My next guest on Scale Your Sales Podcast Show is Nikki Rausch. After 25 years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki Rausch decided to trade in her road warrior status so she could help entrepreneurs sell in a way that builds relationships, creates true connection, and results in more closed deals and long-term client.
00:00 Being Authentic and Selling with Integrity.
01:21 Sales should be buyer-centric, that’s how buyers want to buy.
03:33 As a seller, speak the language of your buyer’s brain.
05:40 It is not your job to convince people to buy from you.
07:37 More on Nikki Rausch’s book and methodology – The Selling Staircase: Mastering the Art of Relationship Selling.
10:17 In the sales conversation you must follow this 5-step process.
11:41 Why you need to know the language that encourages the brain to give an answer?
13:30 Nobody should ever feel trapped into buying and how this happens.
15:41 Having the right conversations in the right way.
17:50 Why asking the buyer for their decision-making criteria is essential?
20:47 Desert Island, Nikki would take a Kindle.
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