Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation [NOOK Book]

Overview

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.

Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales ...

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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

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Overview

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.

Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations, Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success.

Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to:

—Build rapport and trust from the first contact

—Create conversations with prospects, referral sources, and clients using the telephone, email, and mail

—Uncover the real need behind client challenges

—Make the case for improved business impact and return on investment (ROI) for your prospects

—Understand and communicate your value proposition

—Apply the 16 principles of influence in sales

—Overcome and prevent all types of objections, including money

—Craft profitable solutions and close the deal

The world-class RAIN selling methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

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  • Rainmaking Conversations
    Rainmaking Conversations  

Editorial Reviews

From the Publisher
"There are lots of books on selling, but few as free of fluff as Rainmaking Conversations." —-Michael Port, author of Book Yourself Solid
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Product Details

  • ISBN-13: 9781118025772
  • Publisher: Wiley
  • Publication date: 2/25/2011
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 288
  • Sales rank: 481,811
  • File size: 3 MB

Meet the Author


John E. Doerr is co-president of RAIN Group and consults, speaks, writes, and teaches on the subjects of selling and sales performance.

Mike Schultz is copresident of RAIN Group, a world-renowned consultant and expert in sales training and performance improvement, and a member of the faculty in the marketing division at Babson College.

Paul Boehmer, who has appeared on Broadway, on television, and in films, narrated an award-winning unabridged recording of Moby Dick.

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Table of Contents

Acknowledgments.

Chapter 1: Introduction to RAIN Selling.

Chapter 2: The Most Important Conversation You'll Ever Have.

Chapter 3: Goal and Action Planning – Making the Most Rain.

Chapter 4: What You Need to Know to Sell.

Chapter 5: Understanding and Communicating Your Value Proposition.

Chapter 6: Prospecting by Phone: Creating a Rainmaking Conversation.

Chapter 7: Rapport.

Chapter 8: Trust – The Foundation of Rainmaking Success.

Chapter 9: Aspirations and Afflictions.

Chapter 10: Digging Deep into Needs – The Five Whys.

Chapter 11: Impact.

Chapter 12: New Reality.

Chapter 13: Balancing Advocacy and Inquiry.

Chapter 14: 16 Principles of Influence in Sales.

Chapter 15: Planning Each Rainmaking Conversation.

Chapter 16: Tips for Leading Rainmaking Conversations.

Chapter 17: Handling Objections.

Chapter 18: Closing Opportunities, Opening Relationships.

Chapter 19: How to Kill a Sales Conversation.

Chapter 20: Putting RAIN in Your Forecast.

About Rain Today.

Appendix (Tools and Resources).

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Sort by: Showing all of 9 Customer Reviews
  • Posted August 17, 2012

    more from this reviewer

    Sales, particularly in business-to-business (B2B) settings, depe

    Sales, particularly in business-to-business (B2B) settings, depend on a
    sales rep’s ability to generate a compelling conversation. Ace sales
    trainers Mike Schultz and John E. Doerr clearly and simply explain the
    methods and practices of sales conversations. getAbstract recommends
    their knowledgeable guidance to salespeople, sales managers and sales
    trainers – and to professional buyers who want to understand the sales
    techniques that others try to use on them.

    Was this review helpful? Yes  No   Report this review
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