Rainmaking Conversations

Influence, Persuade, and Sell in Any Situation

Mike Schultz, John E. Doerr

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Hardback

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English

John Wiley & Sons Ltd
07 March 2011

Economics & Business; Sales & marketing

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.

By: Mike Schultz, John E. Doerr
Imprint: John Wiley & Sons Ltd
Country of Publication: United States
Dimensions: Height: 231mm, Width: 155mm, Spine: 31mm
Weight: 454g
ISBN: 9780470922231
ISBN 10: 0470922230
Pages: 288
Publication Date: 07 March 2011
Audience: Professional and scholarly , Undergraduate
Format: Hardback
Publisher's Status: Active

Acknowledgments ix Part One Getting Ready to Make RAIN 1 1 Introduction 3 2 The Most Important Conversation You’ll Ever Have 19 3 Goal and Action Planning: Making the Most Rain 27 4 Understanding and Communicating Your Value Proposition 35 Part Two RAIN Selling Key Concepts 49 5 Rapport 51 6 Aspirations and Afflictions 59 7 Impact 71 8 New Reality 85 9 Balancing Advocacy and Inquiry 95 10 Digging Deep into Needs: The Five Whys 107 11 16 Principles of Influence in Sales 115 12 Tips for Leading Rainmaking Conversations 135 Part Three Maximizing Your RAIN Selling Success 153 13 Prospecting by Phone: Creating Rainmaking Conversations 155 14 Handling Objections 181 15 Closing Opportunities, Opening Relationships 195 16 What You Need to Know to Sell 205 17 Planning Each Rainmaking Conversation 215 18 How to Kill a Sales Conversation 221 19 Putting RAIN in Your Forecast 237 Appendix and Online Resources 239 About RAIN Group 257 About RainToday.com 258 RainToday.com Membership 259 About the Authors 260 Index 262

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.