How to Sell Your Services with Integrity

with Nikki Rausch

Business and Marketing for Massage and Bodywork Therapists

Episode 44.

MINDY TOTTEN: Hey hey there. Welcome back to the Do It With Intention podcast. I am delighted to welcome Nikki Rausch to the show!

NIKKI RAUSCH: Thank you for having me. I'm so excited to have this conversation with you.

Mindy: This is really going to be a lot of fun.

Nikki has so much wisdom and knowledge to share with us, but before we jump into that, I want to ask you a question that I ask everybody who comes onto the show. What is something that very few people know about you? That you're willing to share with our listeners and then I'll do the same.

Nikki: Okay. One thing that very few people know about me and I'm actually quite proud of is that I've had my driver's license since I was 14.

Mindy: Really?

Nikki:  I grew up in Boise, Idaho, and. Way back when you actually were allowed to get your driver's license at 14. And so most people can't say that. And driving for me was probably the equivalent of social media and iPhones for teenagers today. It was like freedom. So I love that. I can say that I got my driver's license at 14,

Mindy: Nikki.

I cannot tell you how much I love this story. So I had something in mind that I was going to share, and I'm completely changing now because, for everyone listening before we hit record, Nikki and I were talking a little bit I'm. Was born out West where you are Washington state.

Nikki: Yeah.

Mindy: And I can't believe, I haven't thought of this for years and years and years, I got my driver's license when I was 14 in Idaho.

You did

Nikki: you, I think you're the only person I've ever met outside of Idaho. That has said that to me.

Mindy: What are the chances of that? So we were traveling back. so I grew up in the DC area and we went back to Idaho to see family or something. And it's, it was some kind of a thing where you could get your license at 14 to drive on a farm or something like that.

There was some kind of loophole or something. And my mom said, I think that you should get your, your license just, you know, so you have it in case of emergency, whatever. I mean, I knew how to drive barely sort of, you know, but I, you know, I did practice with my cousins or whatever, and I went in and I got my driver's license and I, of course then a week later, went back to Virginia.

And people in Virginia were like, Oh no, no, no, no, but I have never, I haven't thought of that in years. And I can't believe this is the first time this has ever happened. That, that a guest thing that very few people knew about them was the same thing that very few people know about me. So I love it. We're soul sisters, Nikki Rousch is your sales Maven, and you are what I think of as.

Well, you tell me, do you call yourself a sales coach?

Nikki: Cause I,

Mindy: yeah, cause I think of you as so much more when I, hear the way that you talk about sales and the things that you share. I think if it was just so much more than just sales and we'll get into that in a little bit, but will you kind of give us your background a little bit, how you came to be where you are right now?

Nikki: Yeah, absolutely. Well, I started my professional career as a sales person, in the mid nineties. well actually early nineties and I worked my way up. I primarily, most of my sales experience is in selling technology and working at a dealer level and at a manufacturer level and closing, you know, big, big deals.

one of the things I think is different about me than a lot of traditional, like. People who are salespeople by trade is that I am an introvert. I'm quite shy and learning how to sell around. And I came from a very male dominated industry. And so learning how to sell in a way that felt okay to me, it felt good to me was a challenge.

And it took me a while to kind of get my feet under me. And once I did, once I really understood. What, what it was about sales that worked for me, then it was like the sky was the limit. And so it went really well. And then also, while I was, you know, working as a professional sales rep, I started studying neural linguistic programming.

And if that's a new term to the listeners, it's really the study of communication. And I have an extensive background in NLP. I have over 1200 classroom hours, which people with the same certification that I have usually have maybe 200 classroom hours. So I really dug deep into figuring out. What was it about that conversation?

What was it about the way people show up in meetings and how could I improve my communication skills to get better at sales? And I found that as I improved my communication skills, not only did the sales go up, but so did all the relationships in my life improved. And when I decided to start sales Maven back in 2013, it really was from meeting.

Amazing entrepreneurs often. Bodyworkers like who you, who you talked to, who were, you know, showing up at networking meetings and struggling to make money in their business. And oftentimes it was because they didn't understand the sales process. And my business was really born out of wanting to spend time around these.

Super cool entrepreneurs that were doing something that I was so in awe of something that I couldn't do, something I didn't have any background or knowledge around, but I could help them make money by teaching them the process of selling how to be more strategic in their conversations. And so, you know, here I am 2020 having the time of my life getting to work with.

Really cool people making an impact in the world. And I just feel super honored every day to get to teach people how to be better in their sales conversations.

Mindy: Well, the first thing that comes up when you tell your story, Nikki is I cannot believe that you're an introvert. Because, you know, we were chatting before and I was talking with another guest recently who talked about this idea of being an ambivert.

Like you can be in some situations and extroverted and others. And I think that's what I may be.

Nikki: But

Mindy: if I had to choose introvert or extrovert, I would say I was probably an extrovert. And. Hi, when I got into my own business and had to make sales, I hated it. And even though I love people, I love talking.

And so I can't wait to dive deeper into this whole, linguistic piece of it, the communication piece of it. But before we go there, I know that my listeners right now, I know probably a majority of them, at least half of them are saying. Sales. Like, I don't even like the word. Like I don't even like the word sales.

I don't want to sell it. Sales is sleazy. Slave sales is pushy. I don't want to do that. And my tough love thing has been, you know, if you don't make sales, you're not a business.

Nikki: Yeah, you

Mindy: don't have a business unless you make some sales. So I would love to hear what you as the expert, not me. Tough love. Say, okay, let's go.

But what about this whole idea of, I, I hate sales period. I don't even, I don't want to do any of it.

Nikki: Well, okay. So I agree with you. I always say, if you are not making sales in your business, you have a hobby. You don't have a business because there has to be a way for you to bring in revenue. And I, you know, oftentimes the people who say, Oh, I hate the word sales.

I hate sales, selling us all uncomfortable. Those are my ideal clients because. What, what I teach and the process that I focus on is taking that, that uncomfortable feeling of sales and teaching people how to do it so that it feels better to them that they're more confident around the conversation that it allows for them to show up authentically.

You'll hear me say this. I probably say, I wish I had a dollar for every time. I said it because it would be like a really great year for me to just say, I don't teach people how to sell like me. I don't believe in teaching people how to sell, like somebody else. What I do believe is teaching people how to be more strategic in conversations.

And allow for your own personality to shine through so that you get more strategic so that you attract your ideal clients and frankly, repel the people that you don't want to work with. And the, and the conversation gets easier for you. And it gets much easier for the person you're in conversation with.

And therefore the selling it no longer feels aggressive and pushy and icky and all the things that people associate with bad sales. Experiences. I mean, we've all been on the receiving end of somebody who's been pushy or aggressive or kind of felt slimy and gross. And usually I say that when people are selling like that, it's because they're trying to sell like somebody else, because we often have also had conversations with salespeople who have had a little bit of an aggressive piece or maybe even was a little bit pushy, but there was a charm to the way they do it.

And it felt like even though you're like, normally if somebody else would say that I would be off-put, but this person's saying, and it feels okay. Let's because it's authentic to them. They're not trying to do it. Like somebody else there, they're allowing for their own personality shine through. And so regardless of what your personality style is, whether you are an introvert or an extrovert, I truly believe everybody can sell.

It's just learning how to be. Little bit more strategic in the conversation.

Mindy: Well, that leads us to a term that you use a lot that I love and I wanted to hear more about. And so could you tell our readers about relationship selling? Because I know, okay. So I know the people have gone, Oh, sales. I hate that.

I know when you hear relationship selling, all of a sudden that makes it. Like that that's a connection there. That's not just pushing something onto somebody that the word relationship to me, I hear. Okay. I'm genuinely and authentically connecting with this person. Is that along the lines of what it means?

Nikki: Yeah, totally. I will say oftentimes when you show up in a sales conversation and you're thinking about you and you're thinking about what are they thinking about me and, you know, am I doing this. You know it, should I push harder? Should I you're focused too much on you. And so when you start focusing on the other person and being of service, I mean, Bodyworkers, it's been my experience.

You please correct me if you would disagree with this, but Bodyworkers show up with a servant's heart. Like they genuinely want to help people overcome something, released something, whatever that is. So they want to be of service. And the way to be of service is to make it really easy for the other person to get what they want or what they need and do it in a way that feels good to them.

And so relationship selling is focusing your attention on what's the problem. What's the need. What's the desire. And do I have a solution that can solve this or meet this? If I don't that's okay. We'll just. Have a nice conversation and we'll go about our way. And if I do, then I owe it to this other person to make it easy for them to find the solution and get it by working with me.

And so that's, that's where I think it takes the pressure off of the sales conversation. So it's no longer trying to sales. Isn't about doing something to somebody it's about doing something with and for. Another person. So it's not like trying to manipulate, it's not, it's not about pushing your own agenda.

I mean, yes. We've been an experience where somebody has treated us that way, but you know, there's good and bad in every situation. So learning how to find the way that you can show up that feels really good and that the other person is just getting their needs met.

Mindy: Yeah.

Nikki: I also think it's, you're doing a disservice.

If you don't, if you don't follow through the selling process with somebody who has a need or a want and you just kind of leave it like, well, you know, people want to hire me, they'll let me know. That's not true. And if you say, I don't want to sell, I just want to do my bodywork. You're missing out on really making a much bigger impact in your community.

Because you're shying away from that sales conversation.

Mindy: Yeah. I always say that the people who you can serve, the people who you can be of service to are just waiting for you to get over your fears around marketing and around sales and the best thing that I I've heard you say yet, Nikki and I wrote it down here.

I want all everybody listening to write it down to the sales conversation is not about you. It's not about us. And we, I, I know that I've done this certainly in the past we make it this big thing. Like I used to think if I say the exact right words, that it will work, the person will rebook with me. And if I miss one thing up, they won't, you know, and hear what I'm saying, everybody it's all about me.

Right. Oh, am I doing it right? What am I doing? What should I say? Rather than. Connecting with the person and having it be about them. So let's go into that a little bit if we could. So, rather than talking about the first sales conversation, which is usually when somebody, either emails about a worker or calls them, usually people are pretty good at, okay.

Yeah. Let's make the appointment. That's come on in. They come in, you do your bodywork and then afterwards the person pays you. Yeah. And then there's this huge vacuum that people struggle with. And it's the time to say, would you like to book another appointment? Yeah. So can you talk to us a little bit about that time?

Like what can massage or bodywork therapists do? Like what do we say? How can we do it? What. What's the plan.

Nikki: Well, one of the things you, you, I want to say first and foremost, is that again, it is your job to earn that person's business and it's your job to invite them. I always think about the selling process as an invitation.

Me too.

Mindy: That's I use that word all the time. Yes,

Nikki: we really are in sync. I love that. Yeah. And it's, it's your job to invite somebody to that next appointment. And so your job, you know, you got to make it as easy as possible and the way that you make it easy is that you allow for them to book that next appointment before they leave the current appointment with you.

Because if they leave now, you're saying, Oh yeah. Now do a bunch more work, like find time in your day. Right? To pick up the phone or email me and maybe I'll call you back and then maybe we'll play phone tag and then, you know, and maybe we'll get a time eventually, but if you just have it on their calendar, because they booked it before they left the meeting with you before they left the last session with you.

Well now they don't have to think about it. It's super easy. They continue to get the benefit of the work that you're going to do with them. And you know, most of us live and breathe our calendar. So if it's on their calendar, they make time for it. But if they leave without making that appointment, Actually putting it back onto their calendar becomes a challenge.

It becomes something on their to do list it's hard for them. So your job is to make it really easy. And the way that you do that is to say, I actually would say to somebody, let's go ahead and get your next, your next session scheduled. Now, when, when are you, when would you like to come in again? Like just make it super easy because, and if you do that with your voice, by the way.

So I didn't say, when would you like to come in again, not feel super aggressive, right. But when I say let's go ahead and get your next schedule or your next session scheduled. Now, when would you like to come in again? You hear my voice. It gets soft and it curls up. It's a question. It's a legit question.

They can say. I'll let you know, I'll call you. Okay, fine. But there are often going to say, well, let me get my calendar out. Let's get it on the, let's get it on the books right now. It's super easy because as soon as they leave, they're bombarded with a million other things they have to do, and they might forget how amazing.

They feel in this moment and how this makes such a difference to their day, to their week, to their year, to their body, like all the things. So make it super easy for them to just schedule.

Mindy: Okay. So Nikki, I hear my people again saying. Okay, but they might not say yes, they might say I have to wait. And that's the rejection.

And that I, that means I'm a terrible bodywork therapist. And that means, and that means, and that means,

Nikki: yeah. So rejection is one of those things that, I think maybe I think differently than other people about rejection. I, I sometimes tell a story about how years ago a good friend of mine was asking for sales advice and she was gonna be, she was actually interviewing for a sales position and she'd never been in a sales position.

And so she was asking me like, what kind of things should I be talking about in the interview, blah, blah, blah. And she said, well, you know, There's there's something that makes you really good at sales Nicki. This was way before I started my business and I love a compliment. So I was like, what? Tell me like, cause it sounded like a compliment was coming.

Like tell me what makes me really good at sales. And she's like, you're so good at rejection. Yeah, like knocked the air out of me. I felt like she had punched me in the gut and I was like, wait, what? Who's rejecting me. Like what, what are you talking about? And she's like, you know, when people tell you, no, you know, you just take it and stride.

And I was like, Oh, you think you think no is rejection. I'm like, no, no, no. Think about, and this is often an analogy I give, think about if you go out and you have a really beautiful meal and it's just like, great time, great food, your, you know, you're. You're plenty full. And then the, you know, the waiter or waitress comes by and says, you know, would you like to see the dessert menu?

And you say, Oh, no, I couldn't possibly, because you're full, you're satisfied. They don't walk back behind the counter and go to all their colleagues and be like, can you believe that lady? Like I offered her dessert and she rejected me. So I think the selling process is the same. So if somebody says like, Oh no, I'll have to let you know.

I'll get back to you. It's the, it's the exact same as offering them a dessert menu and then saying I'm full or timing. Isn't right. So when somebody says no to me, my brain, I actually hear this in my head, like a little voice in my head. Most of us have a voice or two in our heads. Right? Like sometimes it's the critic, but mine, when somebody tells me no, just says not

Mindy: yet.

Right. Yeah, not now I've heard that. Not, not at this time. Not right now. Yeah. That kind of goes back to what you were talking about before is that it's not about you, it's not about, you know, very seldom. Is it about the waiter who brought over the dessert

Nikki: tray?

Mindy: Yeah. And if we can just remember that to be of service.

You know, we need to make it as easy as possible for people. And, and it's not about us. It's about them and sort of taking, you know, in bodywork therapy. There's a, there's a really big emphasis on coming from a place of neutral. Like you don't want to try to fix the person. You don't want to put things onto them.

You just want to be there for them. And. Facilitate the healing. And this sounds very similar, right? Like if you're, if you don't show up and ask for the sale and we won't even ask for the appointment, say, yeah, then we're not even showing up in a place of neutral. We're not showing up at all for the person.

Nikki: Yeah. The other piece about that is that it can be very unsatisfying for the client or the patient, or however, you're referring to the person you're working with. Just like if you go to a really nice restaurant and you have a good meal and the waiter or waitress doesn't offer you does a hurt. You might leave feeling a little unsatisfied.

Like maybe you weren't going to get reserved. Deserved, but how dare they not even offer it? Right? Like, do they not care about me? Do they want to turn the table? Like we start making up all these stories in our head as to why the person didn't offer us dessert. When you don't issue the invitation for your patient, your clients take that next step with you.

They walk away going. Oh, Well, they don't like working on me. Oh, well, they don't like me. Oh, they don't think I can afford working with it. None of these things. Aren't true. They're just making up a story. So let's make sure that the story they're making up, you know, in their head has some basis, some truth to it in that I would love to continue to work with you.

Mindy: Yeah, that happened to me, Nikki, when I was first starting out, I was so focused on not being pushy that, I remember there's one person and it really changed the way I approach things. She came out of the appointment, we talked about it. She loved, it, took her payments. And I was, you know, showing her to the door because I didn't want to be pushy.

And she kind of, you know, was shy about this and, you know, I mandate. Would it be okay if I booked another appointment and I was like, Oh my gosh, of course it would be okay. I totally want you to, but I was so intent on not being that stereotypical used car salesman. Right. Cushy, whatever that I didn't even give her the opportunity in your words.

I didn't make it easy for her to continue along. I mean to be of surface, right?

Nikki: Yeah. And thank goodness that she asked. Right. But a lot of people won't ask because they might feel even more shy about it than she did, or they might be again, making up all these stories. You know, I. I find that most of us think the whole world revolves around us.

Like we're so caught up in like, what's this person thinking about me? You know, are they judging me? Are they happy with me? Are they angry with me? Like, we're thinking like we often think everything that happens in the world is because of us too. Who else or for us, right. Like against us, like all these things, but the other person you're in conversation with your client in this, in this session, they also are walking around and thinking the whole world revolves around them.

Right. So they're not thinking like, Well, you know, Oh, here's what I'm thinking about Mindy or here's what I think about Nikki. They're they're wondering what does Mindy think about me? So make it so easy for them to just take that next step with you. And what you'll find is a good portion of those people will go ahead and schedule that next session right there, and they will love you for making it easy for them.

Mindy: Yeah. I'm thinking about you talking your work about being a leader in this sales conversation in particular, in the context that we're discussing, but, you know, leading the conversation, doing basically the opposite of what I just described doing like being so. Afraid of seeming pushy that I didn't show up as a leader at all.

What about people like old Monday, but people now who are listening to this who were thinking, I just don't have the confidence to be a leader, like in this conversation. I just don't like, I don't, I've had somebody say to me, Nikki wants somebody who was calling to work with me as a business coach saying, aye, I don't want to create a website because I'm afraid that people will find me like this, this confident there's just lack of confidence.

I would love to hear your insights on that. And

Nikki: I sometimes do work with clients that have kind of that similar thing of like, you know, there is this idea that if we put ourselves out there that rejection can happen and that maybe we'll be so good at what we do that we put ourselves in a. Positioned to be knocked off a pedestal or like all these fears that, but I here's what I will say about that.

I work with people on every level of their business, people who are just starting out, people who have built seven figure businesses, and everything in between. And I find that it doesn't really matter what level people have achieved. What level of success they've achieved. They still worry. About these similar things.

They still struggle with some confidence issues or some mindset issues like. Regardless of where you are, even if you fix this one thing right now, which I would suggest you do fix because it'll make a difference to your business and it will make a bigger impact in your community. There's going to be a new challenge.

There's going to be a new place where you feel less confident. I worked with a woman last year who has built this very successful business and, you know, by all stretch of the imagination, like I look at this person and go, Oh, I have such huge admiration for. And what she came to me wanting to work on was business development, because she was like, you know, I built this really successful business.

And now I feel like I need to take it to the next level and I'm questioning how do I even open up conversations with people who I'd like to work with? And we spent quite a bit of time, you know, working through some language and all this, but really what it got down to at the end of our time of working together, she was like, I just feel like what you helped me realize, Nikki is like, I am good at this.

I do have something to offer and it's okay to reach out to people and people are going to say yes, and people are going to say no, but the fact of the matter is, is if I don't reach out, I'm never going to get the yes. And it was like this whole shift in her confidence level. And again, here's somebody who most of us as businesses.

Professionals would look at and go, wow, look at all that she's achieved. Look at all that she's accomplished. And she's still struggling with like, how do I even start that conversation? So sometimes it's just getting that little phrase or that language. I feel like I'm kind of going down a rabbit hole a little bit here with you, but this is great.

Okay. So it's like, and this is why oftentimes I do give people suggestions on language, because if I can get them to just, if you just say this phrase one time, you don't have to say it exactly how I said it, but if you could just get it out of your mouth, What you're going to find is results on the other side of it.

And once you start getting results, you're going to go like, Oh, maybe I could say it again. Oh, I think I'm going to say it this next time too. And then all of a sudden you're like, Oh, and people go, how do you know to do that? And you know, none of my clients go, Oh, well, Nikki Rousch, you know, taught me this 10 years ago.

They'll usually say something like, Oh, well, I just think everybody talks like that. That's actually, my goal is to get my clients to a place where they get some success. They, they start like, seeing like, Oh, well I can say this and now it just becomes who they are and how they show up in a conversation.

Yeah. So, yeah.

Mindy: Yeah. I was thinking about, confidence again, and I. What I would do is just look in the mirror. This sounds so cheesy. And you're allowed to say Mindy, that is so cheesy. I would look in a mirror and just make myself say the words. Would you like to make another appointment? And, and one of the things that, that you say, I, I learned this, I don't know, somewhere down the road and I'm not very good at it.

And that's why I love that you emphasize it is to ask the question and then. I'm good. These are not Nikki's where gel. These are my words. And then shut up. Like, don't keep talking because this is what I would do in the mirror. Would you like to make another appointment or do you want to wait? You can wait for it.

Okay. Try it again. Okay. Would you like to make another appointment or not so much? I don't want to put in. Okay. Mindy, just, just saying it and then waiting, just giving the person the opportunity to speak.

Nikki: Yeah. So I, so I say zip, it that's like my phrase. It's like ask the question and then zip it. And the reason why this is so crucial in the sales conversation is when we get nervous.

When we feel a little uncomfortable, we do what's called selling past the close. We keep talking. And we, we actually, I can't tell you how many times somebody who's trying to sell something to me will ask me a question and keep talking and never let me answer the question. Never let me say yes. I'd like to hire you or yes.

I'd like to move forward with that or yes, I'd like to book that appointment and then. And then we get off on these tangents or I feel some somewhat compelled to try to make them feel better about asking me the question, which when you do this, when, when the other person has to like go there, they're Nicky, like you're okay.

You know, now you've made it all about you again, which isn't what you're even trying to do. So learning how to ask the question and then wait, and actually allow the other person to process the question. And then. Answer. It is such a powerful technique. It's it? It is such a rapport builder too, because most people we get asked questions all day long and then people try to answer the question for us too.

Like, I don't know if you've ever been in a conversation where somebody said like, so how long have you been in business? Because I saw on your website that it says that you've been, you know, that you started in 2013, it's like, Well, why'd you ask me that I don't even go, let me answer it. Right,

Mindy: right. I think about, just how uncomfortable.

And actually when I'm, I'm articulating this right now, in my mind, a little bit disrespectful to that, I have been like, I, I say something and by not waiting for the answer, I'm not what I'm doing is I'm thinking about what I'm going to say next, rather than listening to what the person is going to say again, it's all about me.

Right. And I know that massage and bodywork therapists do that too, because we're just so afraid that we're going to. Same pushy or same, you know, we have this remarkable skill set that we use that can do this wonderful things to help people on their healing journey. And we just want to do that. We don't want to have to do any of the other parts of it.

And what's so important that you're saying is you don't get to do those, the healing parts of it without extending the invitation.

Nikki: That's right. Yeah. The other piece about it, that, that I was going to say too, is this, this idea of, you know, asking the question and then waiting one, one of the things that I teach and actually it was something you said about how you say it in the mirror.

Like you practice saying it, I do this in the car. Like when I'm driving, I like. Work on language, or I, you know, practice things, but I do also teach my clients how important it is to manage your internal state. And I teach a process for this. I don't know if you even have time to do it. like, so four step thing that you say to yourself out loud before you walk into a sales conversation, or before you pick up the phone or before you send the email or, but something to manage that internal state, because.

If you don't manage your internal state, you do, you dent, you do tend to go inward and you start to more focus on what's going on. What are those voices in your head saying? I would say voices cause I have multiple, but then I sound like I maybe need some professional help or your voice, right? Like your critic.

What, what are they saying to you? And if you're focused on listening and what you're going to say next, and well, they might say this. So I should say that, like, you're really not in a conversation. A conversation is often it's like, one of the things I would compare it to it's, it's kind of like a wave.

How. Like, like it rolls in, like the tide comes in and then it recedes and then, you know, like the next wave comes in and then it recedes, like if you're not giving that time and space and conversation, if you're not allowing for that real true back and forth, then you are talking at people. You're not talking with people.

And frankly, most of us in our society today are so sick of being talked at.

Mindy: Yeah. And you know, as you're describing that, It is such a parallel to what we do, particularly in subtle touch modalities, the very, subtle work of, you know, if we go in and we try to fix, or we try to figure out what's gone, we get into our heads, that internal dialogue you're talking about.

And we say, I don't know what to do next. I'm not very good at this. Oh, I don't know what should I, what should I? And it again, becomes about us. And then our. Our work is not as effective because we're not in a neutral space, just holding space for the person to do the work and to facilitate that work. So everybody listening, it's the really the exact same thing.

So. Nikki, without even realizing that you were doing this, I think is suggesting doing a sales conversation. You know, I'm putting those in big air quotes here, communicating with your people from a place of neutral extend the invitation, recognize that it's not about you, whether they say yes or they say no, but you are doing a disservice to people.

If you don't extend  that invitation. Yeah.

Nikki: Yeah, totally. I love this doing it from a place of neutral so that there isn't. No, I think it's, I think it's a Buddha thing that says the root of all suffering is attachment. The more like the more you can pull back from that attachment and just put it out there.

This is why I teach that it's an invitation because an invitation, you know, it's it's okay. If you invite everybody to your house warming or your. Your get together or whatever. And it's totally fine for the people that say like, Oh, you know, thanks for the invite, but we're busy that weekend or we've got something else or, or we're not able to make it whatever, you know, it's just an invitation, but at the same time, if you don't invite those people and then they find out you had to get together, like they might be like, why'd you leave me out.

Right.

Mindy: You can't just have the party. Yeah, the invitation, right? Right. The invitation or otherwise you won't be able to have the party.

Nikki: Yeah, exactly.

Mindy: This has been great, Nikki, and you have created a wonderful resource for our podcast listeners called closing the sale. Simple tips to increase your confidence.

Now I check this out and loved it. Can you tell us a little bit about it and how we can get it? Thank

Nikki: you so much. So yes, this is my ebook and it really kind of walks people through the last three steps in what I call my selling staircase, which is my signature approach to sales. And so it walks you through kind of some, some language around discovery, some language around proposal and language around clothes, and it's all just really.

To to build, like you said, that confidence. So to get that your listeners can go to your sales, maven.com forward slash intention. So lowercase all, you know, intention, the word, which should be easy for

Mindy: your lists with intention. That's right.

Nikki: And then you can go and download my ebook. I'd love for you to have it, read it.

And, Start using some of the language in there and find, you'll find, oftentimes people come back and they're like, Oh, I just booked a new client. Oh, this, this conversation got so much easier. And like, Oh, this person just bought this package from me because I was able to just get the words out of my mouth, make it easy.

Mindy: Right. I, I downloaded the, the resource and thought it was terrific. we will definitely have a link to that freebie on our show notes website. So look for that. And I downloaded it myself. I think it is a terrific resource and I learned so much from it.

So thank you for making that available to our people.

Nikki: Well, thank you for downloading it. So a last

Mindy: question before we go, I always like to ask people as we finish up, what does doing it with intention mean to you?

Nikki: What that means to me is I'm going to go back to my training and neuro linguistic programming.

The question that we always ask is what's your outcome? So doing it with intention to me is focusing on the outcome, not so getting so caught up in the details of how you get the outcome, but keeping it front of mind and continuing to work towards it. Every step, everything you do just here's my outcome.

This is where I want to go. And I'm just going to figure out how to get there. That to me is doing it with intention.

Mindy: Oh, I love it. Nikki. Thank you so, so much for joining us today. I am delighted that my listeners are VIN exposed to you and your work. And I think it can make such a vague difference for massage and body workers who are struggling with the business side of their practice.

So thank you so much for coming onto the show today.

Nikki: Thank you for having me. .