Rainmaking Conversations (ePub)
Influence, Persuade, and Sell in Any Situation
(Sprache: Englisch)
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...
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...
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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 Selling¯SM 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.
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 Selling¯SM 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.
Inhaltsverzeichnis zu „Rainmaking Conversations (ePub)“
Acknowledgments. Part One Getting Ready to Make RAIN. 1 Introduction. 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. 5 Rapport. 6 Aspirations and Afflictions. 7 Impact. 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 RainToday.com. RainToday.com Membership. About the Authors. Index.
Autoren-Porträt von Mike Schultz, John E. Doerr
MIKE SCHULTZ is Co-President of RAIN Group and a world-renowned consultant and expert in sales train-ing and performance improvement. He is publisher of RAIN Group's RainToday.com, one of the world's largest online magazines (over 100,000 subscribers) and member- ship sites for sales and marketing. He is also on the faculty in the Marketing Division at Babson College and writes at www.raingroup.com/blog and on Twitter at @Mike_Schultz.JOHN E. DOERR is Co-President of RAIN Group and consults, speaks, writes, and teaches on the subjects of selling and sales performance. His own rainmaking conversations have helped lead RAIN Group to Inc. magazine's list of the fastest growing companies in the United States. Find him on Twitter at @JohnEDoerr.
Bibliographische Angaben
- Autoren: Mike Schultz , John E. Doerr
- 2011, 1. Auflage, 288 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 1118025776
- ISBN-13: 9781118025772
- Erscheinungsdatum: 25.02.2011
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- Dateiformat: ePub
- Grösse: 2.11 MB
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Sprache:
Englisch
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