Do you admire people who can do things “off the cuff?” When someone makes something look easy, many of us assume the person is just naturally talented. We don’t often get a peek behind the curtain to know how much time and effort someone has put into honing their particular skill. I had the very…

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clients dismiss your advice

When’s the last time someone hired you for your expertise only to completely dismiss everything you suggested? Maybe you assumed the client was being stubborn or maybe you thought to yourself, “What a jerk.” What should you do when clients dismiss your advice? We’ve all been around people that no matter what we say, the…

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Accepting Help with Sales | Sales Maven

Have you ever turned down help because you felt you didn’t deserve it? Many of us struggle with accepting help from others. So when should you accept help with sales? Sometimes we criticize ourselves for needing help. Often we feel guilty receiving help because it seems unfair to those that don’t have access to the…

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Pushy Sales: Do You Come Across As Demanding?

Would prospects/clients and colleagues describe you as demanding? And, how would you feel if they did? Pushy sales/ demanding salesmen are a good way to lose a client. When people are defined as demanding, it usually means they are especially hard to satisfy according to www.vocabulary.com. With that description in mind, is that how you…

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Slow down, we just met - Sales Maven Tips

Have you ever had someone you just met be overly familiar with you? Did you enjoy it or did it make you a little weary? Did you wish they would just slow down? Imagine meeting someone for the first time and within five minutes they’ve asked you if they can move into your house, form…

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kick em to the curb

When’s the last time you wanted to fire someone in your life? Maybe it was a client, a friend or even an employee. Having to release people from your life can be hard for everyone involved. However, there are certain people that will take advantage and you’ve just got to kick em to the curb.…

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rapport, protecting, sales skills, selling, sales coach

“Owe” vs. “show” – two very different words when applied to the selling process. People who are confusing the two may very well be hurting their business as well as their reputation. How would you describe the two in the context of selling? Recently I wrote an article titled “Whose Responsibility Is It?” which stirred…

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Have you ever wondered if you should and how much you might pay someone who gives you a referral? Do you already have some type of referral program in place in your business? If so, how’s it working for you? This is a question that has come up multiple times from clients recently. Let’s face…

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Do you possess the skill of how to make people buy? In case you answered “no” to this question, do you wish you possessed the skill to make people do things? What would you be willing to do or pay for such skill? The idea that in the selling process you can “make” people do…

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Three women with their arms around eachother

Who are the important people in your life that have shaped you? Has it been through their encouragement and guidance that you became who you are today? It’s a special gift to have a sales mentor and something not to be taken lightly. In my 20+ career as a sales professional, I have been incredibly…

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how to engage clients

Do you ever wish someone would show you how to engage clients who don’t respond? Maybe you’ve tried everything you can think of and still nothing. At this point, have you written the client off completely or are you still actively pursuing them? People who’ve followed my work for a while know I’m not a…

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being right

How much do you enjoy being right? Does being right bring you a huge sense of satisfaction? Do you know when being right is actually wrong?  When being right costs you clients, it’s wrong. To be completely transparent, I LOVE to be right. Being right brings me a huge sense of satisfaction. If you were…

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social media, selling, using social media to sell, rapport, relationships, Sales Maven

Are you using social media for sales of your products/services? Maybe you’ve been told this is the best way to grow your business and spent countless dollars as well as hours trying to learn how to do it effectively.  Maybe you’ve just been trying to do what everyone else is doing. What have your results…

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selling to women, rapport, sales training, selling skills, Sales Maven, Nikki Rausch

Do you wonder how to sell to women? Does selling to women require a different strategy than selling to men? Last, do you treat your male clients differently then you treat your female clients? A few weeks ago I attended a conference in Southern California geared towards women business owners called Biz Chix Live. It…

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close talker, sales tips, sales maven, Nikki Rausch, rapport

How do you feel about close talkers? Your answer may depend on who the close talker is and how much rapport they have with you? Have you ever struggled to stay in a conversation with a close talker even when it’s an important client? In the last couple of weeks, this question of how to maintain…

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awkward situations, business conversations, sales tips, sales maven, sales speaker

Handling awkward encounters is something we’ve all had come up in business. When’s the last time you avoided attending an event because you were worried about running into someone? Did you regret not going after the fact? Maybe there was business to be had and because you weren’t there, you missed out on working with an…

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Business Favors: When someone tells you after the fact that they did you a favor how do you generally respond? Most likely you’re grateful. However, what if the person acts a little put out by doing you a favor even if you didn’t ask or expect the favor in the first place? Do you start to…

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non-verbal communication, sales technique, sales maven blog, Nikki Rausch, Uncomfortable client interactions

When’s the last time you had an epiphany? Maybe you’d been overlooking something staring you right in the face. Were you pleasantly surprised at your new realization? And did you immediately implement your new awareness of this? Techniques in sales are all over the place. Once you are able to hone in and use them…

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“Thank you for your patience.” What’s worse, being forced to endure something you don’t want or having the person forcing something on you act as if it was your idea in the first place? Depending on the situation, you may speak up right away and put a stop to it, or if you want to…

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success leaves clues

Success Leaves Clues. When’s the last time you thought about what success means to you? Is this something you focus on regularly? Years ago when learning Neuro-Linguistic Programming (NLP) we learned that success leaves clues. Learning how to pay exquisite attention to the people who are having success in certain areas of their life/business will give…

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gift sales

Which do you prefer, receiving a thoughtful gift or giving a gift that someone will cherish for years to come? Maybe in the last few months, you’ve done a favor for someone that to you seemed insignificant. Yet, to the person on the receiving end, it felt like an enormous gift that made a huge difference…

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assumptions in sales

Assumptions in Sales: Have you ever been in a situation where someone says to you, “I have something to tell you, and you’re not going to like it?” Do you instantly go on the defensive or maybe brace yourself for bad news. In certain situations, the person might be right in their assumptions about whether…

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sweet spot

Do you ever find yourself feeling disappointed that the important people in your life don’t take much interest in your business? Maybe when you started out you thought your friends and family would be great supporters and maybe even clients. A few months or even a few years into your business you’ve probably found that…

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unconsciously incompetent

Have you ever had a day when you felt like banging your head on your desk if another client asked you this dreaded question, “Why do you need to know that?” How many times have you needed information from your client to deliver on their expectations and they acted put out by your request? Does…

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Sales Tactics and Strategies:

Sales Tactics & Strategies: There’s a lot of talk about the power of vulnerability and how it connects people. Since a big part of what I teach is building rapport and developing long-term client relationships, the concept of vulnerability comes up frequently. At one of my speaking events last week a Therapist in the audience…

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create curiosity

Have you ever noticed the difference between how you call a dog vs. how you call a cat? Many times when people call dogs, there is excitement in their tone and an almost frantic pitch to their voice, “Come here boy, come here boy…” When calling a cat, we tend to take a different approach.…

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client relationships

When you’re in the position of being a client/customer, do you enjoy being thanked for your business? Is it important to you? Let’s face it; you can have the best product/service in the world and it doesn’t really matter unless you have clients. And since we know people buy from people they know, like and trust, building…

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sweet spot

Have you ever noticed when you’re learning to do something new, you have to concentrate hard with little to no distractions in order to do it right? And then as time goes by and you practice a few times, it requires less concentration. Eventually, you can do it without having to really think about it.…

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Sales Maven, Sales Tip, Sales Maven Blog

Have you ever met someone and instantly thought to yourself, this person is only interested in selling me something? If you’re like me, that is an instant turn off, and usually, I want to get out of that conversation as fast as possible. Too many people are approaching sales as if the only thing that…

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Rapport, Honest Sales people, savvy selling

Do you love to network? Do you look forward to attending networking events? I asked these same questions while presenting to a networking group recently and not one person raised their hand. The next question was, “How many of you network because you see the value of building your community and it’s where at least…

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Rapport, Honest Sales people, savvy selling

Do you love to network? Do you look forward to attending networking events? I asked these same questions while presenting to a networking group recently and not one person raised their hand. The next question was, “How many of you network because you see the value of building your community and it’s where at least…

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When’s the last time you sent out emails announcing some great new program and didn’t get a single response? Or you emailed an invite to someone to set up a time to chat about how your product/service may benefit them and never heard back?  It’s so stinkin’ frustrating. It’s easy to get discouraged when this…

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Networking, Sales Conversations, Business Conversations, Savvy Sales Tip

When’s the last time you attended a networking event? If you’re like me, you regularly network as a means to build your community and grow your business. At said networking events, have you ever encountered the person who’s only interested in talking “at” you about their business? The person doesn’t seem the least bit interested…

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business woman responding to criticism

Have you received any criticism lately? When you receive criticism do you go into fight or flight mode (the instinctive physiological response where you either ready yourself to resist forcibly or you run away)?  Which one is more common for you – fight or flight? When criticism comes from a client, responding with either a…

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woman looking in rearview mirror

As we begin 2016, many of us will spend time reflecting on what worked in 2015, what we want more of in 2016 and setting new goals to achieve. As you spend time reflecting and planning, consider taking some time to put yourself in the shoes of your clients. After all, clients are the one…

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Savvy Selling, Sales Maven Tips, Sales Skills, Selling, Sales Training, Sales Tips

When’s the last time your phone rang and when you picked up you heard a pre-recorded message “selling” you on who to vote for, what service to sign up for, etc. Did you listen to the end? Were you influenced in any way by the pre-recorded message? When I receive these pre-recorded messages, I hang…

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Sales training, Sales Coaching, Sales Mentoring, Sales Tips

Have you ever felt like a business was so in love with their cool new technology they forgot to connect with you as a customer? A new trend that comes to mind is the restaurants where you walk up and place your order on an iPad and pay without having to talk to the person…

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Client Retention, New Clients, Customer Acquisition, Savvy Selling

Do you ever get tired of people telling you what you “should” do or what you “must” try? It’s become a popular tactic on social media, and if you’re anything like me, it’s off-putting and repelling. I worked with a client recently who didn’t understand why people stopped interacting with her on Facebook. When we…

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Sales Tools, Savvy Selling, Rapport Building, Selling

You’ve heard the saying, “A picture’s worth a thousand words.” Here’s a new one for you, “A picture is worth thousands of dollars.” Or at least it has been in my business, and there’s a good chance it can be in yours as well. Do you already have a professional picture of yourself depicting the…

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Safety, Client Interactions, Savvy Selling, Rapport, Communication

An important selling technique is knowing how to create a safe environment for your clients. Safety can come in many forms and serve multiple purposes in the selling process. Safety in the context I’m talking about is knowing how to put your clients at ease so they’re more open to hearing your message and doing…

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pacing, rapport building, sales tip

When’s the last time you found yourself interacting with a client and thinking to yourself, “Geez, I wish this person was more upbeat, relaxed, friendly,…, more like me.” Last week I had the pleasure of training sales professionals in Phoenix.  One of the guys in the room shared how difficult he finds working/selling to people…

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business discussions, rapport breaker

Have you ever been in a conversation with someone where you thought to yourself, “Do I even need to be here for this, I’m not even a part of the conversation?” In the last couple weeks, I’ve had 3 separate experiences where I found this thought popping into my head. Believe it or not, in…

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Have you ever had an interaction with someone where you felt compelled to share the story with others afterward? Last week, I was contacted by a salesperson, and the communication between us was so interesting that I’m sharing it in hopes you find some useful tips to apply to your client interactions. The Situation: Out…

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Rapport is like a bank account. You’re either making a deposit, or you are making a withdrawal in each client interaction.  Do all that you can to build up your rapport “bank” balance to keep the relationship strong and moving forward.  We all know people buy from people they know, like and trust. Addressing clients…

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How often do people ask you this question, “Does that make sense?” How often do you ask people, “Does that make sense?” I admit this comes out of my mouth way more often than I would like. You might be wondering why I would suggest another way to phrase this question. Here’s why: This question, in a way, puts…

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A simple way to build rapport with prospective clients and deepen your rapport with existing clients is to learn how to get in sync. When it takes less energy (when you are in-sync), your client’s ability to pay attention, converse and ask questions increases. Learning ways to get in sync and maintain rapport: increases your…

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