Rainmaking Conversations Influence, Persuade, and Sell in Any Situation

by Schultz, Mike; Doerr, John E.

• ISBN13: 9780470922231
• ISBN10: 0470922230
• Edition: 1st
• Format: Hardcover
• Copyright: 2011-03-29
• Publisher: Wiley

Summary

Master the conversations that can make or break everything in complex salesEvery 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 youRainmaking 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.

Author Biography

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	p. ix
Getting Ready to Make RAIN	p. 1
Introduction	p. 3
The Most Important Conversation You'll Ever Have	p. 19
Goal and Action Planning: Making the Most Rain	p. 27
Understanding and Communicating Your Value Proposition	p. 35
RAIN Selling Key Concepts	p. 49
Rapport	p. 51
Aspirations and Afflictions	p. 59
Impact	p. 71
New Reality	p. 85
Balancing Advocacy and Inquiry	p. 95
Digging Deep into Needs: The Five Whys	p. 107
16 Principles of Influence in Sales	p. 115
Tips for Leading Rainmaking Conversations	p. 135
Maximizing Your RAIN Selling Success	p. 153
Prospecting by Phone: Creating Rainmaking Conversations	p. 155
Handling Objections	p. 181
Closing Opportunities, Opening Relationships	p. 195
What You Need to Know to Sell	p. 205
Planning Each Rainmaking Conversation	p. 215
How to Kill a Sales Conversation	p. 221
Putting RAIN in Your Forecast	p. 237
Appendix and Online Resources	p. 239
About RAIN Group	p. 257
About Rain Today.com	p. 258
Rain Today.com Membership	p. 259
About the Authors	p. 260
Index	p. 262
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