|
||||||||||||||||||
|
||||||||||||||||||
|
||||||||||||||||||
| ||||||||||||||||||
Frequently Bought Together
Product Details
|
Product Description
Book Description
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.
From the Inside Flap
—Philip Kotler, S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University
"I love this book. Why? Because Rainmaking Conversations isn't yet another collection of empty tips-and-tricks calories that provides no real nourishment to your career. This is the real thing."
—Dave Stein, CEO & Founder, ES Research Group, Inc.
"There are lots of books on selling, but few as free of fluff as Rainmaking Conversations. Highly recommended."
—Michael Port, NY Times Best-Selling Author, Book Yourself Solid
"Nothing happens without sales…and Mike Schultz and John Doerr have effectively provided us all with the book on sales that will make things happen! Rainmaking Conversations is a must read!"
—Leonard A. Schlesinger, President, Babson College
"Those who can't make rain think it's about luck and personality. Real rainmakers know that it's about hard work, preparation, and proven methods. Except for the hard work, everything you need is in this book."
—Thomas H. Davenport, Author, Competing on Analytics
"Kudos to Schultz and Doerr on this compelling read. Let it RAIN!"
—David Lissy, CEO, Bright Horizons Family Solutions
"Today's crazy-busy prospects won't waste their time with you unless they get value from every interaction. In Rainmaking Conversations, you'll learn how to make that a reality."
—Jill Konrath, Author, SNAP Selling, and Selling to Big Companies
"In this book—chock full of compelling stories and winning techniques—Mike Schultz and John Doerr show you how to master the art of rainmaking."
—David Meerman Scott, Bestselling Author, The New Rules of Marketing & PR
Suggested Tags from Similar Products(What's this?)Be the first one to add a relevant tag (keyword that's strongly related to this product)
|
What Other Items Do Customers Buy After Viewing This Item?
Customer Reviews
|
There are no customer reviews yet on Amazon.ca
|
||||||||||||||||||||
|
1. Play to win-win
2. Live by goals
3. Take action
4. Think buying first, selling second.
5. Be a fluent expert.
6. Create new conversations every day.
7. Lead masterful rainmaking conversations.
8. Set the agenda: be a change agent.
9. Be brave.
10. Assess yourself, get feedback, and improve continuously.
I pulled a few jewels on value selling from this as well. The concept of Money Discomfort is well explained. They explain that there are two parts to this;
1. A general discomfort talking about money and
2. A money ceiling where talking about a certain amount becomes uncomfortable.
This also ties back to a persons buy cycle.
1. Some know what they want, and go out and buy it.
2. Others are indecisive, always price checking, and need sellers to educate them.
If a seller is more like the indecisive buyer, he will reflect that in his sales approach, especially if he trends to being a price seller.
Lesson learned, take individual money discomfort level and personal buying cycle into account when you are looking to improve your sales abilities or those of your team.
Focus on Conversations
The central idea of the book is that the decisions customers make about buying are driven by the quality of the conversations they have with sellers. Most sellers understand this idea, but Schultz and Doerr shine a new light on the subject by showing how everything we do prepares us (or doesn't) for the all-important sales conversation. With the sales conversation as the book's organizing principle, the reader can easily see how the strategies and tactics in the book help to win the sale.
Help with the Process and Psychology of Selling
You'll find lots of practical advice in the book, like how to handle sales on the phone, how to prepare for a meeting, and how to diagnose customer problems. But, early in the book, the authors discuss the importance of the seller's motivations, goals, and attitude to becoming a rainmaker. The main message: you are the key to your success as a seller. And they offer tools to help you think about and achieve that success.
Full of Hidden Gems
Rainmaking Conversations includes interesting sections on the role of influence in the sale, how to build that influence with customers, and techniques for co-creating solutions to customer problems. Schultz and Doerr also offer a framework that can help you develop your own style for dealing with the inevitable customer objection. There's a real-world feel to the wisdom in this book. You realize these gems weren't concocted out of thin air, but from the authors' decades of combined experience.
Reader-Friendly
Schultz and Doerr really understand how people are reading these days, so the book is a good combination of valuable lists, tables, and longer explanatory text. This is a book that you can scan to find the subject you want, or you can read the book from front to back. Sometimes, all you need is a reminder before a meeting, and the book is set up so you can access what you need.
I've read this book twice, and I found new ideas in the second reading that I missed the first time through. I liked the book and I think you will too.
The problem is is that most of the materials are materials that the "partners" would give to you for free anyway. Also, a lot of the materials are only designed to try to get you to buy the "complete package" from the partner. I wonder how many emails from these "partners" will I start to get.
The bottom line is that the book is good but don't buy it for the "$2,000 in bonus materials" or you will be disappointed. I was.
Listmania!
Look for similar items by category
Look for similar items by subject
Feedback
|
