Nikki Rausch's Selling Staircase Explained: How Top Accounting Firms Close More Deals скачать в хорошем качестве

Nikki Rausch's Selling Staircase Explained: How Top Accounting Firms Close More Deals

Discover how to close more clients with confidence using Nikki Rausch’s Selling Staircase, the proven sales framework transforming how accounting firms grow. In this episode of Building the Premier Accounting Firm, Nikki—sales expert, author, and creator of the Selling Staircase—breaks down the step-by-step process accountants can use to sell authentically, build rapport, and increase revenue without feeling “salesy.” Whether you're struggling to convert leads, unsure how to present your pricing, or simply want to improve your sales conversations, Nikki’s insights will help you master curiosity, discovery, proposals, and closing—all essential steps that move prospects toward a “yes.” Watch until the end to learn: • The 5 steps of the Selling Staircase framework • How to build genuine rapport and trust with clients • How to use questions to create curiosity and authority • Why top-down selling boosts revenue for accounting services • How to confidently present high-value offers • Simple strategies to improve closing rates without pressure If you're an accountant, bookkeeper, or advisor wanting to increase conversions and elevate your firm, this conversation will give you practical sales techniques you can use immediately. 0:00 – 0:10 Welcome & Episode Intro 0:10 – 1:00 Meet Nikki Rausch 1:00 – 2:20 Marketing vs Sales Explained 2:20 – 4:05 Why Selling Feels “Icky” 4:05 – 6:00 Sales as Collaboration, Not Persuasion 6:00 – 8:15 Using Questions to Spark Engagement 8:15 – 10:00 Speak to Individuals, Not “Everyone” 10:00 – 12:10 The Power of Rapport in Sales 12:10 – 15:10 Building Your Rapport Bank Account 15:10 – 17:00 Introducing the Selling Staircase 17:00 – 21:15 The Five Steps to a Successful Sales Conversation 21:15 – 23:10 Why Most People Miss Curiosity & Closing 23:10 – 28:45 How to Create Curiosity (Dog vs. Cat Method) 28:45 – 33:20 Pricing Strategy: Top-Down Selling & Anchoring 33:20 – 40:00 Establishing Authority Through Smart Questions