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.
|Publisher:||Tantor Media, Inc.|
|Edition description:||Unabridged CD|
|Product dimensions:||6.40(w) x 5.30(h) x 1.10(d)|
About the Author
John E. Doerr is co-president of RAIN Group and consults, speaks, writes, and teaches on the subjects of selling and sales performance.
Mike Schultz is copresident of RAIN Group, a world-renowned consultant and expert in sales training and performance improvement, and a member of the faculty in the marketing division at Babson College.
Paul Boehmer is a seasoned actor who has appeared on Broadway, film, and television, including The Thomas Crown Affair and All My Children. Coinciding with another of his passions, sci-fi, Paul has been cast in various roles in many episodes of Star Trek.
Table of Contents
Part One Getting Ready to Make RAIN.
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.
6 Aspirations and Afflictions.
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 the Authors.
What People are Saying About This
"There are lots of books on selling, but few as free of fluff as Rainmaking Conversations." -Michael Port, author of Book Yourself Solid