Selling for Accountants with Nikki Rausch

In this 100th episode of the show, Tom and Adam welcome Sales Maven, Nikki Rausch, to provide tips and strategies for successful selling. Nikki emphasizes the importance of creating curiosity, asking questions, and telling stories to engage clients and establish credibility. She also shares her five-step process to a sales conversation called the "selling staircase," which includes understanding the client's needs, creating curiosity, discovery, proposal, and closing the sale. The conversation covers the importance of sales coaching and training to overcome misconceptions around sales and improve communication, providing valuable insights and strategies for accountants looking to improve their sales skills.