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

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9780470922231: Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

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.

"Sinopsis" puede pertenecer a otra edición de este libro.

From the Inside Flap:

"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."
Philip Kotler, S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University

"I love this book. Why? Because Rainmaking Conversations isn't yet another collection of empty tips-and-tricks calories that provides no real nourishment to your career. This is the real thing."
Dave Stein, CEO & Founder, ES Research Group, Inc.

"There are lots of books on selling, but few as free of fluff as Rainmaking Conversations. Highly recommended."
Michael Port, NY Times Best-Selling Author, Book Yourself Solid

"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! Rainmaking Conversations is a must read!"
Leonard A. Schlesinger, President, Babson College

"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."
Thomas H. Davenport, Author, Competing on Analytics

"Kudos to Schultz and Doerr on this compelling read. Let it RAIN!"
David Lissy, CEO, Bright Horizons Family Solutions

"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, SNAP Selling, and Selling to Big Companies

"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."
David Meerman Scott, Bestselling Author, The New Rules of Marketing & PR

From the Back Cover:

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.

"Sobre este título" puede pertenecer a otra edición de este libro.

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Schultz, Mike; Doerr, John E.
Editorial: John Wiley & Sons
ISBN 10: 0470922230 ISBN 13: 9780470922231
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Descripción John Wiley & Sons. Hardcover. Estado de conservación: New. 0470922230 copyright 2011, in new condition. Nº de ref. de la librería SKU1047234

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Mike Schultz, John E. Doerr
Editorial: John Wiley and Sons Ltd, United Kingdom (2011)
ISBN 10: 0470922230 ISBN 13: 9780470922231
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Descripción John Wiley and Sons Ltd, United Kingdom, 2011. Hardback. Estado de conservación: New. 1. Auflage. Language: English . Brand New 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 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. Nº de ref. de la librería AAH9780470922231

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Mike Schultz, John E. Doerr
Editorial: John Wiley and Sons Ltd, United Kingdom (2011)
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Descripción John Wiley and Sons Ltd, United Kingdom, 2011. Hardback. Estado de conservación: New. 1. Auflage. Language: English . Brand New 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 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. Nº de ref. de la librería AAH9780470922231

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Descripción John Wiley and Sons. Estado de conservación: New. Brand New. Nº de ref. de la librería 0470922230

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Descripción 2011. HRD. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería KS-9780470922231

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Descripción John Wiley and Sons Ltd, United Kingdom, 2011. Hardback. Estado de conservación: New. 1. Auflage. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New 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 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. Nº de ref. de la librería BZV9780470922231

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Descripción John Wiley and Sons Ltd, 2011. Estado de conservación: New. 2011. 1st Edition. Hardcover. 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. Num Pages: 288 pages, Illustrations. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 232 x 162 x 53. Weight in Grams: 488. . . . . . . Nº de ref. de la librería V9780470922231

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Descripción John Wiley and Sons Ltd. Hardback. Estado de conservación: new. BRAND NEW, Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation, Mike Schultz, John E. Doerr, 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. Nº de ref. de la librería B9780470922231

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Mike Schultz, John E. Doerr
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Descripción Wiley 2011-04-05, Hoboken, N.J. :|Chichester, 2011. hardback. Estado de conservación: New. Nº de ref. de la librería 9780470922231

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