{"product_id":"rainmaking-conversations-influence-persuade-and-sell-in-any-situation-hardcover","title":"Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation - Hardcover","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eMike Schultz\u003c\/b\u003e (Author), \u003cb\u003eJohn E. Doerr\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003eConversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. \u003ci\u003eRainmaking Conversations\u003c\/i\u003e provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eRainmaking Conversations\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eArmed 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: \u003c\/p\u003e \u003cul\u003e \u003cli\u003eBuild rapport and trust from the first contact\u003c\/li\u003e \u003cli\u003eCreate conversations with prospects, referral sources, and clients using the telephone, email, and mail\u003c\/li\u003e \u003cli\u003eUncover the real need behind client challenges\u003c\/li\u003e \u003cli\u003eMake the case for improved business impact and return on investment (ROI) for your prospects\u003c\/li\u003e \u003cli\u003eUnderstand and communicate your value proposition\u003c\/li\u003e \u003cli\u003eApply the 16 principles of influence in sales\u003c\/li\u003e \u003cli\u003eOvercome and prevent all types of objections, including money\u003c\/li\u003e \u003cli\u003eCraft profitable solutions and close the deal\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe world-class RAIN Selling\u003csup\u003eSM\u003c\/sup\u003e 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.\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eConversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. \u003ci\u003eRainmaking Conversations\u003c\/i\u003e provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. \u003c\/p\u003e \u003cp\u003e\u003ci\u003eRainmaking Conversations\u003c\/i\u003e 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 \u003cb\u003eRAIN, \u003c\/b\u003e which stands for \u003cb\u003eR\u003c\/b\u003eapport, Aspirations and \u003cb\u003eA\u003c\/b\u003efflictions, \u003cb\u003eI\u003c\/b\u003empact, and \u003cb\u003eN\u003c\/b\u003eew Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. \u003c\/p\u003e\u003cp\u003eArmed 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: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eBuild rapport and trust from the first contact\u003c\/li\u003e \u003cli\u003eCreate conversations with prospects, referral sources, and clients using the telephone, email, and mail\u003c\/li\u003e \u003cli\u003eUncover the real need behind client challenges\u003c\/li\u003e \u003cli\u003eMake the case for improved business impact and return on investment (ROI) for your prospects\u003c\/li\u003e \u003cli\u003eUnderstand and communicate your value proposition\u003c\/li\u003e \u003cli\u003eApply 16 principles of influence in sales\u003c\/li\u003e \u003cli\u003eOvercome and prevent all types of objections, including money\u003c\/li\u003e \u003cli\u003eCraft profitable solutions and close the deal\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eThe world-class RAIN Selling\u003csup\u003eSM\u003c\/sup\u003e 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. \u003c\/p\u003e\u003cp\u003eVisit \u003cb\u003ewww.raingroup.com\u003c\/b\u003e and \u003cb\u003ewww.raintoday.com\u003c\/b\u003e\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003ePRAISE FOR \u003cb\u003eRAINMAKING CONVERSATIONS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"There are too many books on selling, but once in a while, one comes along with a fresh approach. This one is worth reading even by the seasoned professional.\"\u003cbr\u003e\u003cb\u003e --Philip Kotler, \u003c\/b\u003e S.C. Johnson \u0026amp; Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University \u003c\/p\u003e\u003cp\u003e\"I love this book. Why? Because \u003ci\u003eRainmaking Conversations\u003c\/i\u003e isn't yet another collection of empty tips-and-tricks calories that provides no real nourishment to your career. This is the real thing.\" \u003cbr\u003e\u003cb\u003e --Dave Stein, \u003c\/b\u003e CEO and founder, ES Research Group, Inc. \u003c\/p\u003e\u003cp\u003e\"There are lots of books on selling, but few as free of fluff as \u003ci\u003eRainmaking Conversations\u003c\/i\u003e. Highly recommended.\"\u003cbr\u003e\u003cb\u003e --Michael Port, \u003c\/b\u003e \u003ci\u003eNew York Times\u003c\/i\u003e bestselling author of \u003ci\u003eBook Yourself Solid\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"Nothing happens without sales . . . and Mike Schultz and John Doerr have effectively provided us all with the book on sales that will make things happen! \u003ci\u003eRainmaking Conversations\u003c\/i\u003e is a must read!\"\u003cbr\u003e\u003cb\u003e --Leonard A. Schlesinger, \u003c\/b\u003e President, Babson College \u003c\/p\u003e\u003cp\u003e\"Those who can't make rain think it's about luck and personality. Real rainmakers know that it's about hard work, preparation, and proven methods. Except for the hard work, everything you need is in this book.\"\u003cbr\u003e\u003cb\u003e --Thomas H. Davenport, \u003c\/b\u003e coauthor of \u003ci\u003eCompeting on Analytics \u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"Kudos to Schultz and Doerr on this compelling read. Let it RAIN!\"\u003cbr\u003e\u003cb\u003e --David Lissy, \u003c\/b\u003e CEO, Bright Horizons Family Solutions \u003c\/p\u003e\u003cp\u003e\"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.\"\u003cbr\u003e\u003cb\u003e --Jill Konrath, \u003c\/b\u003e author of \u003ci\u003eSNAP Selling\u003c\/i\u003e and \u003ci\u003eSelling to Big Companies \u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"In this book--chock-full of compelling stories and winning techniques--Mike Schultz and John Doerr show you how to master the art of rainmaking.\"\u003cbr\u003e\u003cb\u003e --David Meerman Scott, \u003c\/b\u003e bestselling author of \u003ci\u003eThe New Rules of Marketing and PR\u003c\/i\u003e\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eMIKE SCHULTZ\u003c\/b\u003e 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. \u003c\/p\u003e \u003cp\u003e\u003cb\u003eJOHN E. DOERR\u003c\/b\u003e 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.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 288\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1.03 x 9.1 x 6.3 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e March 29, 2011\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":52088925946157,"sku":"9780470922231","price":24.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0938\/3185\/6429\/files\/rainmaking-conversations-influence-persuade-and-sell-in-any-situation-hardcover-3191797.webp?v=1780163196","url":"https:\/\/ishookbooks.com\/products\/rainmaking-conversations-influence-persuade-and-sell-in-any-situation-hardcover","provider":"iShook Books","version":"1.0","type":"link"}