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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stop using sales funnels - Sales Maven Tip

Have you ever heard of the sales funnel? The concept of filling a sales funnel is something many sales professionals have had hammered into us by our bosses for years. They love to tell people, “You’ve got to fill your sales funnel.” However, the concept—and what it takes to fill a sales funnel—is more about…

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

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close more business

People often want to know the secret of how to close more business. Who wouldn’t want to increase their sales this year? It’s rare to find someone who doesn’t need any more business. Even when you have a full client load, you still should be prospecting. The fact of the matter is clients leave eventually. The…

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Sales Maven, 5 years in business, sales trainer

According to the Small Business Association, 50 of all small businesses fail within the first 5 years. That seems like a staggering amount of failure. And it begs the question, how does the SBA define failure? So what are the odds of beating the odds? In today’s society just about anyone can start a business.…

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losing a client

Have you ever wondered how to keep from losing a client who says they can no longer afford you? Chances are they would very much like to continue to work with you but something in their finances has changed. Now, they’re looking for ways to cut expenses and you’re on the chopping block. In this…

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Athletic woman doing planks

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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giveaways

When’s the last time you gave away product/services to a “well-connected” person in hopes they’d refer people to you? How did it work out?  Have they sent a ton of business your way? Read on about why “well connected” giveaways might not be best for your business. Chances are, the well-connected person hasn’t even sent…

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help clients

When’s the last time a client had a hard time articulating what they need or want from you? When you’ve been doing what you do for some time, you might just assume you know based on your prior experience with other clients. However, when you assume, you may completely miss the mark. You might need…

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Condescending clients sitting on a throne

Do you ever wish you had a strategy on how to handle condescending clients? Every once in a while when selling, you’re bound to come across a client who doesn’t treat you with much respect. When you run your own business you may decide to fire these types of clients. However, there are times when…

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increasing pricing, sales training, price increase, communicating pricing changes

Wondering how to communicate a price increase to your client base? Nikki discusses a few indicators that should tell you it’s time for a price increase in your business. Then, she explains a few different ways you can go about these price increases while keeping your clients happy. We all get nervous to take the…

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raising prices, indicators, price increase, sales training, Sales Maven, Nikki Rausch

Do you ever wonder if and when it’s time to raise your prices? Many people make price increases around the first of the year. How about you? Is it standard practice for you? Or, has it been years since you did a price increase? When to raise prices is a topic many of my clients…

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assumptive close, selling skills, Sales Maven, Nikki Rausch, Sales Training, Speaker

The assumptive close selling technique, have you heard of it? Do you know when to use it? How about when not to use it? There are situations where using the assumptive close technique will ruin your chances of earning the business. Understanding how and when to use it will greatly impact your bottom line. First,…

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following up, sales follow up

Do you know the difference between following up vs. chasing clients? For those who answered, “Not sure,” you’re not alone. This is one of the questions frequently asked when talking about sales. People struggle with when and how many times they should follow up with prospects and clients. About a year ago I published an article,…

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giveaway, samples, demo gear, strategic, business building

Are you giving things away (e.g. samples, demo equipment, free sessions) as a means to build your business? Do you ever wonder if you’re wasting money on your giveaway? Would you like to be more effective and get a better return on your investment? There’s certainly a time and place to use a giveaway as…

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Woman earning business at her shop

Do you ever struggle with earning someone’s business because they’re already buying elsewhere? It’s unrealistic to think you won’t face competition in your industry. And even though there’s plenty of “fish in the sea,” sometimes our ideal client is buying from our competitor. It’s in these instances where you’ll need a strategy to attract your…

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closing, sales maven, Nikki Rausch, blog, selling tips, sales training

Are you fumbling the close in the selling process? Rest assured, you’re not alone. Being proficient at closing sales is one of the most requested skills I’m asked to teach. You can have the best product/service and you can even have the best price and still struggle to make money when you don’t know how…

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prospecting, sales maven, Nikki Rausch, sales tips, sales training

When’s the last time you wanted something bad enough you were willing to put in the time and effort to make it happen? Maybe it took weeks, months or even years. Was it worth it when you finally reached your goal? Was it worth playing the long game? The selling process can sometimes require you…

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Woman exhibiting relationship selling over a cup of coffee

When’s the last time you wondered if you should bring more intensity into your selling process? Maybe you suspect that your sales would increase if you were more aggressive. Yet bringing intensity may not be your style and therefore is too far outside of your comfort zone to be effective for you. Maybe you should…

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selling, old school approach, sales tip, consulting,

The shotgun approach to selling is old-school sales  (and not in a good way). How many unsolicited emails/instant messages do you receive every day from someone you’ve never met trying to sell you something? How often do you buy from these people? For those who answer anything other than “never,” you’re definitely the exception to…

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Selling, Nikki Rausch, Sales Tip, Communication, Opt-in Offers, Shame

Shame – it’s one of those emotions that can paralyze people into inaction. When’s the last time you felt shame in your business? Was it when you were asking for the sale? Maybe it was when someone was telling you how much they need your product/service but couldn’t afford your “high” prices. Shame is one…

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No sales? Do you ever feel confused as to what’s stopping people from buying from you? Maybe you have the perfect solution to meet their needs and solve their problems, and yet, they still say no. Being told no can be hard to hear. Knowing what to say when you’re told no is an advanced skill…

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knee jerk response

When’s the last time you had a really great idea, and when you presented it to someone, they gave you the knee-jerk “no?” A knee-jerk response is when someone gives you an immediate emotional response, and often in sales it’s a “no.” Maybe you’re familiar with this type of response in your personal life, and certainly,…

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my bad

Who in your life acts as if they are frozen in a certain time period? For instance, they’re still wearing the same clothes, have the same haircut, or the same way of thinking/acting as they did 20 or even 30 years ago. It’s as if they are stuck in the past. Innovation isn’t a blip on the radar…

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potential clients applauding after a sales presentation

Potential Clients: Do you like to be chased? For instance, if someone right now said to you, “I’m going to chase you,” would you prepare to run? And, would it be kind of fun? Would you enjoy it? In the selling process when you’re chasing after clients, it’s usually because they are running away. When this…

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Sales Maven Blog, Nikki Rausch, Sales Tips, Client Relationships

Have you ever found yourself in a situation where you fully intended to buy something only to find you didn’t have enough cash and the store didn’t accept credit cards? Maybe you left the store thinking you’d come back in the next day or so to make the purchase. A month or so later, you…

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Sales Maven, Sales Tip, Sales Maven Blog

Missed Opportunities: When’s the last time you stopped and evaluated the materials you’re putting out in the world to build your business? For those of you like me, you complete something, and then you move on to the next thing. You might rarely evaluate your brochures, your business cards, your photos, etc. They become background…

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business owners gesturing that business is open

Have you read or heard about  The Compound Effect book by Darren Hardy? Years ago someone suggested I read it, and the message made so much sense that I continue to refer to the concept over and over again in my personal and professional life. Here’s how Mr. Hardy describes the concept of The Compound…

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customer sales

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.” Did you feel frustrated and maybe a little confused. Do you know what happened, what caused them to back away from the purchase? And…

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happy shopper after receiving a customer discount

How do you respond when someone asks you for a discount? Do you feel compelled to offer one or are you comfortable saying no? Many people struggle with what to say when asked for a discount. A little over a year ago I published an article with some specific language of what to say when…

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avoid attachment

Avoid Attachment: When’s the last time you worked hard to earn a client’s business only to be told you didn’t get the deal? Were you disappointed, frustrated, or even ticked off? It sucks to work hard for someone and have them not understand the value of what you’re offering. Buddha has been quoted as saying,…

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price list

Price List: When you visit a website looking for pricing, and it’s not listed, what do you do next? Do you fill out a request form asking for pricing or do you go back to Google and click on the next option in your search? At a speaking gig recently, a participant in the audience…

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Suggestions For Improvement

Suggestions For Improvement: When’s the last time you had a huge ah-ha moment? And when’s the last time that ah-ha moment was realizing you had a huge blind spot hindering your business? My big ah-ha moment of realizing my blind spot happened recently. The frustrating part of this “big” realization was people had been telling…

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follow up

How good are you at a follow up with prospects? When you meet someone and take their business card, do you immediately reach out to them once you’re back at your office? Or are you like the rest of us and the business card goes into a pile on your desk of people you’re “going…

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business woman exiting a conversation gracefully

Have you ever found yourself in a conversation and you’re not quite sure how to end the conversation gracefully? Maybe you attended a networking meeting recently, and although you enjoyed the conversation, you knew it was time to move on, yet stayed because you didn’t know how to bring it to a close. This week,…

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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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interrupter

Don’t Be A Conversation Interrupter   Are you a conversation interrupter? Do you enjoy being in conversations where you get a sense that the other person has a hidden agenda? When this happens, do you keep your guard up? Maybe you’ve been in a conversation before where you thought it was going well, and then the…

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clear the field

When it comes to growing your business and specifically sales, how’s it going? Are you on track and meeting your weekly and monthly goals? For those who are rocking their sales, Congrats! You deserve recognition for your hard work and effort. For those who aren’t yet where they want to be, let’s get serious. Time…

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Savvy Sales Tip, Sales Maven, Sales Training, Selling Skills

When a prospect brings up a competitor, do you ever feel frustrated or even irritated? What about when the competitor is not transparent with their offer, and it makes it look like they’re offering a better deal than you? Most of us get frustrated in these situations. It’s common to want to point out all…

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What not to do when selling, handing out business cards, savvy selling, savvy sales tips, rapport breaker, sales,

Have you noticed lately people handing you multiple business cards? Maybe its just me but this is happening more and more. These people say things like, “Here take a few business cards and hand them out to anyone else you know that might want to work with me.”  Oh boy, who told people this is…

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client follow up, sales follow up, sales cycle, savvy sales tips

Have you ever wondered how many times you should follow up with someone? Have you ever worried you were coming off as pushy by asking someone multiple times to do business with you? Maybe you’ve felt concerned you’d damage the relationship with your client if you pushed any further? Well, you’re not alone. One of…

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Don't Chicken Out, Holding Back in Sales, Savvy Selling

When’s the last time you got yourself all pumped up to do something to grow your business only to chicken out at the last minute because you were worried about what other people would think of you? Recently, I was the guest speaker at a Business Among Moms event where the attendees asked sales related…

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Thinking pattern, success, sales, Savvy Selling

What thoughts come to mind when someone says, “Why me?” or  “Why do these terrible things happen to me?” Do you agree with the person, maybe feel sorry for them? Is life being unfair and picking on them in some way? We all know life’s unfair. None of us are exempt from curveballs being thrown…

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Getting Told No, Closing Business, Savvy Selling

It’s true; it sucks when a client you want to work with tells you “No.” Maybe you’ve worked hard to earn their business. Maybe you know your product/service is a good fit to solve their problem and meet their need. Maybe they have a large network of contacts and would be a potential referral source for your…

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Pricing, Selling, Talking Price

Talking price is one of the more common struggles my clients face. It can be uncomfortable, especially when clients ask for a discount. Learning not only what to say but how to say it is crucial to your success. In the Savvy Selling tele class I teach simple techniques on this topic and many participants…

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Have you ever had a client who’s expressed interest in your product/service, and then they drop off the face of the earth, never to be heard from again? Do you assume they’re no longer interested? How many times do you follow up before you make the decision to move on? Recently a client expressed some…

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How long has it been since you either said or heard said: “What goes around comes around?” Consider this phrase and how you might use it to impact your business/sales in a positive way? For instance, let’s take referrals.  Have you ever given a referral to someone only to have them refer business back your…

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