Rainmaking conversations : influence, persuade, and sell in any situation / Mike Schultz, John E. Doerr.

Format:

Book

Author/Creator:

Schultz, Mike, 1974-

Contributor:

Doerr, John E.

Language:

English

Subjects (All):

Influence (Psychology).

Persuasion (Psychology).

Selling--Psychological aspects.

Selling.

Physical Description:

1 online resource (288 p.)

Edition:

1st edition

Other Title:

Influence, persuade, and sell in any situation

Place of Publication:

Hoboken, N.J. : Wiley, 2011.

Language Note:

English

System Details:

text file

Summary:

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 and Affl

Contents:

Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation; 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 Success13: 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

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

ISBN:

9786613026866

9781118025772

1118025776

9781283026864

1283026864

9781118025758

111802575X

OCLC:

705538540