Book description
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.
Table of contents
- Cover
- Contents
- Praise for Rainmaking Conversations
- Title
- Copyright
- Dedication
- Acknowledgments
- Part 1 : Getting Ready to Make RAIN
-
Part 2 : RAIN Selling Key Concepts
- Chapter 5 : Rapport
- Chapter 6 : Aspirations and Afflictions
- Chapter 7 : Impact
- Chapter 8 : New Reality
- Chapter 9 : Balancing Advocacy and Inquiry
- Chapter 10 : Digging Deep into Needs
-
Chapter 11 : 16 Principles of Influence in Sales
- Principle 1. Attention
- Principle 2. Curiosity
- Principle 3. Desire
- Principle 4. Envy
- Principle 5. Emotional Journey
- Principle 6. Belief
- Principle 7. Justification
- Principle 8. Trust
- Principle 9. Stepping Stones
- Principle 10. Ownership
- Principle 11. Involvement
- Principle 12. Desire for Inclusion
- Principle 13. Scarcity
- Principle 14. Likeability
- Principle 15. Indifference
- Principle 16. Commitment
- Chapter 12 : Tips for Leading Rainmaking Conversations
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Part 3 : Maximizing Your RAIN Selling Success
-
Chapter 13 : Prospecting by Phone
- Prospecting—What It Is
- Demand Driven—The Buyer Drives the Demand to Buy
- Demand Driving—The Seller Drives the Demand to Buy
- Prospecting for Demand-Driven Services
- Prospecting with Demand-Driving Offerings
- A Closer Look at Cold Calls
- Key Concepts in Prospecting
- Six Essential Prospecting Outreach Formulas
- What’s In It For Me (WIIFM)—The Common Denominator in All Outreach Formulae
- Telephone Call Success Power Boosters
- Voicemail—To Leave or Not to Leave
- Overcoming Call Reluctance, Nancy Reagan Style
- Chapter 14 : Handling Objections
- Chapter 15 : Closing Opportunities, Opening Relationships
- Chapter 16 : What You Need to Know to Sell
-
Chapter 17 : Planning Each Rainmaking Conversation
- Planning Question 1: What Is the Prospect’s Current Situation?
- Planning Question 2: What Are My Sales Goals for this Prospect?
- Planning Question 3: What Is My Desired Next Outcome?
- Planning Question 4: What Are My Relative Strengths?
- Planning Question 5: What Are My Relative Vulnerabilities?
- Planning Question 6: What Actions Do I Need to Take Before the Next Call?
-
Chapter 18 : How to Kill a Sales Conversation
- Killers that Make You Dead on Arrival
- Killers Hiding in the Open
- Killers Waiting to Ambush You
- Killers You Never See that Kill in the Dark
- Tendency to Get Emotionally Involved
- Need for Approval
- Nonsupportive Buy Cycle
- Money Discomfort
- Self-Limiting Record Collection
- I’ve Met the Enemy, and It’s Me, I Think . . .
- Chapter 19 : Putting RAIN in Your Forecast
-
Chapter 13 : Prospecting by Phone
- Appendix and Online Resources
- About RAIN Group
- About RainToday.com
- RainToday.com Membership
- About the Authors
- Index
Product information
- Title: Rainmaking Conversations: Influence, Persuade, and Sell in any Situation
- Author(s):
- Release date: March 2011
- Publisher(s): Wiley
- ISBN: 9780470922231
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