Rainmaking Conversations: Influence, Persuade, and Sell in


    Rainmaking Conversations: Influence, Persuade, and Sell in the case for improved business impact and return on investment ROI for your prospects Understand and communicate your value proposition Apply theprinciples 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."/>
  • Hardcover
  • 271 pages
  • Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
  • Mike Schultz
  • English
  • 07 August 2018
  • 0470922230

10 thoughts on “Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

  1. Margot Note Margot Note says:

    Rainmakers recommend, advise, and assist They are change agents who are not afraid to push when it s in the best interest of the customer 17 The road to success is always under repair 28 A value proposition positioning statement is a compelling, tangible statement of how a company or individual will benefit from buying from you 37 The collection of reasons why people buy fall into three major buckets 1 Prospects have to want and need what you re selling You have to resonate.2 Rainmakers recommend, advise, and assist They are change agents who are not afraid to push when it s in the best interest of the customer 17 The road to success is always under repair 28 A value proposition positioning statement is a compelling, tangible statement of how a company or individual will benefit from buying from you 37 The collection of reasons why people buy fall into three major buckets 1 Prospects have to want and need what you re selling You have to resonate.2 Potential buyers have to see why you stand out from the other available options You have to differentiate.3 Potential buyers have to believe that you can deliver on your promises You have to substantiate 38 There are two core buyer mind sets you will encounter when selling problem solving and future seeking 60 When you think about providing value, don t just think about the value you will provide after they buy from you Think about the value they ll get from speaking with you Eventually, you ll sell your company, your offering, and yourself At first, sell the idea that the prospects time will be well spent if they elect to speak with you 163 Whichever approach you choose, the prospect has to see value in the meeting itself Eventually the prospect may get value out of your products and services, but for now, you need to sell the value of a first conversation 166 Anticipate and raise objections that may be below the surface Don t think that just because objections haven t been raised they aren t there You take a risk when you bring up possible objections welcome to sales , but if you re not the front runner by far, the risk is often worth taking At the same time, you build the relationship with your honesty and openness Buyers appreciate that 193


  2. Denis Vasilev Denis Vasilev says:

    .


  3. Jason Girouard Jason Girouard says:

    Frameworks, and a little theory Build rapport and then focus on the advantages of a particular product framed for your audience, essentially.


  4. Soundview Executive Book Summaries Soundview Executive Book Summaries says:

    Rainmaking Conversations Influence, Persuade, and Sell in Any Situation by Mike Schultz and John E Doerr was chosen by Soundview Executive Book Summaries as one of the Top 30 Business Books of 2011.THE SOUNDVIEW REVIEW There are probably as many books written about methods to increase one s sales as there are cold calls made in the average quarter Unfortunately, the bulk of items in the first category does little to help the second group result in a successful sale In response to the flood o Rainmaking Conversations Influence, Persuade, and Sell in Any Situation by Mike Schultz and John E Doerr was chosen by Soundview Executive Book Summaries as one of the Top 30 Business Books of 2011.THE SOUNDVIEW REVIEW There are probably as many books written about methods to increase one s sales as there are cold calls made in the average quarter Unfortunately, the bulk of items in the first category does little to help the second group result in a successful sale In response to the flood of titles that offer much in the way of theory but little in the way of results, sales performance experts Mike Schultz and John E Doerr offer a field tested model for sales excellence in their book Rainmaking Conversations Influence, Persuade and Sell in Any Situation.Even seasoned sales professionals will discover new techniques as they explore the authors RAIN system Schultz and Doerr examine the critical steps of Rapport, Aspirations and Afflictions, Impact and New Reality, and they provide advice to help salespeople shape the relationship with the customer and keep mutually beneficial goals at the forefront of any sale.One of the book s strengths is its ability to stay grounded The authors realize that so much of today s sales process is done at lightning speed, with clients that barely have two minutes to spare, using communication methods that put face to face at the end of the list The RAIN system is clearly defined, practical and gives salespeople a template for success that doesn t resort to scripts or practices the sales professional already knows.Soundview s 8 page Executive Book Summary of Rainmaking Conversations is available here


  5. Jay Jay says:

    It seems like the sales presentation classes that you see at work are like quick seminars on specific issues This book is like a semester class covering many of the issues I ve seen in sales and presentation classes over the past 10 years There are plenty of recommendations that really sound familiar, and often that s because they are But, this book provides a good overall selection of to do lists for how to sell While the book promised to share ideas on selling using demonstrations, there It seems like the sales presentation classes that you see at work are like quick seminars on specific issues This book is like a semester class covering many of the issues I ve seen in sales and presentation classes over the past 10 years There are plenty of recommendations that really sound familiar, and often that s because they are But, this book provides a good overall selection of to do lists for how to sell While the book promised to share ideas on selling using demonstrations, there really wasn t much specific to that kind of presenting, so I didn t feel this book covered everything I listened on audio, and there were really too many lists to keep track of, there were lists within lists I d suggest not listening to this one, read it instead


  6. Kevin Eikenberry Kevin Eikenberry says:

    As a business owner, responsible for many rainmaking conversations, this book struck a chord with me before I even opened it Since this is an area I always want to improve in, I opened it with hopeful expectancy.At the same time, I have read many sales books and realized I could be disappointed or finish the book feeling I had not learned anything new.While I m not sure I had massive thunderbolts of insight, I am certainly glad I read this book Seeat As a business owner, responsible for many rainmaking conversations, this book struck a chord with me before I even opened it Since this is an area I always want to improve in, I opened it with hopeful expectancy.At the same time, I have read many sales books and realized I could be disappointed or finish the book feeling I had not learned anything new.While I m not sure I had massive thunderbolts of insight, I am certainly glad I read this book Seeat


  7. Ko Matsuo Ko Matsuo says:

    A how to book to be a top 10% sales person i.e, rainmaker Book explains the RAIN framework Rapport, Aspirations and afflictions, impact, and New reality and walks you through a common sense sales approach that focuses in on conversations to build trust, uncover issues, and frame impact in an understandable way There is a chapter towards the end of the book called How to Kill a Sales Conversation that is especially concise Generally a quick read.A reminder for product people to look not A how to book to be a top 10% sales person i.e, rainmaker Book explains the RAIN framework Rapport, Aspirations and afflictions, impact, and New reality and walks you through a common sense sales approach that focuses in on conversations to build trust, uncover issues, and frame impact in an understandable way There is a chapter towards the end of the book called How to Kill a Sales Conversation that is especially concise Generally a quick read.A reminder for product people to look not only to solve problems for today, but to meet hopes for tomorrow


  8. Mckinley Mckinley says:

    Selling, selling, selling Some good points for non sales people but not up my alley For example know what you are going to say, and have visuals to help people see what you are driving at Got about 1 3 way through.


  9. Eric Eric says:

    Nothing earth shattering as far as new ideas and approaches but an exceptional book that really reinforced the basics and covered everything from motivation to tactics in a no nonsense and practical way One of the best sales books that I have read in a while.


  10. Michael Michael says:

    I had high expectations for this book based on who gave me the recommendation but it fell short for me personally Maybe another listen in a year will yield .


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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation[Download] ➶ Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation By Mike Schultz – Thomashillier.co.uk 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 sy Conversations make or break everything in sales Influence, Persuade, PDF/EPUB æ 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 Rainmaking Conversations: PDF or 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 successArmed with the knowledge of the markets you serve, the common needs of Conversations: Influence, Persuade, eBook ✓ 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 theprinciples 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.


About the Author: Mike Schultz

Mike Schultz is a world renowned speaker, Influence, Persuade, PDF/EPUB æ researcher, and sales expert He is author of several books, including WSJ Best seller Rainmaking Conversations Wiley, As President of RAIN Group, Mike has grown the firm into a global leader, named a Top Sales Training Company by Selling Power and Training Industry In , superior client results earned RAIN Group a Rainmaking Conversations: PDF or Brandon Hall Award for Best Unique or Innovative Sales Training Program and four Gold Stevie Awards for Sales Training Practice of the Year, Sales Training Program of the Year, Sales Training Professional of the Year, and Business Development Achievement of the Year Mike and the team at RAIN Group have worked with national and international organizations such as Toyota, Citibank, Canon, Bright Conversations: Influence, Persuade, eBook ✓ Horizons, BDO, Hitachi, Lee Hecht Harrison, Hologic, Optus, and hundreds of others to unleash sales performance As Director of the RAIN Group Center for Sales Research, Mike and an analyst team study buying and selling relentlessly Studies include Virtual Buying and Selling Challenges, Top Performance in Sales Negotiation, Extreme Productivity Benchmark Report, Top Performance in Sales Prospecting, The Value Driving Sales Organization, What Sales Winners Do Differently, Top Performance in Strategic Account Management, Top Sales Leadership Challenges and Priorities, and The Top Performing Sales Organization Business Week, Forbes, Inc Entrepreneur, MSNBC, and hundreds of others have interviewed and featured Mike s articles, research, and white papers He frequently appears on top ranked radio, TV, and podcast programs to discuss various sales topics and new research findings Named an influential sales professional by LinkedIn, Mike has presented at major events, including HubSpot INBOUND, Strategic Account Management Association s Annual Conferences, Sales Leadership Conference, and Sales Operations Institute In , he was honored as a leading keynote speaker by Top Sales World Passionate about raising awareness of congenital heart defects CHD and organ donation, blogging at echoofhope, the American Heart Association AHA of Central Massachusetts honored Mike with the Heart of Gold Award in Mike is a graduate of Brandeis University in Waltham, MA with a BA in American Studies, and holds an MBA from the FW Olin Graduate School of Business at Babson College He was an adjunct professor at both schools, teaching courses in marketing and salesYou can download his free white papers, guides, and eBooks at raingroup resources and watch his videos at youtube raingroup Follow Mike on Twitter at MikeSchultz and LinkedIn linkedin in mikeschultz In addition to Rainmaking Conversations, his other top ranked sales books for sellers and sales leaders include Professional Services Marketing Wiley, Insight Selling Wiley, Virtual Selling How to Build Relationships, Differentiate, and Win Sales Remotely Not Today The Productivity Code Revealed .