3 Sales Shifts Entrepreneurs Need in 2026 for More Confident Client Conversations

What if the biggest shift you could make in your sales conversations next year is not about learning something brand new, but about finally doing what you already know in a more intentional way. In this episode, Nikki Rausch explores three game changing adjustments entrepreneurs can implement in 2026 to create more confident, grounded, and ease filled sales conversations. If you've felt heavier pressure in your sales calls this past year or found yourself stumbling over your words, overthinking, or feeling shaky when the stakes are high, this episode gives you the practical reset you need. Nikki begins by tackling the first and most foundational shift: asking the right questions. Not just more questions, and not generic ones, but the strategic questions that build safety, credibility, and momentum. She explains how well crafted questions act as your consultation roadmap, keeping the conversation on track while showing your buyer they're in capable hands. Without this structure, you risk rambling, oversharing, coaching instead of selling, or losing the lead entirely. Nikki shares how a consultation map elevates your professionalism, shortens your consult time, and positions you as the guide your client is looking for. She even discusses her new AI assisted offer that helps entrepreneurs create their question map step by step. The second shift is one that many sellers think they've mastered but often haven't: leading with benefits rather than features. Nikki breaks down why features alone don't sell and why the "so what" behind your offer needs to be clearly stated, not left for the client to interpret. She walks through how benefits speak directly to the outcomes your clients want and how articulating them increases your confidence as well as the buyer's. By sharing common mistakes she sees entrepreneurs make, and how just rewriting a few sentences can transform an offer's appeal, Nikki encourages listeners to revisit their sales pages and pitches with fresh eyes. Finally, Nikki highlights the third shift: practice. Real, out loud, low stakes practice. She explains why confidence isn't innate; it's built through repetition and muscle memory. Sales conversations feel wobbly for the same reason walking a narrow beam feels wobbly: your body and brain haven't rehearsed the movement enough. Through stories from strategy sessions and her new monthly practice groups in the Sales Maven Society, Nikki shows how practicing language, pre framing, and key transitions can radically shift your presence on sales calls. When your voice steadies, your energy follows, and your buyer feels it too. Whether you're new to sales or seasoned but stuck in a rut, these three shifts can change everything. Ask better questions. Speak in benefits. And practice until confidence is your default setting. Here's to 2026 being your most grounded and successful sales year ever. 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 communication trend have you seen lately that instantly makes you pull back, question someone's motives, or delete their message altogether. In this episode, Nikki Rausch breaks down one of the most damaging habits showing up in sales outreach right now. It is the "compliment followed by an insult" approach, a tactic meant to create quick intimacy but that actually destroys trust. Nikki explains why this trend is spreading, why so many podcasters and business owners are experiencing it, and how it undermines the very relationships sellers are trying to build. Nikki starts by unpacking the pattern: a message begins with a flattering comment about you or your work, then immediately pivots to an insult about everyone else. It might sound like "I love your show because you ask real questions unlike most hosts who only care about pitching their guests." On the surface it looks like appreciation, but the hidden message is clear. If someone insults others to win your approval, you naturally wonder what they say about you when they move on to the next conversation. Nikki explains how this tactic creates a sense of unsafety for the recipient, erodes credibility, and closes the door on meaningful sales conversations. It is manipulative positioning disguised as praise. Instead of falling into this communication trend, Nikki offers practical guidance for building genuine rapport. She encourages listeners to give specific, sincere compliments without comparisons. Make it about the person you are reaching out to, not about elevating yourself at the expense of others. Personalized outreach rooted in clarity and respect naturally opens the door to connection. Nikki also highlights the importance of giving people an easy, graceful way to decline. When the pressure is off, responses tend to be more honest and more positive. Nikki closes the episode with actionable steps to upgrade your communication. Practice offering compliments that are grounded in real observations. Warm up your leads rather than relying on cold, generic messages. Think about how your outreach will make the other person feel and whether your tone communicates safety and goodwill. When clarity, sincerity, and respect are at the center of your communication, trust follows. And trust is the real foundation of every successful sales relationship. 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 for women in the workplace to know when it is time to stay, speak up, or walk away entirely? In this Mastering Excellence episode, Nikki Rausch sits down with certified coach and facilitator Laurie Nichols for a powerful conversation about clarity, confidence, and the emotional intelligence required to make intentional choices in your career. With more than thirty years of experience in both the investment world and the coaching space, Laurie brings a grounded, heart centered perspective to the challenges women face in professional environments. She and Nikki explore how values, self trust, and honest self reflection help women navigate crossroads moments without guilt or second guessing. Laurie shares the story of her own transition from finance to coaching, explaining how burnout and misalignment often show up long before we recognize them. She introduces the idea of the rub, those early signals that something is off in your workplace, your client relationships, or even your day to day interactions. These signs might appear as frustration, exhaustion, or constant self doubt. Laurie talks through the difference between temporary irritation and a deeper mismatch that takes a toll on your physical, emotional, and professional wellbeing. Nikki and Laurie also explore why women often feel pressure to tolerate unhealthy environments and how cultural expectations make it difficult to speak up or set boundaries. Listeners will learn practical tools to build self awareness, including values checks, emotional audits, and Laurie's idea of the blinking yellow light, a cue that you need to slow down and pay attention before bigger problems develop. Laurie explains how discernment, not impulsivity, becomes your strongest guide in deciding whether to stay and have a constructive conversation or leave in order to reclaim your health and integrity. She also offers strategies for approaching tough conversations through a values based lens, using clarity and compassion rather than fear or defensiveness. The episode closes with Laurie's current focus on empowering women to thrive at work while honoring their own wellbeing. She champions the principle of win win or no deal, which encourages women to pursue relationships and opportunities that respect their worth. With her blend of wisdom and practicality, Laurie gives listeners a roadmap for navigating career decisions with confidence and intention. This is an essential conversation for anyone interested in strengthening leadership skills, building healthier workplace dynamics, and supporting the success of women in the workplace. 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 mean to practice invisible leadership, and how can it transform your business and your sales relationships in ways that are both powerful and sustainable? In this episode of the Sales Maven Show, host Nikki Rausch welcomes a special guest to the Mastering Excellence series for a deep and engaging conversation about the kind of leadership that does not demand the spotlight yet creates extraordinary results. This is the leadership style that shows up in subtle cues, intentional communication, and the quiet confidence that inspires trust long before a transaction ever occurs. The episode begins with a look at the guest's background, including the experiences that shaped their understanding of excellence, influence, and human behavior. Nikki invites listeners to examine how invisible leadership fits into everyday sales interactions, from the initial discovery call to nurturing long-term client relationships. The conversation highlights how leaders who practice stillness, humility, and clarity often have the greatest impact because they create room for others to step forward. Instead of leading through pressure or dominance, they lead through presence, curiosity, and consistent action. Listeners are guided through the mindset shifts that support excellence, including the importance of regulation, awareness, and emotional resonance. Nikki and her guest share real examples from their professional journeys that illustrate how invisible leadership helps people navigate high stakes situations, resolve conflict with ease, and create an environment where clients feel seen and supported. These stories bring to life the idea that influence is often strongest when it is not flashy or loud but grounded and intentional. The episode also breaks down practical skills that listeners can put into practice right away. These include listening without rehearsing your response, creating a sense of safety during conversations, and recognizing when to lead from the front and when to step back and let your client shine. Nikki and her guest explore how invisible leadership helps you stay adaptable during challenging sales moments and how it naturally elevates your authority without forcing it. As the conversation comes to a close, Nikki emphasizes that excellence is not about perfection but about repeatable processes, personal integrity, and habits that support long term success. Invisible leadership becomes the secret ingredient that allows clients to feel empowered and confident while still relying on your expertise. Whether you are new to sales or an established business owner, this episode gives you the tools to elevate your presence, deepen your relationships, and create meaningful results through intentional action. Thank you for listening to the Sales Maven Show. Remember to subscribe, rate, and review so you never miss an episode filled with insight and encouragement from Nikki and her guests. 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 real confidence look like in business? Is it about having all the answers, or is it about knowing when to ask the right questions? In this milestone 300th episode of the Sales Maven Show, host Nikki Rausch reflects on twelve years in business and what confidence truly means for entrepreneurs and sales professionals. Through storytelling, honesty, and heartfelt lessons, she explores how confidence shows up in unexpected ways and how vulnerability can be one of your greatest business strengths. Nikki shares a West African folktale called The Hunter and the Blind Man to illustrate how humility and openness can transform relationships. The story follows a proud hunter who learns wisdom and empathy from a blind man he once dismissed. For Nikki, this story mirrors the sales journey: confidence is not about dominance or perfection, but about awareness, curiosity, and growth. It's about seeing with your ears and feeling with your heart, as she puts it. Throughout the episode, Nikki ties this lesson to her own experiences in corporate sales and entrepreneurship. She recalls early moments when she believed confidence came from expertise alone, only to learn that true confidence often comes from admitting what you do not know and staying open to learning. Whether selling to audio engineers, teaching clients, or hosting hundreds of podcast episodes, she has discovered that genuine connection always outperforms performance. As she looks back on 300 episodes, Nikki expresses deep gratitude for her listeners and clients who have embraced curiosity and growth right alongside her. She reminds us that confidence is not about ego or perfection, but about structure, self-awareness, and the willingness to show up authentically in every sales conversation. If you've ever doubted yourself or felt pressure to appear like an expert at all times, this episode will inspire you to redefine what it means to be confident—and to see how compassion and courage can elevate your success. 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 caught yourself jumping from one exciting idea to the next before finishing the last one? That restless urge to chase every new possibility might feel productive, but it often leads to scattered focus and stalled growth. In this week's episode of the Sales Maven Show, Nikki Rausch explores the psychology behind Shiny Object Syndrome and how understanding your motivational traits can help you stay on track, reignite your sales, and bring more money through the door. Nikki explains that our natural attraction to novelty is not a flaw but a motivational trait. Some people thrive on "new and different," constantly seeking stimulation through variety and big shifts, while others prefer "same and sameness," valuing stability and predictability. Both traits have strengths and weaknesses, especially in business. Entrepreneurs who love new ideas often jump to fresh projects too quickly, abandoning profitable ones before they reach their full potential. The key, Nikki shares, is learning how to feed your motivation without losing your focus. Through real-life examples from her own business and her clients, Nikki shows how small changes can keep things fresh without discarding what works. Maybe that means updating an existing course, relaunching a proven offer with a new twist, or reigniting excitement around services that already generate income. She emphasizes the importance of doubling down on what actually moves the needle because if 80 percent of your revenue comes from 20 percent of your offers, your energy should be focused where it counts. By the end of this episode, you'll understand why chasing every "next big thing" can quietly drain your sales and how to reignite passion and creativity without losing focus. Nikki reminds us that the goal isn't to suppress curiosity but to channel it strategically, using your unique motivational style to grow your business sustainably. 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 secret to making better decisions isn't about being right, but about trusting yourself to handle whatever happens next? This week on The Sales Maven Show, Nikki Rausch talks with Danielle Baily, an efficiency and implementation consultant, Lean Six Sigma black belt, and consulting hypnotist who helps business owners find confidence through clarity and structure. Together, they explore how learning to trust yourself can transform the way you make decisions in business and life. Danielle shares how chasing the "right" decision often leads to stress, self-doubt, and overthinking. Instead, she focuses on what's useful in the moment. She explains how identity, fear of judgment, and outside expectations can make choices harder, and how separating who you are from the results you get can make decision-making easier. Her "knee-jerk no" strategy is a simple but powerful way to create boundaries and make sure every yes aligns with your long-term goals. The conversation also dives into decision fatigue and practical ways to prevent it. Danielle and Nikki discuss batching simple tasks, building consistent routines, and keeping your circle of advisors small so you can stay focused. They remind listeners that you don't need every answer before you act. Confidence grows when you make a choice, learn from it, and give yourself permission to adjust along the way. If you've ever found yourself frozen by indecision or stuck waiting for the perfect moment, this episode will help you trust yourself, simplify your process, and take the next step forward. Actionable Takeaways: Batch everyday decisions like meals, outfits, or your calendar to protect mental energy. Use the "knee-jerk no" method to ensure your yes truly matches your goals. Detach your identity from the outcome and focus on what's most useful in the moment. Allow yourself to pivot when new information appears. Keep your circle of input small to avoid confusion and delay. Connect with Danielle Baily: Website: https://daniellebaily.com/ YouTube: https://www.youtube.com/@thedaniellebaily Facebook: https://www.facebook.com/thedaniellebaily LinkedIn: https://www.linkedin.com/company/thedaniellebaily/ Instagram: https://www.instagram.com/thedaniellebaily/ Twitter: https://twitter.com/danibaily 🎁 FREE GIFT for Listeners: https://daniellebaily.com/gift-of-time-blocking 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 a truly unforgettable client experience? In this episode of The Sales Maven Show, host Nikki Rausch sits down with Rosemary Lewis, coach, author, and real estate broker, to unpack how intentional design and heartfelt connection turn ordinary client experiences into lasting relationships. Rosemary, team lead at RL Realty Group and creator of Real Estate Besties, shares how she combines strategy, faith, and authenticity to build a brand that keeps clients coming back again and again. From the moment guests walk into one of Rosemary's events, they're met with warmth, care, and purpose. She believes that exceptional client experiences start long before the sale—by considering the fears, hesitations, and sacrifices clients make just to show up. Every color choice, every greeting, and every activity at her Real Estate Bestie Experience conference is crafted to make attendees feel valued, seen, and celebrated. As Nikki observed firsthand while speaking at Rosemary's event, the energy in the room was electric. Women weren't just attending a conference—they were forming friendships, collaborating on business opportunities, and building confidence that would ripple long after the weekend ended. Throughout the conversation, Rosemary reveals that her success stems from an empathetic approach: she puts herself in her clients' shoes and anticipates their emotional needs. Her focus isn't just on teaching real estate strategy but also on creating transformation through connection and faith. That commitment extends beyond the event itself—her programs, podcast, and community all reinforce the same message: growth happens when you invest in yourself and others. Nikki and Rosemary also discuss the mindset shift required to move from spending to investing—in time, money, and personal growth. Rosemary explains how she helps clients overcome fear and recognize their own worth, creating environments where women support one another rather than compete. She's proof that when you design client experiences rooted in empathy, faith, and service, loyalty becomes natural. By the end of the episode, listeners are left inspired to rethink how they engage with their own clients. It's not just about delivering value—it's about crafting moments that make people feel understood, appreciated, and motivated to keep coming back. This is a must-listen for anyone who wants to elevate their client experiences from transactional to transformational. 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

When's the last time you stopped to really look at your numbers and realized they could help you get what you want? In this episode of The Sales Maven Show, host Nikki Rausch welcomes Danielle Hayden, CEO of Kickstart Accounting Inc., for a conversation that changes the way business owners think about their finances. Danielle, a former hairdresser turned CFO and now successful entrepreneur, shares how learning to use numbers strategically, not fearfully, can completely transform your business and your life. Danielle explains that numbers aren't a report card; they're a roadmap. When you understand how to read them, they can tell you what's working, what's not, and where to focus your energy next. At Kickstart, Danielle's team provides clients with a monthly "snapshot," a simple high-level view of their business performance. Each month, they focus on one specific area so that busy CEOs can spend more time in their zone of genius while still making data-driven decisions. It's about clarity, not complexity. The conversation also dives into how Danielle personally uses numbers to get what she wants. For her, success right now means being home with her teenage son, teaching him to drive, cook, and prepare for life. She's built her business structure around that goal. By tracking where her clients come from, she realized that podcasting and referrals were her biggest revenue drivers. That insight allowed her to step away from time-consuming travel and double down on what truly supports her lifestyle and her bottom line. Nikki and Danielle also talk about the emotional side of money and how childhood experiences and old "report card" mindsets can make us feel like failures when the numbers don't meet our expectations. Danielle shares how she's learned to approach her financials with curiosity instead of judgment, asking, "What is this number telling me?" rather than "What's wrong with me?" This mindset shift gives entrepreneurs the freedom to make informed choices instead of reacting from fear. Ultimately, this episode is a masterclass in financial empowerment. If you've ever avoided your numbers because they feel overwhelming or "not your thing," this conversation will change that. You'll walk away knowing that understanding your finances isn't about math; it's about creating a business and a life that align with your goals. When you learn to use your numbers wisely, you can truly get what you want. 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 stopped yourself from pitching your services because you thought, "Why would someone who makes more money than me ever hire me?" In this episode of The Sales Maven Show, Nikki Rausch dives headfirst into one of the most common mindset traps holding business owners back: believing that your income determines your credibility. If you've ever hesitated to reach out to a potential client because they seem "too successful," this conversation is exactly what you need to hear. Nikki shares why comparing your financial situation to a client's is the wrong measuring stick for your value and why it can prevent you from serving people who truly need your expertise. Using the classic "fish climbing a tree" metaphor, she illustrates how self-comparison often overlooks the unique strengths and intelligences each person brings to the table. Drawing from her own journey and the theory of multiple intelligences, Nikki reminds listeners that success takes many forms and your ability to create transformation for others is not defined by your bank account. Throughout the episode, she offers practical strategies to shift from insecurity to confidence, starting with recognizing your results. Nikki encourages listeners to list the tangible outcomes clients have achieved from working with them, using that as fuel to show up powerfully in consultations. She also breaks down the importance of crafting strong "expertise questions," the kinds of questions that naturally demonstrate authority and plant seeds of trust, without needing to "dance" for potential clients or prove your worth through income comparisons. Nikki shares personal stories of working with high-earning clients who initially seemed out of reach, only to later hire her because of her unique skill set and results-driven coaching. Her key takeaway: confidence rooted in competence will always outshine surface-level bravado. By owning your authority, asking better questions, and anchoring in the value you deliver, you can book clients at any income level and serve them better for it. Resource Mentioned: 🎁 Free training on crafting expertise questions: yoursalesmaven.com/mygift 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