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The Selling Staircase: Mastering the Art of Relationship Selling Paperback – July 8, 2019

by Nikki Rausch (Author)
4.7 4.7 out of 5 stars 92 ratings
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Do you struggle closing the sale? Don’t worry—you’re not alone.The sales process is more than just a funnel—it’s a staircase. As the salesperson, it’s your job to earn a prospective clients business by moving them from one step to another. That’s where the Selling Staircase comes into play.This book is a five-step approach to move your clients through an authentic sales process. We’re going to go through these in-depth throughout the book. This framework will bring new awareness about what you’re doing and how to be even more effective in the sales process.Knowing how to communicate with your clients, recognize Buying Signals, and ask for the sale is crucial to the success of your business.So let’s get you there."The Selling Staircase model is brilliant and easy to implement in any business. Nobody explains the sales process more enthusiastically, intelligently, and clearly as Nikki Rausch. If you want more sales fast, I highly recommend you read her new book right away.”—Shane Sams, Host of The Flipped Lifestyle PodcastFlippedLifestyle.comWith 25+ years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki shattered sales records in many industries, receiving multiple “top producer” awards along the way. Nikki Rausch has the unique ability to transform the misunderstood process of “selling”. Today, entrepreneurs and small business owners from a wide range of disciplines hire Nikki to show them how to sell successfully and authentically, without being pushy or “salesy.”
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  1. Print length
    110 pages
  2. Language
    English
  3. Publication date
    July 8, 2019
  4. Dimensions
    6 x 0.28 x 9 inches
  5. ISBN-10
    1072698781
  6. ISBN-13
    978-1072698784
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Product details

  • Publisher ‏ : ‎ Independently published (July 8, 2019)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 110 pages
  • ISBN-10 ‏ : ‎ 1072698781
  • ISBN-13 ‏ : ‎ 978-1072698784
  • Item Weight ‏ : ‎ 6.4 ounces
  • Dimensions ‏ : ‎ 6 x 0.28 x 9 inches
  • Customer Reviews:
    4.7 4.7 out of 5 stars 92 ratings

About the author

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Nikki Rausch

Nikki Rausch

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CEO of “Sales Maven”, an organization dedicated to authentic selling, Nikki Rausch has the unique ability to transform the misunderstood process of “selling”.

With 25+ years of experience selling to such prestigious organizations as The Bill & Melinda Gates Foundation, Hewlett-Packard, and NASA, Nikki shattered sales records in many industries, receiving multiple “top producer” awards along the way.

Today, entrepreneurs and small business owners from a wide range of disciplines hire Nikki to show them how to sell successfully and authentically, without being pushy or “salesy.”

An engaging and sought-after speaker, she shares the secrets of her sales success through illuminating keynote addresses and business-changing workshops. Her robust Sales Maven Society ignites game-changing outcomes for clients.

Customer reviews

4.7 out of 5 stars
92 global ratings

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Customers say

Customers find the book easy to read and enjoyable. It focuses on relationship selling and makes the experience simple, accessible, and enjoyable. They appreciate the clear and understandable techniques that raise credibility. The book provides useful strategies and actionable ideas for practical application. Readers describe it as authentic and genuine without being pushy.

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ReadabilitySales skillsEase of implementationEffectivenessActionable contentAuthenticitySales effectiveness
24 customers mention "Readability"24 positive0 negative

Customers find the book easy to read and enjoyable. They say it's a great resource for small businesses and business owners. The advice is well-written and applicable.

"...a concept, taking prospects up a selling staircase, that is rewarding to implement...." Read more

"...She removes all doubt in the sales process. Nikki uses actual language and is very specific with how, when, where and why to use certain language...." Read more

"Time is money...." Read more

"...What I love most about it is that not only is it eminently readable, the advice she gives is eminently doable...." Read more

20 customers mention "Sales skills"20 positive0 negative

Customers find the book's sales skills helpful. It helps them focus on relationships and build rapport with customers. They say it makes the experience of relationship selling simple, accessible, and enjoyable. The book provides insightful and actionable information for entrepreneurs and anyone selling. Readers feel more confident in the sales process and at networking events, thanks to the direct, actionable steps to follow.

"...on the prospect or client (not the "seller") this process builds genuine relationships and results in win win situations...." Read more

"...She removes all doubt in the sales process. Nikki uses actual language and is very specific with how, when, where and why to use certain language...." Read more

"...effective strategies to learn your clients wants/needs, to put your clients at ease, and to effectively manage each step when interacting with..." Read more

"...together a proposal for a client, including how to use words to motivate and influence and how to avoid fear-based selling...." Read more

17 customers mention "Ease of implementation"17 positive0 negative

Customers find the book's techniques easy to implement and understand. They appreciate the clear and specific instructions on how, when, where, and why to use them. The advice is approachable and logical, making it a quick, interesting read.

"...and examples of each strategy offered (and pitfalls to avoid) making it easy and enjoyable to read...." Read more

"...Nikki uses actual language and is very specific with how, when, where and why to use certain language. Also she teaches what NOT to say and why...." Read more

"...clients wants/needs, to put your clients at ease, and to effectively manage each step when interacting with and/or following up with a prospect...." Read more

"...takes a topic that is uncomfortable for many and makes it easy to understand and do in a way that feels authentic and not "salesy."..." Read more

14 customers mention "Effectiveness"14 positive0 negative

Customers find the book provides a useful method with real examples of the right words. They appreciate the practical ideas and tips for applying them when putting together a proposal for a client. The process becomes more effective and relational, with rich stories and examples of each strategy offered. Overall, readers find the book offers great insights and suggestions that guarantee results.

"...The book includes rich stories and examples of each strategy offered (and pitfalls to avoid) making it easy and enjoyable to read...." Read more

"...The author's advice is very easy to follow and super-duper helpful...." Read more

"...She offers seven tips to consider when putting together a proposal for a client, including how to use words to motivate and influence and how to..." Read more

"...Nikki Rausch has a useful method with real examples of the right words and strategies to make clients feel comfortable and not turn them off...." Read more

10 customers mention "Actionable content"10 positive0 negative

Customers find the book offers practical advice and information. They appreciate the relatable stories, examples, and concrete questions throughout the book. The content creates curiosity and builds rapport, with a memorable introduction.

"...The book includes rich stories and examples of each strategy offered (and pitfalls to avoid) making it easy and enjoyable to read...." Read more

"...The information in this book is pure gold. All actionable, implementable strategies that make TOTAL sense once you read this book. No fluff...." Read more

"...five steps of the staircase, beginning with a respectful and memorable introduction...." Read more

"...Real, relatable, and rich with information ... The Selling Staircase is a must-read for every person who has to "sell" something in their work or..." Read more

10 customers mention "Authenticity"10 positive0 negative

Customers appreciate the book's authenticity. They find it genuine and respectful, with more influence and credibility without being pushy. The book has real impact and substance, making it relatable and giving them confidence and passion for sales.

"...for many and makes it easy to understand and do in a way that feels authentic and not "salesy." I cannot recommend this highly enough!" Read more

"...Real, relatable, and rich with information ... The Selling Staircase is a must-read for every person who has to "sell" something in their work or..." Read more

"Nikki lays out a system for selling success that is genuine, respectful, and permission-based. It's about selling via listening...." Read more

"...the entire sales process out step-by-step, but does so in such an authentic way that it doesn’t feel like a “process” with clients...." Read more

8 customers mention "Sales effectiveness"8 positive0 negative

Customers find the book helpful for breaking down the selling process and dispelling myths and fears. They say it helps them increase their sales, close more deals, and save time.

"Time is money. The Selling Staircase will save you time and help you earn more money by becoming more successful in selling your products and..." Read more

"...the learning immediately, therefore, having a quick, direct impact on your selling ability (really your relationship building ability)...." Read more

"...There is good reason! Nikki explains why and provides you with the practical steps of sales, beginning with something as simple as making sure to..." Read more

"...She does a great job of breaking down the selling process and dismantling myths and fears that are commonly associated with sales...." Read more

Top reviews from the United States

  • D. Rosemont
    5.0 out of 5 stars Ascend in business with an authentic, relationship based sales process
    Reviewed in the United States on July 13, 2019
    Verified Purchase
    Anyone responsible for selling a product or service should read this book! Nikki offers a concept, taking prospects up a selling staircase, that is rewarding to implement. Focused on the prospect or client (not the "seller") this process builds genuine relationships and results in win win situations.

    The book includes rich stories and examples of each strategy offered (and pitfalls to avoid) making it easy and enjoyable to read.

    As a business owner, service provider and individual responsible for business development for my company, I found that while I love the work I get to do with clients, I didn't love the sales aspect to get that work. However, with Nikki's Selling Staircase, my mindset and approach to sales has shifted. I enjoy building relationships. Guiding the right prospects through a process in an authentic way that is in service to them feels great.

    Thank you Nikki for sharing your expertise and process through this book. I started with the kindle version, but am now going to order the paperback so I can mark it up and use it for a reference guide to sales for years to come.

    I highly recommend the Selling Staircase and am so grateful to have found it.
    Helpful
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  • Color Envy Design
    5.0 out of 5 stars If you sell ANYTHING you need this book!!!!
    Reviewed in the United States on July 9, 2019
    Verified Purchase
    I’ve been following Nikki on social media from the second I found her. I knew there had to be a way to be effective yet authentic when it came to selling services for my color consulting /decorating/edesign startup. I previously have 3 years outside sales experience with a very reputable dental sales company who believed in “relationship and value” selling and had the utmost business integrity so I thought I would have no trouble transitioning to selling my own services. Unfortunately they never taught the sales team all the things Nikki teaches in this book. I have COMPLETELY changed the way I see everything sales. From how I show up to how to invite people to do business with you and lead prospects through the selling staircase. I was making so many mistakes I didn’t even realize. I really believe had I not found her I may not succeed in my own business and I would’ve never even known why. She removes all doubt in the sales process. Nikki uses actual language and is very specific with how, when, where and why to use certain language. Also she teaches what NOT to say and why. The information in this book is pure gold. All actionable, implementable strategies that make TOTAL sense once you read this book. No fluff. A variety of “gray areas” are covered in great specificity. Social situations, objections, buying signals etc. If you want to be authentic and successful without ever feeling icky or salesy, buy her books or better yet sign up for her training. Her book is an “aha moment” a minute. This is not hardcore “always be closing” nonsense... her philosophy is how to be successful in your business while maintaining integrity and fostering long term professional relationships. I can’t say enough wonderful things about all things Nikki Rausch. I just love her!
    One person found this helpful
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  • Sue Z.
    5.0 out of 5 stars Does selling scare you- this book will help you gain confidence and close more deals.
    Reviewed in the United States on July 12, 2019
    Verified Purchase
    Time is money. The Selling Staircase will save you time and help you earn more money by becoming more successful in selling your products and services. As a new business owner, I wear many hats; one of which is selling my company’s services. I got this book because I needed help in learning how to sell better so that my new company will survive and thrive in its first years. From this book, I have learned how to identify missed and/or subtle buying signs and effectively lead my prospects through the sales process (which the author calls the Selling Staircase). You will learn how to create curiosity by using the “Here Kitty Kitty” strategy and how to avoid distracting your clients with “Blue Zebras.” These suggestions provide vivid imagery of what you should and shouldn’t do with clients. The author, Nikki Rausch, shares how to use effective strategies to learn your clients wants/needs, to put your clients at ease, and to effectively manage each step when interacting with and/or following up with a prospect. If you ever feel intimidated by selling or frustrated with not closing more deals, this book is for you.
    Helpful
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  • Christine Keating
    5.0 out of 5 stars Must Read Book For Anyone Who Sells **Anything**
    Reviewed in the United States on July 11, 2019
    Verified Purchase
    I am a business owner and entrepreneur with two service based businesses (parent coaching and parent education) and although I know my own craft well, I have struggled when it comes to effectively inviting people to work with me. This new book by Nikki Rausch is fantastic (as is her first, which I also read) and lays out the selling process in such a clear and easy to understand manner. What I love most about it is that not only is it eminently readable, the advice she gives is eminently doable. The author's advice is very easy to follow and super-duper helpful. Generally the word "sales" makes me want to run screaming, but The Selling Staircase takes a topic that is uncomfortable for many and makes it easy to understand and do in a way that feels authentic and not "salesy." I cannot recommend this highly enough!
    Helpful
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Top reviews from other countries

  • Karen Higgs
    5.0 out of 5 stars She changed my attitude about sales from yuck to love
    Reviewed in the United Kingdom on September 30, 2021
    Verified Purchase
    I'm a huge Nikki Rausch fan. When I first heard her on the Bizchix podcast years ago. She was the first person who spoke about sales in a way that made me think, yes, I can get on board with that. If selling is all about helping other, that I can do. This book provides all the great tips collected together.
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  • Beauvoisin-Brown
    5.0 out of 5 stars Sales game changer - implementable tips and thought process to take you through to success.
    Reviewed in France on July 9, 2019
    Verified Purchase
    This stepped approach to selling was a game changer for me. I don't like sales and I am also a bit on an introvert so having a clear stepped pathway makes the process
    1 more understandable
    2 implementable
    3 teachable to my team
    Told in her fun interactive way this is one of those books that is both easy to read but which you learn heaps from.
    I can't wait to get the hardcopy so I can highlight bits and keep referring back.
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  • Louise Brogan, Social BeeNI
    5.0 out of 5 stars Brilliant no-nonsense advice for business owners
    Reviewed in the United Kingdom on July 9, 2019
    Verified Purchase
    Nikki is a gem at sales coaching - if you have your own business like me but with no real sales training, then this is the book for you. Nikki talks about the five steps on the staircase from meeting to closing your sale without any ick factor. Great addition to any business bookshelf!
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