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

Overview

Master the conversations that can make or break everything in complex sales

Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust.

Rainmaking Conversations is the first book to offer a research-based selling approach that can ...

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

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Overview

Master the conversations that can make or break everything in complex sales

Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust.

Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success.

  • Build rapport and trust from the first handshake
  • Learn the 7 keys for leading successful business development conversations
  • Develop winning value propositions that gets prospects excited to buy
  • Craft winning solutions and close the deal
  • Speed up the sales cycle
  • Lead conversations that persuade and influence the prospect to choose you

Rainmaking Conversations walks you through RAIN SellingSM -a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance.

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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: 472,505
  • File size: 3 MB

Meet the Author

MIKE SCHULTZ is Co-President of RAIN Group and a world-renowned consultant and expert in sales training and performance improvement. He is publisher of RAIN Group's RainToday.com, one of the world's largest online magazines (over 100,000 subscribers) and membership sites for sales and marketing. He is also on the faculty in the Marketing Division at Babson College and writes at www.raingroup.com/blog and on Twitter at @Mike_Schultz.

JOHN E. DOERR is Co-President of RAIN Group and consults, speaks, writes, and teaches on the subjects of selling and sales performance. His own rainmaking conversations have helped lead RAIN Group to Inc. magazine's list of the fastest growing companies in the United States.
Find him on Twitter at @JohnEDoerr.

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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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    Posted October 29, 2011

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