Summary of Rainmaking Conversations

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Rating

7 Overall

7 Applicability

5 Innovation

7 Style

Recommendation

Sales, particularly in business-to-business (B2B) settings, depend on a sales rep’s ability to generate a compelling conversation. Ace sales trainers Mike Schultz and John E. Doerr clearly and simply explain the methods and practices of sales conversations. getAbstract recommends their knowledgeable guidance to salespeople, sales managers and sales trainers – and to professional buyers who want to understand the sales techniques that others try to use on them.

In this summary, you will learn

  • What constitutes great rainmaking,
  • What the “RAIN” sales program is and
  • How to create effective sales conversations with prospective customers.
 

About the Authors

Sales trainers Mike Schultz and John E. Doerr are co-presidents of RAIN Group, a Boston sales consultancy.

 

Summary

Make It “RAIN”
To be a great salesperson – a rainmaker – you must initiate and engage in compelling conversations with sales prospects. The more positive conversations you have, the more sales you will make. To become a rainmaker, adopt the “RAIN selling method.” Its components are:<...

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