Professional Selling with Nikki Rausch

In this episode, Alay and Nikki discuss: 

  • Getting permission to sell. 
  • Great questions to ask during your sales process. 
  • How your knowledge and experience can be communicated to assist your clients. 
  • Crafting and practicing your pre-frame.   

Key Takeaways: 

  • Sales is done with someone, not to someone. It is a relationship to solve a problem. 
  • Asking really good questions will help to build trust before you start the sale. 
  • Not all clients are the right fit for you – sometimes the best thing to do for both you and your client is to bless and release them from the potential transaction. 
  • As long as you show up with a conversational tone, you don’t need to be perfect, you just need to get the call done. 

Tweetable Moments:

  • “If you’re not bringing revenue into the business, you have a hobby and not a business.” —  Nikki Rausch
  • “Attorney entrepreneurs, you’re in the business of sales! Sorry to break it to you, but it’s true.” —  Alay Yajnik
  • “Let me let you in on a little secret: the consultation is actually for you. It’s for you to determine 1) Is this client a really good fit for your services? Or should you refer them to somebody else? 2) Is the client, themselves, someone that you want to work with?” —  Alay Yajnik
  • “The first and most important thing that you have to do is create safety at the beginning of the call. Most people don’t think about pre-framing, they don’t think about creating safety. Before you can even create know, like, and trust, you have to create safety.” —  Nikki Rausch


Connect with Nikki Rausch: 

Website & Free Gift: 








Connect with Alay Yajnik: 


One Page Strategic Plan:



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