Episode Description
In this episode of the Sales Maven Show, Nikki Rausch hosts an on air coaching conversation with Lizette Cloete, a Christian dementia caregiver advisor and podcast host. The episode focuses on strengthening a Discovery call framework for service based businesses, especially when the work is emotionally complex and deeply personal. Nikki guides Lizette through refining how she leads discovery conversations so they create clarity, confidence, and momentum without over coaching or giving away the solution too early.
Lizette works with Christian family caregivers navigating dementia, and her approach centers on helping people feel grounded, supported, and informed during overwhelming seasons of life. Nikki helps Lizette translate that heart centered work into a clear Discovery call framework that honors both the prospect and the seller. When discovery calls lack structure, they often turn into long conversations filled with free advice, emotional labor, and unclear next steps. This episode addresses how to prevent that pattern while still showing compassion and care.
Throughout the coaching session, Nikki reinforces the purpose of a Discovery call framework and what it is designed to accomplish. Discovery calls are not meant to solve the problem. They are meant to determine whether a real need exists, whether there is alignment between the prospect and the service, and whether the seller has earned permission to present what comes next. When these elements are clear, the conversation feels grounded instead of rushed or awkward.
Listeners will hear Nikki explain how to ask the right kinds of questions that move the conversation forward. She breaks down the importance of asking questions that identify fit, decision readiness, and expectations, while also using thoughtful expertise based questions to establish authority without teaching the solution. When sellers rely on improvisation instead of a Discovery call framework, they often talk too much and miss important buying signals. This episode shows how structure actually creates more ease and confidence on both sides of the conversation.
Nikki also emphasizes that discovery calls are not about proving yourself. When you trust your process and your Discovery call framework, you no longer feel pressure to convince or rescue the prospect. Instead, you guide them toward clarity and a decision, whether that decision is yes or no.
This episode is ideal for service providers who feel emotionally invested in their clients and want a Discovery call framework that feels ethical, professional, and sustainable. When discovery calls feel draining or inconsistent, this conversation offers practical guidance for creating conversations that feel complete, respectful, and effective while protecting your time and energy.
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Find Nikki:
Nikki Rausch
nikki@yoursalesmaven.com