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Sales is one of those words that can make many creatives and entrepreneurs feel uneasy. But what if sales didn’t have to be stressful, awkward, or pushy? In this episode of the Take Your Shot podcast, I sit down with Nikki Rausch, CEO of Sales Maven, to explore a different approach to selling that’s based on connection, collaboration, and confidence. Nikki shares her insights on how you can reframe the way you approach sales to make it feel more authentic and aligned with who you are.
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Sales as a Collaboration, Not a Pitch
Many business owners see sales as something they do to a potential client, but Nikki offers a fresh perspective: Sales is something you do with someone. Rather than thinking of sales as convincing someone to buy, Nikki reframes it as helping a client make the best decision for their needs. By seeing sales as a collaboration and invitation rather than a pushy pitch, you can show up as yourself, building trust and rapport while offering a solution.
The Selling Staircase – Nikki’s 5-Step Process
Nikki’s approach to sales is all about breaking it down into clear, manageable steps. She shares her “Selling Staircase” framework to help you connect with clients in a way that feels natural and empowering:
- Introduction: The initial connection, whether it’s through social media, your website, or networking. Make a positive first impression and let people know who you are.
- Create Curiosity: This step is all about engaging your audience and prompting them to learn more about what you do. Share relatable stories, show the transformation your clients experience, and invite curiosity.
- Discovery: Also known as a consultation, this phase is where you learn about your potential client’s needs. Ask thoughtful questions to understand their pain points, desires, and how you might serve them.
- Proposal: Once you’ve identified their needs, it’s time to present your offer. Show them the package or service that aligns with what they’re looking for, and make sure you connect the value of what you offer to their needs.
- Close: Help your client make a decision by issuing clear, confident language about the next steps. Don’t be afraid to ask, “Is this something you’d like to move forward with?” to gently guide them toward a decision.
Mastering the Introduction Phase
Your first impression matters, whether it’s on your website, social media, or an in-person event. Nikki emphasizes making sure that potential clients know what you do and how you can help them. Rather than focusing on yourself, flip the perspective to highlight your clients’ needs. For example, instead of saying, “I’m a wedding photographer based in Minnesota,” say, “Are you looking for a photographer who captures authentic, candid moments?”
Your introduction is about opening the door to further conversation—sparking interest without coming on too strong.
The Power of Discovery Calls
One of the most valuable steps in Nikki’s process is the discovery call. This is your opportunity to listen and askOne of the most valuable steps in Nikki’s process is the discovery call. This is your opportunity to listen and ask questions that help uncover your client’s needs and determine if you’re a good fit. Nikki shares two types of questions to ask:
- Right Fit Questions: These help you gauge whether the client aligns with your style, services, and values.
- Expertise Questions: Use these to position yourself as the expert and show your understanding of their situation.
This approach allows you to have a genuine, honest conversation and builds a foundation of trust.
How to Present a Proposal Without Feeling Pushy
When it comes time to share your services or packages, it’s all about gaining permission and being clear. Nikki suggests saying something like, “Based on what you’ve shared, I have a package that would suit your needs. Would you like to hear more about it?” This keeps the conversation open and collaborative, allowing your potential client to say yes to learning more.
When you do share your packages, start with the highest-value option first and tie the benefits directly to the needs they’ve shared with you. This makes the proposal feel relevant and aligned with their goals.
Confidently Closing the Sale
Closing is often the most nerve-wracking part of the sales process, but Nikki’s advice is simple: Be clear and direct. Use language that makes it easy for the client to move forward, such as, “Does this sound like something you’d like to move forward with?” Don’t leave your client guessing—give them the next steps and make it easy to say yes.
Selling Isn’t About Pressure; It’s About Invitation
One of the biggest takeaways from Nikki’s approach is that selling doesn’t have to feel pressured or uncomfortable. When you shift your mindset to see sales as an invitation to work together, you make space for genuine connections and meaningful conversations. Clients want to feel supported and understood, and your role is to guide them toward the solution they need.
More Resources from Nikki
If you want to dive deeper into sales and boost your confidence in closing conversations, Nikki offers her free e-book, “Closing the Sale.” You can download it here to get more tips and practical advice.
Connect with Nikki Rausch:
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