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

ISBN-13: 9780470922231 / Angielski / Twarda / 2011 / 288 str.

Mike Schultz; John E. Doerr

Opis

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.

Spis treści

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.

O autorze

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.

Blurb

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 Selling^SM –a world–class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance.