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Home > Business and Economics > Business and Management > Sales and marketing > Rainmaking Conversations Lib/E: Influence, Persuade, and Sell in Any Situation
Rainmaking Conversations Lib/E: Influence, Persuade, and Sell in Any Situation

Rainmaking Conversations Lib/E: Influence, Persuade, and Sell in Any Situation


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About the Book

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, 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 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 is copresident of RAIN Group and a world-renowned consultant and expert in sales training and performance improvement. He is the publisher of RAIN Group's RainToday.com, one of the world's largest online magazines (over 100,000 subscribers) and membership sites for sales and marketing. He is also a member of the faculty in the marketing division at Babson College. 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. Paul Boehmer attended his first Shakespearean play while in high school; he knew then that he was destined to become the classically trained actor he is today. Graduating with a master's degree, Paul was cast as Hamlet by the very stage actor who inspired his career path. A nod from the Universe he'd chosen aright! Paul has worked on Broadway and extensively in regional theater. Coinciding with another of his passions, sci-fi, Paul has been cast in various roles in many episodes of Star Trek. Paul's love of literature and learning led him by nature to his work as a narrator for audiobooks, his latest endeavour. Paul is married to the love of his life, Offir, and they live in Los Angeles with their two midnight-rambling tomcats, Dread and David. Paul Boehmer attended his first Shakespearean play while in high school; he knew then that he was destined to become the classically trained actor he is today. Graduating with a master's degree, Paul was cast as Hamlet by the very stage actor who inspired his career path. A nod from the Universe he'd chosen aright! Paul has worked on Broadway and extensively in regional theater. Coinciding with another of his passions, sci-fi, Paul has been cast in various roles in many episodes of Star Trek. Paul's love of literature and learning led him by nature to his work as a narrator for audiobooks, his latest endeavour. Paul is married to the love of his life, Offir, and they live in Los Angeles with their two midnight-rambling tomcats, Dread and David.

Review :
There are lots of books on selling, but few as free of fluff as Rainmaking Conversations.-- "Michael Port, author of Book Yourself Solid" "There are lots of books on selling, but few as free of fluff as Rainmaking Conversations." -- "Michael Port, author of Book Yourself Solid" "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 of SNAP Selling"


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Product Details
  • ISBN-13: 9798200091447
  • Publisher: Tantor Audio
  • Publisher Imprint: Tantor Audio
  • Edition: Unabridged edition
  • Returnable: N
  • ISBN-10: 8200091449
  • Publisher Date: 30 Jun 2011
  • Binding: CD-Audio
  • Language: English
  • Sub Title: Influence, Persuade, and Sell in Any Situation


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