. Jill emphasizes the power of simplifying how she consults with prospectsâand how that shift has positively impacted her business.
If youâre looking to refine your sales process and make your consults more effective and efficient, this episode is full of gold.
Timestamps
00:43 â Welcome to the Sales Maven Show
01:14 â Meet Jill Shroyer of Expedition HR
02:08 â How to Navigate Difficult HR Conversations
06:54 â Streamlining Consultations for Better Results
08:15 â The Art of Asking Impactful Questions
11:20 â Improving How You Consult With Prospects
27:02 â Wrap-Up and Where to Find Jillđ Learn more about Jillâs work at expeditionhr.com
Timestamps
00:43 â Welcome to the Sales Maven Show
01:14 â Meet Jill Shroyer of Expedition HR
02:08 â How to Navigate Difficult HR Conversations
06:54 â Streamlining Consultations for Better Results
08:15 â The Art of Asking Impactful Questions
11:20 â Identifying and Responding to Buying Signals
27:02 â Wrap-Up and Where to Find Jillđ Learn more about Jillâs work at expeditionhr.com
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free resources from Nikki: www.yoursalesmaven.com/maven
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In this solo episode of the Sales Maven Show, host Nikki Rausch tackles a topic every business owner faces but few like to talk about: harsh feedback.
Whether itâs an offhand comment online or unsolicited criticism from someone who isnât your ideal client, knowing how to handle negative feedback is a crucial skill for any entrepreneur. Nikki shares practical strategies to navigate tough comments confidently and grace, without letting them derail your progress.
This episode explores:
How to determine whether feedback is worth your energy
What to do (and not do) when someone criticizes your content or business
The importance of focusing on your ideal audience
Smart ways to repurpose content thatâs received pushback
Real-life examples of how Nikki has dealt with critical responses
If you've ever felt discouraged by a comment or questioned whether you should keep showing up, this episode reminds you of your value and keeps you focused on serving the people who matter most.
đ§
Timestamps
00:43 â Welcome to the Sales Maven Show
01:06 â Facing criticism as a business owner
03:12 â Processing feedback with clarity
05:25 â How (and when) to respond
08:06 â What to do with unsolicited advice
19:34 â Final encouragement for moving forward
Find Nikki:
Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
To download free resources from Nikki: www.yoursalesmaven.com/maven
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In this episode of The Sales Maven Show, host Nikki Rausch welcomes her inspiring client, Samantha Irwin, for a conversation packed with strategies to help you close more sales through exceptional customer service. Samantha works with women business owners to elevate frontline service and create customer experiences that drive loyaltyâand revenue.
They dive into:
How to engage staff in ways that help close sales
Simple yet powerful techniques to delight customers and boost conversions
Why consistent training is key to higher-performing teams
Samanthaâs personal journey of growth in sales and business leadership
She even shares a creative sales lesson inspired by her garden that will stick with you long after the episode ends.
If you're looking for practical ideas to improve your customer experience and close more sales, this episode is for you.
đ§ Timestamps
00:43 â Welcome to the Sales Maven Show
00:52 â Meet Samantha Irwin: Her mission and success
01:34 â Creating exceptional customer experiences that close sales
03:23 â How Samantha supports business owners
04:19 â Connecting with customers through engaged staff
05:29 â Why employee training drives revenue
12:34 â Samanthaâs transformation in sales
15:28 â Lessons from the garden: Sales insights in bloom
22:25 â Whatâs next for Samantha
23:47 â Final thoughts and takeaways to help you close salesFind Nikki:
Nikki Rausch
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Sales Maven Society
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To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Ever wonder what it really takes to spark a meaningful connection and keep a conversation flowing with ease? In this episode of the Sales Maven Show, host Nikki Rausch is joined by Jake Stahl, CEO of Orchestraight and a top expert in neurolinguistic programming and sales strategy, to show you how to make great conversationâand turn it into a powerful tool for building rapport and increasing sales.
Jake unpacks his signature two-ten rule for active listening, shares techniques for course-correcting conversations in real time, and explains why the key to communication often starts with checking your ego. Youâll also hear surprising tips on how something as simple as your headshot can influence rapport before you even speak.
If youâre looking to up your influence, connect more authentically, and master the art of persuasive dialogue, this episode is a must-listen.
Episode Highlights:[00:44] Welcome to the Sales Maven Show
[01:21] Introducing Jake Stahl: Communication Powerhouse
[03:26] The Concept of Orchestraight
[05:18] Crafting the Perfect Conversation
[08:20] The Importance of Active Listening
[15:31] Setting and Achieving Conversation Goals
[24:04] The Two 10 Rule: Enhancing Conversations
[25:28] Active Listening Techniques
[29:05] Course Correcting Conversations
[33:21] The Power of Apologies
[36:05] Crafting the Perfect Headshot
[38:12] Personal Insights and Business Excitement
[42:19] Conclusion and Final Thoughts
đ Connect with Jake on LinkedIn: https://www.linkedin.com/in/jakestahl/
Find Nikki:
Nikki Rausch
[email protected]
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Sales Maven Society
Work With Nikki Discussion
Download free resources: www.yoursalesmaven.com/maven -
What if one conversation could shift the direction of your business and lead to more successful sales?
In this episode of the Sales Maven Show, host Nikki Rausch welcomes back returning guest Tracey Warren for an inspiring conversation about business evolution, mission-driven work, and the power of strategic offers.
Tracey shares how she transitioned from social media marketing to helping nonprofits build stronger donor relationships and create lifelong supporters. She also reflects on a breakthrough moment during a 15-minute spotlight coaching session with Nikkiâwhere they designed a VIP Day offer that will now help nonprofit teams collaborate more effectively, reignite momentum, and ultimately drive more successful sales and support for their causes.
Tune in to discover the impact of intentional offers, the importance of community, and how VIP Days can help organizations reach their goals faster and more efficiently.
Find Nikki:
Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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If youâve ever hesitated when discussing pricing or faced resistance from clients, this episode is a must-listen! Nikki walks you through the key mindset shifts and practical techniques to confidently communicate the value of your offer, handle objections with ease, and guide clients smoothly through high-ticket sales conversations.
Youâll discover:
How to present high-ticket pricing in a way that resonates with your clients The power of pre-framing pricing discussions to avoid sticker shock Why asking about budget early can streamline the sales process How to position pricing around value and results rather than just features The importance of standing firm on your pricingâwithout over-explaining or discountingWhether you're a seasoned entrepreneur or just starting to sell high-ticket offers, this episode will give you the tools to present your pricing with confidence and close more deals.
Tune in now to master the art of high-ticket sales!
Episode Breakdown:00:54 â Understanding sticker shock in sales conversations
01:56 â Pre-framing pricing discussions for smoother conversations
02:10 â Asking the right questions to uncover client budgets
03:30 â Common pricing mistakes that hurt your sales
07:21 â Using real-world examples to strengthen your pricing pitch
10:35 â Standing firm on your pricing without over-explaining
16:47 â Final takeaways & best practices for high-ticket salesFind Nikki:
Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Networking isnât just about handing out business cardsâitâs about building genuine relationships that help you and your business thrive.
In this episode, Nikki welcomes Faithann Basore, business owner and CEO of Window Cleaning Plus and The Networkers Tour Guide. Faithann shares how networking saved her business during COVID and provides actionable strategies to make your networking efforts more effective.
Learn how to craft a memorable elevator pitch, build rapport effortlessly, and confidently ask for referrals. Faithann and Nikki also discuss why reciprocal relationships are key to long-term success and how small shifts in your approach can lead to big networking wins.
In This Episode:
[01:22] Meet Faithann Basore: Entrepreneur & Networking Expert[02:42] Why networking is crucial for business success
[05:33] How to craft an elevator pitch that sticks
[07:19] Developing the right networking mindset
[19:39] Faithannâs personal anecdotes & lessons learned
[24:16] How generosity and support strengthen connections
[26:36] Creating responses that leave a lasting impression
[27:57] The framework for successful networking
[29:12] Confidently asking for opportunities
[29:40] Building rapport & making meaningful connections
[32:15] Practical networking tips you can apply today
Resources & Connect with Faithann:
https://www.thenetworkerstourguide.netFind Nikki:
Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Are you struggling to get potential clients to trust you in todayâs skeptical marketplace? Do you feel like the old sales tactics just arenât working anymore?
What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?
In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.
Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.
Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time.
Find out why your choice of words can make or break a saleâand how to avoid sales-killing language.
If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in todayâs shifting landscape, this episode is a must-listen.
Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast. Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency. He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint. In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[02:31] We're going to talk about how to look to the past in order to look to the future.
[03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives.
[04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team.
[06:18] His tendency is to go to the past to figure out the future.
[07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning.
[08:55] The advantage of being able to look at history and understand why something does or doesn't work.
[09:55] Figuring out why something is no longer working.
[11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession".
[13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted.
[14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce.
[16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality.
[17:47] The things that people want long-term change over time.
[19:06] Pay attention to trends and notice how they are the same or different from past trends.
[22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection.
[24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process.
[27:19] The advantages of repelling people who aren't in alignment as fast as possible.
[29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for.
[30:52] Using secret languages to speak with prospects.
[34:08] The importance of paying attention to language. Words matter.
[36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture.
[39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station.
[40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
Find Dan:
Dan Englander - Sales Schema
The Digital Agency Growth Podcast
Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business
Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less
The B2B Sales Blueprint: A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less
Do You Know Any Secret Languages?
The Challenger Sale: Taking Control of the Customer Conversation
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Do you ever feel frustrated when potential clients say theyâll âexplore all the free resourcesâ before making a decision?
Are you struggling to keep them engaged without feeling like youâre chasing them?
Imagine positioning yourself as the go-to expert while maintaining your integrityâwithout the pressure of convincing or persuading.
In this episode, Nikki shares her proven strategies for handling prospects who arenât ready to buy yet. Learn how to keep them in your orbit, create strategic touchpoints, and make it easy for them to take the next step when theyâre ready.
From offering value-packed free content to using language that builds trust and credibility, Nikkiâs tips help you stay top of mindâso when the time is right, they choose you.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:40] Today we're talking about prospects who express interest in your products and services but don't buy, because they're exploring all of the free resources.
[01:15] This is the good and the bad of putting a lot of content out into the marketplace.
[02:00] I don't believe in chasing clients or convincing them that they're wrong.
[03:01] I'm suggesting you set yourself up to be a resource for them, give them options, and let them decide what they want to do.
[04:02] Don't be afraid of people using your free resources. Put fantastic content out into the world.
[05:02] You can use language to imply that there's more which they can get by signing up to your program. "When things change, you're welcome to reach out, and I'll be happy to work with you."
[06:09] Continue to invite people to work with you. You don't have to chase them.
[07:03] If you put an offer in front of them and they're still only interested in the free resources check in and ask if there's anything that would be a right next step like a starter package.
[09:49] Timing is always an issue. It's one of those things you don't control. Some people need to reach a certain level of uncomfortableness before they decide to make changes.
[11:34] Be flexible. Don't be attached to someone taking action.
[12:13] Words can influence people but ultimately they have to decide for themselves.
[13:18] In one of my master classes I teach that it's okay to give some of your secret sauce away. If someone's blown away by the free stuff you give them, they're going to wonder what else you have.
[14:09] You need to put enough out there to entice people to take the next step.
[15:01] Create a resource page and make it easy for people to consume your content. The convincer strategy is something that prospects decide for themselves.
[17:08] Micro touches and how many times someone needs to be exposed before taking action.
[18:09] You want to create a trifecta with the right time, the right place, and the right offer.
[19:11] An inspiring story about a client who started out very small, but led to coaching.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Do late or missed payments make you feel frustrated and unsure how to deal with them?
Are you struggling to have those hard conversations without blowing the relationship with the client?
Imagine being able to handle these situations with ease and confidence while protecting your business and maintaining your professionalism and rapport.
In this episode Nikki shares her tips for handling overdue payments with ease. Learn how to use language that keeps your integrity while making it clear the agreements need to be kept.
Find out why being professional and firm helps you keep the trust and protect your cash flow.
From dealing with missed payments to knowing when to walk away from uncooperative clients, Nikkiâs tips give you the power to control your income and free up your time and energy to do what matters.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:43] How do you handle those people who aren't paying in a timely fashion or skipping payments?
[01:08] When this happens you're going to have to do and say some things that might be uncomfortable.
[02:06] "Selective amnesia" is when you have to do or say things that are outside of your normal behavior. Once this is done, you act as if everything is fine. Use "selective amnesia" to your advantage.
[03:41] There will be times when you have to determine whether this is a relationship you would like to keep or not. It's okay to "bless and release" when needed.
[04:21] Language you can use includes: "I'm reaching out today is to ask, what do you need in order to take care of the payment that is now due today?"
[05:10] "In order for our relationship to stay in good standing, it's important that we both keep to our agreements." It's important to always keep a balance of power.
[06:00] You can also let them know if they're unable to pay today to contact you to find out what's needed to make the payment happen.
[08:31] There are also times when you're just not going to get the money. If it's not worth chasing this person down to get a payment, you may want to "bless and release".
[11:36] Nikki shares a personal story about someone who she needed to stop chasing for money.
[14:06] Another personal story of someone not paying.
[15:25] There will be people who can't or won't pay. Think about how you're going to handle it up front. Payment up front is a good idea.
[16:59] Another great option is to have them sign up by credit card using software like ThriveCart.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
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Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
Resources:
ThriveCart
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Are you feeling stuck in your sales conversations? Struggling to get your clients to make decisions that serve them â and your business?
Imagine having a simple way to turn indecision into clarity and get your business moving forward easily.
In this episode, Nikki is joined by Melissa Jacobs, CEO of Crow and Pitcher, to share the âGive a Menuâ technique, a game-changing way to simplify decisions for your clients and strengthen relationships and results.
Hear how Melissa uses this technique to find perception gaps in her clients' businesses, refine marketing messages, and align strategies with what customers truly value.
Learn how giving clear, actionable choices builds confidence and means clients make decisions that benefit them and you.
From renewals on retainer agreements to getting clients to focus on what matters most, Melissaâs story may have you rethinking how you present options and add value in your business.
Ready to stop decision fatigue, deepen client relationships, and be part of your client's success?
Melissa Jacobs is an accomplished brand strategist who shows mid-size consumer brands how to increase sales by getting clear on how to target their ideal client. She particularly enjoys helping brands understand the difference in how their customers and prospects perceive the brand. By knowing this Perception Gap, her clients get clear on the marketing messages needed to drive revenue growth and stop wasting time and money on efforts that arenât effectively impacting their bottom line. Melissa is currently the CEO and Lead Strategist at Crow & Pitcher LLC, a brand strategy and insights consultancy.
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:45] Today's episode is a sales success story with an amazing long-term client Melissa Jacobs.
[01:07] She was also in episode 181. Today she's going to share a very specific technique for generating business.
[02:05] In this very early part of 2025, Melissa has already locked down 89% of her 2024 revenue.
[04:20] Melissa's business is called Crow & Pitcher, and she's the CEO and lead strategist. It's a consultancy for brand strategy and insights.
[04:36] She helps midsize consumer brands sell products and services. She helps discover the perception gap which is the difference between how current customers and prospects perceive the brand.
[06:46] If you want your prospects to act like customers, you want them to believe what your customers believe.
[08:15] The work Melissa did for me and my business in helping to find the perception gap was a huge game changer.
[11:45] The "give a menu" technique has had a huge impact on Melissa's business.
[13:44] Melissa did a study to help a client find the perception gap in eight regions.
[14:22] A mini example of giving a menu is when, six months later, she gave the client a choice in doing the study again, or choosing select markets, or something else.
[16:11] The purpose of giving a menu is making it easy for the client to make a decision.
[18:54] She also used this technique with a client to plan out action steps for the next year. Melissa wanted to find a win-win that would benefit both of them.
[23:23] Having a menu of options made it easy for the client to see how these types of activities would help her business.
[24:54] The worst thing ever is for someone to hire you on a retainer but not actually utilize the time. There's no way they will renew without getting value.
[25:07] We have to help them best utilize time and energy with the money they've spent on you.
[26:05] Also include things that you're excited about doing.
[29:17] Think about how you can be an invaluable part of somebody's team even when you're not an employee.
[31:30] Mastering the "build a menu" muscle will move the needle in your business.
[32:51] Making things easy for people on the other end has been a transformational idea.
[35:11] Melissa shares where the name Crow & Pitcher came from.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
Find Melissa:
Crow & Pitcher
Melissa Jacobs - LinkedIn
Resources:
Generating New Business With Confidence A Sales Success Story With Melissa Jacobs
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Are you struggling to make the most of your client connections? Do you find yourself wasting time on calls where the purpose feels unclear or unsure?
Is the person on the other end a potential client, colleague, or someone to politely part ways with?
Itâs time to bring clarity and strategy to your conversations. In this episode, Nikki reveals how to master the art of identifying your goal in every call, transforming vague interactions into productive opportunities.
Learn how to spot the signs that you're talking to a potential client and how to move them seamlessly into the next step of the sales process.
Discover practical strategies to nurture meaningful relationships with colleagues or friends and how to gracefully "bless and release" connections that arenât aligned with your goals.
Nikki shares the game-changing question to ask that establishes mutual purpose and sets the tone for every conversation: âWhat would make this call a valuable use of your time?â
Armed with this powerful tool, you balance rapport and strategy to ensure every call supports your business growth.
Say goodbye to wasted energy and hello to productive, impactful client connections. Listen now to learn how to approach every call with confidence, clarity, and purpose!
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:40] We're going to be talking about how to navigate those calls when you're not really sure what the purpose is.
[01:02] It's so important to understand the goal of the call. You could be wasting time on someone who's not a potential client or has a rapport mismatch with each of you having different intentions.
[02:07] My NLP training, where I had to create an outcome statement in a conversation, really highlights the importance of knowing the outcome.
[03:01] Having clarity and being strategic in client conversations is one of the most important things I teach. It's about knowing where you're going.
[03:41] Am I talking to a potential client, friend or colleague, or could this be a "bless and release" situation?
[04:48] We have to make time in our schedule by eliminating people in time sucks.
[05:48] A question to establish the intent of the call. "What would make this call a valuable use of your time?"
[06:39] You also need to establish a balance of power by being able to answer this question.
[07:49] What to do when you identify a potential client. Get the next step in the sales process done. Ask if they're interested in an offer then put together a proposal. Get it scheduled.
[10:05] What to do if there is a potential friend or colleague. Schedule a time to get together. Make an effort to stay in connection.
[12:27] If it's a "bless and release" situation, wrap up the call, "It's been so great talking to you. I wish you all the best in the future. Take care."
[14:51] Your outcome is to quickly establish whether you're talking to a potential client, a possible friend, or someone that you're going to bless and release.
[15:26] Set yourself up for success and be more strategic with your time and your business.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Do you have potential clients sitting on the fence, unsure whether to commit? Are you tired of wondering why they hesitate or how to help them decide?
Itâs time to close the stragglers, those hesitant prospects who express interest but never seem to take the leap. Weâll uncover the secrets to converting fence-sitters into buyers.
In this episode, Nikki explores practical strategies to understand what holds these prospects back and how to move them forward with confidence and ease.
Learn how to identify the common reasons for hesitation, from logistical conflicts to financial concerns or a lack of clarity about your offerâs value.
Nikki shares creative solutions, including ways to adjust your approach, offer flexibility, and make irresistible offers that meet your prospects where they are.
Discover follow-up techniques that keep the conversation alive without feeling pushy, including how to use "closing the loop" messages to prompt decisions.
Nikki also provides a simple yet powerful question to ask when clarity is missing so you can help prospects understand how your program is the perfect fit for them.
With these tools, youâll have everything you need to turn stragglers into action-takers, boost your influence, and grow your business.
Listen now to learn how to close the stragglers, master your sales conversations, and create meaningful impact!
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:43] Today is all about converting fence-sitters into buyers.
[01:41] A straggler or someone who has expressed interest and has had some type of communication with you but they're not closing.
[02:24] Common reasons that stragglers hesitate include logistical conflicts, financial concerns, or lack of clarity about the value of the program.
[03:14] Don't make assumptions about what's causing them to be a fence-sitter. Don't project your own limiting beliefs.
[04:49] A creative solution for a logistical objective. Recognize that the person can't attend the live retreat and offer a VIP day instead, like a private one-on-one.
[06:48] Showing flexibility can be the way to seal the deal.
[07:11] Financial concerns. Sometimes, there's nothing you can do. Find ways to get creative. Offer a payment program or some other type of solution.
[09:24] You could also offer some type of scholarship, but the recipient could do something extra. A scholarship shows engagement and sets the culture.
[11:57] Don't assume the potential client is a no. Follow up. Forward the original message and change the subject line to "did you see this" and ask if this is something they would consider.
[13:15] "What would it take for this to work for you?"
[14:03] You could also give options or a menu. Asking if there's something else will give them a moment to gain clarity.
[15:53] Send a closing loop message. Following up with you one last time just to see if there's anything you would like to move forward with.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Do you find yourself stuck in chatty small talk during sales calls and unsure how to pivot back to business?
Does the line between friend and professional ever leave you feeling awkward or resentful? Letâs talk about setting boundaries in sales conversations.
In this episode, Nikki dives into practical strategies to guide your sales conversations with confidence and kindness while protecting your time and energy.
Learn how to spot when boundaries are being crossed and how to redirect potential clients without damaging the relationship.
Nikki shares language you can use to transition from personal to professional so your clients stay focused on their goals.
Find out why setting boundaries is not just good for your sanity but for your clients to take action and get results.
Nikki also shows you how to implement simple systems like spotlight coaching sessions to stop time drains and grow your business.
With these tips, youâll have the tools to confidently lead conversations, maintain professionalism, and make more of an impact.
Listen to learn how to master boundaries and uplevel your influence, income, and sales!
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:49] We're going to be talking about how to set boundaries in sales conversations, how to redirect and refocus potential clients.
[01:15] When I give language suggestions it doesn't mean it's the only way. It's just to help spur your ideas.
[02:15] What's the ultimate goal? Are boundaries being crossed? Are we focusing on the heart of the matter and making an impact?
[03:18] Have you ever questioned why someone hasn't taken your free advice? Could it be because they didn't pay for it?
[04:01] When people pay, they pay attention. Allow these people to become paying clients.
[05:01] One thing I implemented was 15 minute Spotlight Coaching conversations to allow people to be paying clients on a small scale.
[06:59] Learn language to set boundaries when you feel like you're being taken advantage of or you know that if the client pays there will be more impact.
[08:03] "I'd love to make sure that we have time to dive into what we had planned to go through today." Then redirect the conversation.
[09:40] Story can be a huge time suck.
[12:00] "That sounds like a really interesting story, but let's shift gears because we do have a limited amount of time today and talk about how we might work together to reach our goals."
[13:01] The importance of having a pre-frame for the call. "It's been so great learning about you now let's jump into what we talked about earlier."
[14:17] It's really about setting boundaries. You can change your language depending on how you know the person.
[15:18] "I love our chats, but because we have to talk about our business, maybe we can set up another time to catch up." Keep your boundaries clear.
[16:52] Say everything in a really kind way. Be patient and let the person transition.
[17:27] Use selective amnesia and move on in the conversation.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
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Are you holding yourself back after a sales conversation that didnât go as planned? Does self doubt creep in and you hesitate to follow up or send out that next offer?
It doesnât have to hold you back any longer. In this episode, Nikki dives into how to maximize your sales potential even after a performance you feel wasnât your best.
Learn how to reframe your inner critic, see the value you bring to the table and push past fear to connect with your ideal clients.
Nikki shares tips for overcoming self doubt including why your audience sees you more positively than you think and how to flip your perspective to focus on their experience.
Learn the importance of follow ups, the power of integrity in sales and how to keep showing up authentically even on the tough days.
Nikki also covers how to handle challenges like unresponsive audiences, virtual presentations and even imposter syndrome.
These practical tips boost your confidence, and allow you to be more resilient as you step into your role as a sales leader.
Feel confident when unleashing your full sales potential and connecting with clients who need what you have to offer!
Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!
In This Episode:
[00:42] Today we're going to talk about how to maximize sales potential after a less than perfect performance.
[01:22] Sometimes when we're not happy with our performance, we play small. This prevents us from making the impact we are destined to make.
[02:35] We are often our own worst critics which creates a tendency to hold back.
[04:09] A story where even super high performers still have imposter syndrome.
[05:15] The purpose of this episode is to continue to sell even when your performance is not up to your standards.
[06:02] The first thing we need to do is shift our perspective. Recognize the positives and understand that the participants don't know the difference between your best performance and this performance.
[07:19] It's important to recognize the things that did go well.
[08:42] Be okay with wherever you are. Not everything you do has to be a 10.
[09:48] It's not about you and your performance. It's about what the audience took away.
[14:52] We have to set aside our own feelings and our own judgment, do our best, and still push offers out.
[15:52] We need to learn to follow up without fear. We need to set the self-doubt aside and be willing to follow up.
[18:34] Get my free follow-up guide in the Sales Maven Resources section.
[20:00] There's a reason I send four or five emails. I get the majority of my buyers on email three and four and a few on five.
[22:33] Be careful about making assumptions about what other people's experiences are going to be.
[23:46] You can share support by being on camera during meetings and webinars. As a presenter, remain confident even if the audience's cameras are off.
[27:11] Don't project your beliefs on the audience and don't hallucinate or read their minds.
[28:41] Push through those times when you're not happy with your performance and do a follow-up.
For more actionable sales tips, download the FREE Closing The Sale Ebook.
Find Nikki:
Nikki Rausch
Facebook | Twitter | LinkedIn | Instagram
Sales Maven Society
Work With Nikki Discussion
To download free Resources from Nikki: www.yoursalesmaven.com/maven
Resources:
Episode 206: How To Stop Sabotaging Your Sales Success
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