Your customers want their problems solved and sales is the first step with Nikki Rausch

Interview Insights

Selling is not about you; it is about the clients.
Offer what the client needs, not what they can afford. Remember, we are not just selling to them; we are providing a solution for their problem.
Selling is a process of building trust, creating curiosity, and discovering through conversations.

Nikki recalls working at her grandfather’s tool store and how this experience honed her skills in selling. [01:00]
Armed with experience and her grandfather’s wisdom, Nikki was impressed at her first job, being so natural at selling she got promoted at eighteen. [02:35]
Working for Hitachi America, Nikki observed Patrick, a more tenured employee who was not only killing it with sales but was creating customer loyalty. He taught her what it means to ‘make it about the customers.’ [06:52]
Nikki talks about selling as a process: Building trust, creating curiosity, and discovery. [10:03]
Selling, according to Nikki, starts at the discovery process because it is in this step where the conversation, virtually or in person, happens. [13:18]
Lisa was a client of Nikki’s who has her clients ready to take the next step with her. But Lisa was confused with the steps and was taking two steps back. [16:14]
How to prospect a client. Nikki likens this to the difference between calling versus calling a dog. [23:34]
Nikki talks about The Sales Maven Society and how this group didn’t only become a place of learning but a community of people helping each other. [26:32]
My Quest for the Best lightning round begins. [31:25]