- Publisher: John Wiley & Sons Ltd
- Format: Hardback | 288 pages
- Dimensions: 160mm x 229mm x 28mm | 476g
- Publication date: 5 April 2011
- Publication City/Country: Chichester
- ISBN 10: 0470922230
- ISBN 13: 9780470922231
- Sales rank: 148,148
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 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 SM 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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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.
Back cover copy
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.
"There are too many books on selling, but once in a while one comes along with a fresh approach. This one is worth reading even by the seasoned professional." --Philip Kotler, S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University "I love this book. Why? Because "Rainmaking Conversations" isn't yet another collection of empty tips-and-tricks calories that provides no real nourishment to your career. This is the real thing." --Dave Stein, CEO & Founder, ES Research Group, Inc. "There are lots of books on selling, but few as free of fluff as "Rainmaking Conversations." Highly recommended." --Michael Port, NY Times Best-Selling Author, "Book Yourself Solid" "Nothing happens without sales...and Mike Schultz and John Doerr have effectively provided us all with the book on sales that will make things happen! "Rainmaking Conversations" is a must read!" --Leonard A. Schlesinger, President, Babson College "Those who can't make rain think it's about luck and personality. Real rainmakers know that it's about hard work, preparation, and proven methods. Except for the hard work, everything you need is in this book." --Thomas H. Davenport, Author, "Competing on Analytics" "Kudos to Schultz and Doerr on this compelling read. Let it RAIN!" --David Lissy, CEO, Bright Horizons Family Solutions "Today's crazy-busy prospects won't waste their time with you unless they get value from every interaction. In "Rainmaking Conversations," you'll learn how to make that a reality." --Jill Konrath, Author, "SNAP Selling," and "Selling to Big Companies" "In this book--chock full of compelling stories and winning techniques--Mike Schultz and John Doerr show you how to master the art of rainmaking." --David Meerman Scott, Bestselling Author, "The New Rules of Marketing & PR"
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.