Two women using video as a sales tool

Have you started using video in sales as a sales tool? Maybe you’re shooting Facebook Lives, uploading videos to YouTube, and/or putting on live webinars as a way for people to be exposed to you and your work. However, you’re using video to grow your business, congratulations. It can be uncomfortable and scary to put…

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Woman in office shivering when sales go from hot to cold

When’s the last time an interested prospect did a 180 and went from hot to cold seemingly out of the blue? Did you make up a story in your mind of what happened? Maybe the prospect gave you a reason but you suspected there might be more going on. Below is some coaching for sales…

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Woman working on content creation for revenue generation

How much content do you create each year? Are you monetizing the content you create? What would happen if you were not able to create anything new for the next 12 months? Continue reading to learn about content creation for revenue generation. A few years back, my brilliant business coach at the time (Mary Bicknell)…

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stop saying I promise when selling - Sales Maven

In the last few years, there have been some great articles written about things women say that undermine our credibility. Do a few of these phrases already come to mind for you? Have you stopped using them? Is “I promise” one of them? One of the phrases that caught my eye and made me rethink…

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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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When two isn't better than one - Sales Maven Tips

Step One: When’s the last time you said or heard someone say, “Two is better than one”? There are certain things where this statement certainly rings true. For instance, when you’re talking about: leads referrals clients testimonials cookies However, there are instances where two really isn’t better than one. Here are a few things where…

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giving too much information

When’s the last time you thought a client was ready to buy and then they didn’t? You got the dreaded response, “I’m going to wait and think about it some more.” Were you frustrated and maybe a little confused? Do you know what happened to cause them to back away from buying? And more importantly, was it…

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email list

Are you actively focused on growing your list of email subscribers? Do you know what the biggest source of leads has been to grow your subscriber list? More importantly, how engaged are the people on your list? Growing and nurturing an email list is an important aspect to a thriving business for most entrepreneurs. It’s…

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recognition

How often do you take the opportunity to recognize a business/entrepreneur who you appreciate? Maybe you do this on social media or maybe you do it when in conversation with another person. Are you using these opportunities to establish your own credibility at the same time? Recognition is huge in sales! Recognition is something most…

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complimentary ticket

Are you feeling stuck wondering what your next best business step is? Do you know how to stop feeling overwhelmed so you can get more done and have more time to spend with your family? … then here is something for you. A fellow entrepreneur, business coach and new mom, Olga Szwed, has put together…

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Business woman stuck at desk

What’s your biggest mindset struggle when it comes to selling? Do you worry about people judging you? Are you stressing about saying the right thing? Do dread initiating sales conversations? When’s the last time you didn’t send an email, post on social media or pick up the phone because you worried about what people would…

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pricing

What shakes your confidence when selling? Is there a particular thing that happens between you and a prospective client that causes you to question your offer(s)? Do you know how to fix it? Is it pricing? One of the most common thing that shakes people’s confidence in the selling process is receiving any kind of…

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How confident are you in your product/service offerings? Do you ever wonder if you should add, change or delete anything from your offerings? When’s the last time you took a hard look at what you’re offering clients? How about having someone else review your offerings, have you done that lately? Sales confidence is hard to…

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results

Are your clients getting exceptional results from the work you do/what you offer? How important are the results your clients receive? For many entrepreneurs, the results their clients receive are the driving force behind what they do. Results are also something you should be getting paid for without being made to feel guilty about what…

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whose responsibility is it

Have you ever been in the position where you didn’t understand what was being offered and the seller reacted in a negative way towards you? So whose responsibility is it to make an offer clear? You might be able to make a case for both the seller and for the buyer depending on what position you…

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Are you currently afflicted with the Want-Ad Syndrome? This might be the first time you’re hearing of such a thing. By being aware of this limiting characteristic/behavior you can now decide to do something different. Stop playing small in your business and certainly in your life. How To Identify The Want-Ad Syndrome  Have you ever…

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sales tactics

Would you agree, at some point, certain behaviors you had as a kid are no longer cute when you become an adult? Are there things you did as a kid that you’d never dream of doing now? Do you already have one or two things in mind? How do these apply to your sales tactics? Maybe…

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Are you risking your reputation when you recommend someone? Do people hold you personally accountable if they don’t have a good experience with the person you recommend? Does this factor into your decision before you recommend people? Years ago, a guy, who had worked at the same company as I did previously, asked for an…

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follow-up, client acquisition, selling skills

Would you be interested to learn one irrefutable way to get more clients? Client acquisition is one of largest expenses for many businesses. Seriously, who doesn’t want more clients? A few weeks back out of the blue someone contacted me about becoming a private coaching client. When I asked how she’d heard about my work, she…

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high tech, high touch, sales training, rapport, Nikki Rausch, Sales Maven

When high tech and high touch are used effectively, you’re able to create a winning combo in the sales process. However, most people replace high touch with high tech instead of incorporating the two. This approach is likely costing them business. Are you losing customers due to your high tech approach? When technology is used…

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leader giving woman credit where credit is due

Have you ever noticed others cashing in on your credit? Maybe someone took your idea and claimed it as theirs. Many of us have had this happen a time or two in our careers. Not all people believe in the old saying, “Give credit where credit is due.” What about someone you learned from taking…

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Ideal Client, Relationship Selling, Sales Skills, Sales Training, Client Relationships

When’s the last time you were frustrated because your ideal client wasn’t buying from you? Maybe you’ve spent a lot of time and money mapping out who they are. Yet, that type of client still isn’t showing up and buying. There’s a simple, yet crucial step many people miss when identifying their ideal client. The…

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rapport, introductions, communication skills, selling

When making introductions, do you say your name? For those who had an immediate “Yes, of course, response,” are you sure? When someone you know introduces you, do you say your name to the person you’re being introduced too? It’s shocking how often people don’t tell you their name. It’s common for people to introduce…

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microphone, first impressions, Nikki Rausch, Sales Maven Blog

How do you feel about speaking into a microphone? Is having your voice amplified fun for you, or do you shy away from a microphone? How important is it that you make a positive first impression when meeting people for the first time? Would you be surprised to learn that it only takes 1/10 of…

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Client Interactions, Client Relationships, Technology, Scheduling Software,

Is your scheduling software for appointments turning clients off? When’s the last time you read through the message attached to your scheduling link? There are so many reasons to use a scheduling program and it can easily turn people off when not positioned properly. Two years ago I wrote an article called, Technology Isn’t Always The Answer. In…

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woman in business signaling don't say this

Resolving Client Issues: When you pay money for a product/service and something goes wrong, what do you most want to happen next? Do you want a resolution from the company/individual? Do you want swift action taken? Maybe you want an apology.  Or do you prefer to “hope” the right thing is done by you? Most…

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language patterns

Have you ever been in a conversation with someone who acted “as if” they already knew your opinion on a subject matter? Do you find being in a conversation with someone who constantly tells you what you know and how you feel annoying? Most of us would probably say, “Heck ya, people like that are annoying.” Language…

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Reek Of Desperation

What might an observer say when asked how committed you are to growing your business? Would the observer be impressed with your level of commitment or would you reek of desperation? What about your dedication to expanding your skillset? And last, what observations would they make about your willingness to invest in your personal and…

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create curiosity

How good are you at creating curiosity? And do you ever worry about coming off as salesy when sharing about your business? It’s a fine line – the difference between creating curiosity and sounding salesy. Be sure you understand the difference. Creating curiosity attracts people to you. Once they express interest, it’s your job to earn their…

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Do you ever wonder if you’re maximizing your business referrals?  When’s the last time someone sent you a referral? And how long did it take you to follow up with the referral? Check out this week’s tip on how to maximize referrals in your business. You may be diminishing your chances of getting another referral…

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aggressive sales tactics

Aggressive sales tactics can be a huge turnoff. How do you respond when people present their product/service to you in a way that makes it seem as if you don’t buy from them, you’re killing yourself, damaging the environment, and/or robbing people of basic human rights? And do you even listen anymore when this is…

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client retention strategies

Client Retention Strategies: When’s the last time you stumbled upon a sign that made you pause and ponder about a deeper meaning? Maybe the sign was meant to be funny, or maybe it was meant to help you find your way somewhere, and yet it made you think about how else the message applied to…

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woman diffusing an angry customer

Diffusing An Angry Customer: When’s the last time you lost your cool at a company for mistreating you as a client? Unfortunately, too often the way companies train their employees to handle angry customers is what escalates the situation vs. calming them down. A few weeks back, after multiple attempts of working with my bank…

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my bad

Ruining Your Reputation: When’s the last time you purchased a product/service only to be disappointed in the quality of what you received? What did you do about it? Did you ask for your money back? Did you write a negative review? Or, maybe share your experience on social media? There’s nothing worse than having someone…

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chef tasting cake mix

When’s the last time you got a taste of something so delicious you just had to have more? Or maybe you learned something so interesting you were enticed to find out more? One of the struggles I hear from clients over and over again is being unsure of how to pique the interest of prospects. Yet, when…

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woman minimizing misunderstanding communication by not speaking

Is there anything more frustrating than someone misinterpreting what you’ve said and taking offense to your comments? In this day and age, it’s so easy for this to happen. We communicate so much over social media, email, and text messages that we have little chance of correcting a situation before it can get blown out of…

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a big mistake

When you think about what you offer to your clients, do you consider yourself different from your competitors? Chances are your experience, your style and/or your approach makes you stand out from the crowd. How do you talk about your uniqueness? Do you end up having to explain yourself multiple times because people don’t get it…

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my bad

When’s the last time you were the customer and had a bad experience? Maybe it was at a restaurant, a local store or maybe it was with someone you hired to provide a service for you. Did you bring it to someone’s attention? And if so, how was it handled? It’s always been my opinion…

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sales snob posing

Are you being a sales snob? Is there anything worse than someone who wants to sell you something coming off as condescending or a sales snob? Let’s face it; nobody appreciates being talked down to. It’s a huge rapport breaker. And, if you’re anything like me, people who come off as condescending have zero chance of…

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Sales Literature: When’s the last time you were walking somewhere, and someone forced a piece of paper into your hand? Did you gladly accept it, take it and throw it away the first chance you got? Or, did you refuse to take it? For those who’ve been to Vegas and walked down the strip you…

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Have you ever met someone and thought to yourself, “Why do they keep making the same mistake over and over?” “The definition of insanity is doing something over and over again and expecting a different result.” -Albert Einstein Maybe there’s been a time in your life where you realized you fell into the above category…

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skeptical

When you read or hear about a new program that is promising never before seen results, are you skeptical? “Make Six Figures in Six Weeks” or “Lose 50 lbs. in 5 days” – Many of us know when it sounds too good to be true, it’s usually too good to be true. The result of…

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Business Reputation, Positive Impression, Rapport, Savvy Sales Tip

Have you ever wondered what people say about you and your business when you’re not around? Of course, we all want our happy clients out there singing our praise. But, is that happening? And if not, why not? Not too long ago someone (let’s call this person Chris) who I’ve admired in business was all…

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credibility, sales questions, pricing questions, charging clients, talking money with customers

It’s been said time and time again, people buy from people they know, like and trust. In order to build trust with clients, you need to be credible. Do you give your hard earned money to someone you don’t believe in, don’t trust, or question if they know what they’re talking about? When you ask…

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Bait and switch, misleading customers, savvy sales tip, transparency, relationship selling

A sure fire way to ruin a relationship is by misleading someone. Whether you fib to your partner, your boss, your best friend or to your client, the relationship will suffer and may even be damaged beyond repair. Misleading clients in marketing and in sales is known as bait and switch. Many times bait and…

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Presenting, Demonstrating, Teaching, Training, Sales Training, Sales Maven

Have you ever found yourself in the audience with a speaker teaching you something and talking so fast, you end up shutting down and giving up on trying to learn what they’re teaching? Maybe, you initially tried to stay engaged and then found yourself frustrated, feeling as if you needed more time, a slower pace,…

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Customer Commitments, Client Expectations, Customer Service, Selling Techniques

When’s the last time you committed to something for a client and because life got in the way, you ended up dropping the ball? Did it negatively impact your relationship with your client? Did you have to go back and apologize or did you just not bring it up the next time you interacted with…

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Sales Calls, Prospecting, Selling, First Impressions

Have you ever received a call from a sales person and they pretended you’ve met even though you knew you hadn’t? Or maybe they told you something they knew about you, however, the information was wrong. At what point did you end the call? Probably pretty quick. Last week, I received a call out of…

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Before you walk into a meeting with a prospective client, do you take a moment to collect yourself? If not, you may be costing yourself clients. In my NLP (neuro-linguistic programming) training, we spent a lot of time focused on state management and how your internal state impacts your thoughts, your communication and the impression…

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Where would you rate yourself on a scale of 1 to 10 on your level of curiosity? (1 being “not curious by nature,” 10 being “I gotta know more!”)? Year’s ago, I learned a communication technique that involved using the phrase, “I’m curious.” After trying out the technique and saying, “I’m curious,…” I realized, I’m…

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Learning to do something new can be uncomfortable. It requires change.  Most of us internally groan a little when we have to “change” something.  My long time teacher and NLP trainer use to quote, Mark Twain when talking about change, “The only person that likes change is a wet baby.”   When we’re in front…

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Imagine you’re thirsty. All you can think about is a nice refreshing glass of water.  You’re craving it; you know how good it’s going taste when you get your first sip.  Now imagine someone comes along and just before you pick it up to take a drink, they toss in a small clump of dirt.…

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When meeting someone for the first time, do you ever struggle with what to say when you get asked the question, “What do you do?” For those that sometimes stumble answering this question, I have a simple strategy for you. I learned this about ten years ago, and it has helped me. My strategy is…

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When driving somewhere new, how are you at finding your final destination? Maybe you have a strong sense of direction. If so, I admire that quality in you. I describe myself as being “geographically challenged.”  That means I get lost super easy. Back before we had GPS in our cars and on our cell phones,…

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