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Offersaresearch-based,field-testedandpracticalsellingapproachthatwillhelpreadersmastertheartofsalesconversationssotheycanfillthepipeline,buildstrongclientrelationshipsandwinmoresales.
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| 內容簡介： |
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MastertheconversationsthatcanmakeorbreakeverythingincomplexsalesEveryconversationpresentsopportunitytofindnewopportunities,winnewcustomers,andincreasesales.RainmakingConversationsgivesyouaprovensystemtouncoverandleveragetheseopportunitiesandachievemaximumrevenueresults,robustrelationships,anddeeptrust.RainmakingConversationsisthefirstbooktoofferaresearch-basedsellingapproachthatcanhelpyoumastertheartofthesalesconversation.Fromstarttofinishofeachconversation,you''llmakeeveryclientcontactyouhavecounttowardsdevelopingsustainablesalessuccess.BuildrapportandtrustfromthefirsthandshakeLearnthe7keysforleadingsuccessfulbusinessdevelopmentconversationsDevelopwinningvaluepropositionsthatgetsprospectsexcitedtobuyCraftwinningsolutionsandclosethedealSpeedupthesalescycleLeadconversationsthatpersuadeandinfluencetheprospecttochooseyouRainmakingConversationswalksyouthroughRAINSellingSM-aworld-classsalesmethodologythathashelpedtensofthousandsofpeopleleadpowerfulsalesconversationsandachievebreakthroughsalesperformance.
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| 關於作者： |
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MIKESCHULTZisCo-PresidentofRAINGroupandaworld-renownedconsultantandexpertinsalestrainingandperformanceimprovement.HeispublisherofRAINGroup''sRainToday.com,oneoftheworld''slargestonlinemagazinesover100,000subscribersandmembershipsitesforsalesandmarketing.HeisalsoonthefacultyintheMarketingDivisionatBabsonCollegeandwritesatraingroup.comblogandonTwitterat@Mike_Schultz.JOHNE.DOERRisCo-PresidentofRAINGroupandconsults,speaks,writes,andteachesonthesubjectsofsellingandsalesperformance.HisownrainmakingconversationshavehelpedleadRAINGrouptoInc.magazine''slistofthefastestgrowingcompaniesintheUnitedStates.FindhimonTwitterat@JohnEDoerr.
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| 目錄：
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Acknowledgments.
Part One Getting Ready to Make RAIN.
1 Introduction.
2 The Most Important Conversation Youll 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.
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| 內容試閱：
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catalogimages.wiley.comimagesdbpdf9780470540282.excerpt.pdf
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