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Rainmaking Conversations
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Description
Description| Publisher | John Wiley & Sons Inc (US) |
| Author(s) | Mike Schultz / John E. Doerr |
| Subtitle | Influence, Persuade, and Sell in Any Situation |
| Edition | 1 |
| Published | 7th March 2011 |
| Related course codes |
Influence, Persuade, and Sell in Any Situation
Conversations make or break everything in sales. Every conversationyou 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 SellingSM 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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