Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
Mike Schultz, John E. Doerr
Format: PDF / Kindle (mobi) / ePub
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.
contrived chitchat. Rapport building is not the planned buttering up of the buyer before a salesperson moves in for the kill. The mind-set behind this approach to rapport building is underhanded and sneaky. Our emphatic response to this approach: Don’t do it. Yet the fundamental underlying need for a buyer to connect with a seller—or at least to generally like him or her—exists and must be attended to. At least, it must if you want to generate new business and grow your accounts. In our
me in the meantime. The promise of ROI is the reason why prospects should listen to you . . . meet with you . . . gather the decision makers . . . request a proposal . . . and buy. In the end, they may buy because they like you best, because they want to be able to relax on their weekends instead of worrying about what they worry about, or they’ll have less frustration at the office. Perhaps they’ll buy because they believe it’s the right thing to do. These are emotional needs, but these
improvements might be possible here at ABC Technology. Does anyone else have anything besides what I’ve mentioned thus far that you’d like to cover? If you left this meeting today and you got everything out of it that you hoped to get, what would we need to do to get there? Transition Does anyone have any thoughts, comments, or questions before we jump in? Very well. One last thought: while we’ll be starting with the presentation (or demonstration) on [topic], folks like yourselves always get
of Chapter 13. 3. Core sales conversations . . . where you lead each sales call, from the first sale to the close, with skill and confidence. You learn how to lead rainmaking conversations with RAIN Selling through the book, and you also get tips and examples of how to shepherd a great sales meeting in Chapter 16. 4. Presentations and product demonstrations . . . where you deliver key messages and content, share specifics about product and service capabilities, and deliver custom-crafted
differently? How do you feel it went? Think about what’s going on, and learn. If you have regrets about the call you just made, then shake it off. Learn from your mistakes, try to improve, and don’t let it stop you from getting back on the horse and dialing your next prospect. If you’re at the end of a calling block, take a break. Walk outside, grab a bite, rest, and get ready to come back refreshed. General Guidelines for Success Make sacred selling time—and stick to it. You need