Rainmaking Conversations

Rainmaking Conversations

PDF Rainmaking Conversations Download

  • Author: Mike Schultz
  • Publisher: John Wiley & Sons
  • ISBN: 0470922230
  • Category : Business & Economics
  • Languages : en
  • Pages : 294

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.


Rainmaking Conversations

Rainmaking Conversations

PDF Rainmaking Conversations Download

  • Author: Mike Schultz
  • Publisher: John Wiley & Sons
  • ISBN: 1118025776
  • Category : Business & Economics
  • Languages : en
  • Pages : 294

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.


Professional Services Marketing

Professional Services Marketing

PDF Professional Services Marketing Download

  • Author: Mike Schultz
  • Publisher: John Wiley & Sons
  • ISBN: 1118604342
  • Category : Business & Economics
  • Languages : en
  • Pages : 373

A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services Will be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.


Insight Selling

Insight Selling

PDF Insight Selling Download

  • Author: Mike Schultz
  • Publisher: John Wiley & Sons
  • ISBN: 1118875060
  • Category : Business & Economics
  • Languages : en
  • Pages : 256

What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual purchasing power.When they compared the winners to the second-place finishers, theyfound surprising results. Not only do sales winners sell differently, they sellradically differently, than the second-place finishers. In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization. In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners: Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people. Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers bybringing new ideas to the table, delivering new ideas and insights,and working with buyers as a team. They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.


Summary: Rainmaking Conversations

Summary: Rainmaking Conversations

PDF Summary: Rainmaking Conversations Download

  • Author: BusinessNews Publishing
  • Publisher: Primento
  • ISBN: 2511022397
  • Category : Business & Economics
  • Languages : en
  • Pages : 15

The must-read summary of Mike Schultz and John E. Doerr's book: "Rainmaking Conversations: Influence, Persuade and Sell in Any Situation". This complete summary of the ideas from Mike Schultz and John E. Doerr's book "Rainmaking Conversations" explains that sales conversations which fill the new customer pipeline, win new deals and create new opportunities are based on the RAIN acronym: Rapport, Aspirations & Afflictions, Impact and New Reality. In their book, the authors explain each of these aspects and how you can learn and apply them to your own conversations and reap the rewards. This summary also highlights the keys to rainmaking success and the 10 rainmaker principles for your business in order to improve selling targets. Added-value of this summary: • Save time • Understand key concepts • Expand your knowledge To learn more, read "Rainmaking Conversations" and discover the key to selling more and making it rain.


Building Rainmakers

Building Rainmakers

PDF Building Rainmakers Download

  • Author: David King Keller
  • Publisher:
  • ISBN: 9781634250849
  • Category : Law firms
  • Languages : en
  • Pages : 556


The LinkedIn Rainmaker

The LinkedIn Rainmaker

PDF The LinkedIn Rainmaker Download

  • Author: Gordon Ho
  • Publisher: Lulu.com
  • ISBN: 1678103063
  • Category :
  • Languages : en
  • Pages : 55


Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

PDF Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely Download

  • Author: Mike Schultz
  • Publisher:
  • ISBN: 9781734883909
  • Category : Business & Economics
  • Languages : en
  • Pages : 266


Not Today

Not Today

PDF Not Today Download

  • Author: Erica Schultz
  • Publisher: National Geographic Books
  • ISBN: 1950665976
  • Category : Business & Economics
  • Languages : en
  • Pages : 0

When their five-year-old son fought for his life, business leaders Erica and Mike Schultz learned a new way to live, work, and succeed—discovering how to achieve extreme productivity with heart and purpose. Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong, even while living full-time at the hospital for months on end. For the next five years, Erica and Mike Schultz learned how to balance the demands of their jobs, commuting to the hospital, and spending time with their growing family—along the way, noting the tricks and techniques that allowed them to get work done, even while living in the cardiac ICU and later through heartbreaking loss. After reflection and recovery, Mike and Erica codified their method of coping and working, and set out to study the work habits of extremely productive people. They discovered what extremely productive people do differently than everyone else, and went on to create The Productivity Code—a new approach to productivity that has helped tens of thousands of people manage their time for greatest effectiveness, fulfillment, and happiness. Now, Erica and Mike reveal the 9 Habits of Extreme Productivity along with easy-to-apply techniques, including: • How to stay focused—and positive—even in difficult times • Clearly defining your motivations through written goals and four-three-four planning • Helpful hacks to stop procrastinating • How to disrupt unproductive thought cycles and break bad habits for good • Changing your mindset to prioritize time doing things you love • Setting boundaries and saying no to tasks that don't serve you • Tricks to become impossible to distract • Working in powerful planned "sprints" to get in the zone • Finding ways to refuel your mental and physical energy • Resetting and correcting when you've gone off course Interweaving their son's poignant story with effective productivity and happiness strategies, Not Today shows how anyone can better manage their time—while living a more energetic and meaningful life.


Lead, Sell, or Get Out of the Way

Lead, Sell, or Get Out of the Way

PDF Lead, Sell, or Get Out of the Way Download

  • Author: Ron Karr
  • Publisher: John Wiley & Sons
  • ISBN: 0470470852
  • Category : Business & Economics
  • Languages : en
  • Pages : 277

In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas. This customer-focused mindset is the key to Ron Karr's proven leadership selling process. Using 20 years of research with companies of all sizes, Karr reveals what great sellers do, and shows how anyone can implement the same powerful principles. He reveals the seven critical traits of a sales leader, which include vision, customer focus, creative thinking, and accountability. Developing the seven traits is the key that helps salespeople shift from a task-oriented sales process to a purpose-oriented process. When that happens, sales excellence results.