EP 78 – How to Build Confidence in Your Sales Ability and Close the Deal with Nikki Rausch 

December 27, 2022

Nikki Rausch is the founder and CEO of The Sales Maven, a sales coaching and training program, and the host of the Sales Maven Podcast. Nikki specializes in teaching the conversation of sales and her goal is to build confidence in her clients’ sales ability, so they can make a positive impact on their business and their clients.  

Nikki joins me this episode to discuss ways to build confidence in your selling abilities that will change your money mindset, leading to more success in sales.  

In this episode, Nikki and I also discuss: 

  • Building confidence in sales | 3:28 
  • Knowing your experience worth and what you bring to the table | 5:45 
  • Money mindset and the way it affects how we approach sales in our business | 10:00 
  • Skills that business owners need to improve their sales | 16:30 
  • Numbers to track with your sales that measure success | 18:42 
  • How to take the next step with prospective clients and invite them to work with you | 26:00 

    Connect with Nikki: 

    Website | https://yoursalesmaven.com/  

    Podcast | https://yoursalesmaven.com/podcast/  

    LinkedIn | https://www.linkedin.com/in/nicolerausch

    eBook | https://yoursalesmaven.com/ebook/

    Connect with Danielle: 

    https://kickstartaccountinginc.com/product/profitplanner/ 

    Website | Kickstart Accounting 

    Facebook | Kickstart Accounting Inc. – Home | Facebook 

    Instagram | Kickstart Accounting, Inc. (@kickstartaccounting) • Instagram photos and videos 

    Twitter | Kickstart Accounting Inc. (@KickstartAcct) / Twitter 

    Book your FREE Discovery call: https://kickstartaccountinginc.com/book-a-call/ 

    Test your Financial Health: https://kickstartaccountinginc.com/checkmyfinancialhealth/ 

    Learn how to pay yourself as a CEO – https://www.kickstartaccountinginc.com/getpaid 

     

    Full Episode Transcript:  

    Intro  00:00 

    Welcome to Entrepreneur Money Stories, the podcast for women entrepreneurs who want to dig into their money stories so they can break free from limiting beliefs around money once and for all. Hosted by Daniel Hayden, owner of kickstart accounting, Inc. This podcast is a series of real conversations about money mindset with valuable and action packed takeaways for the entrepreneur who's building their abundant empire. Danielle is a reformed corporate CFO who's on a mission to help rule breaking female entrepreneurs understand their numbers and gain the confidence to create sustainable profits. And now here's your host, Danielle Hayden: 

     

    Danielle Hayden  00:38 

    Welcome back to Entrepreneur Money Stories. Today we have a really special guest on the show. We have the CEO of the Sales Maven, Nikki Rausch, Nikki has a really unique ability to transform the misunderstood process of selling. Nikki has 25 years of selling experience. Nikki works with entrepreneurs and small business owners to help them sell successfully and most importantly, authentically, Nikki has written three books all available on Amazon. And she has a podcast called the Sales Maven, which you can find on your favorite podcast platform. Please welcome my dear friend, Nikki Rausch. Nikki, welcome to Entrepreneur Money Stories! 

     

    Nikki Rausch  01:23 

    Thank you for having me. I'm excited to be here. 

     

    Danielle Hayden  01:26 

    I'm really looking forward to this conversation, you have made such a big impact to my company Kickstart Accounting, Inc. and I don't even know that you know how much of an impact that you've you've made. So I wanted to say thank you. We talked about it before we started recording, Nikki and I did a strategy session a few years ago. And then you had introduced me to Angie Trueblood, who's been on the show as well. And Angie and I worked together for a few years. And she is originally what introduced me into the podcast world, and really helped me find my voice and understand what people wanted to hear and how they wanted to hear it. And I really circle that back to you. So thank you. 

     

    Nikki Rausch  02:11 

    Oh, thank you. I love that I made that connection. I adore you. And I absolutely adore Angie, she's one of my favorite people. So I love that you guys have that connection. 

     

    Danielle Hayden  02:21 

    Yeah, yes. So thank you. Can you tell the audience a little bit about your mission in the world? Who are you? What do you do? And how do you make an impact for small business owners? 

     

    Nikki Rausch  02:30 

    So I'm the CEO of sales Maven, I'm a Sales Coach and Trainer. And I really specialize in the conversation of sales. I have a signature framework that I teach about a sales conversation, I call it the selling staircase. And the objective is to build confidence in people having sales conversations, so that they know what to say and what to do next, every step of the conversation. So you get to that place where you exchange dollars for services, with your ideal clients, and you bless and release the people who are not a good fit. And my goal really is to make an impact in the lives of my clients to build confidence for them, so that they can go out and make a bigger impact with their clients, in their business and in their families and communities. 

     

    Danielle Hayden  03:18 

    I love that you talk about confidence, because I think that has an opportunity to make an even bigger impact for for business owners. If we as business owners can become more confident in sales in knowing our numbers, we can become a step into who we need to be as a business owner, because we talk about we hear about, you know, hit six figures or hit hit seven figures, right, like, hit these great milestones. But that can be really intimidating. So how do you take a step back and build the confidence to be able to hit those milestones? 

     

    Nikki Rausch  03:54 

    Well, it always starts with what are you selling? What's your offer? This is I find that sometimes people are like, Well, nobody's buying from me. And I was like, Well, what are you selling, they're like, I don't know, that's why nobody's buying from you. You have to know what your offer is. Now I work with clients and help them figure out like sometimes their very first offer or their next offer. But if you don't have an offer, if you don't have something for somebody to buy, and you can't articulate the value of the offer, nobody's gonna buy from you. And if you're not bringing money into your business, you have a hobby, you don't have a business. So sales is such a crucial component as you build your business every step of the way. And that's whether you're building to your first $1,000 in your business and revenue or your next you know, million dollars in revenue. Sales will always be a part of building a successful business. 

     

    Danielle Hayden  04:51 

    So what are some small things that business owners can start to do to accumulate confidence to be able to show up and then have this conversation. I think it even takes confidence to listen to this podcast or go listen to your podcasts on sales, right? It takes a lot of confidence to even approach these topics. So congratulations to anyone who is listening, you're brave. What are some other ways that business owners can start to accumulate that confidence so that they can show up and listen to you or to work with somebody like like yourself, or just start to go down that journey, 

     

    Nikki Rausch  05:29 

    one of the things that I find when people are starting a business, or when they're really kind of thinking about, like, I need to bring some revenue into my business, they tend to overlook one of the most important things. And that's all the experience they bring to who they are and what they do. A lot of times people start a business and they go, Well, I'm new, well, you're not new, your business might be new, you're not new, you come with a tremendous amount of experience, you come with a tremendous amount of hours that you've invested to hone your skill, because people don't just go well, I mean, I don't think most people go like, I'm going to start a business as a rocket scientist. But I don't know anything about rocket science, right? Like, that's not we start businesses around when you start businesses, like I think about your background, as a CFO, right? That was your background CFO, you didn't like you got all that experience. And when you started your business, you weren't new to being a CFO, you came with all this tremendous experience and time, and expertise. And so when you're thinking about that confidence piece, you got to take a look at what are you bringing to the table, and everything counts, everything counts. You know, it's whether you, you did this version of a job for a while, or you helped somebody do this part of their business, and you did it for free, it still counts as experience. And so I remember having this conversation with a client a while back, and we were talking about how she needed to charge more for what she was offering, because her business was never going to survive at the price points that she was putting out into the marketplace. And she was like, Well, you know, I've only been in business for a year, I don't have that much experience. And we started going back and I made her add up all of the all of the classes that she had taken over the last I think we did five years, and how much money she had invested in her own personal growth, to learn the skills that she was now selling. And also all the hours that she invested. And when she came out of it, she was like, Oh my gosh, she had no idea. She'd never looked at it and said, Well, I invested, I think it was it was more than $40,000 in five years. $30,000 In five years, so a lot of money, right? To learn the skills that she was now turning around and like trying to charge people like $25 for it's like, all of a sudden, it completely shifted her mindset. And she was like, Yeah, this is not a $25 offer. Because these people that what I'm giving to them, they can either go and invest five years of their life and $40,000 to learn how to do it themselves. Or they can pay me and I can guide them through this process and get them that success that they want very quickly. So now this $25 offer, you know, is now in the hundreds because she sees the value of what she brings to the table. So that's what I would say around the confidence is the first the first thing is you got to really look at what you're bringing to the table, what your experience is, the amount of money that you've invested to hone your skills, whether it's that you went through a traditional, you know, college and you have a you know, degree, or whether it's just you know, you come from a corporate background like you do. I also come from a corporate background, people who come from corporate backgrounds often dismiss the incredible value. Oh, that kind of experience training, you can't, that you can't go and buy that anywhere else. Like it's a very unique experience that you bring. And so you got to make it count in your offers.  

     

    Danielle Hayden  09:18 

    Yeah, thank you for that. I think that's a really like somebody can take action on that. And if you are somebody who maybe you're not working with every single client at this point, and you have team members, you could do the same thing for how much time and training that you have created and use for your team to be able to deliver that that same service. So what has been the framework that you've created? And how have you trained them in order to for them to deliver that service? So I just wanted to elaborate on that. So that is a really really great exercise for somebody to be able to take away right now and do Thank you. When we think about our money minds said, can you talk about how our money mindset can contribute to our sales and the way that we that we're the way that we approach sales and our business? 

     

    Nikki Rausch  10:10 

    Yeah. Well, one of the things is that most, most people, whatever you're selling you would pay for, because you already have that experience. Right? Right. And so you're like, you already know these things. And we tend, we tend to discount the things that we know. Because again, back to this experience, like we've learned them, a lot of times, they become kind of second nature. And we don't value them at the same way. So this money mindset of like, well, who's gonna pay me for this? And this was actually I had the same mindset when I started. Actually, it was before I started sales Maven, somebody had pulled me aside was like, Nikki, why are you not teaching women, you know, the selling skills, like they make this huge impact. And I was like, Well, that seems dumb, who would pay me to learn about sales, but I'm nine years into my business, and people pay me a lot of money to learn how to sell and I make people a lot of money, teaching them the things that I that I teach, right. So I have had to get past this fact that I probably wouldn't hire a sales coach. Because that's what I do. That's my expertise. But I invest in myself big time. I do hire business coaches, I hire all kinds of coaches, and I invest in all kinds of contractors that helped grow my business. So super important that when you're thinking about your money mindset, that you're taking yourself out of the equation, and you're looking at, the things that come the easiest to you, honestly, are probably the things you should be charging the most for, because you have the highest level of skill around that particular thing or idea or concept, or, you know, whatever it is. So your money mindset needs to be the skills that I have the things that I know, are valuable. And and then the flip side of this, I also want to say is, people value what they pay for. I had a guy said this to me last year, he said, people who pay pay attention. And that is so true, I have tons and tons of examples of that, in my own business, when you're just trying to give everything away for free, and you're trying to convince people that you have some value. And you're you're just doing it by giving, giving, giving, giving, giving, those people won't value it because they don't pay for it. So in order for people to really take action, on the things that you provide, you have to charge a reasonable amount, there needs to be some skin in the game for that person to really value it. And, you know, I can go back and say, if you look back at what I was charging, when I started my business nine years ago, and you look at the people I started working with, and what they got out of it, I was teaching the same things that I'm teaching now, hopefully, I've gotten better as a teacher, but but I was teaching the same things, but I wasn't charging them very much. They didn't get a tremendous amount of impact. Because they most of them didn't really implement. But you look at my clients now. And I have clients that are you know, can have one session with me and come back and be like, I just closed a $40,000 sale using this technique that you taught me or, you know, I just booked $100,000 In business on a launch or whatever it was. Because they pay me more money. They're more serious about implementing the things that I teach. And because they implement, they get big, big results. And this isn't about this isn't about me, this is like, look at me, I'm such a big deal. This is about look at them, because they don't walk away and be like, Oh my gosh, I should just pay Nicky more money. No, they walk away and go, look what I just did, how amazing what I just did. And they're looking at themselves, and they feel really good about themselves. And when somebody asks them, how did you do that? They're not going to say necessarily like, well, I paid Nikki this amount of money. They're gonna go I invested in myself, I learned how to do this and look at what happened. And that's the money mindset you have to bring to your sales conversation as the impact for the other person and what it's going to mean to them when they get results. 

     

    Danielle Hayden  14:21 

    I think that's a beautiful way to approach the pricing conversation. Because when we talk to our clients about profitability, right, we have to have a profitable business in order to be healthy and sustainable. We're not going to last if we don't have a profitable business. And the number one place to be able to increase your profits is to be able to increase your pricing and first roadblock to increasing our prices is our mindset and our money mindset. And this is a perfect example of how to approach our money mindset when we're looking about about our pricing. So we've now looked at what is our experience that are that your team and yourself is bringing. And then when we are approaching the actual conversation, what is the value that our our clients are going to walk away from? And then what is not the price that you would pay for that. But what is the price that somebody else would pay? A does not have that skill in order to obtain that skill? 

     

    Nikki Rausch  15:21 

    That's right. That's exactly right. That's, that's what makes all the difference in this money mindset is that you got to, I mean, you have to check yourself, right, because you've got your internal dialogue. But really, sales, I always say it's a collaborative experience, I don't believe that sales is something you do to somebody, I think sales is something you do with people. And you have to focus on the other person, and making their experience the best possible experience and in the way that you can contribute. And so you have to let them invest in themselves, you have to let people pay you money. And you have to support you like you're you're gonna deliver, right? Like, I don't work with people who are like, I'm just trying to get money out of people, I don't care if they get anything out of it, right, like most of us are so attached to people having results and getting something out of it. But realistically, it's about them and their experience. And when you focus on the other person, it takes a lot of the pressure off of like, I gotta close this deal. 

     

    Danielle Hayden  16:23 

    Yeah, great, that creates meaningful value for you, as a business owner to know that your clients are walking by with that value, what are some of the other skills that business owners need to improve in order to improve in their, in their in their sales? 

     

    Nikki Rausch  16:38 

    Well, the number one thing is they need to improve their communication skills. That's a big broad statement, but I'll get the traffic. You know, communication is key. And one of the biggest things that people often don't do in sales is they don't ask enough questions. They think, oh, I'm here to convince this person, like, I'm on a stage now. And I have to perform and, you know, get this person to like me and get this person to, you know, be like, Wow, oh, my gosh, yes, of course, I want to pay you money. But realistically, you can earn somebody's business easier. And more effectively. If you ask better questions, if you're willing to have real conversations where it's not just like, I'm on a stage, and I'm going to talk at you, which is essentially word vomiting all over people. So getting better at the questions that you ask. And then the other cut in this goes right along with questions. Most business owners don't even realize it, but they rarely ask for the sale. They rarely asked people to take the next step with them. And once you get really clear on how to frame those ask questions, I call them invitations. Once you get really clear on how to issue invitations, then you'll find more and more people will say yes to working with you. If you're somebody who is out there going like gosh, I get ghosted all the time I send proposals out, nobody responds. That's usually an indicator there's there's a breakdown in your sales process. And it's probably that you're not issuing invitations. So that means you're not asking questions and the way that you need to ask them. So you got to you got to be good at asking questions. And you have to know how to frame those questions, to get the the information that you need to earn the person's business and get that person moving in the direction that you want them to go, which is let's get to the place where we actually say, Yes, we're going to work together or no, this isn't a good fit. 

     

    Danielle Hayden  18:41 

    Are there any numbers that you can think of that we should be tracking as we are looking at our sales, and maybe as a business owner, we've decided to work with somebody like you and hire a sales coach. I know that we can intuitively know when we're successful, right? We can, we can feel success, we can feel confidence building. However, I like to encourage business owners to let emotion to the set leave emotion to the side. Because especially as women business owners we can be really lead with the heart. Right, right or mom, yeah, we can lead with the heart. So are there any quantifiable data points that when you're working with your clients that you have them look at or that you like to measure for success? Well, 

     

    Nikki Rausch  19:31 

    I think some of them are the ones that you would talk about, right? Like, what are your What are your cost of goods? You know, how much time are you dedicating to something and there needs to be kind of an hourly, I think you need to look at the hourly, like, what do you want to make an hour? And then you need to figure out your pricing from there. You know, if you're just randomly throwing out a price and you're not taking into consideration like what are your cost of goods on that? And how many hours are you actually dedicating to that? And when I break this down with client Sometimes I'll be like, Oh, I didn't realize that I'm making $25 an hour for something that I thought I was making, you know, $200 an hour. So I think those are kind of some of the more obvious ones. And my guess is like, you can speak more intelligently to that than I can. But some of the ones that maybe aren't as obvious that I track and pay attention to in my business. So I sell to my list, I have an email list, and I sell to my list regularly. I track, which, which sales come on which email. So I know like email one of this promotion closed, you know, to clients, and email for closed 10 clients or whatever, like I pay attention to those things. So that's one thing I think a lot of people don't really ever look at. And the reason I look at it is because it keeps me sending out that fourth email, because it's easy to send one email. Nobody bought my offer. Yeah. Because you didn't send enough emails. So when you start paying attention to that you you will get this indicator of like, well, this is why there has to be a sequence to a promotion. So that's one thing that I often encourage clients to track and I track in my business. The other thing that I think I did a podcast about this recently, I have started, I've always looked at I break my i always break down everything by categories, right? So I know what percentage of my business comes from the masterclasses I teach. I know what percentage of my business comes from the salesman society, which is my group coaching membership program. So I know that the other thing that I started looking at was, I will look at a promotion that I did. And then not just like, based on the open and close of the cart, right? I don't just look like okay, so that promotion, you know, in seven days, brought in whatever $20,000. The other thing I've started looking at is I'll go back and look at what clients that promotion brought in, and what the lifetime value of that client has been over the last, you know, 10 months since I did a promotion, or whatever. And so I'll look at those things, because I was, this is a really specific example. But I did a promotion a year ago, July. And if you'd asked me in September, I would have said it was a huge flop. It was a lot of work for my team didn't bring in a lot of revenue to the business. And so when I looked at it, I was like, Oh, I probably won't do that again. But I I'm curious, and I pay attention to these things. And I track back like, where do clients come from, especially my clients that work with me for long periods of time, I always want to know, like, what brought them in the door. And so I was paying attention to one client in particular. And I could track it back to Oh, she came in from this promotion that I did a year ago, July. And so then I started breaking down the numbers, I went through every single person who bought and I looked what, what was their lifetime value 10 months in after the promotion was over. And it brought in a significant amount of business. So this last July, I did the promotion again. But if you'd asked me in September, would you ever do that promotion? You know, two months after I did it, I would have been? No, my answer was absolutely not. But because I'll look at lifetime value. And what did that promotion actually bring? Because what was the next thing they bought? And then you know, the next thing and the next thing? And it wasn't even that it was that many people that were there wasn't that many buyers, but the people who came in bought over and over and over and over? Yeah. So I look at that stuff, too. I appreciate 

     

    Danielle Hayden  23:42 

    you sharing those very specific examples. Because I think that we need very specific examples, in order for us to be able to take that take that away, right? Because it can feel like people say to us all the time, like know your numbers. Well, what the heck does that mean, when we're talking about sales? Specifically? How do we get confidence in sales? Like how they're every guru has something else to do with something else for you to say? How do I know specifically if that's working or not working? And the only way for me to actually know if it's working? You You didn't just like my gut said it wasn't that successful. But by taking the extra steps forward to actually look at the numbers, you actually ran that campaign campaign again. So I just think I appreciate you start sharing that so that people understand the value of not just your revenue, right. It's going deeper than than those generic numbers. 

     

    Nikki Rausch  24:38 

    Yeah, I mean, of course, coming from sales we always know like the easiest business to earn as repeat business. So one of the big again, things that a lot of times business owners I think forget is how easy it is to earn repeat business, and they forget to put that next offer in front of people who are ready to like come to an end of a program I'm or into a retainer contract or however your business is set up. And if you're if you're not doing that you are leaving money on the table. And more importantly, and I'm I mean this sincerely, you are leaving clients feeling unsatisfied with working with you, because they should always be able to have a next step. And then they get to decide whether they want to take it or not. But if you're not putting a next step in front of them, you're leaving money on the table, you're leaving them feeling like, oh, I guess that's all like, that's all I get when I work with Nikki like, okay, but I want clients to be like, Look, there's options, I've got more to do here. And if they choose to take it, I mean, I know I deliver. So I'm not worried about like the value they're gonna get out of it. I am always concerned, I never want somebody to walk away going like, she wasn't really that interested in working with me. That's not true. And the way that you let people know you're interested in working with them, because you give them a next step with you. 

     

    Danielle Hayden  25:59 

    That next step, you touched on it, and I'm doing the audience a disservice by by not having you drill in on this a little bit more asking for the sale. Can you it? Can you just maybe elaborate on that a little bit? Or inviting and inviting your prospect to to work with you? What are some, like action steps? Or how do you maybe hear hear that, that that person's interested in that? And how do you get the confidence to ask because that'd be scary. But I think one of the most profound things that you ever said to me. So before I get off the call with anybody, I always am making sure that they understand next step and invite them to the next step. And so you've given me so much value. So I want to I want the audience to be able to have 

     

    Nikki Rausch  26:43 

    that. Okay, so I this is like a big part of what I do. And what I work with clients a lot is, yes, people need to know what that next step is. And you need to remember that your job is to be the guide, because they don't know what to do next. So you need to put that in front of them. And you usually do that in the form of an invitation. And it's also in a form of a question. That's what an invitation is. So if you're talking to somebody, and you get a sense, I call these buying signals, I actually wrote a book about this, there's, I think there's 17 of them in the book that I wrote. And the book is called buying signals, if you want to, it's, it's an inexpensive investment, and it's a fast read. But if you don't know what a buying signal is, it's gonna change your business. So buying signals, a verbal or nonverbal cue that somebody gives indicates interest. Now, sometimes a buying signal is like, Okay, the next logical step is to sign them up to work with you like to take their credit card or get them set up on a, you know, auto pay or whatever. But sometimes the next step is just invite them to that consultation call. So if somebody gives you a buying signal, which could be something as simple as Gosh, Daniel, we could probably really use some help with, you know, with our accounting, that is a buying signal, and I want you to act on it. And I want you to issue an invitation. And the invitation might sound like, well, we'd love to find out more about you and your business, should we set up a time to chat about that. And then you pull out your calendar, and you get a scheduled and you schedule on their calendar. So then we actually have a next step scheduled. Now, if you're in the process of you just laid out ways to work with you and your team, you know, this is this is the package that I would recommend, you know, here's what's entailed, you know, are included in the package, you have to follow that up with what I call closing language, which again, is in the form of a question. So you would say, you know, this is the package I recommend, here's what's, what's involved in it. And then you say something really simple, like, is that something you'd like to move forward with? And then you wait. And you let them respond? This is where silence comes in. You let them say, I have a question. You let them say no, thank you. Or chances are, they're gonna say yeah, and then yeah, I would like to move forward with that. Then you tell them what the next step is. Right? So okay, so first step is, you know, we have you signed the contract, or we take your credit card right now or whatever that is for you and your business. But if they say, you know, you've, you've laid out the way to work with them, and they say, Yeah, that sounds really good. And I want to take some time to think about it. I don't want you to say, okay, great all I'll call you or send you an email next week, I want you to say, okay, about how much time do you think you'll need? Let's schedule our next up now, on our calendars, and that way, I can answer any additional questions that come to mind for you. And we can talk about working together at that point. And then you get a call scheduled on your calendar if you let them off the phone without or let them off the call or whatever it is, or out of the conversation without at least attempting to schedule the next step. Oftentimes, that's when people will start ghosting, that's where you're like, Should I call him today? Should I email them? Has it been too long has it been too soon? Like all this wasted and Er G, I call this like time suck, it's it's going to eat up, you know, you're going to spend too much energy on it. But if they're on your calendar, then you know, like, we've got a call schedule, I don't even need to think about it until right before the call or, you know, whatever, whatever that is. So make sure that when you lay an offer out for somebody, and they say they need to think about it, that you offered a schedule. Actually, I call them circle back calls. 

     

    Danielle Hayden  30:25 

    circle back calls. Yes. Yeah. Vicki, circle back. 

     

    Nikki Rausch  30:34 

    Yep, circle back calls, 

     

    Danielle Hayden  30:35 

    I appreciate that. You are You are such a wealth of knowledge. Is there anything that I didn't ask you today that you wish I would have, or that you think would be something important for the audience to know? 

     

    Nikki Rausch  30:47 

    Okay, so here's one thing that I will say is, we're talking about money mindset and how it impacts your sales. So I just want to comment on this. Be very careful as to who you let into your get into your mindset around money. And around you selling and making offers, you've got to have some pretty strong boundaries, around who gets access to you who get who gets to give you feedback. And when they get to give you feedback. Like, even if you're somebody like me, who loves feedback, I love feedback, I have learned over the years that there are certain times where let allowing someone to give me feedback, I'm not in the right state of mind. So it can crush me if it's not, like glowing, even if it's like, all good. And then one negative I can like want to go to bed for a day and like pull the covers over my head. So you need to be resilient when you're allowing people into your like, like in in behind the boundary. So be really careful as to who gets access to that. Don't spend time talking about money with people who are like, gosh, I wouldn't spend $30 to hire you do not have conversations with those people. And just because somebody says I'd like to give you some feedback doesn't mean that you have to say yes, you could say you know what? I'm not really in the right frame of mind for that. So I'm gonna ask you to maybe hold that until I till I come back at you when I am ready. And if you're never ready, that's okay. 

     

    Danielle Hayden  32:20 

    Yeah, we don't have to take feedback just because somebody's willing to give it. Yeah. 

     

    Nikki Rausch  32:23 

    And sometimes they'll just like, you know, trample through, they won't even ask permission, they'll just be like, so I think you should know that your prices are blah, blah, blah, delete, delete, or exit the conversations. I actually remove people from my email list that send me snarky responses about anything. Because it gets into my mindset, it makes me go like, well, maybe people don't want this. Maybe this maybe that. So they just get removed. If you send me a snarky email, you're definitely getting kicked off my email list. 

     

    Danielle Hayden  32:54 

    I think that's just a really important reminder all the way around, like who you know, who do we surround ourselves with, you know, in, in our personal lives in our business world? Who do we have as our business coach or sales coach, your budding team? Are they people who are encouraging you and helping you understand things in a very productive way? Or are they giving you feedback that might be self serving for them? Or you might not be the right time for you? Or in your best interest? 

     

    Nikki Rausch  33:25 

    Yeah, yeah. So be careful and be protective. Your mindset matters. And you matter. And so not just everybody gets to, like dump on you. Yeah, 

     

    Danielle Hayden  33:37 

    thank you. Where can the audience stay in contact with you and learn more about you? 

     

    Nikki Rausch  33:42 

    Well, probably the easiest way, I'm going to wrap it around a gift for your audience, if that's okay, so I haven't, it's called closing the sale. It's all about building the confidence in those sales conversations. And there's even some, some scripting language in there for you if you're somebody who likes like an idea of like, what could I say here to be more impactful so you can grab that by going to your sales maven.com forward slash E M S for entrepreneur money stories, so your sales maven.com forward slash E M S, and you can grab that and then we'll be connected. 

     

    Danielle Hayden  34:14 

    Awesome. Thank you, Nikki. I really appreciate you being here. 

     

    Nikki Rausch  34:16 

    Thanks for having me. 

     

    Danielle Hayden  34:22 

    That's a wrap for today. What a beautiful conversation with Nikki please go and check out her podcast. It is called the sales Maven. Nikki is a wealth of knowledge. I mentioned it a few times throughout the show. I have learned so much from Nikki throughout throughout the years, and she has made a tremendous impact in in my business. And I wouldn't be where we are today at kickstart accounting Inc without her so please go and check out the sales Maven on your favorite podcast platform. And as always, if you have any feedback a lesson learned or something that you would like to hear on a future episode please email us at support at Kickstarter accounting inc.com Alright we'll see you next week 

     

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