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

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More About This 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 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.

  • Rainmaking Conversations
    Rainmaking Conversations  

Product Details

  • ISBN-13: 9780470922231
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 3/29/2011
  • Edition number: 1
  • Pages: 271
  • Sales rank: 157,834
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.10 (d)

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.

Table of Contents

Acknowledgments.

Part One Getting Ready to Make RAIN.

1 Introduction.

2 The Most Important Conversation You’ll Ever Have.

3 Goal and Action Planning: Making the Most Rain.

4 Understanding and Communicating Your Value Proposition.

Part Two RAIN Selling Key Concepts.

5 Rapport.

6 Aspirations and Afflictions.

7 Impact.

8 New Reality.

9 Balancing Advocacy and Inquiry.

10 Digging Deep into Needs: The Five Whys.

11 16 Principles of Influence in Sales.

12 Tips for Leading Rainmaking Conversations.

Part Three Maximizing Your RAIN Selling Success.

13 Prospecting by Phone: Creating Rainmaking Conversations.

14 Handling Objections.

15 Closing Opportunities, Opening Relationships.

16 What You Need to Know to Sell.

17 Planning Each Rainmaking Conversation.

18 How to Kill a Sales Conversation.

19 Putting RAIN in Your Forecast.

Appendix and Online Resources.

About RAIN Group.

About RainToday.com.

RainToday.com Membership.

About the Authors.

Index.

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