The Power of Silence - A Surprising Sales Skill That Changes Everything - Sales Success Story

If you’ve ever felt discouraged by the silence on the other end of your emails, social posts, or offers, you're not alone. In this episode of the Sales Maven podcast, Nikki Rausch breaks down what that silence actually means (spoiler: it’s not failure) and shares powerful audience engagement strategies that help you move from broadcasting to genuinely connecting. Nikki explains that engagement isn’t about instant replies or high numbers. It’s about building relationships over time. Every small interaction, or “micro-touch,” contributes to the bigger picture. Research shows that it can take 40 or more touches before someone is ready to buy. So if you're not getting a reply yet, it may just be part of the process. This is where the idea of “convincer strategies” comes into play. Everyone has a unique threshold for how many times they need to hear from you before they take action. Your job is not to push harder or try to talk someone into buying. Your job is to stay present and make it easy for people to respond when they are ready. One of the best ways to encourage engagement is by creating curiosity loops. Instead of pushing your offer, ask thoughtful, open-ended questions that spark reflection and invite dialogue. For example: “Would it be helpful to see what’s working for others in a similar position?” “Are you still focused on X, Y, and Z?” “Would you be willing to share your take on X, Y, and Z?” These kinds of questions open doors, rather than closing them. Nikki also encourages listeners to shift away from one-size-fits-all messaging and start reaching out individually. If you’re not getting engagement, take a look at what you’re sending. Are you inviting responses, or just delivering information? This week’s challenge: Send three curiosity-driven messages to three different people. Start with something personal, like “How have you been?” or “What’s new with you?” Then see what happens when you open the door to real conversation. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

What if the most powerful thing you could say… was nothing at all? In this episode of the Sales Maven Show, Nikki Rausch sits down with Carol Becker, a member of the Sales Maven Society, who shares her remarkable transformation from mechanical design engineer to caregiver support specialist. After surviving a coma and navigating life with memory loss, Carol found a new purpose: helping caregivers, especially those supporting dementia patients, feel seen, heard, and understood. Carol opens up about the emotional toll caregiving can take, and how silence, patience, and intentional communication can become powerful tools in building trust and support. She also reveals how learning sales techniques through the Sales Maven Society gave her the confidence and clarity to communicate more effectively with clients and loved ones alike. Whether you're in sales, caregiving, or simply looking to become a better communicator, this episode offers insights into the power of silence and how the right words (and pauses) can change lives. Timestamps 00:43 Welcome to the Sales Maven Show 01:30 Carol Becker's Journey: From Engineer to Caregiver Advocate 03:08 Supporting Caregivers: Techniques and Tools 06:34 The Power of Words and Communication 10:49 The Importance of Silence in Communication 16:29 Carol Becker's Experience with the Sales Maven Society 17:14 Closing Thoughts and Contact Information 🔗 Learn more about Carol's work: https://brainbitsbybecker.com Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Have you ever said something in a sales conversation that landed the wrong way—even when your intentions were good? In this solo episode of the Sales Maven Show, host Nikki Rausch breaks down what not to say if you want to build trust and close more deals. Sharing a recent personal experience at a dentist’s office, Nikki illustrates how one offhand comment can unknowingly damage rapport. She explains why every word matters when interacting with clients and how to ensure your message aligns with your intent. You'll learn practical strategies to reframe your communication for stronger client relationships, more effective sales conversations, and long-term success. Whether you're new to sales or a seasoned pro, this episode will help you spot common missteps and fine-tune your messaging so you know exactly what not to say—and what to say instead. Timestamps: 00:43 Welcome to the Sales Maven Show 00:54 The Rapport-Breaking Mistake 01:20 A Real-Life Example: The Dentist Visit 02:52 The Importance of Building a Rapport Bank Account 09:10 The Impact of Communication: Intent vs. Impact 10:47 Improving Communication Skills for Better Relationships 11:59 Reframing for Positive Client Interactions 22:15 Final Thoughts and Takeaways Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Are your sales conversations being driven by confidence and strategy—or by your ego? In this episode of the Sales Maven Show, host Nikki Rausch unpacks the critical difference between ego-driven reactions and strategic thinking in sales. She highlights common traps that entrepreneurs and sales professionals fall into—like rushing to pitch, taking objections personally, hesitating to send offers, or feeling deflated when clients don’t take action. With relatable examples and actionable tips, Nikki shares how to shift into a more empowered, service-focused mindset. You’ll learn how to respond with intention, boost your confidence, and make smarter decisions that grow your business. If you’ve ever felt stuck, frustrated, or overly reactive in your sales process, this episode is your invitation to lead with strategy instead of emotion. Timestamps 00:43 – Welcome to the Sales Maven Show 01:15 – Ego Thinking vs. Strategic Thinking 04:01 – Common Sales Pitfalls and How to Avoid Them 04:39 – Planning to Pitch Too Soon 10:44 – Handling Objections with Curiosity 13:04 – When Clients Don't Take Action 16:27 – Dealing with Discount Requests 19:23 – Overcoming the Fear of Sending Offers 23:35 – Shifting from Ego to Strategic Thinking 28:14 – Final Thoughts and Encouragement Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Want to boost your sales confidence while juggling business, family, and faith? In this episode of the Sales Maven Show, host Nikki Rausch chats with Shana Cooper—CPA, entrepreneur, and mom of five—about the power of sales confidence in both personal and professional life. With over 30 years of experience, Shana shares how she blends biblical principles with practical financial strategies to help women lead with clarity and confidence. She opens up about her journey from employee to entrepreneur, the lessons she’s learned raising five kids while running a business, and how improved communication and sales skills can transform marriages, families, and careers. Shana also introduces her brand Happy Homes and Families and her upcoming framework, Coming Home by Design, which empowers women to create lives rooted in purpose, connection, and confidence—starting at home. Whether you're building a business or a better family dynamic, this episode will inspire you to own your voice and grow your sales confidence. Timestamps: 00:43 Welcome to the Sales Maven Show 01:34 Meet Shana Cooper: CPA and Mom of Five 02:13 Blending Finances, Family, and Faith 02:58 Homeschooling and the Entrepreneurial Mindset 04:18 Facing Financial Challenges in Marriage 07:40 The Life CFO Framework 10:41 From Corporate Job to Entrepreneurship 12:13 Building Sales Confidence Through Communication 16:56 How to Adjust Messaging for Better Engagement 17:15 Boosting Productivity and Purpose 17:43 Navigating Multiple Roles with Grace 19:04 Gaining Confidence and Letting Go of Perfectionism 20:12 Effective Outreach and Relationship-Building 21:24 Why Sales Skills Are Essential for Growth 23:01 Creating a Positive Ripple Effect 27:59 Final Takeaways and What’s Ahead Connect with Shana Cooper: 🔗 Website: happyhomesandfamilies.com 🔗 LinkedIn: Shana Cooper on LinkedIn

How do you keep clients coming back—even when times get tough financially? In this episode of the Sales Maven Podcast, Nikki Rausch shares actionable tips on how to retain clients during economic downturns. Learn how to stay top of mind, introduce effective downsell offers, and communicate proactively to meet your clients where they are—without losing the relationship (or the revenue). If client retention is part of your business strategy, this episode is packed with insights you can use right away. Timestamps: 00:43 – Welcome to the Sales Maven Podcast 01:04 – Why budget concerns shouldn’t mean goodbye 01:59 – Stay ready: Planning for client pushback 03:31 – What is a downsell offer (and why you need one) 05:28 – Communicating with confidence and compassion 06:26 – Creative examples of downsell offers in action 11:55 – Keep the connection: proactive engagement strategies 14:20 – Final thoughts and next steps Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Want to build instant rapport with your audience—without feeling fake or forced? In this episode of the Sales Maven Show, host Nikki Rausch reveals how to quickly connect with groups during presentations. Drawing from her NLP background and years of experience, Nikki unpacks the subtle but powerful ways to create a sense of safety, respect, and engagement from the moment you take the stage. You’ll learn how to pace and lead effectively, why positive acknowledgment matters, and how to avoid common missteps that can alienate your audience. Whether you're speaking to a small team or a packed room, these practical tips will help you win over the group and communicate with confidence. Timestamps: 00:43 Introduction to the Sales Maven Show 00:53 Overcoming Presentation Fears 02:23 Creating Safety Through Pacing and Leading 04:23 Engaging the Audience Respectfully 07:40 The Importance of Positive Acknowledgment 08:36 A Counter Example: What Not to Do 15:52 Practical Tips for Winning Over a Group 18:32 Conclusion and Call to Action Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

What does it really take to live an aligned life—one where your personal and professional goals support each other instead of compete? In this episode of the Sales Maven Show, host Nikki Rausch is joined by bestselling author, book strategist, and coach Stacy Ennis to unpack what it means to live and work intentionally. Drawing from her global lifestyle and extensive publishing background, Stacy shares practical strategies for designing a choiceful life—one that aligns with your values, energy, and aspirations. Nikki and Stacy explore the power of intentional decision-making, boundary-setting, and wellness practices that fuel sustainable success. They dive into how to attract ideal clients, maintain momentum through rejection, and the value of celebrating wins both big and small. Stacy also reflects on her transformative TEDx experience and the freedom that comes from building a life rooted in purpose and clarity. This episode is full of actionable insights for entrepreneurs, leaders, and creatives looking to align their business with the life they truly want. Timestamps: 00:43 Introduction to the Sales Maven Show 01:19 Meet Stacy Ennis: Bestselling Author and Book Strategist 02:54 Discovering Common Ground: Idaho Connections 04:35 The Impact of Travel on Personal Growth 06:59 Challenges and Adventures of Living Abroad 09:27 Designing a Choiceful Life: Insights and Strategies 14:60 Balancing Personal and Professional Life 22:28 Embracing European Work-Life Balance 24:04 Attracting the Right Clients 26:58 Pursuing Dreams and Overcoming Rejections 28:09 Transformative TEDx Experience 32:59 The Importance of Personal Wellness 38:53 Celebrating Wins and Team Culture 41:25 Exciting Developments in Business 42:37 Connecting with Stacy Learn more about Stacy and her work at www.stacyennis.com Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

Are your business proposals closing the deal—or costing you clients? In this on-air coaching episode of the Sales Maven Show, host Nikki Rausch welcomes long-time client and email strategist Kathy Farah for a deep dive into improving sales conversations and conversions. Kathy specializes in helping high-level coaches and consultants build email systems that boost revenue, save time, and nurture relationships. Together, they unpack what makes business proposals work—especially how to structure them with three clear options, avoid overwhelming jargon, and follow up with strategic “circle back” calls. Nikki also coaches Kathy on asking stronger discovery questions and positioning offers more effectively. You'll hear real-time coaching, actionable strategies, and insights into how small tweaks can make a big impact. Whether you're pitching services or refining your offer, this episode is packed with practical guidance to help you close more sales with confidence. Timestamps: 00:43 Welcome to the Sales Maven Show 00:52 Introducing Kathy Farah 01:38 Kathy's Email Marketing Expertise 03:10 The Importance of Email Lists 06:27 Common Mistakes in Email Marketing 11:20 Adapting to Client Needs 13:05 Effective Proposal Strategies 21:32 Affordable Training for Better Discovery 21:57 Crafting Effective Proposals 24:15 The Importance of Circle Back Calls 27:11 Avoiding Jargon in Proposals 31:20 Implementing Strategies for Success 32:30 Personal Insights and Contact Information Connect with Kathy Farah: 🔗 Free Resource: Re-Engage Your List 🔗 Kathy on LinkedIn Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion

What makes someone instantly likable—and how can you tap into that skill in everyday conversations? In this episode of The Sales Maven Show, host Nikki Rausch shifts the spotlight from sales strategy to one of the most powerful tools in your toolkit: likability. Drawing from her deep expertise in neurolinguistic programming (NLP), Nikki reveals practical, easy-to-apply techniques that can elevate how others perceive you—both personally and professionally. She breaks down three key strategies to increase likability: ✔️ Genuinely acknowledging people ✔️ Matching and mirroring speech patterns ✔️ Asking thoughtful questions You’ll also learn why ending conversations on a positive note can leave a lasting impression. Whether you're networking, building client relationships, or simply trying to connect better with those around you, these tips are game-changers for boosting rapport and communication. Timestamps: 00:43 Welcome to the Sales Maven Show 00:54 The Importance of Communication Skills 01:10 Boosting Likability with NLP 02:14 Real-Life Applications of NLP 03:35 Why Likability Matters 04:33 Understanding the Role of Rapport 06:39 Three Tips to Increase Likability 07:59 Tip 1: Acknowledge People 19:22 Tip 2: Matching and Mirroring Rate of Speech 27:08 Tip 3: Asking Questions 36:09 Final Thoughts on Increasing Likability 38:51 Conclusion and Call to Action Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00! For more actionable sales tips, download the FREE Closing The Sale Ebook. Find Nikki: Nikki Rausch [email protected] Facebook | Twitter | LinkedIn | Instagram Sales Maven Society https://calendly.com/salesmaven/work-with-nikki-discussion