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Welcome to Scale Your Sales weekly Monday 12 midnight GMT podcast, No 8. of 42 Best Podcast For Every Sales Professional 2020. Dedicated to learning from amazing experts and influencers to help you on your journey to Scale Your Sales. A show created for B2B executives, sales leaders, key account managers and customer serving professionals, to engage with lively conversations on customer experiences, strategic revenue growth and modern sales know-how.

I am Janice B Gordon, the Customer Growth Expert. Sales is not a function of the business; sales are the primary outcome of the business and marketing is a part of this sales process rather than the other way around. What is critical to a productive business is how the customer experiences the sales process and what outcomes the customer requires from the sale. The more focused you are on the customer outcome the more productive your sales process. More on Scale Your Sales website.

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Feb 20, 2021

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