LearnHub getAbstract
Rainmaking Conversations
Book

Rainmaking Conversations

Influence, Persuade, and Sell in Any Situation

Mike Schultz and John E. Doerr
Wiley, 2011
Buy the book

Read Offline or Discuss

Amazon Kindle  Discuss

Editorial Rating

7

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. Their knowledgeable guidance will help salespeople, sales managers and sales trainers – as well as professional buyers who want to understand the sales techniques that others try to use on them.

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:

“Rapport”

Building rapport does not mean being obsequious toward people you hope will buy from you. They will immediately see that as nothing more than a tactic. Do not engage in phony behavior. Connect emotionally in a personally meaningful way. People buy from individuals they like.

Be sincere and genuine. Demonstrate interest in the prospect and offer meaningful compliments. Don’t come across as needy. Be attentive to whether the sales situation calls for a business focus or a relaxed conversation. Note the prospective buyer’s corporate culture and act accordingly.

“Aspirations and Afflictions”

What do your prospects worry about? These concerns are the “afflictions” your product can address. Determine how your goods or services eliminate these problems and explain that clearly to your customer. Ask probing questions to find out exactly what is on your customer...

About the Authors

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

Comment on this summary

More on this topic

By the same authors

Not Today
Book

Erica Schultz and Mike Schultz

Not Today

The 9 Habits of Extreme Productivity
Insight Selling
Book

Mike Schultz and John E. Doerr

Insight Selling

Surprising Research on What Sales Winners Do Differently

    Learners who read this summary also read

    How to Become a Rainmaker
    Book

    Jeffrey J. Fox

    How to Become a Rainmaker

    The Rules for Getting and Keeping Customers and Clients
    Secrets of Great Rainmakers
    Book

    Jeffrey J. Fox

    Secrets of Great Rainmakers

    The Keys to Success and Wealth
    The Secret Language of Influence
    Book

    Dan Seidman

    The Secret Language of Influence

    Master the One Skill Every Sales Pro Needs
    Selling 101
    Book

    Zig Ziglar

    Selling 101

    What Every Successful Sales Professional Needs to Know
    Sell Different!
    Book

    Lee B. Salz

    Sell Different!

    All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition
    How to Master the Art of Selling
    Book

    Tom Hopkins

    How to Master the Art of Selling

      Related Skills

      Développer son intelligence émotionnelle
      Communiquer efficacement
      Concevoir des produits innovants
      Création d’entreprise
      Direction exécutive
      Innover stratégiquement
      Innovation
      Leadership
      Bien vivre
      Marketing
      Développer ses compétences interpersonnelles
      Maîtriser la stratégie marketing
      Développement personnel
      Planifier stratégiquement
      Compétences relationnelles
      Tisser des liens avec les prospects
      Présenter son offre aux prospects
      Exercer une influence
      Maîtriser les ventes B2B
      Rédiger une proposition de valeur
      Générer et qualifier des prospects
      Gérer les relations après-vente
      Maîtriser la prospection
      Rédiger des propositions gagnantes
      Réussir la prospection à froid
      Surmonter les objections des clients
      Conclure ses ventes
      Maîtriser le positionnement
      Convertir les prospects
      Persuader efficacement
      Vente
      Nouer des relations solides
      Planifier et élaborer des stratégies de vente
      Vendre de la valeur
      Identifier les besoins des prospects