Sales expert: ‘Rock their world, change their life’

MARYSVILLE – Don’t take stuff away from customers.

Sounds obvious, right?

But Nikki Rausch of SalesMaven told a crowd at the Marysville-Tulalip Chamber of Commerce luncheon at the Opera House Tuesday that salespeople do that all the time.

When dealing with clients, start with the most-expensive plan you think will work for them. As you move on to less-expensive plans, they will see items being taken away. They don’t like that. So they are more likely to pick the more costly plan.

Too often, she said, businesses start with the least-expensive plan that fits their customer. Then when you add items, and therefore cost, it sounds like you’re trying to upsell. People don’t like that.

Rausch advised salespeople to recommend what the client needs, not what you think they can afford.

“The one that will rock their world and change their life,” she said.

And it’s best to offer three options so they feel like they are making the decision. Any more than that can muddy their thinking and make you look like you don’t have the expertise they want, Rausch said.

Silence is golden once the options are given, she said. “Don’t interrupt their thought process,” Rausch said. If they say they want to “think about it,” be sure to schedule a time right then and there for a circle-back phone call. Another bit of advice she gave is for you not to give away free advice.

She said you may try to impress someone you are trying to sell to by sharing some knowledge to show your expertise. But that can backfire.

“That advice alone may not work by itself,” she said. That could not only mean no sale, but could hurt your reputation with others, she added.

It’s best to follow a structure in sales. Each step is like climbing stairs. Don’t skip a step unless the client does first.

“If the client jumps a step take their money,” she said, smiling.

More in Business

A hardy fall container.
Garden list of things to do this month

By Steve Smith Here’s an all-in-one-place list of chores for the month.… Continue reading

It’s not nice to fool Mother Nature, but do it anyway to have flowers during winter

By Steve Smith As the temperature drops, along with all the leaves… Continue reading

Planting bulbs now can bring you beautiful flowers like tulips and daffodils later on. (Courtesy Photo)
Bulbs: Mother Nature’s little anti-depressants

By Steve Smith The dark season is upon us, and it seems… Continue reading

You can have a fun bud-blooming time this winter

By Steve Smith First off, I suspect you would like an explanation… Continue reading

From left, Fahlman, Nehring, Pierce and Craven
Business Summit talks about future of Cascade Industrial Center

MARYSVILLE – If you want the Cascade Industrial Center to be a… Continue reading

A geranium. (Courtesy Photo)
Don’t let begonias be bygones; save them until spring

By Steve Smith With the mercury dipping into the low 30s I… Continue reading

Globe 3rd in state for general excellence

MARYSVILLE – The Marysville Globe placed third in the largest circulation category… Continue reading

Mums in fall. (Courtesy Photos)
Out with the old, in with the new in colorful October

By Steve Smith Of all the seasons fall is my favorite and… Continue reading

Grand opening for newly expanded Arlington casino set for Oct. 24

ARLINGTON – Angel Of The Winds Casino Resort will celebrate the grand… Continue reading

The many faces of Viburnum can beautify your garden in fall

By Steve Smith We have a vast palette of plants to choose… Continue reading

Courtesy Photo 
                                ‘Winter Splash’ is something new to look for in 2020.
Looking ahead to early 2020 arrivals

By Steve Smith Back in March I introduced you to several new… Continue reading

Local biz at Emmy’s

MARYSVILLE – It’s as good as winning an Emmy for David Day.… Continue reading