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The Selling Staircase Sales Conversation with Nikki Rausch #374

In this episode guest Nikki Rausch helps listeners tackle sales more confidently.  Nikki shares her framework, the Selling Staircase, a five step approach to a selling conversation. This systemized and super simple process has been refined so listeners know step by step how to build rapport, create curiosity, qualify a prospect, propose a solution and close the deal.  Nikki’s advice is practical advice sellers interested in entering every sales conversation with confidence.

Five Step Staircase for Selling

Nikki  believes great conversations create rapport, generate trust and facilitate closed deals. She walked us through the Selling Staircase steps one by one:

1. 1. Make a powerful first impression at the introduction. Realize you’re on the first time you meet them, first email, first handshake, first walk in the parking lot, etc.    Have all your ducks lined up. Show up “put together”.
   2. Create curiosity. She shares the analogy of how you call dogs vs how you call cats. The advises on the cat method.  Answer and respond to questions in a way they will ask solicit MORE questions about what you.  Don’t vomit too much about you.  Great rapport building conversations happen through questions.
   3. Discovery and understand the problems, needs and wants. Ask questions that will lead them to buying from you. Don’t solve their problem in the meeting and decide they can do it themselves.
   4. Provide a Proposal. Share what they think they need while not being limited to what you THINK they can afford.  For the written proposal make it simple clear what your providing and the price.  Have a quick start guide to make is very easy to read. Schedule a “Circle Back Call”.
   5. Close the Deal – say would you be interested in moving forward? Then stay quiet and wait for their answer.

How To Find Nikki Rausch

Nikki Rausch of Sales Maven trains and coaches small business owners how to sell without being slimy.

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

https://click.outreach.io/salesbabble-demo

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

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Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

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