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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
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.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 31
Veröffentlichungsjahr: 2014
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Book Presentation Rainmaking Conversations by Mike Schultz and John E. Doerr
Book Abstract
About the Author
Important Note About This Ebook
Summary of Rainmaking Conversations (Mike Schultz and John E. Doerr)
Book Presentation Rainmaking Conversations by Mike Schultz and John E. Doerr
Book Abstract
MAIN IDEA
Rainmaking conversations are sales conversations which fill the new customer pipeline, win new deals and create new opportunities for great things to happen in the future. They’re based around the RAIN acronym:
To get more sales for your firm learn how to prepare for and then have more RAIN conversations. Getting to this stage requires that you prepare well, understand the RAIN roadmap, focus on the RASP keys of rainmaking success and apply the 10 Rainmaker Principles.
“The RAIN acronym is also a nod to the fact this process is focused on rainmakers – a common name for people who bring the most new clients and revenue into an organization. RAIN is your guide to leading successful sales conversations.”
– Mike Schultz and John Doerr
“We developed the RAIN Selling method to provide a framework, road map, and learning process for those who want to become rainmakers. Follow the Rainmaker Conversations road map and it will help you to sell effectively. But if you really want to achieve and join the rank of the rainmaker elite, you should take the 10 Rainmaker Principles to heart. Here’s to the beginning of your long and fruitful journey down that path. Rainmakers have it good. Now, go out and make it RAIN.”
– Mike Schultz and John Doerr
About the Author
MIKE SCHULTZ is co-president of RAIN Group, a sales training organization. He works as a consultant with organizations such as John Hancock and Ryder to improve sales performance and develop rainmakers. He also teaches seminars and delivers keynotes at industry conferences as well as being on the faculty of Babson College.
JOHN DOERR is also co-president of RAIN Group. After an extensive career in business leadership, he now teaches and coaches thousands of sales professionals in many countries. In addition to working with leading organizations like London Business School, DHL and Informatica, John Doerr has sold millions of products and services to some of the world’s most prestigious institutions.
The Web site for this book is at www.RainSalesTraining.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Rainmaking Conversations (Mike Schultz and John E. Doerr)
1. Preparing to have RAIN conversations
RAIN conversations don’t arise by accident. To make them happen, you’ve got to prepare well. The basic steps involved are:
Evaluate your readiness
To start the quest to become a rainmaker, ask yourself six questions:
How strong is my desire to excel in a sales role?How committed am I to the principle of doing whatever it will take to succeed?How much energy will I personally commit to succeeding as a rainmaker?How’s my attitude? Am I positive about succeeding or do negative thoughts derail my efforts to become a rainmaker even before I even begin?Do I accept responsibility for the results I generate – or am I willing to just make excuses?Am I willing to face my own personal sales demons – my hidden weaknesses and flaws?
