Can you close a sale quickly with your sales strategies right now? Listen to your host Michael Zipursky as he talks with Nikki Rausch about selling made simple for consultants through effective sales conversations to get more clients and generate more income! Nikki has unique skills and techniques in providing value to ideal clients. In this episode, she shares how you can be prepared to shift how you think about sales and transform your business into what you have always dreamed it. The sales process can be scary initially, but if you get educated, you’ll get it right! So, tune in to learn more about consulting training businesses, best practices in a sales conversation, and the most effective ways to provide solutions to clients’ problems.
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I’m very excited to have Nikki Rausch joining us. Nikki, welcome.
Thank you so much. I’m excited to be here and have this conversation with you.
For those that aren’t familiar with you and your work, you are a speaker, author, Founder, and CEO of Sales Maven, where you teach businesses how to sell without feeling uncomfortable. You successfully sold to the Bill & Melinda Gates Foundation, HP, NASA, and many other companies. You are also the author of a couple of books like The Selling Staircase: Mastering the Art of Relationship Selling.
We will talk more about that as we go on here but what I would like to do before we get into a lot of the good stuff that will be very practical, applicable, hopefully, valuable and beneficial for everybody joining us. I would love it if you could give us a bit of background on how you got started. Before you started your consulting business and doing training, all that stuff, what were you doing? What was the original version of Nikki like?
The original version was that I was a salesperson for hire so that was my career. I worked in the tech space and the majority of my career at the manufacturer level. Selling to dealers and distributors of a product. Different products and companies that I worked for over the years, doing a lot of demonstrations and traveling. It was a road where I say that my airline used to send me a Christmas gift every year so that tells you how much I traveled. If you’ve ever gotten a Christmas gift from your airline that shows, “You are doing a lot of travel.” I was doing 120 flights a year and 70 nights of hotel stays. It was a crazy life.
You were like that George Clooney movie that was up in the air. That was you.
That was me. I was going somewhere new.
You did that. I have to call somebody out right away because some people will be reading. That’s what I want to hit on. You don’t come across as being like, “Let’s get a sale done. I’m going to go out there and make sales happen.” Stereotypical alpha male energy of sales and pushing us. We are going to get into a lot of this but was sales always something that you were excited to get into? Was this something that you were looking forward to? Listening to how composed and calm you are, more of a serene voice. It doesn’t jump out as being typical of what you would imagine a salesperson would have. Where did that sales come from for you to get into sales and do it at those levels?
You’ve hit the nail on the head. I am not your traditional salesperson. In the industry that I worked in, I mainly worked. It was a very male-dominated industry. I was usually the only female salesperson on the sales teams that I was on, especially in the last several years of my career in that field. I’m introverted. I tend to be shy. I had to figure out how it was going to work for me but I did have some upbringing that led me down this path.
You can control how much money you make just by being really good at what you do. Click To TweetMy grandfather and dad owned a tool store. At the age of ten, I worked in the tool store, ringing up at the cash register all through my teen years. My grandfather loved to make and talk about money. We had a lot of conversations. I spent a lot of time with him. I grew up in Boise, Idaho. When I moved to Washington state, I had to get a job right away because I was newly married and got to go back to school. I was going to finish my degree and needed money to come in.
I got my first job working at a mall kiosk for the holiday season, and it was the first time that I ever made a commission. The job was minimum wage. It was way back in the old days when the minimum wage was $4.25 an hour. They had this commission structure that depended on how many hours you worked, you had to sell a certain amount. Once you sold over a certain amount, you would be paid a commission.
Sometimes I was doubling, tripling, and even doing better than that to what my hourly rate wage was. I got hooked on the idea like, “I can control how much money I make by being good at what I do.” The commission piece was very attractive to me. When I was in college, it was a big, huge college project. Eighty percent of our grade was around going out and getting a company to let us come in, interview people in all the departments, come back, and do this huge presentation about this company.
The company that my partner picked was this tech company in this tiny little town in Washington state called Poulsbo. They sold the third LCD panel ever made. I don’t even know if you might be too young to remember these but the panel sat on top of an overhead projector. They hooked up to a computer, and you could see the image up on the wall. It was like this flat panel. That’s when I started selling. It had this commission piece to it, and I got excited about commission sales and what that would do for my life.
Male-dominated industry. I had to find my own way. When I went to the manufacturer level, I also started studying Neuro-Linguistic Programming. I dug deep into it because I thought, “This is going to make me a better salesperson.” What it did was it made me a better communicator. It made me able to pick up patterns, language, and the way that people spoke. It made me better at building rapport with people. I focus on this relationship side of sales, and I have had a lot of success being me and strategic.
I also have some notes to ask you about the NLP stuff. There’s so much that we are going to unpack. This is going to be a very action-packed and valuable episode for people. Before we move forward, one thing I want to clarify or get your perspective on. Back in the day, you are working in this male-dominated industry as a woman. In addition to that, you are the exact opposite, I’m guessing here, of the typical approach. The approach that you saw was dominated by men, you didn’t like that approach, and it didn’t feel it was right for you. Do you think that provides an advantage for you in a way that it was a distinction between what most buyers expect?
I’m playing this out here as a bit of an improv but would that allow them to lower their guard and go like, “This is different and refreshing or am I way off the mark?” I’m asking partly because there are a lot of other people out there, regardless of gender and so forth, who feel like, “I’m an introvert. I don’t like sales. I don’t like the typical sales approach.” You are almost showing that some of these things that people at first glance might feel would be a disadvantage for them and can be an advantage for you.
I would say the thing that works, and this is the stuff that I now teach, is you have to find your style. What is authentically you? I have worked with people that are really hungry and have an aggressive sales mentality. I have worked with many over the years. Every once in a while, they don’t usually come and hire me anymore but once in a while, they will come and hire me because they want to learn some type of a skill or technique that I’m teaching.
Those people shy away from me because they are like, “She’s too soft for me.” The thing is that whatever your style is, it’s learning how to be strategic and find a structure. I believe in a structure that there’s a structure to excellence. It does come from my NLP background that when you can find a structure and apply it in your business or your life, you can get exceptional results if that structure has a proven structure. I teach a lot of structure regardless of your style.
We have all been on the receiving end of working with somebody who’s got that aggressive but they are fun to be around. They have got that high energy. When it’s authentic to them, it’s okay. We go, “That’s them. That’s who they are.” I like it. When you meet somebody who’s coming across as pushy and aggressive, and it feels gross, it’s because that’s not their true style.
They are trying to sell somebody else or do things that they have read about or been taught that don’t resonate. I’m going to say that it’s more about being true to who you are and having some structure and some strategy, and being more focused on the other person. The easiest way to earn somebody’s business is for them to feel that you care about them because you do care about them and that you are not there with your own agenda.
I don’t believe in trying to convince people to buy from me. I truly think that if somebody has a need or a want, it’s my obligation to offer them a possible solution as long as they have given me permission to do that, and I will stand in my place of credibility. Like, “Yes, I’m shy and an introvert but I do know what I know and I don’t hold back on that. I’m not afraid to recommend what I think somebody needs, and that’s going to make a difference in their life.” I will never recommend something that is more about, “I want the money.” I don’t care about that. I would rather have the relationship that has the sale.
I decided Bob Burg on the show not too long ago. He’s an awesome guy, and so The Go-Giver is the book I have that made him very well known in many circles. There’s a lot of overlap between what you are talking about and what he’s talking about. I have seen this play with the best salespeople out there that are focused on sales, or I have had success in their businesses that they are focusing on value-first on serving-first, not on transactional sales, which is where a lot of people get mixed up.
It’s partially understandable, especially if you are earlier stage in your business because you are so hungry to generate revenue that your mind tends to think, “I need to transact now. I need to bring in the business.” That can end up hurting you or shooting yourself in the foot because you don’t have your best foot forward if that makes sense.
The Go-Giver is such a great book. It is one of my favorite sales books and completely opened up my mind around. I don’t have to sell like everybody else. I can be me.
What was the impetus for you to stop working as an employee and start your own consulting training business in this area? What was going on in your life, and why did you decide to make that shift?
Build rapport with people and focus on the relationship side of sales so you can succeed. Click To TweetI’d mentioned that I had been in the industry in tech space for a long time. When you get into an industry like that, it starts to become pretty small. The same people might change their business cards or the name on their shirts might change but they are the same people. This is a true story. It was a Saturday morning. We were setting up for another trade show. In the tech space, you do a lot of trade shows.
Here I was Saturday morning, in San Jose, California, setting up for a trade show. I was looking around the room, and I looked at all the vendors. It was this huge auditorium, and I could see clearly around the whole room all the vendors that were there, and I knew somebody at every single booth. It was like this huge hole opened inside me.
I was very close to turning 40 and thought, “I don’t want to be here when I’m turning 50 talking to the same people doing the same thing.” I got interested in what’s missing in my life because I had a good life. If you ask any of my friends or family, they would be like, “She’s living the dream. She’s traveling. She’s doing all this crazy stuff. She’s making great money.”
Everybody thought I was living the dream but there was something missing. I left the industry and I went to work for my NLP teacher. She had moved to Washington state and asked me to help her build her business. I started doing some sales and marketing for her company, and that was when I started hanging around entrepreneurs.
Entrepreneurs, to me, are the coolest people because they have a passion and are going full force with this passion. I wanted to rub shoulders, hoping some of that passion would rub off on me. As I got to know more and more of these entrepreneurs, as I was showing up at networking meetings and hanging out with these people, I realized that a lot of them were struggling to make money. The reason they were struggling to make money was that they didn’t understand sales. Nobody had ever taught them sales. They weren’t comfortable with sales.
At that point, I was more than twenty years into my career in selling. I started helping some of them on the side wanting to be of service. I had one person in particular who we used to ride together to a networking meeting, and she would pick my brain the whole way there and the whole way back. She said, “Why are you not teaching people how to sell like this? It works.” and I said, “That seems dumb. Who would pay me to talk about sales?” The stuff that I teach seems natural and easy to me. She said, “This is not natural, and it’s not easy for everybody else. Why don’t you try this?” I made her a promise that I would give it a go. Here I am, several years into my business, having the time of my life working with the coolest people in the world.
Is that how you got your first few clients by starting off doing almost “free work” for people and not transitioning into more business of that kind? Was there a concerted effort on your part to go out and get business for you?
It was. I thought I was either going to go back and get a sales job and start making some real money again because I wasn’t making any money working for my NLP teacher or I could have gone and worked at McDonald’s and made more money that year. It was pretty bad. She didn’t want to work as much as I needed her to work to make some money that I was used to making. I thought, “I’m either going to go get a real job like a sales job or maybe I will start this business thing.”
This woman that I had mentioned had been talking to me up to her CEO, and they ended up hiring me to be their keynote speaker at their national sales conference that year, and my business was born from there because I went and spoke at the event. A ton of people wanted to do sessions with me afterwards, and my business started to roll. I started putting together offers. I put together a course. I hired a coach right away because I didn’t know anything about being an entrepreneur. That’s the story. Years later, here I am, having the time of my life.
Let’s dive into a little bit more around the actual nuts and bolts of sales. You can share some of the stuff that you are seeing working well in the industry. Do sales scripts have a place? Is it important to have them? Do you find that there’s a benefit to using sales scripts? If so, when would people even think about or should they be thinking about using them?
I don’t think anybody’s ever asked me this or if they have, it hasn’t been recent. Thank you for this question. I will say I’m a little anti-formulaic type script where you say this, the customer is going to save this, and then you say this other thing because that’s not how conversation works. I like scripts. I like examples and give a lot of scripts to get people started in the conversation.
For instance, I teach. It’s important that you have a structure to the questions that you are asking in a discovery process. Here are some potential questions, and some of these questions have to be very tailored to your business. I teach people how to come up with what those questions should be but I’m not a big fan and I did this. One of my first professional sales jobs was that dialing for dollars, and we had this script in front of us that we would read. When you used to get telemarketers calling you out at home during dinner, and they would word vomit the script. I don’t like those. I don’t think it’s a good use.
I’m not opposed to a script. I always call them language suggestions because I don’t even like the word script. My workbooks for my masterclasses are packed with language suggestions, and it’s more to give people the structure of the conversation. If you are going to write an email and doing a cold call type email, here’s some structure that’s going to be more impactful than the standard word vomit emails that we get as cold emails in our inbox all day long.
I remember one of our clients in one of our coaching programs. We provide a sales conversation script for people, not that you are supposed to read a word for word but it’s the way to understand and get comfortable with the process. He went back and practiced it, reading it himself over and over again to get comfortable and to understand what is the flow.
He went out and landed 4 of the next 5 conversations that you had and turned them into pretty lucrative consulting engagements because he knew what to ask and what to think through. I agree. That’s a great way to look at it. Let’s take the consultant who has had a great conversation with a buyer. They have identified in the conversation. The buyer needs help. The buyer wants help but the consultant doesn’t ask for the next step. They don’t ask to close the sale. Why does this happen?
Why it happens is because they are not comfortable with the process yet. One of the false lies that we tell ourselves is that if somebody wants to hire us, they will let us know. I had a woman tell me this one time. We were speakers at an event. Her name was Sarah, and I was talking about buying signals and how people give you buying signals, and how it’s so important that you act on them at the moment. When we were done speaking, we were standing off to the side, and she turned to me and said, “I know you say that you have to invite people to do business with you because that’s the only way they are going to say yes but I sell to adults.” That’s what she said to me.
Learn how to be strategic and find a structure. When you can find a structure and apply it in your business or life, you can get exceptional results. Click To TweetMy brain starts going a million miles a minute of like, “She sells to adult. Don’t I sell to adults? Who doesn’t sell to adults?” I’m rolling this through my brain. Finally, I said, “Tell me more about that. You sell to adults.” She said, “If people want to hire me, they will let me know.” I said, “Okay, sister. No, they won’t because our brains are lazy, and we have decision fatigue.” We often won’t make a decision unless it’s put in front of us.
If you have a great conversation with a project or a client that you know you can bring in your consulting services and can rock it for them, you have to close by issuing an invitation. Until you get that close, and it has to come out of your mouth, and it can be something simple. It can be like, “Here’s the proposal. Is that something you would like to move forward with?” That’s a simple close question.
If you don’t ask that, then what you don’t get is 1 of the 5 responses to a close, which I would say is either a yes. Awesome. You have a new client. A no. We got to check in and see what we did do wrong here or if they have a question that you have to answer to earn their business. I had a great coach. He used to always yell this at me, “Most people are one question away from hiring you. Give them an opportunity to ask the question.” You got to get to a close sometimes for that question to bubble to the surface. Maybe they have an objection, which I need to know about, and that’s only going to come out when I have asked for their business or the fifth thing, which happens more so than not, is people say, “I need to think about it.”
Another place where I feel like people make a huge mistake in the selling process is they go, “I will call you next week and check in with you.” If somebody says they need to think about it, let’s make sure we have a call scheduled to review their decision and any other questions they have. When someone says to me, “I need to think about it.” I say, “Great. About how much time do you think you will need? Let’s go ahead and schedule a circle-back call. That way, I can answer questions that came up for you, and we can decide about working together. How’s your Thursday at 10:00 look?”
What are your thoughts about it in that situation when somebody says, “I need to think about it?” Do you find it effective or is it for you a best practice to say, “Great. Of course,” out of interest, or what do you want to think about? What’s still left that you are thinking through? Do you ask that? Do you find that important or do you say, “Let’s schedule a time?”
Depending on how the conversation has gone. I’m probably going to check and say, “That’s totally fine. Can I ask if is there anything that we haven’t talked about that will be useful for you to know for you to make your decision because I want to check?” Some people are like, “I don’t make decisions on the first call.” Some people are like, “I need to check in with my business partner,” or whatever their reason is.
I will honor the reason and check to see, “Did I miss a step? Do they need something else from me?” If not, now by having it on our calendars, what I find is they do think about it and will usually make a decision to hire me oftentimes before we even get on that circle back call. They will either say, “No, I’m not going to hire her. I’m going to cancel my appointment with her, and there’s no need to talk.” Now they are not wasting my time or theirs or they come to the call going, “I have got one more question for you, and then I’m in.” I have a very high close rate on my circle-back calls.
Some people will be reading going, “I have experienced that. I do generate business, and I don’t have to ask for it.” My response to all those people who might be doubting or wondering how this plays out because they haven’t necessarily needed to ask for business is that, “That’s wonderful.” If you are in a place where people are coming to you, you are winning business and not having to ask for it, all good.
Almost certainly, if you are not asking for it, you are leaving a lot of money on the table. There are going to be a lot of opportunities and conversations where, if you are not asking or not suggesting that next step, you are almost certainly leaving a lot of opportunities. This is a best practice regardless of where you are in your business.
I totally agree. Amen. A hundred percent everything you said. I’m so in alignment with you on that.
Let’s then shift to talking about pricing strategies. What have you found from a sales perspective? You’ve worked on large-size deals. You’ve worked on smaller size deals. How important or effective have you found it to be, to begin with, an entry-level offering like a discovery offer as opposed to going right into a larger, full engagement offer?
Price point-wise, discovery offer. It could vary anything from $15,000 or $25,000 compared to a full engagement, which might be $50,000 to $500,000 or even $5 million. In your experience over the years, is it a best practice? Do you recommend that people begin with something smaller first as a way to get their foot in the door, develop or strengthen the level of trust, deliver results and proof, and build that relationship first before trying to go to a larger engagement? Have you seen a lot of success in going right into a full engagement?
I teach a structure to a sales conversation. I call it the selling staircase, and there are five steps in it. The third step is discovery. If you are selling a high ticket or a high-touch offer, you are probably having some conversation with somebody. Maybe you call it a consultation. I call it a discovery. In there, your job is to ask the right questions to find out what’s the need, want, or problem. When you move to step four, that’s the proposal. That’s when you are laying out your offer. My answer is based on what the person has shared for me or with me about their need, problem, and want. I’m going to recommend what I know is going to get them the solution.
If that’s a $15,000 engagement, that’s going to be my first recommendation. If it’s a $5,000 engagement, I’m not going to recommend the $15,000. I’m going to recommend what they need, not what I think they can afford. If they say, “$15,000, Nikki. That’s not exactly what we had in mind.” I will then offer them a step-down. “Here’s how we could get started together.”
I have offers in my lineup that range anywhere from being candid, $27 up to $10,000. Not everybody is going to be the right fit, and I don’t always know where people are. I like the idea of giving people a way to start with you that are on the fence. A little $27 offer is a very limited risk for somebody to take a $27 offer from me and like, “I’m going to dip my toe in the water with this chick and see if she’s got anything of interest.” I have turned $27 offers into $10,000 sales within a very short time because people will dip their toe in the water and go, “I would like some more of this. What’s next?” I give them the next step and then the next step after that.
In your business, you should probably plan to have this tiered approach, and don’t ever be afraid to recommend what you know somebody needs because you are the expert. There’s a reason they have come to you and talked to you or initiated some type of conversation with you. Be the expert. I only want to work with experts when it’s my money on the line. Be the expert and recommend what you know they need.
Your job as a consultant is to ask the right questions to find out the need or the problem. Click To TweetLet’s talk about NLP. You mentioned this scenario that you got into relatively early or at least before starting your business. Many people may not be familiar with what NLP is. You referenced it a little bit but why don’t you go ahead and give your definition or how you view what NLP is? We will get into a little more about how you’ve applied it to your business.
NLP stands for Neuro-Linguistic Programming. Neuro is the way we process information in our brains. Linguistics is the language piece of how I speak to you, any internal dialogue that I have, and any way that you speak to me. That’s the language piece. The programming has to do with habits and patterns. When you can start to recognize how people are showing up in a conversation, you can add flexibility to your behavior to make the conversation easier for the other person.
I teach based on my all-time favorite quote, which, unfortunately, I don’t know who the author of this quote is but it’s, “Blessed are the flexible for they shall not be bent out of shape.” I teach flexibility. How can you show up in a conversation, still be yourself, still be authentic, and be flexible to put the other person at ease? Not to manipulate, not to try to convince them of anything but to allow for them to be present in the conversation and to make a decision as to whether or not they are interested in continuing the conversation with you.
It’s the study of communication. That’s the most basic term of it but it’s also learning how to add some flexibility to your behavior. When you show up in a room, and you are like, “This is me. This is my style. Take it or leave it. Go kick rocks if I’m not for you.” A lot of people will leave it because they will say, “You are not for me.” If you show up in the room and have some flexibility in your behavior, and you are not trying to tell people like, “It’s my way or the highway,” they are probably going to want to engage with you more. They will be more inclined.
Can we take that and apply it to a sales conversation? We have consultants in many different industries all around the world that are tuning in and joining us. They are at many different stages of their business, from getting started to all the way up to very developed with large teams and so forth. Everyone has sales conversations in one form or another. If we apply NLP to sales conversations, what would be an example of a good application of NLP? Could you maybe create a bit of a situation and then introduce how you would apply NLP and what would that look like?
Here you tell me if you want me to go more in-depth or if you don’t like my situation, and I will come up with a new one. I’m suspecting that a lot of the consultants reading this are delivering proposals, for instance, to a prospective client. In a proposal, one of the big mistakes that people make is they write their proposals from their perspective, “Here’s what I will do for you. Here’s how I will solve this problem. Here are all the things that you will get when I do this and this,” but that’s about you, and the other person is more interested in them. An NLP technique here is to turn this around and make the messaging more. You focused more than I focused. Here’s what you will receive as a result. Here are the benefits you’ll get from this. Here’s how your company will experience such and such.
Make a you statement. There’s so much more interesting to the reader than it is to a bunch of I statements. I’m going to help you. I hope this helps. I want to do this. It’s like, “Nobody cares what I want.” They only care of how is it going to impact them. Making some switch in your language is a big thing in proposals.
That’s a powerful concept. I remember learning about this many years ago when studying copywriting and some of the greatest copywriters of our times and even before my time because many of them applied NLP ideas, and that’s what made some of their copywriting. A very powerful copywriting component is to write for the person, not for yourself. Position them at the forefront and not the other way around.
You are right that consultants tend to do that a lot in their presentations, talking about their own methodologies, and it’s all about them and their deliverables. Clients don’t want that. Clients want it to be about them and their situation. They might want to know what your deliverables are but a lot more important, they want to know what will the outcome or results be. What value will be created for them? How will they be in a better place compared to where they are? You want to focus on those things in your proposal.
Before we wrap up, I have a few more questions for you. One is that you have been building your business now for several years. What are 1 or 2 habits that you bring into your life on a regular daily basis that you find help you to maintain higher levels of performance, productivity, focus, and success? Anything that you do as a human being to stay at the top of your game?
One of the things that I do is that I invest a ton of money and time in my own personal and professional development. I have been doing that since the very beginning of my business. I did it obviously through my studies of NLP because none of the companies I have ever worked for wanted to pay for any of my training.
Do you see this in terms of the percentage of your overall annual revenue? Is there any framework or structure that you have for how much you are going to invest each year?
I’m going to say that if you ask my CFO, she and I have gone back and forth about this, that it can be anywhere from 10% to 20%, depending on the year. I’m pretty serious about investing in myself. I try to put myself in rooms and around people that I feel I’m not for it. I know this is going to sound mean, and I don’t mean this negatively to me. One of my coaches said this to me one time because I was telling him, “I’m uncomfortable in this room. These people are so much more successful.” He’s like, “Congratulations. You are the dumb and poor one in the group. That’s who you want to be.”
I do try to put myself in rooms where I’m uncomfortable, and I feel very stretched by being around people who’ve achieved things that I have either not yet achieved, or I haven’t reached that level of success. That’s one thing I do every day is I put myself there. The other thing that I do, which is more for my mental health, is I take walks along the Boise River and find that to be a real place of peace, calm, and clarity for me.
How about a book that you have read or listen to, fiction or nonfiction? Is there anything that you’ve enjoyed that you think others might also enjoy?
I did read not too long ago Atlas of the Heart, which is Brené Brown’s new book and it talks about emotion and how those show up. That is super important and relevant to sales but also it’s relevant to how we interact with people. I started reading a book that was recommended by one of those people whose stretching me to be around and hang out with this person, and it’s called $100M Offers. I’m not reading it. I’m listening to it on Audible. I’m totally down with some of these concepts that he’s talking about.
When you recognize how people are showing up in a conversation, you can add flexibility to your behavior to make the conversation easier for the other person. Click To TweetThank you for coming on here and sharing with us some of your journey, your story, and your best practices. I want to make sure that people can learn more about you and everything that you have going on. What’s the best place for them to go to do that?
The easiest way is if I wrap this around a gift, maybe for your readers. I like to give when I get to come on and be in front of somebody’s audience. I have an eBook it’s called Closing The Sale. It talks through the last three steps of The Selling Staircase. It gives some language suggestions or scripts if you want. It’s all about boosting your confidence in that close. You can get that by going to my website, which is YourSalesMaven.com/consulting. This is very specific for your audience.
Nikki, thank you so much for coming on here.
Thanks for having me.
Important Links
- Sales Maven
- The Selling Staircase: Mastering the Art of Relationship Selling
- Bob Burg – Past episode
- The Go-Giver
- Atlas of the Heart
- $100M Offers
- YourSalesMaven.com/consulting
About Nikki Rausch
Nikki Rausch integrates her 25+ years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, sharing with her clients the same approaches that led to her shattering sales records in her industry and receiving multiple “top producer” awards along the way.
A business degree from the University of Washington and her master certification in Neuro-Linguistic Programming mesh perfectly to create a powerful foundation upon which Nikki built tremendous sales skills and now provides enormous benefits for her clients.
Nikki has received numerous sales awards, shattered sales records across industries, and was featured in Female Entrepreneur Magazine. A sought-after speaker, she regularly shares the results of success through illuminating keynote addresses and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients. Many of whom have also reaped the benefits of her immersive VIP consultations.
Nikki’s three popular books are available on Amazon. And her podcast, Sales Maven, can be found on your favorite podcast platform.
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