Nikki Rausch is the Sales Maven. Listen in as she enlightens us on the sales process that can grow any entrepreneur’s business today!
-The most important step missed in the sales process.
-How to avoid the 3 most common mistakes in sales.
-What is your most important sales, tool
And so much more
Win The Hour Win The Day
Nikki Rausch Podcast Transcription
[00:02:06]Kris Ward: Hey, everyone. Welcome to another episode of Win The Hour Win The Day and today in the house, Nikki Rausch, The Sales Maven is here to help us so that we can just have so much more coming into our business and having fun doing it. Welcome to the show, Nikk.
[00:02:23]Nikki Rausch: Thank you so much for having me. I’m excited to be here with you.
[00:02:27]Kris Ward: Okay, Nikki. Sales sometimes can be a delicate subject. I know it’s got a bad name and I feel for years, it’s this idea as if you have something, are you going to force it upon somebody? But let’s just all say that we are in agreement as entrepreneurs, as business owners that we know that is not our motive. Our motive is to educate and make sure someone gets the help that we can deliver.
[00:02:51] So let’s put a pin in that and we start from that agreement. Nikki, tell us what we need to know in order for this to be a more smooth and effective process.
[00:03:01]Nikki Rausch: Well back to just even what you said here about putting a pin in this, this idea of like sales gets a bad rap. Sales is actually something that you do with people, not to them.
[00:03:12] And when you start approaching sales, as this is a width conversation, and it truly is a conversation, the objective is to find out, do you have a problem, a need or a want, and do I have a solution that will meet that problem that need, or that want, and then I feel obligated, honestly, to put that offer in front of you, and then let you decide that you are ready to move forward or you’re not.
[00:03:37] And either way is okay, because I’m focused on the relationship, I’m focused on the conversation and making sure that I’m being of service to the person I’m in conversation with. And now it takes the pressure off of that. Like, oh my gosh, I have to sell this person. Or, oh my gosh, this person’s going to think I’m slimy.
[00:03:56] You know, aggressive or whatever, because now we’re just focused on, ‘Hey, this is just me and you in a conversation. And we’re just chatting and we’re seeing, where should we go next?’
[00:04:06]Kris Ward: And I think you guys out there probably know better than this, but I’m telling you in a way in the beginning of, you know, I started my business many years ago.
[00:04:15] You, you would have this sense of like, oh, you need the sale, but I’m telling you those people that you drag across the finish line, kicking and screaming, or you know, that aren’t all in. Like, I want somebody hungry when I talk to people about, you know, how we can have help you with a business that supports your life instead of consuming it, if their eyes don’t light up, if they’re not all like, yeah, I’d like to be having evenings or weekends off and make you more money and just
[00:04:39] working on the real work. If they don’t get all excited about that, they’re not for me because then you’re doing all the work you’re carrying them through the relationship. It just starts off very negative. You can’t, you can’t convince anybody that you’re going to, it just doesn’t work. So don’t, I’ll stop my rant now. Continue.
[00:04:57]Nikki Rausch: Yeah. And I agree with that. Like your job in sales is not to try to convince somebody to buy from you or try to change their mind, or try to shame them in, you know, or, or make them feel so much pain that they can’t do anything, but hire you. Like I am so sick of all of this. Like garbage and that misconception around sales.
[00:05:17] Okay. It really is. It’s about being of service. It’s about showing up in a conversation and being strategic. This is why I teach the selling staircase, which is my five-step approach to the sales conversation. Be strategic in the conversation, but you don’t need to chase anybody. Like, as a matter of fact, I also say like, You should never be chasing clients.
[00:05:40] If you’re chasing clients, they turn into toddlers. It’s like, if you say to a toddler right now, that’s like three years old. If you say, I’m going to chase you, they take off running. They like, don’t even know why we’re playing the game, but they’re going to run and people will do the same thing with you.
[00:05:55] If you act like I’m going to chase you, they’re going to run from you. So you don’t need to chase. What you need to do is attract ideal clients and frankly, repel as fast as possible in the kindest way. The people who are not a good fit. That’s what I call the blessing release.
[00:06:12]Kris Ward: Oh, bless release. That sounds like a good fishing show. Okay. That’s blessing release. Okay. So we talk about the selling staircase framework. So the intro. Yeah. Let’s talk about that.
[00:06:25]Nikki Rausch: So step one is introduction and the idea behind the introduction is you need to make a powerful first impression. So think about how you are showing up in conversations and by the way, this impression can be made on social media, it can be made on your website.
[00:06:41] It can be made because somebody heard you speak at an event or however it is, or on a podcast even, are you showing up and making a powerful first impression, or are you the person who’s showing up and acting like. Well, maybe, you know, I can, sometimes I can help people who are like, Hmm. I mean, some people like what I do, it’s like no standing in your place of credibility, stand in your place of authority and talk about who you help, who you support, what people get when they work with you, make a powerful first impression, be confident about your impact that you make in the world. What people
[00:07:17]Kris Ward: I can’t relate to that though. Do you have to, I can’t relate to that and please tell me, well, I’ll tell you why. And I say this with love, and I say like, do you have to tell somebody that, do you, do you want me, like, you have to tell somebody to be confident?
[00:07:35]Nikki Rausch: Uh, no, I’m not telling people. I’m saying stand in your place of credibility.
[00:07:40]Kris Ward: Okay. Okay. Oh, I see. Okay. So I might be getting them confused. So here, this is a really good clarification. So my head I’m hearing you say, you know, oh my gosh. I just feel like, ’cause I get not annoyed, but I just think like, look, you have to show up and be confident or who is going to, but I think maybe what you’re saying
[00:07:56] is and when I talk like this, this is my enthusiasm for the topic. It’s not a criticism. So I think what you’re saying though, is maybe the mistake that so often we all make is I can come off in confident in who I am as Kris, but then maybe if I’m in business two years or six years, or my biggest, the person, I want to be role model after whatever my competitor, for lack of better word has been doing it for 15 years.
[00:08:22] And so then when I’m presenting it, you know, how do I say that not even that I’m an expert in this, but like, yes, I have a lot I can teach you. So I guess you’re owning your expertise, your experience. So I’ve heard that as not showing up confident, but I think what you’re saying is like, look, we’re all entrepreneurs looking for how much we still have to learn, how much we still have to do, but own where you are. Cause you know, more than them.
[00:08:48]Nikki Rausch: Yes, you got it. So I’m sorry. Lack of clarity on my part.
[00:08:52]Kris Ward: That’s me. Don’t blame you. Yeah.
[00:08:55]Nikki Rausch: The introduction piece is you want to put somebody at ease. You don’t want to be the person who shows up in the room like, ‘Hey everybody, I’m a really big deal. And you should recognize that.’
[00:09:04] Like, I don’t mean that. I mean, show up from a place of not acting like, because there are people ahead of you or behind you business that that makes you less than, or more than. It’s show up and be you. Stand in your place of your expertise, your credibility, and put the person you’re in conversation with at ease, smile, draw them in, ask them questions, be willing to engage in conversation.
[00:09:31] And that can again happen on social media that can happen face to face, but really the idea is can you build rapport with somebody quickly? And if not, then it’s learning some skills to do that. If you’re somebody who’s like, I’m really shy. Guess what? So am I, I’m very shy, but I know how important it is to show up and be of service to people.
[00:09:54] And people only want to work with people who are really good at what they do. Like I don’t ever go and give my money to somebody who I’m like, Hmm, let’s see what happens. Maybe they’ll be able to help me. I want to go and give my money and work with people who are like this person knows something that I don’t know, and I want to learn it from them or this person has something for me.
[00:10:15] That’s going to make my life better or make me happy in some way. So that’s who I want to work with. So you’ve got to be that person for your ideal client.
[00:10:24]Kris Ward: Okay. So that’s the intro. And then we’ve got, create curiosity.
[00:10:27]Nikki Rausch: Yeah. So creating curiosity is step two in the sales conversation, this is the most missed step in the sales process.
People forget, they go, they go right from introduction and they try to skip all the steps and they go right into sales mode. And that’s a huge mistake because if the person you’re in conversation with doesn’t have a need, a want, or a desire for whatever it is that you offer. Now you’re in convinced mode.
[00:10:54] You’re trying to change somebody’s mind about something and that feels gross and icky to the other person. Yeah. And also it can be confusing to the other person. They’re like, why is this person selling to me? Like, I don’t know if you’ve ever had this happen, Kris, where somebody just shows up and they’re like, you know, I went and looked at your website and you really need help with SEO.
[00:11:14] And here’s how I’m going to help you with SEO. Are you a little bit like well, first of all, you don’t know my behind the scenes on my website. I didn’t even give you permission to make your observation about my SEO and I don’t appreciate it. Right. So instead, can you create curiosity? So if I’m showing up in a conversation with somebody, I might say, you know, if somebody asks me just a really simple question, I want to be able to talk about business, right?
[00:11:43] Like that’s important to open the door. Like, are you even talking to an ideal client or are you just talking to somebody it’s nice to have a conversation with. So let’s say I’m in an event. I show up and somebody says something like, oh, how have you been lately? I could have a really basic answer. I could say I’ve been fine, but that doesn’t create any curiosity.
[00:12:04] But instead I might say, oh, I’ve been really great. I just got my workbooks ordered, ordered for my next masterclass today. That allows the other person to then maybe potentially ask me some questions. They might say, oh, what do you mean a workbook or, oh, what’s your master class about or, oh, who takes your masterclasses?
Now? It opens the door for me to start to talk about what I do and who I am.
[00:12:30]Kris Ward: Okay. So what you’re also pointing out here too, is we sometimes get this confusion when we pull up our chairs to the table, the typical boardroom table. Now I’m ready to sell. You’re really ready to be sold to. And really like, I often say when people have a pushback on sales, I say, listen, sales is everything.
[00:12:47] Sales is how you’ve got your date and your spouse and how you get the kids to bed and sales is everything right? Yeah. So I say that all the time, but yet I’m reminded of what you’re saying here is you know, actually sales is probably at its worst when you’re in a situation where, you know, there’s going to be some selling.
[00:13:06] So what you’re saying is integrated into all dynamics and that just then moves it through the process much more elegantly and simple. [00:13:15]Nikki Rausch: Yes. Because what happens is when you start to create curiosity, the other person will start to ask questions from their questions. Sometimes what happens is then buying signals happen.
[00:13:25] So if I say something about a masterclass and they go, what’s your masterclass about? And I say it and they go, oh, that’s so interesting. That might be something I should consider. Okay. Buying signals potentially. So now I might invite them to the next step in the conversation, which is discovery. Now notice I’m still not in sales mode.
[00:13:44] I’m in discovery mode. I’m here to find out now a little bit more about them. What’s going on for them? Do they have a problem in need or a want? And do I have a solution? So in the discovery process, I just jumped ahead. Are you okay? That I jumped to step three?
[00:13:58]Kris Ward: No, I loved it. No, no. I’m not guiding this.
[00:14:01]Nikki Rausch: I just want to make sure.
[00:14:02]Kris Ward: No, no, no, no. I was thinking that you’re so right. People tend to skip that and go right to sales. So yeah. I’ll tell you so you people can all listen in, but when I then say, okay, the next thing I rather, you move on to the next thing to me, have to guide you through the interview.
[00:14:15] So you’re good. Awesome. This to me is what you call a good interview. Fantastic.
[00:14:21]Nikki Rausch:So step three in the discovery. Now we’re asking questions and we’re not asking a question, letting them answer, and then selling them a solution. We’re asking a series of questions that we know that will lead somebody down this path to self-identify.
[00:14:38] Oh, I’m interested in more information here, or I’m interested in finding out a way to work with you or for them to go. This isn’t for me. And that’s okay. So we’re going to ask strategic questions and the discovery things like, well, what would, so for instance, if they’re asking about the masterclass, I might say, well, what would you say is your biggest struggle when it comes to sales?
[00:14:58] Okay, because that answer is going to give me so much information about this person that I can then should, I mean, maybe their answer is, you know, I just need help with marketing. Well, that’s not what I do. And if that’s their answer, then I can know that maybe this isn’t a potential person that would want to work with me.
[00:15:18] But if their answer is, I really struggled with closing and I’m so uncomfortable, even broaching conversations. Well, now I’m going to take that information. And at some point I’m going to bring it back into the conversation when I have their permission to lay out an offer. So step three, ask strategic questions.
[00:15:38] And the idea of these questions is not again to ask questions – sell. Ask questions – sales, just ask questions, get it clean, find out. Do they have a problem in need or want, and then I’m going to say to them, you know, based on what you’ve shared, you actually would be an ideal candidate for this upcoming masterclass.
Would you be interested to hear a little bit more about it and how it might apply to you? Cause…
[00:16:02]Kris Ward: Yeah, cause you know what, you bring up a couple of good points because two of the discovery parts, you’re also discovering if they’re a good fit for you. Right. So we deal with, you know, we help mostly service-based entrepreneurs who have been in business at least five, six years, and they’re just working more hours than they expected to at this point.
[00:16:19] Like, they look good on paper. They may have a podcast like yourself, or, and that’s fine, but they’re still working evenings and weekends. Right. So sometimes when I start asking questions in the discovery phase, they’re like, oh my gosh, you’re in my head. Cause I’ll say, well, you know, Like a little drug addict at night when your family’s in bed, you’re trying to get one more email done, like, yeah, yeah.
[00:16:37] Right. So, but then I’ve had people Zilly up at once or joys where I’ve had someone like, I would say, well, you know, so they’re trying to do it on their own and you definitely need to have a team. Right. A team can be two people, whatever. But so many people confuse having a VA as a team, but then you’re just dumping work on the VA.
[00:16:53] It’s not really a team. It’s more like a parent-child thing, but some people don’t even have that. And I said to this one guy, well, you know, why are you doing this all yourself? Because you really don’t have a business. You’re a sufferpreneur if you’re doing it by yourself. And he’s like, well, I don’t trust anyone.
[00:17:05] Everyone there is out there to screw you. And I was like, okay, we’re done. Like, I’ve got nothing. I can’t help. And I said to him very nicely, I do not have the skill set to change your world. So, you know, we’re good, you know, blessing release. Right. So I think that’s really important. Okay. Fabulous. So keep going there. Yep. The discovery.
[00:17:29]Nikki Rausch: So even what you just said there about that example, your identifying, am I talking to an ideal client and you, I’m going to say like, please give yourself permission. Any point in the conversation when you realize this is not an, I don’t lie it for me, for you to say, you know, based on what you’ve shared, I get a sense I’m not the best fit for you.
[00:17:47] So I’m going to decline continuing the conversation, but I’m so happy I met you and I wish you well, like I’m going to bring that to a close. I’m not even going to put an offer in front of them. I’m not going to ask permission to sell them anything. Because I, as the entrepreneur, I get to decide who I’m going to take on as a client.
[00:18:04]Kris Ward: That’s, you know, but that’s a really powerful point because I’ve been in, you know, whatever, little conversations like that. And they’re there to,you know, they’re asking about the whole, it’s a sales call. I don’t even like using that word strategy session, whatever, but it’s sales call. They know that they’ve showed up and you know, 10, 12 minutes in I’m like, I do not want to work for this person.
[00:18:26] And I’m sitting there. There’s been times where I’m like, I’m hoping she doesn’t get back to me or whatever, and you’re right. I should just be saying, you know what, based on what you’re saying, I, you know what, let’s just like, let’s not sit out a bad date.
[00:18:39]Nikki Rausch: Yeah. I just, even, I will say like, I’m going to respectfully decline continuing this conversation.
Thank you so much for your time. I really enjoyed meeting you and I wish you well. Yeah. And that is my like straight up blessed release. Yeah. I’m not here to try to tell you why you need to change your mind. And I’m not here for you to tell me why I need to change mine either.
[00:19:02]Kris Ward: You’re right. You’re right. Okay. Okay. Can you, my wise friend, Nikki.
[00:19:05]Nikki Rausch: So now we’ve moved to, I’ve gotten their permission. I said, you know, you might be a fit for this. Is that something you’d like to hear more about? They say, Yes. Now I’m in step four, which is proposal. Now this doesn’t mean a formal proposal, although depending on the type of business you’re in, it may. For me, a lot of times it’s like, here’s what I would recommend for you.
[00:19:26] And in the proposal step, this is, again, one of those places you have to really stand in your credibility and your job is to recommend what you know, they need not what you think they can afford. Oh, okay. And this can get in the way sometimes for people. Cause they’re like, oh, I don’t know if they would pay this much.
[00:19:45] Or, but if that’s really what they… based on what you’ve discovered in the discovery process, this is the best solution. You owe it to them to put it in front of them. Now let them decide. I’m not willing to spend that much, or I can’t swing that at this point or whatever. And then you can offer them something less expensive if that makes sense, but really standing in your place of credibility.
[00:20:07] Recommend what you know, they need. Make it a simple, clear offer. So I might say to them, you know, you’d be an ideal candidate for this masterclass, because we’re going to talk about, you know, some of the things that came up in the discovery, they said that they’re struggling with closing.
[00:20:24] They’re not having enough business conversations. We’re going to give you some scripts about how to initiate conversation or whatever that is. And then I’m going to follow up with step five, which is the close. Step four and five go so closely together. And you can’t really do one without the other.
[00:20:42] And step five is where you issue close language. So I’m going to clearly lay out my offer. And then I’m going to say, is that something you’d like to sign up for? Okay. And I’m gonna wait. Okay. And I’m going to let them respond.
[00:20:55]Kris Ward: Now I have been doing that. Well, I think for a long time and let me add this humblebrag. So when I tell you this, I’m going to tell you why.
[00:21:04] I think I did it well because I did it poorly for so long. And so before you think that I’m going to brag myself up, let me shoot myself way down. So what I was saying at the end is, does that seem a value to you, but whatever the language is, Yeah, I then stopped talking, where is in my early years of business, the first two years was in business like 12, 15 years ago.
[00:21:24] It was like Xena, the warrior princess, because I would be like, and here’s all the information, right. And you have to say whatever languages and I would defer to Nikki’s wise sales language. The sales may have been here. Whatever your sentence is. Then it doesn’t matter if it starts to rain or snow or wherever you are, whatever happens around you.
[00:21:46] You just can’t talk because I personally believe if you do, you’re going to you’re either going to backpedal or soften it or screwed up or over-talk, they’re thinking like you just have to stop talking. So I think that’s what you’re saying is the most powerful thing is then that’s it. Then you sit there in silence and they will speak because you’re just sitting there in silence.
[00:22:06]Nikki Rausch: Yes. So yes. So you make the clothes and however, and I loved your clothes language too. Is that seem of value to you? Yeah. And use zip it. And you wait and because if you keep talking, that’s called selling past the close and it’s kind of like handing somebody a really nice, beautiful, like clear glass of water and then throwing a little clump of dirt in it.
[00:22:28] And then saying, now drink up, like, who wants to drink that? You might say it’s a little clump of dirt. Well, now you’ve just muddied the water. Stop muddying the waters, leave it clear. Be quiet.
[00:22:39]Kris Ward: I can tell you a quick story that you might want to borrow Nikki. It was a client of mine and he traveled for his business and stuff.
[00:22:46] And he was in Japan because he dealt with bigger corporations and all this other stuff. And his, we were talking about sales one day and he said he was somewhere and there was him and his sales person. And then there was the person they were selling to. Mr. we’ll call him Wong, whatever. Right. And so they were doing the sales thing and then.
[00:23:02] Mr. Wong went to say something. And the guy that was with the company started talking and blah, blah, blah, and saying, well, you know what, listen, and why you really want to do it now is your quarterly projections. And this is really gonna make a difference compared to where you are, the whole thing. And then Mr.
[00:23:15] Wong went to say something else. And the guy again, we said, and also, so, you know, you get the idea at whatever. And so finally my business friend said, listen, I think Mr. Wong wants to say something. And he said, I’m sorry, my apologies. What do you want to say, Mr. Wrong? And he said, I buy. So he was trying to get the, I buy here’s my English, I buy and you kept over-talking him and you wouldn’t even get the, I buy in, like he, you sold him for five minutes ago, stopped talking.
[00:23:42] So I even teach that with my team. Like if somebody says to me like, oh Evan, I always lecturing Evan at something and say, listen, is it possible? I get Friday afternoon off, you know, whatever needs explaining why this whole big thing. And, and I say, yep, no problem. And then he said, well, because. And then I’m like, Evan, don’t talk past the sale.
[00:23:59] You just got what you wanted. I don’t need to hear about everything. Right. You got what you wanted. Don’t pass talk, don’t talk past the sale, right? Right.
[00:24:07]Nikki Rausch: You never need to sell past the close. Let them say yes/no. I need to think about it. Whatever they’re going to respond, but if you don’t give them a chance to respond, then you’re probably going to muddy the waters.
[00:24:19] You’re going to miss out on earning their business, you’re going to confuse them, frustrate them, frankly, annoy them, whatever it is, but knock it off. You don’t need to sell past the close, no matter how nervous you are. Somebody asked me one time, actually on a podcast, she’s like, oh, but I really, really struggled with this.
[00:24:34] Like, do you have any advice? And I said, yes, put your lips together and press.
[00:24:40]Kris Ward: Yes, it stopped, that’s it? Yes. Here’s the cause you are right. Your analogy of putting a little bit of mud in the water, just taints the whole water. Right. So I think it’s really powerful. And I think too, that you’re not going to win either way, either you muddy the waters or if they’re not interested, you’re not going to convince them.
[00:25:02] The more, and we all know in sales, the more you talk, the more you talk yourself out of something, because now you’re introducing things that are not relevant to them.
[00:25:11]Nikki Rausch: Yes. Yes. It’s like as soon as you go into convince mode, it’s kind of like, you know, your kids at the store with you and they’re like, can I have this, can I have this?
[00:25:20] Can I please kind of like, you’re like, no, put it back. Oh, but I really, really want it. Can I please in your, like now you’re never getting it, like. We’re done. Put it back now. You’re just whining. I have no sympathy for you. Yeah. So you don’t need to be that in a sales conversation ever because even, you know, one of the things that often comes up too, is people will say, oh, well, the person said, I need to think about it now.
[00:25:42] I need to convince them before you get off the phone. Not necessarily. And as a matter of fact, if somebody says to me, Nikki, I need to think about it. I say, great. About how much time do you think you’ll need? Schedule, circle back call now let’s get it on our calendar. That way you get your time to think about it.
[00:25:59] And on that call, we’ll answer any additional questions that come up from you. And we’ll talk about the next steps for working together.
[00:26:06]Kris Ward: Okay. Nikki, let me jump in there. Do you, what about? Sometimes I think people say that because they’re looking at you and they’re smiling and they feel uncomfortable. And so that way I know, oh, I need to think about it means I can’t break up with you to your face, but you’ll, you know, we won’t be doing this.
So I don’t know. I would have in the past and said, let’s do another call because I think they’re trying to get away out.
[00:26:30]Nikki Rausch: Okay. So be really careful with projecting and assumptions about what they’re doing, let them decide. So one, one thing will happen when I say, well, then let’s, you know, great. How about how much time do you think you’ll need?
[00:26:44] Let’s schedule a circle back call. Most of the time people say, I’ll just call you when I’m ready. Then I say, “Great. I’ll look forward to your call when you’re ready.” I now bless and release that because I think also in sales, your job is to make it okay for people to say no to you. And let me know, like our relationships impacts either way.
[00:27:07] We’re okay. You and I, as people, we’re okay if you say no to me, I’m not offended. I’m not going to like, take it personal, you know, maybe I’ll be disappointed because I don’t get to work with you, but that’s kind of it. No, I won’t openly cry. I won’t be, you know, defensive, which I’ve, you know, I’ve been on the receiving end of this too, where people have been weird.
[00:27:28] And I actually had a woman hanging up on me one time because I said I declined to her in a nice way, but she was so offended. And then of course, you know, guess what. Turns out about a year later, I needed something that she sold. Do you think I went and bought from her? Heck no, I went and bought from somebody else who sells what she sells.
[00:27:45] So leave that door open. If somebody is going to say no, it’s okay, but by getting a circle back call scheduled, one of two things are going to happen. They’re actually going to think about it. Okay before the call and they’re going to make some decisions and if they decide they’re not going to hire you, they’re probably going to schedule the circle back call.
[00:28:09]Kris Ward: Yeah, that’s fine. I was projecting, I was giving them a way out and it’s not my business they’re capable so they can figure it out in another way to blow me off.
[00:28:17]Nikki Rausch: You’re selling to adults. They’ll let you know. Or they’ll go on the call. They’ll have a question and they might be ready to move forward.
[00:28:24] I can’t tell you how many times I’ve gone on circle back calls with people who have said to me, I have actually a great story from a woman years ago, who was like, I got on this call and it was a no for me, Nikki, but the way that you handle that made me think I want to be able to do this with my clients and the way I feel about our relationship and our conversation right now, you know what I’m in.
I want to work with you. And I was like, great. Let’s move forward.
[00:28:47]Kris Ward: Awesome. Oh my gosh. Okay. This was a spectacular use of our time. I hope you guys all appreciate Nikki, as much as I do. Nikki, where else could they find your brilliance?
[00:29:01]Nikki Rausch: Well, the easiest way, I’m going to wrap it around a gift for your audience if that’s okay.
Okay. So I have a book called, it’s an ebook called Closing The Sale and it kind of talks through those last three steps: the discovery, the proposal, and the close. You can get that by going to yoursalesmaven.com/win. And Maven is M A V E N.com forward slash win. Okay. And then we’ll be connected or if you’re a podcast listener, which obviously you are, come check out my podcast, which is Sales Maven. I’d love to hear from your listeners.
END[00:29:31]Kris Ward: Nikki, thank you so much. We really, truly appreciate you and everyone else, we will see you in the next episode.[00:29:37]