Recently, I sat down to dinner with my family when the doorbell rang. It was a door-to-door HelloFresh salesman, who wanted to make dinner easier for us (while ironically preventing me from eating dinner). I immediately got frustrated for two reasons: 

1. It was dinner time and the interruption was unwelcomed
2. I had already told this guy’s partner “no” several hours earlier. 

It was a conversation that not only was unwelcome but was already flat-out rejected once before. 

This sort of tactic is what gives sales a bad name, and why folks like us hate sales. But today’s guest, Nikki Rausch, is here to tell us that’s not at all how sales should work – and what we should do instead. 

Top Takeaways

• Sales isn’t a one-way street. It’s a collaborative conversation that you have permission to enter into. And you get permission by asking. 
• The person you’re speaking to has their own language – you need to tailor your offer to meet their needs and use their language. 
• Never make assumptions! You can’t further a relationship without asking questions. Assumptions are driven by limiting beliefs. Questions lead to concrete answers.

Show Notes

• Nikki Rausch
• What Prepared Plumbers Can Teach You About Winning Business
• The Selling Staircase: Mastering the Art of Relationship
• Mastering the Sales Conversation

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