#073: Nikki Rausch – Being Authentic and Selling with Integrity

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.

22:14 End

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