RAINMAKING CONVERSATIONS PDF

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. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success.

Author:Shaktidal Vuran
Country:South Africa
Language:English (Spanish)
Genre:Art
Published (Last):28 November 2016
Pages:19
PDF File Size:20.66 Mb
ePub File Size:7.97 Mb
ISBN:614-3-48040-120-9
Downloads:45533
Price:Free* [*Free Regsitration Required]
Uploader:Domuro



This is an engaging, well-crafted guide to improving your selling effectiveness. Schultz and Doerr run a publication called RainToday as well as a sales consulting firm, and they authored a previous book called Professional Services Marketing.

They have a done an excellent job of putting real detail around the art and science of selling intangible services. The book covers a series of basic and advanced topics including:. Their basic model for engaging with clients is excellent. First, build rapport.

Third, find out what the impact would be of solving the affliction or fulfilling the aspiration. While this model is not radically new by any means, what is new and fresh is the detailed meat they put around the bones.

The authors guide the reader, step by step, through this process of advocacy and inquiry. They give you detailed questions to ask, and tips for handling difficult client challenges. I especially liked their section on objections, where they provide some excellent thinking about handling the four classic client objections:. One suggestion I found refreshing was to strategically disengage from the conversation if the client is complacent and refuses to share any kind of need or issue with you.

They get busy with existing clients, and stop talking to new prospects. If you are a seller-doer, I believe that you need to have conversations a week with existing and new prospective clients about new work. Otherwise your backlog will shrink.

If you are in professional services, or for that matter in any type of role that requires you to sell to existing or new clients, Rainmaking Conversations is an excellent addition to your bookshelf. To access the free Power Tools immediately, enter your email here. You will also receive Andrew's acclaimed monthly newsletter, Client Loyalty, and Andrew will notify you in the future of major new updates and additions to the collection of Power Tools.

You can, of course, unsubscribe at any time. Send to a Friend. Send to a Friend Please, check your form fields! Recipient Name. Recipient Email. The book covers a series of basic and advanced topics including: Creating an effective value proposition Setting goals Managing sales conversations with prospective clients Using key selling principles Cold calling Handling objections Planning your sales conversations Their basic model for engaging with clients is excellent.

I especially liked their section on objections, where they provide some excellent thinking about handling the four classic client objections: No Trust No Need No Urgency No Money One suggestion I found refreshing was to strategically disengage from the conversation if the client is complacent and refuses to share any kind of need or issue with you.

Suscribe to RSS.

ETERNA GHIRLANDA BRILLANTE PDF

People who viewed this also viewed

Every year thousands of sales books are published, each promising to turn a struggling salesperson into a rainmaker — i. Most of these books are junk. Like Spin Selling, Rainmaking Conversations uses a 4 letter acronym to help you remember their methodology:. This is an improvement on SPIN in several ways. Build rapport replaces asking situational questions. Research performed by Schultz and Doerr suggests that many buyers are more likely to buy from salespeople where some kind of personal chemistry has been established.

JUAN MARIN AGUILU PDF

Talking About Rainmaking Conversations

Schultz contends that the gap between what we are making and what we are worth, our incredible value, lies in having great sales conversations. Yet so many professionals and sales people struggle with generating initial conversations and moving them to the close. They make common mistakes that end up losing them deals. Sales skills can be learned, desire and commitment are another thing. The salespeople that really want it and do what they need to — they get the end result. People buy from people they like.

DESIGN OF URBAN SPACE MADANIPOUR PDF

Rainmaking Conversations

This is an engaging, well-crafted guide to improving your selling effectiveness. Schultz and Doerr run a publication called RainToday as well as a sales consulting firm, and they authored a previous book called Professional Services Marketing. They have a done an excellent job of putting real detail around the art and science of selling intangible services. The book covers a series of basic and advanced topics including:. Their basic model for engaging with clients is excellent. First, build rapport. Third, find out what the impact would be of solving the affliction or fulfilling the aspiration.

ARTHUR CONAN DOYLE UM ESTUDO EM VERMELHO PDF

Up until now, we have covered a number of concepts in depth. In this chapter, you find a menu of tips, ideas, and examples that can help you succeed in each conversation stage. As you read the suggestions and examples, use them as inspirational guidance, not verbatim instruction. Everyone has their own style and tone.

Related Articles