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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation par [Schultz, Mike, Doerr, John E.]
Publicité sur l'appli Kindle

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


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Longueur : 293 pages Word Wise: Activé Langue : Anglais

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 SellingSM –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
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  • Word Wise: Activé
  • Composition améliorée: Non activé
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  • Classement des meilleures ventes d'Amazon: n°380.026 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Amazon.com: 4.5 étoiles sur 5 43 commentaires
5.0 étoiles sur 5 Read the book, use what's in it, but be yourself 29 mai 2015
Par Mike - Publié sur Amazon.com
Format: Format Kindle Achat vérifié
It's a great book, but I have to offer a huge caveat right up front. At some point your sales knowledge has to take the form of YOU performing NATURALLY. The BEST knowledge on EARTH is the knowledge that you can internalize, make it a PART of who you are and what you are, rather than an EXTERNAL thing that you have to access repeatedly.

The reason I say this is that to call this book "feature-rich" is the understatement of a LIFETIME. These folks know their stuff, it's a master's thesis. By the time someone has pounded two thousand pieces of information into my head that I am expected to call upon on demand, I tend to retreat to old-school sales dogs like Zig Ziglar and Brian Tracy, who...DESPITE the wealth of sales techniques they both taught...are really only teaching you ONE thing, and that is to be a person of your word, a man or woman of integrity, and everything else will take care of itself.

What I've said so far may make no sense at all so I will give you an illustration of where I am going with this.

On page 52 (Kindle Edition), there is a section called "Building Real Rapport." I'm sure I don't have to preach the value in that, right? The section is broken down into sub-sections: "Be genuine," "Be warm and friendly," "Show interest," "Don't be too needy," "Give genuine compliments," "Calibrate the rapport to just right," "Read the culture," "Balance advocacy and inquiry," "Listen actively," "Show relevance, share similarities."

That adds up to FIVE pages of the book, with TEN sub-categories, to make ONE point. The material is all valid and it is something every salesperson needs to know, but two questions come up.

First, do you really need to read a book to have its author tell you to "be warm and friendly?"

Second, this book (once again, I am using the Kindle edition) has 4600 pages, not counting the "Appendix and Online Resources" and other sections that follow. How large is your head? How many bullet points and sub-bullets are you going to load in there before you actually go out and sell?

That's the point I am making here. The information is good, it's valid, it's road-tested, it's all things you need to know, but don't submerge yourself in this or any other book at the expense of NOT getting on the phone or out on the streets to sell. The book can help your career, or it can give you an extremely bad case of paralysis by analysis. Your choice.
3 internautes sur 3 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Focuses on selling professional consulting services. Unique and useful. 11 mai 2012
Par Daryl Gerke - Publié sur Amazon.com
Format: Relié Achat vérifié
This book describes a sales approach based on the authors' proven RAIN sales model. Well written, this book should be on every consultant's bookshelf (after reading it, of course.)

The authors are co-founders of the Rain Group, a sales training and sales performance improvement company. Their customers include professional service firms and other companies that sell complex products and services (technology, pharma, medical devices, etc.)

As such, they certainly understand the unique challenges of selling intangibles like consulting. They also co-authored Professional Services Marketing, which nicely complements Rainmaking Conversations.

Incidentally, if you are brand new to consulting, rainmakers are those who generate new business. In large firms, a few rainmakers often bring in most of the business for everyone to work on. In a small practice, however, everyone needs to be a rainmaker!

This book uses their RAIN model that shows you how to:

Build trust right from the first contact (R - Rapport)
Uncover both problems and dreams (A - Afflictions/Aspirations)
Make the economic case for purchase (I - Impact)
Paint a vivid word picture for the future (N - New reality)

The book emphasizes sales conversations, not manipulation. In short, selling consulting should NOT be like selling a used car -- but rather like talking to a friend or colleague. When placed in that context, selling consulting services can even become enjoyable. (It is for me...)
5 internautes sur 5 ont trouvé ce commentaire utile 
3.0 étoiles sur 5 Had to dig for gold in the dirt 21 février 2013
Par Amazon Customer - Publié sur Amazon.com
Format: Relié Achat vérifié
Less is more, this book just had too much irrelevant content that i skipped over, probably 50% plus is not relevant to small business and more geared for closing big deals, BUT the 35% plus that does relate to small business was EXCELLENT, so I would recommend getting it, I think that KISS (keep it super simple) approach would have made this a better book, it is not super simple at all it is a "super detail hurt your head" kind of book, so if you buy then be prepared to eat the meat and spit out the bones!
5.0 étoiles sur 5 Excellent - Great Reference book 14 mai 2014
Par Amazon Customer - Publié sur Amazon.com
Format: Relié Achat vérifié
I have been a Sales leader for about 4 years and find this book to be a great resource for myself & my sales team.
We regularly check our value proposition positioning statements and the building blocks we use when creating them.
The ideas put forth in this book are not new, but the approach the authors take makes a lot of sense.
My team is well versed in "pain" selling. This book helped and helps us see there's another side of the coin - Aspirations.
Not understanding these adequately can keep us from making a bigger sale.
Great work on this book - a must for any sales leader's book shelf.
17 internautes sur 18 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 vérifié
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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