Seize Your Copy Rainmaking Conversations: Influence, Persuade, And Sell In Any Situation Originated By Mike Schultz Distributed In Booklet
and a little theory, Build rapport and then focus on the advantages of a particular
product framed for your audience, essentially, Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation by Mike Schultz and John E, Doerr was chosen by sitelinkSoundview Executive Book Summaries as one of the sitelinkTopBusiness Books of,
THE SOUNDVIEW REVIEW:
There are probably as many books written about methods to increase ones sales as there are cold calls made in the average quarter.
Unfortunately, the bulk of items in the first category does little to help the second group result in a successful sale, In response to the flood of titles that offer much in the way of theory but little in the way of results, sales performance experts Mike Schultz and John E.
Doerr offer a fieldtested model for sales excellence in their book Rainmaking Conversations: Influence, Persuade and Sell in Any Situation.
Even seasoned sales professionals will discover new techniques as they explore the authors RAIN system, Schultz and Doerr examine the critical steps of Rapport, Aspirations and Afflictions, Impact and New Reality, and they provide advice to help salespeople shape the relationship with the customer and keep mutually beneficial goals at the forefront of any sale.
One of the books strengths is its ability to stay grounded, The authors realize that so much of todays sales process is done at lightning speed, with clients that barely have two minutes to spare, using communication methods that put facetoface at the end of the list.
The RAIN system is clearly defined, practical and gives salespeople a template for success that doesnt resort to scripts or practices the sales professional already knows.
Soundview'spage Executive Book Summary of Rainmaking Conversations is available sitelinkhere, Достаточно базовая книжка по навыкам продаж. Еще и от консалтеров It seems like the sales/presentation classes that you see at work are like quick seminars on specific issues, This book is like a semester class covering many of the issues I've seen in sales and presentation classes over the pastyears.
There are plenty of recommendations that really sound familiar, and often that's because they are, But, this book provides a good overall selection of todo lists for how to sell, While the book promised to share ideas on selling using demonstrations, there really wasn't much specific to that kind of presenting, so I didn't feel this book covered everything.
I listened on audio, and there were really too many lists to keep track of, there were lists within lists, I'd suggest not listening to this one, read it instead, As a business owner, responsible for many rainmaking conversations, this book struck a chord with me before I even opened it, Since this is an area I always want to improve in, I opened it with hopeful expectancy,
At the same time, I have read many sales books and realized I could be disappointed or finish the book feeling I had not learned anything new.
While Im not sure I had massive thunderbolts of insight, I am certainly glad I read this book,
See more at: sitelink kevineikenberry. com/leade Selling, selling, selling. Some good points for nonsales people but not up my alley, For example: know what you are going to say, and have visuals to help people see what you are driving at, Got about/way through. Joe Nezi spoke at theannual PRISM conference in Vegas at this session: "Accounts Strategy amp the Sales Call" and recommended this book.
A necessary book for everyone to read again, and again, . . Some good tips, but it seemed like a pitch for me to buy their services more than a book for how to generate greater sales.
"Rainmakers recommend, advise, and assist, They are change agents who are not afraid to push when it's in the best interest of the customer",
"The road to success is always under repair",
"A value proposition positioning statement is a compelling, tangible statement of how a company or individual will benefit from buying from you".
"The collection of reasons why people buy fall into three major buckets:
, Prospects have to want and need what you're selling, You have to resonate.
. Potential buyers have to see why you stand out from the other available options, You have to differentiate.
. Potential buyers have to believe that you can deliver on your promises, You have to substantiate".
"There are two core buyer mindsets you will encounter when selling: problem solving and future seeking",
"When you think about providing value, don't just think about the value you will provide after they buy from you.
Think about the value they'll get from speaking with you, Eventually, you'll sell your company, your offering, and yourself, At first, sell the idea that the prospects' time will be well spent if they elect to speak with you",
"Whichever approach you choose, the prospect has to see value in the meeting itself, Eventually the prospect may get value out of your products and services, but for now, you need to sell the value of a first conversation".
"Anticipate and raise objections that may be below the surface, Don't think that just because objections haven't been raised they aren't there, You take a risk when you bring up possible objections welcome to sales, but if you're not the frontrunner by far, the risk is often worth taking.
At the same time, you build the relationship with your honesty and openness, Buyers appreciate that".
Nothing earth shattering as far as new ideas and approaches but an exceptional book that really reinforced the basics and covered everything from motivation to tactics in a no nonsense and practical way.
One of the best sales books that I have read in a while, I had high expectations for this book based on who gave me the recommendation but it fell short for me personally, Maybe another listen in a year will yield more, .