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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
 
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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation [Format Kindle]

Mike Schultz , John E. Doerr

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Descriptions du produit

Présentation de l'éditeur

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 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.

Quatrième de couverture

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.

Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 1086 KB
  • Nombre de pages de l'édition imprimée : 293 pages
  • Pagination - ISBN de l'édition imprimée de référence : 0470922230
  • Editeur : Wiley; Édition : 1 (25 février 2011)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B004S82O4A
  • Synthèse vocale : Activée
  • X-Ray :
  • Classement des meilleures ventes d'Amazon: n°162.824 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Commentaires en ligne 

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Amazon.com: 4.6 étoiles sur 5  36 commentaires
32 internautes sur 35 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 One of the best sales books for 2011. 10 avril 2011
Par Reg Nordman - Publié sur Amazon.com
Format:Relié
The authors are the principals of the RAIN group which publishes sales research and RAIN Today a highly respected sales blog/newsletter. I am voting this the best sales book of the year so far. This book is a fitting complement to David Maister's ground breaking work. The authors have been able to make this a comprehensive book as well as eminently readible. They keep the book true to the 10 Rainmaking principles:
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.
22 internautes sur 23 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Full of Gems 20 avril 2011
Par Michael McLaughlin - Publié sur Amazon.com
Format:Relié
Mike Schultz and John Doerr just published their second book, Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation. The book joins the growing list of sales books on the market, but there's something different about this one.

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.
54 internautes sur 63 ont trouvé ce commentaire utile 
3.0 étoiles sur 5 Book is Good but the offer "Bonus Materials" is Very Misleading. 22 avril 2011
Par Edward H. - Publié sur Amazon.com
Format:Relié|Achat authentifié par Amazon
I ordered this book because a read a friend's copy and wanted one for my library. On their website, RainToday said that if you ordered the book you would get $2,000 in bonus materials. What they did not tell you was that you have to visit almost 20 different websites for other RainToday "partners", log in to each one, give your name and email address to register with each, and then and only then can you get the materials.

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.
18 internautes sur 20 ont trouvé ce commentaire utile 
2.0 étoiles sur 5 Basically Napoleon Hill in new wrapping 27 mai 2011
Par Guilherme - Publié sur Amazon.com
Format:Format Kindle|Achat authentifié par Amazon
I`m sorry to disagree with most of the other reviers but if anyone has already read The Law of Success in Sixteen Lessons from Napoleon Hill won`t get absolutely nothing new here, except the very misleading and annoying "Bonus Materials" in the end of every chapter, as already noted by another revier - Edward H. Seriouly, save your time and money and go for Napoleon Hill.
14 internautes sur 15 ont trouvé ce commentaire utile 
3.0 étoiles sur 5 Similar to most books on how to sell 30 mai 2011
Par Shankar Saikia - Publié sur Amazon.com
Format:Relié|Achat authentifié par Amazon
RESONATE, DIFFERENTIATE, SUBSTANTIATE

The only valuable nugget from this book was the phrase "resonate, differentiate, substantiate" .. the three things that need to happen to make a sale ..

I bought this book because one weekend (around end of April 2011 or early May 2011) I saw it listed in the Wall Street Journal as among the top 10 business bestsellers by Nielsen Scan. I thought it was going to have something valuable ... it turned out to be similar to most books on sales tactics and strategies.
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Passages les plus surlignés

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&quote;
Think of Aspirations as much as Afflictions, and you will remember to ask future-seeking as well as problem-solving questionsquestions with themes like Where do you want to go? and What are the possibilities? &quote;
Marqué par 110 utilisateurs Kindle
&quote;
Nobody really cares how much you know until they know how much you care. &quote;
Marqué par 95 utilisateurs Kindle
&quote;
People buy with their hearts and justify with their heads. &quote;
Marqué par 75 utilisateurs Kindle

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