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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 clients. Now, as a sales coach, author, speaker and founder of Sales Maven, Nikki transforms the misunderstood process of “selling” into techniques, tools, and tips that can be successfully incorporated into a process replicable by anyone whose livelihood relies on selling a product, a service, or themselves. Welcome to the show, Nikki!

What Expert Authority World™ is saying about the show:

  • Love this show!
    March 12, 2021 by Gisele_Oliveira from United States

    This is so far my favorite podcast. It’s been my weekly dose of motivation and inspiration. Keep up the great work, Mario !

  • So much value!
    March 7, 2021 by Loose Seeds from United States

    The conversation with James, Sana and John Lee Dumas was awesome. Unique questions were asked by the hosts and JLD responded with gems that I stick right into my pocket. Thanks for this valuable info on how to up my podcasting game guys!

  • Always Enjoy Mario's Interviews!
    March 5, 2021 by HarloB from United States

    I really enjoy Mario and his shows. The Stress and Anger in the Workplace episode was great because it cut to the chase of all the issues around this topic. Great interview!

  • Great Podcast
    March 5, 2021 by 11Dreamer11 from United States

    Really interesting interviews that are really well done! Great listen and great for inspiration.

  • Innovative
    February 22, 2021 by Michelle Kaplan from United States

    I love Mario's energy! It captures my attention throughout his podcasts. Listenng to him and his guests, their ideas, actions, and accomplishments makes me brainstorm what's next for my business. Relevant and fresh!

  • Inspiriation 7 Days A Week!
    February 19, 2021 by ST Rappaport | LifePix from United States

    Mario doesn't miss a day. No matter what is going on, there's an episode relase. Mario is on a mission and nothing is going to stop him. He's a real model to be doing these interviews!

  • An Expert on Experts!
    February 12, 2021 by Powerful Eric from United States

    Love this show! Mario's show is a asset to podcasting. Thanks for helping others Mario!

  • Now I know
    January 22, 2021 by Margo Lovett from United States

    Mario, I see how active and generous you are in Podcast Paradise. Today, I listened to a few of your shows - episodes 1 & 59. Episode 1 brought me into the moment of prayer. You produced a show according to the Spirit. Now I know why you are so generous, able to operate from your seat of genius. Margo Lovett

  • Keeping the Books
    January 15, 2021 by E-World from United States

    Great interview with Judith keeping Net Profits as key thing to look at. Interesting point she made some owners make 30 millions but not enough Net to take a paycheck.

  • Excellent podcast
    January 12, 2021 by Atomickitten99 from United States

    I’m enjoying the guest interviews. They are packed full of great nuggets! Thank you.

  • Unique - Engaging - Bold
    January 2, 2021 by Paul D Johnson from United States

    As host of interveiw based The God Zone Show podcast I fournd Mario's show uniquely valuable in providing inpriation and engouragment for my work.

  • Fun, insightful, and quality production
    December 23, 2020 by koltrass from United States

    Mario brings in top-notch guests for engaging conversations on a variety of topics. Moreover, his attention to technical (e.g. audio, editing) quality is obvious and makes a difference. Listen to be entertained and enlightened!

  • Inspiring interviews to take the next step!
    December 12, 2020 by BillableWithBaby from United States

    Inspiring interviews with interesting entrepreneurs inform and motivate you to take things to the next level. Always good things to learn and implement. Thank you Mario!

  • Pure value, I love it
    December 4, 2020 by Jdoggg222 from United States

    Mario has a way of asking the questions I am wondering as the guest is speaking. He seems to intentionally ask the questions that most benefit you as a listener. Great podcast!

  • Loved the Craig Handley Episode
    November 13, 2020 by MHillfan from United States

    Mario’s energy is infectious and Craig Handley is a character and some. But really every episode brings out the uniqueness of each guest. This pod has become one of my must listens›

  • Inspiring. Informative.
    November 6, 2020 by SunDevil from United States

    Mario is incredibly inspiring and does something few other podcast hosts can manage to do… allow his guests to actuall talk at length and answer his questions. He offers great information and I really appreciate that he is invested in what his guests have to offer as well. Other podcasts come across as an ego stroke for the host, but this podcast is truly here to help guests share their stories as well to the benefit of the listener. Worth subscribing.

  • Game changer
    October 30, 2020 by Player's Handbook from United States

    This podcast is informative and inspiring. I love it!

  • If you are a wanna be entrepreneur look no further!
    October 23, 2020 by Elisa Di Napoli from United Kingdom

    Great podcast full of interesting insights. The host is engaging and thoughtful and I can say I have enjoyed listening to each episode!

  • Amazing Interviews not to miss!!!
    October 16, 2020 by Jbower1282 from United States

    Consistantly uniques interviews or amazing people really making it happen.

  • Mario is a great host with great questions!
    October 16, 2020 by alexdesigns from United States

    Take a few minutes out of your day to listen to Mario. He is a super smart guy and I love the questions he asks his guests.

  • A great podcast for dreamers and do-ers!
    October 16, 2020 by Chiquita2727 from United States

    Lots of great information and inspiration for anyone who wants to turn dreams into reality. Mario brings a lot of spot-on information to this podcast.

  • Great Show
    October 9, 2020 by Palminchen from London from United Kingdom

    Love the broad selection of topics for inner

  • Amazing inspirational stories
    October 9, 2020 by Nicholas Lee 18 from United Kingdom

    This podcast is so good. The stories from the people sharing their stories about their struggles in life and how they overcame these struggles is just inspirational and helped me push harder when things get tough. Keep up the good work with these amazing interviews Mario.

  • Fantastic
    October 9, 2020 by sttoggyigctdrvy from United States

    Mario goes above & beyond on his show. Lots of great information for his listeners!

  • Top Learning
    October 2, 2020 by BLNT PPTT from Hungary

    Love hearing these great interviews with a great host. Keep up the good work!

  • Mario inspires!
    September 18, 2020 by CHRISTOPH - HABITFREAK from United States

    These interviews are fantastic. Mario inspires with great questions that draw out great answers from his guests!

  • Expert authority!
    September 18, 2020 by Tara Williams Phone from United States

    Mario shares some amazing people on this podcast and they have some gold to share!

  • Great show!
    September 10, 2020 by Karen @ Interview Valet from United States

    Mario is an awesome podcast host! I love the FB Live interviews and the opportunity for listeners to engage in real time. The audio and video quality is spot on every time. Be sure to subscribe so you don't miss anything! You won't be sorry.

  • A Podcasters Inspiration!
    August 14, 2020 by JamieKullman from United States

    Mario has so much insight and delivers such incredible value through his show. I just started listening, but I've already learned so much from him and his wonderful interviews. Keep up the awesome work!!

  • Quality professionalism
    August 6, 2020 by VirtForce from United States

    I can’t say enough about how pristine and professional Mario is in his interviews. He truly wants his guests to have the best experience and recording possible. And not to mention he is fun and knows how to put people at ease in front of the camera.

  • How to conquer your limiting beliefs
    July 31, 2020 by Dave4syth from United States

    Listen to episode 103 an dlearn how to overcome your limiting beliefs. Great advice.

  • I can’t believe how much I learned in just one episode
    July 29, 2020 by AwesomeMontana from United States

    Mario is knowledgeable, curious and able to bring great guests that deliver value that every business needs to understand! Outstanding podcast!

  • Great content!
    July 15, 2020 by Cory Lee Leadership from United States

    Mario does a great job of providing relevant information and bringing on guests to share their expertise in a variety of fields. Highly recommend his podcast!

  • Fascinating interviews
    July 10, 2020 by Bill Ringle from United States

    Mario brings on accomplished guests and draws out their expertise and stories in a way that leaves me on the edge of my seat. Keep up the great work, Mario!

  • Love It!
    June 26, 2020 by Laura Moreno Cabanillas from India

    Loving this podcasts, an entrepreneur I really appreciate the energy and passion being shared to help us grow our business. Keep up the great work.

  • Boost my Amazon sales!
    June 19, 2020 by SurvivalDad from United States

    I tap Amazon as one of my sales channels and your interview with John Ghiorso was an eye-opener. Ignore at your own peril!

  • Love It!
    June 16, 2020 by LauraMore from United States

    I loved the Memorial Day episode, Mario! Thanks so much for creating this awesome podcast!

  • Flawless interview style
    May 29, 2020 by GninraeL14 from United States

    Mario makes everyone appear even more interesting to me. Great format and style!

  • Come here for value
    May 29, 2020 by Joshua User 202! from Canada

    Really appreciated this podcast for the raw, genuine interviews. Love it!

  • Crisp and interesting interviews
    May 22, 2020 by Joel Goobich from United States

    As someone who created one of the first podcasts dedicated to video marketing, I was very impressed by your recent episode about using video. Your interview style is crisp and interesting

  • If you are in business, this podcast needs to be on your playlist.
    May 22, 2020 by Macstephen1 from United States

    Mario has a great conversational style that helps his guests shine. This show is a must if you have an entrepreneurial spirit. It provides thought provoking content that will help any businessperson in their quest for success.

  • New Subscriber here and on your YouTube Channel
    May 15, 2020 by Angela Brown Oberer from United States

    Wow Mario you have a real knack for interviewing. You ask great questions and have a fun way of keeping the conversations lively and interesting. After listening to your episode with Owen Video I subscribed to your podcast and then I hunted you down on YouTube. High Five and great job!

  • Very Professional & Engaging Show!
    May 15, 2020 by Mitche Graf from United States

    Mario is extremely engaging and can hold your attention, and is a great interviewer! He has some great guests that really get into the details of running a successful business. Keep up the great work Mario!

  • Great Content
    May 10, 2020 by Pilar S. from United States

    Excellent! LOTS of advice from experts. The most recent episode talks about speaking–a must-listen for anyone who presents or is thinking about presenting.

  • Great content!
    May 1, 2020 by @Mentally_Strong from United States

    I really enjoy your podcast each time I listen. The content helps any entreprenur level up with they do. Keep it up and thanks for each episode.

  • Professional and Informative
    May 1, 2020 by Bruce at Mindfulness Mode from Canada

    Mario Fachini is an excellent interviewer and has terrific guests on the show. I highly recommend this podcast.

  • Great Podcast
    May 1, 2020 by Amber Fuhriman from United States

    I love the topic of this podcast. The episode with Tod Lindsay is super super helpful!!

  • Great find!
    May 1, 2020 by Reed Stiles from United States

    Great message and content. Stumbled upon this due to the cool logo, stayed for the content.

  • Great show and great host!
    May 1, 2020 by Laurapowers44 from United States

    Love what Mario offers! So glad he is doing his show and providing all this helpful info! Keep them coming!

  • Walks the walk
    May 1, 2020 by Me15463 from United States

    Mario encapsulates everything he talks about on the show. Be sure to tune in to this!

  • Honest and authentic
    April 17, 2020 by Deano3622 from United Kingdom

    Wow, just come across this podcast. Mario is such an awesome guy. He comes across so honest and genuine. Loved the content. I honestly don’t know where you find the time?! Keep it up Mario, love how honest and real you are!

  • Great and insightful!
    March 7, 2020 by Karty12345 from Australia

    I really enjoyed this podcast, so much relevant content. Thank you!

  • So much Value..!
    February 28, 2020 by Alex Dali Rizo from United States

    Great content, I really recommend this to any Entrepreneur looking to excel in their path, Mario brings topic experts to teach and inspire your day

  • Inspirational Intentional Information
    February 28, 2020 by 10Kforte from United States

    This podcast shares the stories from people that are doing whatever it takes to rise up and help others along the way. “What Are You Made Of” is one of the many messages shared on the podcast. There are so many takeaways that are applicable to anyone. I really enjoyed listening.

  • Wow!
    February 25, 2020 by Tyscoaching from Australia

    Just listened to the 'rescue site AED Program' episode! If you love epic stories and inspirational people, this is the podcast for you!

  • Motivation on Tap
    February 7, 2020 by AnthonyPGarcia from United States

    Mario brings on some of the most impactful entrepreneurs to hear from. He dives into the key performance factors of their business. He extracts information very well and keeps the show flowing very smoothly. Definitely a show to subscribe to!

  • Starting a Movement
    February 7, 2020 by JustMe2say from United States

    There are many areas of business and entrepreneurs have an opporunity to gain some insight with this podcast. Excellent interviews!

  • Great Podcast For Entrepreneurs!
    February 7, 2020 by The Big Game Hunter from United States

    Full of knowledgeable guests and useful information that will help you accomplish your goals in business and in life!

  • Mario Truly Care About His Guests
    February 7, 2020 by Podcast Junkies from United States

    Having met Mario and spent time with him at Podfest I can truly say that he is passionate about his show. He’s genuine and that clearly comes through in his own story and what he brings to every interview.

  • Put your thinking cap on!
    January 27, 2020 by Cliff Duvernois from United States

    This is probably one of the most information dense podcasts I’ve listened to in many moons. Each episode could easily be expanded out into 2 or 3 hours. Mario does a great job of asking the right questions to get his guests to reveal great tips, tricks and advice. Sure a lot of information can be applied to an entrepreneur but I found a lot of advice applicable to my personal life. This podcast is definitely worth my time to listen to and I’m looking forward to more episodes to come. Great job!

  • Relavant for anyone!
    January 17, 2020 by HarloB from United States

    I really enjoy Mario and his shows. The Stress and Anger in the Workplace episode was great because it cut to the chase of all the issues around this topic. Great interview!

  • Mario nails it!
    January 17, 2020 by Mickiezada from United States

    I've listened to Mario for a long time...his podcast is well produced, his guests are influencers and authentic authority, and chock full of insights and inspiration for entrepreneurs. Love it!

  • Mario is the real deal
    January 9, 2020 by jamesnewcomb.io from United States

    I’ve known Mario personally and professionally for over a year now. He is genuinely interested in helping people succeed, and consistently over delivers in his interactions and valuable advice with fellow entrepreneurs, podcasters, what have you. In this era of showmen who “give value” only if they think they’ll get something in return, Mario stands out as a man among men. Listen to his show and learn what true leadership and value in the marketplace mean.

  • Listening On My Entrepreneurial Journey
    January 3, 2020 by FromLisa2 from United States

    I was surprised when I stumbled over the servant leadership that shows up in these episodes. It's collaborative. It's focused on relationships with clients versus transactions. I especially enjoyed the episode on getting clients without "selling" because it's more about genuine relationship building.

  • A Gift
    December 25, 2019 by Lisa Vogt from United States

    Mario uses all his talents, gifts and abilities to produce this life affirming show. It's incredible that we are able to grow our abilities and develop our talents and gifts just through subscribing and listening. Thank you Mario!

  • This show is ON FIRE!
    December 14, 2019 by tibor.mindsethorizon from United States

    Love your show Mario! Your niche is close to mine but I focus more on mindset and manifestation in a business setting. I tuned into episode #103 with Karen Brown which is dope! Keep up the great work!

  • Entrepreneur Must Listen
    November 30, 2019 by HWoodwriter from United States

    If you’re an entrepreneur this is a must listen show. So many inside tips and thought processes behind moving your business forward. Mario does a great job with the guests by asking the right questions at the right time. He and his guests give the information you need to grow your business and leadership skills.

  • What a show!!
    October 26, 2019 by CWLuecke from United States

    Man, do I love interviews with world-changers! Mario does an excellent job gathering the cream of the crop for his show and giving insightful interviews. Check it out!

  • Loved it!
    October 25, 2019 by Seodrigo from United States

    This interview was very enjoyable. Mario brought on a wise guest by the name of Michael Lauria. I loved the interview and Michael's perspective on the topic. He had wonderful insights and around min 31, he hit something very profound. Excited to share what I learned today with others. Way to go!

  • Great listen
    October 25, 2019 by trinity3712 from United States

    Good listen. Great range of guests and topics. Something here is you keep listening will help you in many areas of life and leadership b

  • Great Knowledge!
    October 18, 2019 by Jon Vroman FRD from United States

    Great show Mario! So much valuable information in one episode!

  • Excellent show, very imformative!
    October 5, 2019 by Shaolin Soprano from United States

    Mario loving the podcast bro, great content, immense value. Enjoying these interviews!!!

  • Helpful Information!
    October 4, 2019 by The Medicare Nation from United States

    Love the valuable information on these episodes! Lots of tips & tricks for every Entrepreneur to use. Kudos Mario! Diane Daniels Host of Medicare Nation

  • Love Mario’s Attitude
    September 12, 2019 by marisaimon from United States

    Mario’s heart shines through his interviews, making these fun and positive, and the people he brings on offer such a wealth of knowledge.

  • Lots of Great Info!
    September 6, 2019 by DarlajPowell from United States

    Mario provides lots of great info and advice in this 7 day a week show.

  • Great Content!
    August 31, 2019 by LanceJohnson_ from United States

    Mario does a great job of share valuable information that every entrepreneur could use and apply to their journey. Great work! 🙂

  • Important information!
    August 31, 2019 by Allmenow from United States

    Very engaging information. Mario draws out experiences and knowledge from his guests. Loved the show!

  • Difference-Maker
    August 21, 2019 by Unlimited Beliefs from United States

    Mario is a master at bringing out, shining a light on, and internalizing the difference-making mindset. His knowledge and experience and mission enable him to synthesize information into diamonds for all of us! What you want is accessible by taking in this show!

  • Excellent Information
    August 21, 2019 by Stallion golf from United States

    Great advice and information with a wonderful blend of topics! Loved the episode with the british healthcare professional and the ideas shared on how to make the industry better.

  • Motivating and valuable information
    August 16, 2019 by Calvin Javier from United States

    Great insight on mindset from business leaders and entrepreneurs making things happen. Definitely worth your attention. Will be listening and learning more!

  • Good information
    August 2, 2019 by FIRE NATION! from United States

    Engaging interview with a british health pro, I was surprised to hear the similarties and the application she has for making healthcare better

  • Greatness
    August 2, 2019 by MiaSportFanatic from United States

    Have had the chance to listen to one show so far but man, we should be paying for this information. Lots of greatness. Thanks for the heart to serve.

  • Listen to the experts - and thrive!
    July 28, 2019 by The Marketing Book Podcast from United States

    There's a lot of advice out there these days but, sadly, a lot (and I mean a LOT) of is from people with little to no expertise. That's not the case with this gem of a show. Listen to what the experts say and profit from the experience!

  • Show is amazing!
    July 26, 2019 by BestMorningRoutineEver from United States

    I love learning about mindset and how to master my thoughts. This show provide the tools!

  • Great show!
    July 19, 2019 by Jefferson_79 from United States

    Great information for all businesses.

  • Good value!
    July 12, 2019 by Audrey purplele from United States

    Great information that applies to any business! I really felt he provided value for my time.

  • Interesting Topic
    July 6, 2019 by Real Estate Journeys Podcast from United States

    Interesting topic. Great interviews. Keep up the hard work!

  • Helpful Advice from Experts
    June 14, 2019 by ichuck2 from United States

    Mario talks to experts in a wide range of subject matters and asks good questions to pull out helpful advice.

  • What a great show!
    June 14, 2019 by Christopher List from United States

    Mario really brings out the best in his guests. The police dog trainer had such a great story. Can’t wait to hear more!

  • Great!!!
    June 11, 2019 by tommye w-c from United States

    Great podcast, awesome guests, incredible host!!!

  • Fun & informative
    June 11, 2019 by Saoirse Sky from United States

    Some people want something fun, others want something informative. This podcast gives you both!

  • Great show!
    June 10, 2019 by CJThomas6 from United States

    Very inspirational show! Appreciate the advice and thoughts shared by the host and his guests!

  • Great podcast
    June 10, 2019 by Rosie81200 from United States

    Great podcast! Love hearing about the guests’ journeys and what they learned from them.

  • Never Stop Learning!
    June 10, 2019 by Terri in Fairhope from United States

    Tune in to this great podcast and host! You're probably really good at what you do (top of your game...an Expert Authority), but there is always more to learn...streamline processes and gain more freedom in your life. It's not always about the bottom line. This one is worth a listen!

  • Amazing!
    June 10, 2019 by KatieHBrooks from United States

    If you're looking for inspiration, tune in to listen to Mario and his top notch guests. I find that I am always much more motivated after listening to an episode of Expert Authority Effect!

  • Wonderful show!
    June 10, 2019 by @IV-Heather Tieben from United States

    Mario is a great host & puts on a wonderful show. The quality of his interview guests and entire production is impeccable, I couldn't recommend Expert Authority Effect more!

  • You Will Not Be Disappointed!
    June 10, 2019 by Composer 1853 from United States

    Mario does such a great job of engaging his guests from several different disciplines.

  • The hardest working man in Podcasting
    June 7, 2019 by EOFire.com from United States

    Mario brings the HEAT with real energy and FIRE...don't miss the meteoric rise of this show! ~ John Lee Dumas

  • Great interviews and guests!
    May 31, 2019 by Mel Good Karma from United States

    Thanks for hosting such great interview guests. Look forward to hearing more and kudos on so many a week and also videos!

  • Fantastic
    May 31, 2019 by Jason A. Duprat from United States

    Awesome podcast, going to be adding this one to my list. Interesting topics with great interviews, good sound quality.

  • Enjoying!
    May 31, 2019 by Slordan from United Kingdom

    Enjoy listening to Mario and how he opens up the conversations to ensure it’s as relevant to us as listeners!

  • Nice variety and interesting topics
    May 31, 2019 by emjgreen from United States

    Love the variety of topics presented here on this show. Looking forward to listening to more of Mario's show.

  • Great Content! Great Interviews!
    May 24, 2019 by No BS Mompreneur from United States

    Wow! Really enjoy listening to all these fabulous expert authorities!! Lots of valuable take aways that I can implement into my life. I will continue to listen and share with others!! A+++

  • A great addition to build authority and create an impact
    May 24, 2019 by Cloris Kylie from United States

    A great addition to build authority and create an impact. Also, a different twist on the topic. Engaging. 5 stars!

  • Filled with motivation and ideas
    May 20, 2019 by Thomas O'Grady, PhD from United States

    Mario does a great job interviewing and pulling the stories behind people's stories or success. Good pleasant listen. If you are in a journey of your own, these episodes will give some things to bring into your on life.

  • spartancv
    May 17, 2019 by spartancv from United States

    Great job following your passion, your purpose and creating this podcast to help serve others! Keep up the excellent work.

  • This podcast is the bomb
    May 10, 2019 by Posturedoc from United States

    Mario always crushed it, and this podcast is another example of his amazing insights and knowledge!! Great work.

  • Wow - love the video show.
    May 4, 2019 by Thehighenergygirl from United States

    Thank you for the encouragement and tips on how to succeed on video and the repurposing idea.

  • Motivating and Inspiring!
    May 4, 2019 by KatyJoyWells from United States

    Mario brings such enthusiasm to his shows and his content is fantastic. I’m always learning new things to implement or new ways to grow, thanks Mario!

  • What a great show!
    April 29, 2019 by Gene_HPLN from United States

    Awesome podcast! Mario brings great topic, great guests, and it is very easy to listen to. I definitely recommend for anybody interested in business success!

  • It's great
    April 10, 2019 by Ian Ryan from United States

    Just had a chance to check out your most recent episode appreciate the great insight! Great delivery from the host & can’t wait to dig into future content.

  • Love it!
    April 6, 2019 by Brendan @ Entrepreneurs&Coffee from United States

    I love that this interview podcast doesn't feature the same old folks that everybody has on their show. Keep it up, Mario!

  • Amazing!!!!
    March 15, 2019 by Lindsey Russo from United States

    This show is so impactful! Hearing from the experts and how they take authority in their space is so amazing. Looking forward to more episodes!

  • Learned what I didin't even know I needed
    March 15, 2019 by Camilla-Jean from United States

    Great info. I love the Q episode because I get just quic interst snippets that may get me thinking about where my business might go.

  • Fabulous Interviews!
    March 1, 2019 by Life&RelationshipCoach from United States

    Mario does a fantastic job interviewing really interesting and successful business people who explain how they got to where they are - tips you won't want to miss when your trying to grow your business! Keep up the great work Mario! Coach Riana Milne

  • A+ Show
    March 1, 2019 by Gisele_Oliveira from United States

    I love this show. It's so entertaining and I learn a lot from the interviews. I highly recommend this show if you want to level up his game as an authority.

  • Inspiration, transformation, success stories!
    February 23, 2019 by Chabo101 from United States

    The title of this review should just be enough but it is just more than that. Its life lessons, its listening to personal struggles and how they over came those struggles. Love to hear from people that change the world through their struggle and the lessons that i learn from them are just more than amazing. I love this.

  • Great interviews!
    February 22, 2019 by AlyciaDarby.com PodcastManager from United States

    These interviews are well done and his guests are prepared to give really specific insights and stratagies... great podcast, Mario!!

  • Inspiring story of courage
    February 16, 2019 by StrongHeart<3 from United States

    I love that she found gratitude in her circumstances. lorie is an inspiration

  • Powerful!
    February 15, 2019 by The Food Heals Podcast from United States

    Mario's interviews cover a variety of topics and provide great value in all areas of your life! Episode 15 discusses how change is temporary and transformation is permanent which was really powerful for me. I love this message! Thank you!

  • Great content!
    February 15, 2019 by Blakeob85 from United States

    Great answers to common questions many entrepreneurs have! Thanks Mario for sharing your and your guests' insight!

  • Real Actionable Tactics!
    February 9, 2019 by MattBMaverick from United States

    What I like about Mario's podcast is that he pulls out actionable tactics from his guests that we, the listeners, can actually use. Great show!

  • Great Listen!
    February 8, 2019 by Real Estate Investor from United States

    Mario and his guests provide useful techniques to succeed in any business venture. The interview style promotes learning through real life examples of his guests. Great listen!

  • Great interviews!
    February 8, 2019 by Matt B 1818 from United States

    Love hearing these interviews and learning from people who are top in their industry. Mario is a great host and is not afraid to share his emotion!

  • Love it
    February 1, 2019 by Duffash from United States

    I love hearing interviews of successful business women and taking away what I can learn from their journey. Mario is a great host! I have enjoyed what I have learned so far. Congrats on the launch of your new podcast!

  • Strong, professional, enthusiastic!
    February 1, 2019 by pm legs from Canada

    If you're looking for an interviewer who's going to take you to investigative places to help you be your best you, through your professional life, you'll love listening to Mario!

Watch The Episode

Subscribe to EAInterviews

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Resources Mentioned

Closing The Sale

Books Mentioned

Uncopyable | Steve Miller

Built To Sell | John Warrillow

The Go-Giver | Bob Burg

People Mentioned

Lewis Caroll

Henry Ford

Christian Laffaire

3+ Expert Authority Insights™ To Apply Now

  • Projecting your own limiting beliefs and trying to act as if you know what they’re thinking can actually be a detriment it’s a huge rapport breaker.
  • Sometimes no frankly is just a not yet and that’s okay too.
  • I think when you chase a client they turn into a toddler.
  • Be really careful about making assumptions.
  • How you do anything is how you do everything.
  • Implementers get results 

Sponsors

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Wheel of Whatever™

[38:51] What is an organization or individual you would love to work with that you haven’t yet?

What You’ll Learn In This Episode

Click the time stamp to jump directly to that point in the episode.

[0:06] Intro

[0:56] Sponsor – Free Business Book Publishing Course

[1:47] What holds people back

  • Rejection – They don’t want to come across like icky and salesy 
  • Projecting your own limiting beliefs

[4:55] Selling Staircase – Five Steps Selling Process

  • Introduction – your goal is to make a positive first impression
  • Creating Curiosity –  way of peeking somebody’s interest, enough for them to ask you a question.
  • Discovery- all questions should lead to hiring you.
  • Proposal – I would say ask permission, because it makes sure that the person is still in the conversation with you.
  • Issuing the Close Language –  is a yes or no question

[31:42] Success Stories that gone my training

  • My client was implementing things like crazy.

[35:07] I don’t oppose action takers guarantee

[38:51] The Wheel of Whatever

  • What is an organization or individual you would love to work with that you haven’t yet?

[41:14] Let’s Thank our Sponsor, Free Business Book Publishing

[43:00] The Imperfect Action Round

  • To ask for the sale.
  • The biggest mistake is that they are trying to skip steps.And the path to success is to learn how to issue an invitation, know what step you’re on and how to move the person to the next step.
  • Understand what the what the need is of the client and make sure that you are creating curiosity and planting seeds about next steps for the client throughout the time of working with them.

[47:56] Nikki’s Book Recommendation

[50:34] www.EAinterviews.com

Episode Transcript

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Nikki Rausch [0:00]
Hi, this is Nikki Rausch of your SalesMaven.com and you’re listening to EA Interviews.

Intro [0:06]
EA Interviews Episode 254 inspiration, transformation, success stories and the Imperfect Action Round seven days a week. Join Mario Fachini for today’s Expert Authority Effect Interview.

Mario Fachini [0:20]
Have you ever wanted to increase sales in your business I know I have but how do you do that ? How do you do it where you’re increasing sales but you don’t want it to be salesy because I know that everyone loves to buy but they don’t like being sold to so how do you bridge this gap? I am excited to have none other than the sales maven herself Nikki Rausch on today’s episode. She sold to organizations such as Hewlett Packard and another small little one called NASA. She’s gonna be sharing her insights with us right after we thank our sponsor.

Sponsor – Free Business Book Publishing Course [0:56]
Every business needs a book, including yours, visit FreeBusinessBookPublishingCourse.com today to learn the seven steps to publish and promote your nonfiction lead and profit generating business book in eight weeks. Once again, that’s FreeBusinessBookPublishingCourse.com.

Mario Fachini [1:11]
Here she is, ladies and gentlemen Nikki Rausch. Nikki how are you feeling today?

Nikki Rausch [1:16]
I am feeling excellent. Thank you so much for having me on your show.

Mario Fachini [1:20]
Oh thank you for your time because I can’t wait to dive in and just ask you what are all the secrets of sales and how do you increase business and all these different things because if there’s one thing that I know every business needs it’s more sales.

Nikki Rausch [1:34]
Amen. I agree. Totally.

Mario Fachini [1:38]
What do you think holds people back from you know if they set a goal, a revenue goal, a profit goal, you know what do you think really holds people back?

Nikki Rausch [1:46]
I think one of the biggest things that holds people back is especially for an entrepreneur who is selling some version of themselves right whether it’s their service or some product they’ve developed is they don’t want to come across like icky and salesy and we’ve all been on the receiving end of a really bad sales pitch and sales approach and because we don’t want to do that we tend to really hold ourselves back because it’s really about judgment right like that person’s going to judge me and are they going to judge me kindly or are they going to be like oh gross I need to go take a shower after talking to you.

Mario Fachini [2:25]
So you think it has more to do with internal rejection than as serving who you’re supposed to help?

Nikki Rausch [2:32]
Absolutely, I think a lot of it is about rejection because we make up stories salespeople and really just people in general but really when you’re in sales mode I always say there’s two things that are kind of the deal killers and their mindset things one is that we project our limiting beliefs on to the person that we’re in conversation with and then the second thing we do is we hallucinate and imagine that we can read their mind I know what this person is thinking I know what they’re thinking about me I know what they’re thinking about my product or my service and I know what they can afford and we make all of these crazy assessments that frankly it’s really not your business what’s going on in the mind of the other person unless you ask in a kind way but projecting your own limiting beliefs and trying to act as if you know what they’re thinking can actually be a detriment it’s a huge rapport breaker because I don’t know if you’ve ever been in a sales situation where you kind of felt like this person who’s selling to me is kind of acting like I can’t afford their service and that doesn’t feel good.

Mario Fachini [3:33]
Yeah. I’ve been on both sides of the table because I remember years ago, when I paid for sales training because I’ve always loved helping people. I knew I had a good product, I knew I was a good person but I was just like, what you know I read a bunch of books I was like what is the deal? Well you have to put into action and you know you can’t just wing it there you know. There’s techniques that work and there’s techniques that don’t so I paid for a sales coach and it made a huge difference and I just remember being on the phone and he was like you are clearly passionate about what you’re selling but you have no sales process and at that point I’m like thanks. I think you know a backhanded compliment it’s like yeah I don’t know what to do to take this so what can we say for the people that are in the same boat let’s say. You know they know they have a good product, they know they’re a good person they just want to help but they’re just kind of going all over the place because I’ve been on the phone with people trying to sell to me and I’m like wow there was me 10 years ago.

Nikki Rausch [4:40]
Yeah well i don’t know if you know that quote i think is the Lewis Carroll quote if you don’t know where you’re going any road will get you there. So I’m also a believer in a process. I teach a five step process to the sales conversation and it’s called the Selling Staircase and you know you can have a sales process that involves like how many times you follow up, how many emails you send and what’s in that email. And all of that stuff is important too. And when you have an actual, real live person having a conversation with you, you also need to have a process. And you must know where you’re going, you need to know what step you’re on so that you know what is the next logical step in the process. And it’s not a two step process. It’s not meet somebody sell to them, there’s a five, there’s a five step process, and you have to follow all five steps. And if you try to skip steps, often that’s where there’s a breakdown in rapport, there’s a breakdown, the person that’s in the, you know, position of being the client or the prospect gets confused, they don’t know what to do, it’s your job to lead them through the process. So I believe in a process as well.

Mario Fachini [5:48]
Let’s dive into those five steps. What’s the first one?

Nikki Rausch [5:51]
So the first one is the introduction step and that can come from your website, that can come over social media, and that can come from meeting somebody face to face. And in the introduction step, your goal is to make a positive first impression, you need to establish credibility, you need to establish that, like, I’m interested in you, as a person I’m not treating you like your big old wallet, walking around. Like I’m really interested in a connection. And I’m setting myself up for success by making a positive first impression.

Mario Fachini [6:25]
What if someone tries given that? How important is it? Because you said there’s not seven steps, there’s not 12 steps? There’s not 20? There’s five, but this is the first one, and I just have a suspicion? How bad is it if you don’t actually care?

Nikki Rausch [6:45]
Well, I think consumers nowadays and you know, as people, we are much more savvy than we were years ago. And we’re also skeptics by nature, because we all have heard the like, if it’s too good to be true, it probably is, and you know, all of those things. So I think people are much more savvy, they’re much more skeptical. And if you try to skip this step of making a positive first impression people go like, shady, I don’t know, I don’t know, I don’t know if I can trust this person, like something feels off here. So trying to skip that step, and just be like, Hey, I’m just gonna show up and sell to you. And I didn’t establish any rapport, early on in the conversation or in this, like first meeting each other, like, you’re really doing a disservice. And the fact of the matter is, we can pretty much get anything anywhere. And so do you want to be the person who earns their business? Or do you want to be the person that causes them to go look elsewhere to buy?

Mario Fachini [7:48]
Now that we’ve established the introduction, and we do actually care, what’s the second step?

Nikki Rausch [7:55]
The second step, and this is, by the way, the most missed step in the selling process and conversation is being able to create some curiosity. Curiosity is such an important step to getting somebody to go like, hmm, tell me more. Oh, I wonder if that’s something I need or something that I’d be willing to share a little bit more about what’s going on for me, and you know, as the consumer tell you more. So being able to create curiosity is absolutely crucial. And again, it’s one of the most missteps because, again, people go like, I don’t really know how to create curiosity, so I’m just gonna skip it. And that’s a huge mistake.

Mario Fachini [8:36]
Why do you think they don’t know how to create it?

Nikki Rausch [8:40]
I don’t think they’ve put a lot of time and energy into thinking about it. If you don’t have a lot of background in sales, oftentimes, I find that people’s impression about sales is that sales is something that you do to somebody. And that’s a mistake. Sales actually is something you do with somebody, it’s a conversation. And a conversation means that there’s some back and forth that’s happening between you and the other person. It’s not you just talking to somebody and talking at them. It’s learning how to talk with them. And being able to create curiosity is that way of peeking somebody’s interest, enough for them to ask you a question. Because through questions, that’s where real conversation happens. And through questions, whether they’re asking you questions, and you’re asking them questions, that’s where we start to get to the heart of the matter, like, what’s their need? What’s their problem? Do you have a solution that meets it? And your job in sales is not to convince somebody to buy from you? Your job is to understand what’s the need, what’s the problem? What’s the want, and then deliver back a really simple, easy, yes solution for this person to take the next step with you. So being able to create curiosity is a big part of that.

Mario Fachini [9:55]
Is there a secret number of questions? I am sure there’s too many. And I’m sure there’s too few. But is there a secret number or anything? Or is it just making sure it’s in their best interest?

Nikki Rausch [10:10]
Well, I don’t know if there’s an actual secret number, but here’s what I will say. Because once we move through some curiosity, step three is discovery. And that’s really where you get into the heart of the questions that happen in the sales process. And here would be my secret to the discovery. And the question is that all questions should lead to hiring you. And one of the mistakes that people often make in the discovery process is they ask the questions that they only need the answers to once the person hires them. That’s a mistake. They haven’t agreed to hire you. So don’t waste your time, that precious time that you have with them focused on the things of like, you know, tell me all of your past history about this. And I need to know all of these things about you. It’s like, no, actually, you don’t, or I need to know where you want to be in 25 years, you don’t need to know that either to earn somebody’s business unless you’re selling them a long term 25 year something plan.So make sure that..

Mario Fachini [11:11]
Roll way concrete but the only thing I can think of where you’d sell it this year, and not need another one for two and a half decades.

Nikki Rausch [11:20]
Okay, so that was a good response. I love that. And if that’s the case, then maybe that is an appropriate question. But I find most of the time in the discovery, we’re wasting precious time. And by not really understanding what’s the need, we’re trying to get all the information of how to deliver the solution to them, instead of understand what’s the problem and need, and then deliver an opportunity to get the solution. So making sure that you’re asking questions that lead to hire you. So just an example of this is I don’t ask people in a discovery process, like do you use a CRM? Do you use… Do you have a really strong 32nd? elevator pitch? Because those are the things that once people hire me, I’m going to need to know the answers to and I’m going to work with them on. But I’m really going to ask more around the things that I specialize in, so for instance, you better believe one of my discovery questions is, do you know how to create curiosity when you’re talking about your product or service? Because if their answer is no, here’s someplace where I can actually help them? And if their answer is yes, I might not be the right coach for them.

Mario Fachini [12:33]
I see. So I would relate it to me with business book publishing, where they might say, should I be on Kindle and print? Or should I do a hard back and soft cover? You know, how do I promote it? And it’s like, I don’t even know if we’re a good fit. Do you want help? Can you afford it? And is this something you want to do now?

Nikki Rausch [12:56]
Yeah. And do you have a message that by putting it in the form of a book is going to help you establish your authority in the marketplace? Right? Like, do they have a real message yet? Or maybe you help them develop the message? I’m not sure. But making sure that you’re not asking those questions like, do you want it on Kindle format? Like, you don’t need to know the answer to that question.

Mario Fachini [13:19]
How many copies? Should I order?

Nikki Rausch [13:21]
Yeah.

Mario Fachini [13:22]
What’s your balance? Or are you helping you? And I do have some sales questions, because part of it is, who are you writing the book for? If you don’t know who your avatar is? And you know, to your point, the message, you know, any road will work? I mean, it’s, it’s frankly, not that hard to get a bunch of sheets of paper bound together with a cover and a graphic on it. But that’s vastly different than when you’re using it for business. So the qualification is so important.

Nikki Rausch [13:53]
Yeah, so making sure that in your instance that the questions that you’re asking, really are those things that this is why people hire you, your questions should be more framed around that, versus the the, like, the deliverables that come after they hire you. Now, if they have questions about it, of course, you’re going to answer those questions for them. But those aren’t the questions you should be spending time getting information about. But you did bring up a really good point like, we do need to ask, you know, what’s your budget for this? Or have you already thought about what you want to invest in something like this? Like, we need to know, are we talking to a buyer, right, because if you’re not talking to a buyer, you’re wasting your time and energy. And I always say, not everybody is a client and it’s totally fine to bless and release. Other people who are not a good fit for your business or that you don’t have the solution. That’s the right solution for them. Less than release them, move on, don’t waste time and energy trying to convince them that they need to hire you. That’s just not going to build your business.

Mario Fachini [14:59]
One of the most freeing things i did and it’s i’m not gonna date myself but it was a while ago was realized that exactly what you said I don’t convince anyone if they can’t sell me i’m kind of like I don’t really care because I spent so much time going you know talking to 100 people and maybe five of them it’s like the other 95 i shouldn’t have never been talking to in the first place and let me rephrase that because that that was more comedic than anything I do care what I really do is look for someone I know I can refer them to maybe there’s something else in my arsenal i mean it’s one of the great reasons of having books if they if they can’t if they’re not ready for the service the timings bad or can’t afford it or they don’t think they can well here’s a bunch of books and free training and all kinds of other stuff I’ve produced that will help you bridge the gap initially.

Nikki Rausch [15:55]
Yeah.

Mario Fachini [15:55]
And that’s something that’s a reality too is maybe they’re not ready. And maybe it’s better if they are ready you give them you know four weeks of pre work or something before class starts you know so to speak because now you’re gonna have a much better time working with them and they’re going to be at a different level just because of that I produce stuff all the time that no matter what level someone’s at I found a way to help them.

Nikki Rausch [16:19]
Yeah and not spending yeah i mean the idea is not trying to again convince somebody and being really standing in your place of integrity and attracting your ideal clients I know you had a guest on I don’t think it was too long ago where they were talking about that the focus should be on building revenue and they were talking about I can’t remember the guest name so I apologize it was a great it was a great episode though and your guests was talking about how it’s it’s about identifying your ideal client and when you can really sell to your ideal client how that will amplify your business it was like fight 20 times then trying to sell to you people who are not the ideal client. I love that episode by the way and that’s really what we’re trying to do is identify in the discovery, am I talking to an ideal client? If this person isn’t ready for me yet yes you have solutions and you do you have you know all kinds of resources that people can take advantage of and I do too in my business i have a podcast, you know i’ve written books and you know i’ve put out tons of articles and trainings and all different types of ways for people to work with me and if they’re not the right fit right now sometimes no frankly is just a not yet and that’s okay too.

Mario Fachini [17:36]
I’ll tell you a story about one of my author clients she saw me do a book launch. She was excited it wasn’t she signed up for discovery calls. She passed the qualification to get to the discovery call, we get on the call and i could tell she was excited but it was just I could tell something it was like 95% and I decided i got it sounds like you have a little bit focus, it sounds like you’d be a great fit but the timings not right would you agree she goes you know what you nailed it. I got this going on, didn’t push, it kept doing my thing and five months later the message I get was a picture of the credit card she says i’m ready now. Well that was a hard sell yeah you know what i mean that’s vastly different than me nagging every week on you’re ready you’re ready you’re ready like that’s just not fun for anyone that’s it I never really did it to that degree but i know some people who do and it’s just like I don’t know I just I’ve never taught anyone that I’ve never done that to that degree I was definitely more on the spectrum of I don’t I would rather preserve the relationship long term than annoy you and agitate you and just go scorched earth over everyone I meet and now that’s my reputation.

Nikki Rausch [18:57]
Yeah, I always say that I don’t believe in chasing clients. I think when you chase a client like you know you call them every week and you’re like I got to stay in front of this person I got to bombard him a million ways and a million times. I think when you chase a client they turn into a toddler just I don’t know if you have any toddlers in your life but if you say to a little toddler like I’m gonna chase you they don’t even know what the game is and they’re off running and I think back like you’re going to chase your clients they’re going to run to because they’re going to be like oh I don’t know if we’re playing a game but I’m gonna run because this is like i don’t want to stand here and be you know he’s chasing me. So stop chasing and the way to start one of the ways to stop chasing is to be able to issue a essentially kind of that close language which I know is step five but if we’ve gotten to that far in the process with somebody and they’re not ready to commit you know you ask them the question like is this something like to move forward with or your example where you said like I get a sense that this is not the right time. And she’s like you’re right you know you hit it then in that particular case, say, oh, okay, well, when you’re ready, please know that you are welcome to reach out to me and I will be thrilled to hear from you. And I’ll be thrilled to work with you. And now you just set up the relationship I was a relationship first report always, you set that relationship up where she feels comfortable coming back to you, because I don’t know if you’ve ever been on the receiving end of you having to tell somebody who wants to sell something to you that you’re not ready. And then they act offended? Or like, how dare you not buy, like what’s wrong with you in some way, right. And so of course, when you are ready, you’re not going back to that person, you’re gonna go find somebody else. And what you did with her was you left that door open, and you left it open in a really kind way, where the relationship was still intact. And she felt comfortable enough to come back to you five months later, because she was like, I’m all in now. Like, you can’t ask for better clients than those.

Mario Fachini [20:53]
And that’s really the goal, because 20 lukewarm people, it’s kind of like, like you said, the toddler analogy. I’ve never heard that. But that’s hilarious because it’s like, you don’t want someone where it’s like, you have to pull them through the process. It’s like, I worked with the top people who are ready to go, they just don’t know the steps. Cool. Let me explain it to you, my team and I will work with you. It’s cool. But I’m not trying to teach you publishing along the way. And then you’re like, well hemming and hawing about like, that’s not fun, at all. No. And just so I’m abundantly clear, and also for the show notes, you’re welcome, Jules. She’s gonna get a kick out of that when she’s working on them, but tell me step four again, I know we covered a lot in there.

Nikki Rausch [21:39]
I don’t think I said step four so I’m glad you asked.

Mario Fachini [21:41]
Okay.

Nikki Rausch [21:41]
I kind of skipped it so I apologize. I did what I tell my clients not to do, don’t skip steps.

Mario Fachini [21:47]
That’s all right. But I know we went from three and then we’re talking. So four would be…

Nikki Rausch [21:52]
Four is a proposal. And that’s where you lay out the way to work with you. And so once you’ve moved, by the way to move from discovery to proposal, one of the key things to be able to do, you don’t want to sell when you’re in the discovery process. The goal of the discovery is to really understand what’s the need, what do I have a solution for? And then to move to proposal, I would say ask permission, because it makes sure that the person is still in the conversation with you and the way that you would frame that would be to say, you know, based on what we’ve chatted about, I get a sense that you’re a good fit for one of the programs I offer, is that something you’d be interested in hearing more about?

Mario Fachini [22:32]
And then because now you’re getting that not only are they qualified, you know, like you’re saying discovery, what I was hearing is make sure they’re qualified, because if they’re not, there’s no reason to give them a proposal. But if they are, don’t think you’re just going to oh, great so let’s get started saying that Whoa, whoa, whoa, whoa, whoa, you can have some of that. While I’m still thinking about it, perhaps?

Nikki Rausch [22:53]
Yeah, you don’t want them like rappelling from you, because you didn’t ask permission? And frankly, if the answer is like, I don’t think I’m ready to even hear about your proposal yet. Don’t waste your breath. Like, don’t try to convince somebody like no, you must hear about my offer, because that’s gonna break rapport. And again, as consumers, like, we’re just, we’re just not down with that kind of sales technique anymore at the people who come across pushy and aggressive. It just doesn’t resonate. And so when you ask permission, you’re showing I respect you. And I’m going to honor your wishes. And then when you get a yes, well, now you’ve got like, here’s the open road layout that offer, layout that proposal, do it in a really easy, simple way for them to say yes. And then you move to step five, which is issuing the close language and close language is a yes or no question, frankly. And that’s where you lay out the proposal and say, is this something you’d like to move forward with? That’s the yes or no question. And you zip it, and you wait until they respond first.

Mario Fachini [23:58]
Now, is that easier on the phone or in person?

Nikki Rausch [24:03]
Well, for me it’s… it’s the way that I sell like, I’m gonna wait. But I will say sometimes on the phone, you can’t see what the person’s doing. And, you know, like, all of us, we make up stories like, oh, they’re, you know, freaking out right now, because I just gave the price when in actuality, what they were doing was reaching for their credit card, like, yeah, Be really careful about making assumptions. And people will give you clues. So when when I say Wait, I always think like you’re playing the game of like, whoever speaks second wins. Every once in a while you’ll meet somebody who’s like, I know what you’re doing. So I’m just not gonna say anything. Usually though, that person will give themselves some type of cue, they’ll take a big breath, or they’ll do something and then you’ve got permission to like, check in and go, you know, so I can’t see you right now. And I’m just wondering, are you thinking about it, or do you have a question? And then I wait again let’s see what they say.

Mario Fachini [25:05]
Now when you’re going through that what if they say I need to think about it, I need to talk to my husband my wife my business partner the dog whatever. What do you do when you’re if you get to that point and they’re still coming up with objections and you know that they’re just kind of making stuff up at that point because they’ve been 100% the last 27 steps or questions I should say.

Nikki Rausch [25:33]
Well I’m actually really comfortable with somebody telling me they need to think about it and my go to response and I teach this to my students to say great about how much time do you think you’ll need? Let’s go ahead and schedule a circle call now on our calendars and then that way I can answer any additional questions that come to mind and we’ll talk about best next steps for working together and then I will offer a time see and get it on our calendars and then before I’ll let the conversation and I’ll say now is there anything that i could provide that would be useful for you to know or that you’re going to need to have that conversation with your dog if that’s who they gave us their answer, right? Or with your spouse is there anything in addition that I can provide and I’m gonna see what what the answer is and then when you have a circle back call scheduled on their calendar and on yours, what happens now is you don’t have to spend a bunch of time thinking like should I call them or should i send them an email or are they going to call me like no we actually know so I don’t have to think about it again and nine out of 10 times if their answer is no I’ve thought about it and i really don’t want to hire you they’re going to cancel that appointment with you most people who keep your circle back calls like you have a pretty good chance of closing that person because they’re ready to get back on the phone with you. They might have one or two more questions that they need the answer to and then you’re going to issue close language again on that circle back call and if they’re like well I’m still thinking about it now you have to decide like is this person an ideal client you know do they have a legitimate reason to schedule another circle back call and I’m not…

Mario Fachini [27:14]
Getting to the hem and haw and just because if they come to you they’re all excited all of this and I like seeing how people react because with my program, if you say you’re going to do something you better be doing it because it’s eight weeks. It’s not like we’ll get around to it when it’s good for you. Well I need more time, Well if you need more time… you know my best students have the ones that made the decision on the call to get started they get the best results. You know I’m a firm believer in how you do anything is how you do everything and if you need four weeks to make a four minute decision is now it’s just not going to work because it’s just not.

Nikki Rausch [28:01]
Yeah.

Mario Fachini [28:02]
And you’re right I do love that just as much I go you know what it doesn’t sound like this is a good fit I don’t even let them give me a reason. And a few of them have been like hold on that’s not what I said i’m like fine give me a reason why should keep you 20 minutes later they were all lit up and I was like so it sounds like a yes now. Yeah let’s do it you know they sold me for 20 minutes after I was like it doesn’t sound like it’s a good fit okay now I can sense your passion. Now I can in the reality was they just it was all their other head trash that like you were talking about was playing into what they were doing you know who am I to write a book who am I to do this that the other thing and it’s not that they didn’t have the money and they didn’t want to it was just all the other voices and once basically lit them on fire they wrote they knew they heard themself going I absolutely need to be doing this.

Nikki Rausch [28:58]
Yeah. You know with my clients, like you said with yours it’s about like people who are able to make decisions in that kind of first call. I save this and I’ve created a culture because I want my clients to really believe this. I always say implementers get results you have to implement the things I teach and when you do you’re going to see results and only implementers get results so you can sign up for every program in the world with me you can listen to every podcast that I have been on and had on my own. And if you don’t implement this stuff doesn’t work, period so implementers get results. I only like to work with implementers and I tend to attract implementers because I say it all the time.

Mario Fachini [29:41]
I love that. I love that and you’re gonna love the second half of the show which we’re fastly approaching. It’s called the Imperfect Action Round and guess why I called it that?

Nikki Rausch [29:55]
Well you tell me but…

Mario Fachini [29:56]
You gotta take Imperfect Action because some people, again, perfection — it’s like no it’s got to be perfectly no it doesn’t it’s got to be really really good but you can’t spend 12 months doing something that should take 12 days. Now like no one’s gonna notice that.

Nikki Rausch [30:14]
Yeah. I’m a big I’m a big fan of like you could test things in the market right like I put out offers all the time I’m like i’m just gonna see if anybody wants to buy this and if nobody buys it okay.

Mario Fachini [30:24]
And if it doesn’t mean the offers any worse. It could just be the headliner, the copy that you used.

Nikki Rausch [30:31]
True. So true.

Mario Fachini [30:33]
I mean let’s be honest with me for a second how different is your offer now than last year ,the year before , the year before and i’m sure you changed a few things but at its core it’s not like you’re offering painting lessons versus sales training.

Nikki Rausch [30:48]
Now my training, as a matter of fact the training that lives inside my membership, the sales maven society that training is the training that I was teaching seven years ago when I bought my best or not bought mine when i started my business. It’s the same training I’ve been teaching. It’s just now it’s housed in a different form. I’m not teaching it live, it’s in there, you can go and watch it and have access to me for questions but the content is the content.

Mario Fachini [31:18]
Yeah and that’s the same thing I have never skipped well, it’s brand new year we don’t need a cover for the book that’s always in there it’s always going to be in there. The answer is six by nine if you want to ask for the size so i want to know your biggest success story from someone that’s gone through your training.

Nikki Rausch [31:42]
The one that comes to mind off the top of my head is that I had a client who we heard her business was doing well she’s she’s successful and she really wanted to amplify her business. Her business had kind of been built on referral and it was time to now do some business development. And we had it set a pretty big goal for her and worked through you know all the stuff that involved business development who are you reaching out to what’s the message you know what’s the process and you know where are you what step are you on in the selling staircase and how are you moving people to the next step and by the end of the year she can attribute $100,000 in brand new business in the things that we worked on she’s one of my biggest success stories and I just was so I mean, she’s exactly what I said implementers get results she was implementing like crazy and her business has continued to just grow and it’s been awesome to watch.

Mario Fachini [32:41]
That’s fantastic and I’m sure her confidence is up just slightly also.

Nikki Rausch [32:46]
Oh she knows. She I mean if you ask her she’s like i’m great at sales that might not have been how she described it when we first started working together but she knows she’s sales she’s got it.

Mario Fachini [32:58]
Yeah because when you understand the process and you whether it’s in your head or you when you’re starting it’s on a sheet of paper that you might have off the phone call that no one can see. You learn it just like the questions I asked you here I remember the first dozen or two episodes, I was like and I literally had a sheet of paper like I’m on question like i’m playing battleship or like an f six oh it’s this one. Now it’s you know just have fun with it. It’s a learned process that anyone can do and that’s what I think is so fantastic and so few people do. But once you learn it you know I couldn’t speak higher than having someone like you mentor someone and go through formal sales training that you invest in because if you’re willing to make the investment off the gate I’d say that’s a pretty big chunk of it right there and then you just keep practicing and go through the steps and the tracking how you can you know like you said add another extra six figures to your business this year. I don’t know if you know. I’m sure your prices change and everything and we don’t need to say it here because all of that but i’m just betting it’s less than that and no matter what it is you’ll get an ROI on it is that accurate.

Nikki Rausch [34:15]
That is very accurate. I always expect my clients to earn their money back very quickly when they invest in sales training but again implementers get results. You can give me all your money and not do anything and you will see no results but sales training is that one piece of sales it’s one piece of training that I will say will serve you in your personal and professional life for the rest of your life so I love sales. I love conversations around sales and I love to be in conversations with people who really understand what’s going on in the conversation and how to move it along.

Mario Fachini [34:53]
Let me ask you this I just thought of this one and this is I know part of the sales process and if you do online stuff the guarantee, have you ever done an action takers guarantee?

Nikki Rausch [35:07]
You know i haven’t, although i’m not opposed to them if it’s something that you love in your business to have a guarantee. I actually have a client right now who has a $10,000 guarantee when you hire her she will guarantee you a $10,000 raise to your income. She’s a career coach and she’s doing awesome work with people oh no no I’m not opposed to a guarantee I think it’s more I don’t do them in my business but again I haven’t had to it’s not that I wouldn’t, I just haven’t had to.

Mario Fachini [35:40]
Yeah, I remember the first time I heard about that and because when you’re doing when you’re doing certain types of training, it’s like you want the numbers in there to help more people and also probably for your own revenue goals but at the same point when you’re not doing it one on one it’s like you can get anyone in there and you know what I mean it’s like you’re you’re there at some point there’s going to be a higher percentage than working one on one and it’s like well what if they don’t take any action well how do i handle this it’s like well i’d first off say, give them the money back because if they’re not going to do anything you know when they’re in there but i’ve seen people doing action takers it’s like you can’t complain about it you didn’t do anything you’ve been in for 30, 60 , 90 days and I can see that you’ve literally didn’t even watch the welcome video.

Nikki Rausch [36:30]
Yeah we can do…

Mario Fachini [36:32]
Yeah, what’s that?

Nikki Rausch [36:33]
We can do. I said we can do that in my membership to you so I can see when’s the last time somebody logged in. What videos have they actually you know what training content have they gone through and so it’s you know when I have somebody who joins and then the next month they’re like okay I’m leaving because I’m not finding any value in it and you’re like you actually didn’t do anything. And so in my you know my philosophy is blessing release like i don’t want people in my group that aren’t going to at least dive in to some of the training because it only works if you learn it and practice it like that’s how communication works that’s how you get better at it.

Mario Fachini [37:13]
Yeah, I’m rethinking and I agree and it’s reminded me of a quote I believe was Henry Ford it’s like everyone wants success but unless it’s dressed in overalls and looks like work.

Nikki Rausch [37:24]
Yes. I love that.

Mario Fachini [37:27]
There’s been times I’m like yeah I want the shortcut I don’t want to do this but then like the next day I’m like well this isn’t getting me anywhere okay let’s do.

Nikki Rausch [37:35]
Well another one too about parking spaces like there’s a lot of parking spaces on the road to success i’m not saying it right but i was thinking about that too.

Mario Fachini [37:44]
No, no finish that. I have not heard this one.

Nikki Rausch [37:46]
I will . I’m trying to think of how to say it now it was the there is there is a saying of like there’s there’s many parking spaces on the long road on the long road to success okay like the idea is that you have to keep going but so I apologize i’m not i’m not okay

Mario Fachini [38:01]
I like that I appreciate the seat of that automobile one Henry Ford. It’s hard to steer a parked car I mean hey we’re …

Nikki Rausch [38:03]
Oh I never heard that.

Mario Fachini [38:13]
Not at the destination, really I feel like I’ve heard that she’s 20, 30 years ago and it’s just like no but I mean think about it like we’re not there well what direction are you steering you’d be steering in the wrong direction but if you’re not moving forward the car’s not even on you didn’t even unlock the doors yet you can’t be mad at me.

Nikki Rausch [38:35]
I love that . I love quotes so thank you.

Mario Fachini [38:38]
You’re welcome thank you because I didn’t hear the other one. I have one more thing before we thank our sponsor and go to the Imperfect Action Round. Oh that’s a good spin look at that.

Nikki Rausch [38:49]
That is a great spin.

Mario Fachini [38:51]
Wow. Sometimes I just nail it and other times I’m like gotta do it three times I’ll get this thing ain’t gonna stop but my question for you this is the Wheel of Whatever. My question for you is what is an organization or individual you would love to work with that you haven’t yet.

Nikki Rausch [39:09]
That I haven’t yet?

Mario Fachini [39:11]
I mean I gotta be honest .I think NASA is pretty cool.

Nikki Rausch [39:14]
I know .I have an extensive background. I’ve worked with many many organizations and many individuals. I’m gonna say…

Mario Fachini [39:26]
That’s a good question.

Nikki Rausch [39:27]
I know it’s a good one. I’m going to say I would love to support an individual and or an organization that had a pretty significant giving back component to their sales. I would love to work with that type of an organization and help them really grow their sales so…

Mario Fachini [39:46]
Like Toms shoes?

Nikki Rausch [39:47]
Yes exactly like Toms shoes and I know there’s lots of them out there but I don’t think i’ve worked with one specifically to help them on their sales side and even if it was an entrepreneur that had this giving back component. I just love primarily working with… I work with men and women, but I love working with women entrepreneurs. And I think they have this like, you know, servant’s heart. They show up from this place of really wanting to make an impact in their community. And I would love to work with one who is making a big impact to help.

Mario Fachini [40:23]
You know what, that gives me an idea. And this was another reason I love doing that. I mean, it is for fun. But you just had me thinking of Christian l’affaire. I had him on the show. He helps people start nonprofits in like record time. And I know, nonprofits also need sales.

Nikki Rausch [40:43]
Yes.

Mario Fachini [40:44]
And that also goes back to the contribution piece, I’m sure that he’s got dozens of people that not only might not need the sales component, but would also, you know, you could start working with more of those types of companies. Because if it’s a nonprofit, they’re probably doing something charitable or,

Nikki Rausch [41:02]
Yeah,

Mario Fachini [41:02]
I’d say there’s a higher percentage of them doing something contribution and charitable focused.

Nikki Rausch [41:07]
Yeah, I love that. Thank you.

Mario Fachini [41:10]
We’re gonna thank our sponsor, and we’re gonna come back for the Imperfect Action Round.

Sponsor – Free Business Book Publishing Course [41:14]
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Mario Fachini [42:44]
And we are back with the Imperfect Action Round. Nikki, are you ready to take Imperfect Action?

Nikki Rausch [42:50]
Absolutely. I love Imperfect Action.

Mario Fachini [42:53]
Three questions for you 60 seconds or less responses? What is the fastest path to the profits?

Nikki Rausch [43:00]
To ask for the sale.

Mario Fachini [43:03]
Excellent. Number two, what is the biggest problem you see your prospects making and the fastest way for them to fix it?

Nikki Rausch [43:10]
The biggest mistake is that they are trying to skip steps. They’re trying to move too fast through the process, the person’s not in it with them. And the path to success is to learn how to issue an invitation, know what step you’re on and how to move the person to the next step.

Mario Fachini [43:25]
Excellent, excellent. Number three, what is the best way to maximize customer lifetime value?

Nikki Rausch [43:32]
Understand what the what the need is of the client and make sure that you are creating curiosity and planting seeds about next steps for the client throughout the time of working with them so that when you get to the end of whatever the thing was that they bought from you that it’s an easy conversation to say, you know, my next recommendation, if you’re open to it would be to talk about this. Is that something we should talk about making sure that you’re being really clear on that offer.

Mario Fachini [43:59]
Very good. Yeah, a lot the offer can make or break. You know, like we were talking about earlier, you could go to 100 people and offer them something, but if the offer is horrible. Good luck.

Nikki Rausch [44:12]
Yeah, you have to have a strong offer. It has to be a good offer. And frankly, it needs to be an easy yes. So one of the mistakes I often see is people put up a bunch of roadblocks. Like you have to jump through this hoop and this hoop and this hoop, even to get to the place where you can even sign up and sign up and pay me money. That’s a mistake, make it really easy for people to sign up and pay money.

Mario Fachini [44:32]
You know, it’s interesting, you say that because I can speak from firsthand experience literally right now there’s been someone in my inbox that wants to partner with the show. And instead of just like a click, click, click, like fill out the form the name and all this and we’ll get the affiliate partnership and this that whatever. It’s like, I got to write a paragraph and this that the other thing and I’m like, I get that you want to qualify but it’s been in there for a few weeks because I’m like, I’m going to need to block out more than five minutes to do this you know so it’s gonna happen but again with the sales cycle you know you could be doing three years of sales in one year if you just change that part around.

Nikki Rausch [45:16]
Oh my gosh i can’t tell you how many clients i’ve worked with where they will when I say like let me understand your sales process and we start breaking it down and they’re like I don’t actually ask for the sale until the third meeting I’m like what why you know and it’s like well because I feel like i need to do all these other steps first I was like I feel like you’re wasting your time if they’re ready to buy a client yeah if they’re ready to buy let’s make sure that we’re making it easy for them because the one caveat I will say to skipping steps in the selling staircase is that you as the seller cannot skip steps but the client or the prospect they can absolutely skip steps if somebody comes up to you and they’re like Mario i’ve heard about you, my friend recommends you, I’m ready i totally want in. I don’t even say like slow your roll we got to go back to introduction.

Mario Fachini [46:04]
We need to do discovery call.

Nikki Rausch [46:06]
Yeah now if you need to qualify that’s fine but don’t slow that process down because you’re like I don’t know now take the order make it happen.

Mario Fachini [46:17]
Yeah and that’s the beauty of creating assets and doing stuff and having podcasts and books and speaking engagements and different things because it’s like there there are people who will follow you you have no idea who they are listening right now hi looking forward to meeting you know and they’ll just show up and it’s like i’ve been following you for weeks months years awesome. You know what I mean it’s like you don’t need to have 58 meetings or whatever when they’re ready they’re ready just keep you know you do you and do the best you can you can.

Nikki Rausch [46:51]
Yeah. I’ve had two people in the last year tell me you were on my vision board. They had a picture of me on that vision board and then hired me. How weird is that and cool.

Mario Fachini [47:01]
That is cool. It’s not weird at all because it’s like when you position yourself you know I created the expert authority effect and when you position yourself as like you know you’re the goalie people want to get into. It’s like you know, you don’t need to be salesy and all this stuff in between it’s like when you want to go on this special vacation it’s like you have that you might not have the money right now but when you do what’s even more special and you’re even more excited about it’s not all I’m just buying this thing from yet another person no no all right I gotta stay on track here i could go off on a whole whole tangent on that but yeah that’s awesome congrats because that’s what you want people doing.

Nikki Rausch [47:46]
Yeah.

Mario Fachini [47:48]
My last, what books would you recommend Expert Authority World?

Nikki Rausch [47:56]
Well I really love there’s a couple books I really love but from a sales book and it’s been out for years is oh my gosh it just left my head so i’m going to give you the other one and then i’ll come back to it because it’ll be there I love the book Uncopyable have you read that?

Mario Fachini [48:12]
I have not .I haven’t even heard of it that sounds great though.

Nikki Rausch [48:15]
It’s so good. Uncopyable, Built To Sell.

Mario Fachini [48:18]
Yes Built To Sell is great.

Nikki Rausch [48:20]
I love Built to sell and oh my gosh it’s like right it’s written by Bob Burg and it’s a…

Mario Fachini [48:28]
The Go Giver?

Nikki Rausch [48:29]
Yes. Thank you. It was like completely left my head but I love the idea of it and it’s what I do too, I teach relationship sales and I feel like that’s what that book is about.

Mario Fachini [48:41]
Yeah that’s fantastic. Where would you like people to learn more?

Nikki Rausch [48:46]
Well the easiest way to learn more is can I offer your audience a download and I apologize I didn’t ask.

Mario Fachini [48:51]
Please do.

Nikki Rausch [48:51]
Let’s get this up front so the easiest way to connect with me is to download my ebook called Closing The Sale and it’s all about building confidence and you can get this, this is my gift to you. So you can go and download it by going to YourSalesMaven.com/EAE this is for your audience specifically. So YourSalesMaven.com/EAE and you can get that and then we’ll be connected.

Mario Fachini [49:21]
Excellent. Well thank you for that sounds great and also make sure it’s in the show notes this has been so fun thank you so much.

Nikki Rausch [49:29]
Thank you for having me.

Mario Fachini [49:31]
The pleasure is mine and I know we could go into much more depth than everything but if someone’s listening and you’re afraid of sales talk to Nikki she knows what she’s talking about and don’t be it’s a simple process just like riding a bike you got to have the tires inflated though and you have to start pedaling. Alright, thanks for the Expert Authority World. We have another great episode here today. I’ll see you tomorrow have a great day god bless.

Sponsor – Free Business Book Publishing Course [50:00]
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www.EAInterviews.com [50:34]
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