Why Coaches Lose Clients—And How to Keep Them (Nikki Rausch)

Just Between Coaches

Nikki Rausch shares her proven methods for turning discovery calls into paying clients. Drawing on her 25+ years of experience, she discusses how to create trust, assess commitment levels, and avoid being pushy — offering coaches actionable steps for having authentic, productive sales conversations.

Nikki Rausch is the CEO of Sales Maven, trusted sales strategist, author, speaker, and host of the Sales Maven Podcast.

In this episode, Melinda and Nikki talk about:

• Creating safety in the first moments of a discovery call
• Pre-framing the conversation to set expectations
• Understanding commitment levels and how to gauge them
• The importance of avoiding “convincing mode” in sales
• How to build curiosity without being pushy
• Asking smart questions to uncover client needs
• The power of authentic, two-way sales conversations
• The five-step sales process (the “Selling Staircase”)
• Navigating objections with respect and integrity
• Closing the loop and following up effectively

“If you can’t spark curiosity, people won’t want to know more. Keep them intrigued!” — Nikki Rausch

Guest Bio:

CEO of Sales Maven, Nikki Rausch has the unique ability to transform the misunderstood process of “selling.” With 25+ years of experience selling to prestigious organizations like The Bill & Melinda Gates Foundation and NASA, Nikki shattered sales records and received “top producer” awards along the way.

Today, entrepreneurs and small business owners hire Nikki to show them how to sell successfully and authentically. An engaging speaker, she shares the secrets of her sales success through keynote speeches and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients.

Nikki has written three books, all available on Amazon. And she has a podcast called “Sales Maven,” which you can find on your favorite podcast platform.

Resources or websites mentioned in this episode:

Mirasee
Coaches Console
Melinda’s books: The Confident Coach and The Professional Coach
Nikki’s website: YourSalesMaven.com
Nikki’s Facebook Page: Sales Maven
Nikki’s Instagram Page: @your_sales_maven
Nikki’s LinkedIn Page: www.linkedin.com/in/nicolerausch
Free training for podcast listeners: Seal The Deal: Questions That Close Sales

Credits:

Host: Melinda Cohan
Producer and Editor: Michi Lantz
Executive Producer: Danny Iny
Music Soundscape: Chad Michael Snavely
Making our hosts sound great: Home Brew Audio

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Music credits:

Track Title: Clouds
Artist Name: Acreage
Writer Name: Marshall Usinger
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

Track Title: Coastline Dream
Artist Name: Wild Sky
Writer Name: Adam Simons
Publisher Name: BOSS SOUNDSTRIPE PRODUCTIONS

Track Title: Coo Coos
Artist Name: Dresden, The Flamingo
Writer Name: Matthew Wigton
Publisher Name: A SOUNDSTRIPE PRODUCTION
Track Title: Stars & Trees
Artist Name: Outside The Sky
Writer Name: Dustin Ransom
Publisher Name: A SOUNDSTRIPE PRODUCTION

Special effects credits:
24990513_birds-chirping_by_promission used with permission of the author and under license by AudioJungle/Envato Market.

Episode transcript: Why Coaches Lose Clients—And How to Keep Them (Nikki Rausch) coming soon.