{"product_id":"rainmaking-conversations-isbn-9780470922231","title":"Rainmaking Conversations","description":"Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. \u003ci\u003eRainmaking Conversations\u003c\/i\u003e provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.  \u003cp\u003e\u003ci\u003eRainmaking Conversations\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eArmed 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:\u003c\/p\u003e \u003cul type=\"disc\"\u003e \u003cli\u003eBuild rapport and trust from the first contact\u003c\/li\u003e \u003cli\u003eCreate conversations with prospects, referral sources, and clients using the telephone, email, and mail\u003c\/li\u003e \u003cli\u003eUncover the real need behind client challenges\u003c\/li\u003e \u003cli\u003eMake the case for improved business impact and return on investment (ROI) for your prospects\u003c\/li\u003e \u003cli\u003eUnderstand and communicate your value proposition\u003c\/li\u003e \u003cli\u003eApply the 16 principles of influence in sales\u003c\/li\u003e \u003cli\u003eOvercome and prevent all types of objections, including money\u003c\/li\u003e \u003cli\u003eCraft profitable solutions and close the deal\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe world-class RAIN Selling\u003csup\u003eSM\u003c\/sup\u003e 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.\u003c\/p\u003e \u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One Getting Ready to Make RAIN 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Introduction 3\u003c\/p\u003e \u003cp\u003e2 The Most Important Conversation You’ll Ever Have 19\u003c\/p\u003e \u003cp\u003e3 Goal and Action Planning: Making the Most Rain 27\u003c\/p\u003e \u003cp\u003e4 Understanding and Communicating Your Value Proposition 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two RAIN Selling Key Concepts 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Rapport 51\u003c\/p\u003e \u003cp\u003e6 Aspirations and Afflictions 59\u003c\/p\u003e \u003cp\u003e7 Impact 71\u003c\/p\u003e \u003cp\u003e8 New Reality 85\u003c\/p\u003e \u003cp\u003e9 Balancing Advocacy and Inquiry 95\u003c\/p\u003e \u003cp\u003e10 Digging Deep into Needs: The Five Whys 107\u003c\/p\u003e \u003cp\u003e11 16 Principles of Influence in Sales 115\u003c\/p\u003e \u003cp\u003e12 Tips for Leading Rainmaking Conversations 135\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three Maximizing Your RAIN Selling Success 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e13 Prospecting by Phone: Creating Rainmaking Conversations 155\u003c\/p\u003e \u003cp\u003e14 Handling Objections 181\u003c\/p\u003e \u003cp\u003e15 Closing Opportunities, Opening Relationships 195\u003c\/p\u003e \u003cp\u003e16 What You Need to Know to Sell 205\u003c\/p\u003e \u003cp\u003e17 Planning Each Rainmaking Conversation 215\u003c\/p\u003e \u003cp\u003e18 How to Kill a Sales Conversation 221\u003c\/p\u003e \u003cp\u003e19 Putting RAIN in Your Forecast 237\u003c\/p\u003e \u003cp\u003eAppendix and Online Resources 239\u003c\/p\u003e \u003cp\u003eAbout RAIN Group 257\u003c\/p\u003e \u003cp\u003eAbout RainToday.com 258\u003c\/p\u003e \u003cp\u003eRainToday.com Membership 259\u003c\/p\u003e \u003cp\u003eAbout the Authors 260\u003c\/p\u003e \u003cp\u003eIndex 262\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eMIKE SCHULTZ\u003c\/b\u003e is Co-President of RAIN Group and a world-renowned consultant and expert in sales training and performance improvement. He is publisher of RAIN Group’s RainToday.com, one of the world’s largest online magazines (over 100,000 subscribers) and membership sites for sales and marketing. He is also on the faculty in the Marketing Division at Babson College and writes at www.raingroup.com\/blog and on Twitter at @Mike_Schultz. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eJOHN E. DOERR\u003c\/b\u003e is Co-President of RAIN Group and consults, speaks, writes, and teaches on the subjects of selling and sales performance. His own rainmaking conversations have helped lead RAIN Group to Inc. magazine’s list of the fastest growing companies in the United States. Find him on Twitter at @JohnEDoerr.    \u003c\/p\u003e\u003cp\u003eConversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. \u003ci\u003eRainmaking Conversations\u003c\/i\u003e provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eRainmaking Conversations\u003c\/i\u003e 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 \u003cb\u003eRAIN,\u003c\/b\u003e which stands for\u003cb\u003e R\u003c\/b\u003eapport, Aspirations and \u003cb\u003eA\u003c\/b\u003efflictions, \u003cb\u003eI\u003c\/b\u003empact, and \u003cb\u003eN\u003c\/b\u003eew Reality. You’ll learn how to ask your prospects and clients the right questions, and help them set the agenda for success.  \u003c\/p\u003e\u003cp\u003eArmed 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: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eBuild rapport and trust from the first contact\u003c\/li\u003e\n\u003cli\u003eCreate conversations with prospects, referral sources, and clients using the telephone, email, and mail\u003c\/li\u003e\n\u003cli\u003eUncover the real need behind client challenges\u003c\/li\u003e\n\u003cli\u003eMake the case for improved business impact and return on investment (ROI) for your prospects\u003c\/li\u003e\n\u003cli\u003eUnderstand and communicate your value proposition\u003c\/li\u003e\n\u003cli\u003eApply 16 principles of influence in sales\u003c\/li\u003e\n\u003cli\u003eOvercome and prevent all types of objections, including money\u003c\/li\u003e\n\u003cli\u003eCraft profitable solutions and close the deal\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eThe world-class RAIN Selling℠ 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. \u003c\/p\u003e\u003cp\u003eVisit www.raingroup.com and www.raintoday.com\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989910601957,"sku":"NP9780470922231","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470922231.jpg?v=1761785873","url":"https:\/\/k12savings.com\/es\/products\/rainmaking-conversations-isbn-9780470922231","provider":"K12savings","version":"1.0","type":"link"}