Book description
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 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.
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.
