Nia Bowers
Many entrepreneurs today have access to more information than ever before. Books, podcasts, online courses, and social media offer endless advice on how to grow a business, improve sales, and build an audience.
Yet even with all that knowledge available, many people still struggle to turn ideas into real results. They understand what they should do, but getting others to listen, trust them, and take action is a different challenge altogether.
Nick Staab understands that gap well. As a sales and scaling expert, author of Selling is Serving, and Co-Founder and CEO of the Masters of Influence Academy, he helps entrepreneurs, coaches, consultants, and business owners develop the skills needed to grow their impact and income. His focus is on ethical influence and teaching people how to communicate their value through both one-to-one and one-to-many selling.
During a recent appearance on The Rhonda Swan Show: Wake Up SoCal, Nick joined host Rhonda Swan to discuss why influence has become one of the most valuable skills in modern business. Their conversation explored how entrepreneurs, speakers, and leaders can connect with the right audience, communicate more clearly, and turn conversations into opportunities.
For Nick, influence has nothing to do with pressure or persuasion tricks. It comes down to asking the right questions, listening carefully, and guiding people toward solutions that genuinely help them move forward.
Influence Is What Turns Information Into Results
Nick Staab defines influence as the ability to move someone from where they are now to where they want or need to be.
While information can educate people, it rarely leads to change on its own. Many people read books, attend workshops, and watch countless videos, yet still struggle to apply what they learn. Influence is the skill that bridges that gap.
“Information won’t create results without action,” Nick explained during the interview. “Influence is about guiding people to take better action so they can solve their problems and get better outcomes.”
In business, that skill often shows up through sales conversations. But Nick believes influence is much broader than selling. It shapes leadership, communication, and relationships in every part of life.
“If you can’t sell, you don’t have a business,” he said. “But selling is really about helping people solve problems.”
Why Traditional Sales Tactics Are Fading
Nick has worked with sales professionals and speakers across different industries, and one issue he sees repeatedly is the continued use of outdated sales tactics.
These approaches rely on pressure, manipulation, or flashy persuasion techniques designed to push someone toward a quick decision. Nick describes these methods as “smoke and mirror tactics,” and he believes they no longer work in today’s marketplace.
Modern buyers are more informed and more skeptical. They can easily recognize when someone is trying to force a sale.
Instead, Nick encourages a different approach built on authenticity and service.
“Influence isn’t about being pushy or sleazy,” he said. “It’s about helping people.”
He points to the philosophy made famous by motivational speaker Zig Ziglar: when you help other people get what they want, you get everything that you want.
When sales conversations shift from transactions to problem-solving, trust grows and results improve.
The Mistake That Limits Many Entrepreneurs
Another key point Nick discussed with Rhonda Swan is the common mistake of trying to sell to everyone.
Many entrepreneurs believe that casting a wide net will lead to more opportunities. In reality, it often creates the opposite effect.
Instead, Nick advises businesses to identify their ideal audience clearly. These are people who truly have the problem, the right mindset, and the willingness to invest in a solution.
“You need to know who your target audience is,” he said. “Sometimes you need to narrow your focus to have a bigger impact.”
By focusing on the right people, conversations become more meaningful and productive. Sales becomes less about convincing someone and more about determining whether there is a genuine fit.
The Difference Between Influence and Manipulation
One topic that often comes up in sales discussions is ethics. Some people worry that influence might be a form of manipulation.
In his view, influence is actually the opposite of manipulation. Instead of pushing someone into a decision, influence involves asking the right questions so they can clearly see their situation and possible solutions.
“We’re not pushing people,” Nick explained. “We’re guiding them.”
Through thoughtful questions, people often recognize the gap between where they are now and where they want to be. From there, they can decide whether a particular solution makes sense for them.
How Questions Can Guide the Conversation
To demonstrate his approach, Nick walked through a simple example during the show when Rhonda asked him to sell to her.
Rather than starting with a pitch, he begins by asking why someone booked a call or showed interest. From there, he asks questions about their goals, their challenges, and what might happen if they do not take action.
This type of conversation encourages reflection. Instead of being persuaded by a presentation, the person arrives at their own conclusion about the value of a solution.
“All I did was ask questions,” Nick said. “You helped yourself to buy.”
That approach not only feels more natural but also builds stronger trust between the two sides.
The Five Steps to Becoming Influential
Nick teaches his methodology through a framework he calls the Influence Accelerator, designed to help people move from being unknown to unforgettable.
The first step is psychology, which focuses on mindset. People must believe in their message and the value they bring.
Next is perception, which includes both verbal and nonverbal communication. Tone, confidence, and presence all play a role in how a message is received.
The third step is persuasion, where individuals learn how to address questions and objections in a thoughtful way.
Fourth is pitch, which focuses on presenting ideas clearly, whether in one-on-one conversations or on stage.
Finally, the fifth step is profit. Nick believes that when people turn their mission into a profitable business, they gain the freedom to continue helping others while building a sustainable career.
“When you turn your mission into money, you can do what you love every day,” he said.
The Future Belongs to Those Who Influence
As the conversation wrapped up, one message became clear: influence is not just a sales skill. It is a life skill.
From business owners to speakers, leaders, and creators, anyone who wants to inspire action must learn how to communicate in a way that builds trust and motivates change.
For Nick Staab, the path forward is simple but powerful. Focus on helping people solve real problems, ask the right questions, and approach every conversation with genuine service in mind.
Because in the end, as he reminded viewers during the show, selling is not about pressure.
It is about serving.
About The Rhonda Swan Show
The Rhonda Swan Show Wake Up New York City Edition and The Rhonda Swan Show Wake Up SoCal are a global stage for founders, creators, and visionaries who turn courage into companies and values into value.
Hosted by Rhonda Swan, CEO of Unstoppable Branding Agency, the series blends street-level energy with boardroom insight to reveal the people and principles behind tomorrow’s category leaders.
Each episode closes the gap between inspiration and action, reminding audiences that remarkable brands are built by ordinary people who choose to keep going.