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Mastering Rainmaking Conversations E-Book - Product Image

Mastering Rainmaking Conversations E-Book

  • ID: 1860948
  • August 2011
  • 33 Pages
  • Rain Group

This e-book will teach you how to:

- Sell as you serve: Begin the process of being a great service provider during the sales process

- Sell to need: Uncover the goals and challenges of your clients and prospects using a specific process

- Sell the value: Communicate the impact and value of your services to each client and prospect

- Plan for success: Set a development plan with specific goals and timeframes outlining how many clients you need to gain, how often, and for how much revenue and profit.

About Mastering Rainmaking Conversations
- Rainmakers Make RAIN
- RAIN Selling Basics

7 Principles of RAIN Selling

Principle 1: Build Real Rapport
- Personal Connections
- Decisions Decisions…
- Building Real Rapport

Principle 2: Uncover Afflictions and Aspirations
- Importance of Afflictions
- Importance of Aspirations
- Capturing Missed Opportunities

Principle 3: Make the Impact Clear
- So What?
- Make the Impact Tangible

Principle 4: Paint a Picture of the New Reality
- I Can't Describe It
- Establish the New Reality Benchmark
- Craft your Solution
- Translate the New Reality
- Paint the Picture

Principal 5: Balance Advocacy and Inquiry
- When Less is More
- Why We Talk Too Much
- What We Miss When We Talk
- Guidelines for Balancing Advocacy and Inquiry

Principle 6: Listen When You Listen
- We Can't Help Ourselves
- Developing Active Listening Skills

Principle 7: Plan for Success
- It's Not Enough to Just Show Up
- Six Call Planning Questions
- Putting RAIN in Your Forecast
- Write Your Own Forecast

About
- RainToday.com
- RainToday.com – The Website
- Rainmaker Report – The Newsletter
- Mike Schultz – Co-author and Publisher, RainToday.com
- John Doerr – Co-author and Principal, Wellesley Hills Group
- Learn More about RAIN SellingSM

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