Rainmaking Conversations: influence, persuade, and sell in any situation

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Pub. Date:
2011
Language:
English
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, 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 dealThe world-class RAIN selling 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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ISBN:
9781452623269
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full_title rainmaking conversations influence persuade and sell in any situation
author schultz mike
grouping_category book
lastUpdate 2017-06-24 18:29:29PM

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author Schultz, Mike, 1974-
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author_additional Mike Schultz & John E. Doerr.
author_display Schultz, Mike
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A research-based and field-tested practical approach to sales conversations that will lead to breakthrough performance from authors Mike Schultz and John E. Doerr.

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, 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 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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publishDate 2011
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subject_facet Influence (Psychology), Persuasion (Psychology), Selling -- Psychological aspects
target_audience Adult
target_audience_full Adult
title Rainmaking Conversations influence, persuade, and sell in any situation
title_display Rainmaking Conversations
title_full Rainmaking Conversations Influence, Persuade, and Sell in Any Situation, Rainmaking conversations [electronic resource] : influence, persuade, and sell in any situation / Mike Schultz & John E. Doerr
title_short Rainmaking Conversations
title_sort Rainmaking Conversations
title_sub influence, persuade, and sell in any situation
topic Business, Nonfiction
topic_facet Business, Nonfiction