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

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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, 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 dealThe 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.

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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
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One of the best sales books for 2011. : Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

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.

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