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Rainmaking Conversations Influence, Persuade, and Sell in Any Situation

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ISBN-10: 0470922230

ISBN-13: 9780470922231

Edition: 2011

Authors: Mike Schultz, John E. Doerr

List price: $18.99
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Description:

Master the conversations that can make or break everything in complex salesEvery 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…    
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Book details

List price: $18.99
Copyright year: 2011
Publisher: John Wiley & Sons, Limited
Publication date: 4/5/2011
Binding: Hardcover
Pages: 288
Size: 6.38" wide x 9.33" long x 1.18" tall
Weight: 1.034
Language: English

Acknowledgments
Getting Ready to Make RAIN
Introduction
The Most Important Conversation You'll Ever Have
Goal and Action Planning: Making the Most Rain
Understanding and Communicating Your Value Proposition
RAIN Selling Key Concepts
Rapport
Aspirations and Afflictions
Impact
New Reality
Balancing Advocacy and Inquiry
Digging Deep into Needs: The Five Whys
16 Principles of Influence in Sales
Tips for Leading Rainmaking Conversations
Maximizing Your RAIN Selling Success
Prospecting by Phone: Creating Rainmaking Conversations
Handling Objections
Closing Opportunities, Opening Relationships
What You Need to Know to Sell
Planning Each Rainmaking Conversation
How to Kill a Sales Conversation
Putting RAIN in Your Forecast
Appendix and Online Resources
About RAIN Group
About Rain Today.com
Rain Today.com Membership
About the Authors
Index
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