SELL WITHOUT THE "ICK" | How to Sell More without Being Pushy with Nikki Rausch

Can I ask you a question about, because I was going to ask you this anyway, but you phrased it in such a way that now it makes the most sense for me to ask it now versus later.

I know there's so much that can be seen in body language and tone of voice and all of this when you, especially if you're someone who's listening, who's doing, for example, sales calls, right? And you get to see someone on Zoom or you're in the room.

How do you think about the evolution and also with your clients to sales where sometimes you're not on a call with someone, you're not in the room with them, they are maybe watching a video of yours or they're maybe going to your sales page or they're just getting your program and you don't have those cues anymore that you can just watch.

And in some ways, it's hard to know the specific person you're talking to unless obviously you've done it a lot.

On a sales page, for instance.

you don't necessarily know who's gonna look at the sales page, when they're gonna look at it, what their motivational traits are.

Different things motivate different people and it's context specific.

But one motivational trait is, and this is on a spectrum too, by the way.

So on one side of the spectrum is, you have people that are towards, and I'll explain what that means.

And then on the very opposite side of the spectrum is what's known as away from.

So towards language and people who are motivated towards things, they want to accomplish things, they want to win, they want things to change, they want recognition, they want confidence, they want like, that's toward type language.

And then on the other side of the spectrum is this away from language.

This is like, I no longer want to feel bad about myself.

I no longer want to stumble through conversations.

I am ready to let go of that's all away from type language.

Okay.

So when you're writing out your sales page, you should actually be incorporating some toward and some away from language in there because you don't know who the person is that's looking at the page.

So you want to at least touch on, you have a way to increase your chances of hitting something that will resonate.

If I go to a sales page as a buyer, And they write all of their language in away from language, which some people do.

And we hear this a lot in marketing because they're like, you know, hit on the pain points.

It's all about pain points.

And pain points often are the things that people want to get rid of, right? The things that they don't want to experience anymore that away from language.

but I tend to be somebody who's highly motivated towards.

And so if I go to sales page and it's written all in away from language, I just go, oh, they're not speaking to me.

So it's so important that you have a mix.