Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation - Couverture rigide

Schultz, Mike; Doerr, John E.

Couverture rigide

ISBN 10 : 0470922230 ISBN 13 : 9780470922231

Editeur : John Wiley & Sons Inc, 2011

Synopsis

Book by Schultz Mike Doerr John E

A propos du livre

Présentation de l'éditeur

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.

Quatrième de couverture

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.

À propos de cette édition

• Éditeur: John Wiley & Sons Inc
• Date d'édition: 2011
• ISBN 10: 0470922230
• ISBN 13: 9780470922231
• Reliure: Relié
• Nombre de pages: 288