Rainmaking Conversations
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Rainmaking Conversations
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2011-02-25
Rainmaking Conversations written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-02-25 with Business & Economics categories.
Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations 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. Armed 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: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM 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.
Rainmaking Conversations
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2011-03-29
Rainmaking Conversations written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-03-29 with Business & Economics categories.
Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations 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. Armed 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: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM 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.
Summary Rainmaking Conversations
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Author : BusinessNews Publishing,
language : en
Publisher: Primento
Release Date : 2014-11-12
Summary Rainmaking Conversations written by BusinessNews Publishing, and has been published by Primento this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-11-12 with Business & Economics categories.
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.
Professional Services Marketing
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2013-06-04
Professional Services Marketing written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06-04 with Business & Economics categories.
A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services Will be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.
Insight Selling
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2014-04-30
Insight Selling written by Mike Schultz and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-04-30 with Business & Economics categories.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Virtual Selling How To Build Relationships Differentiate And Win Sales Remotely
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Author : Mike Schultz
language : en
Publisher:
Release Date : 2020-07-17
Virtual Selling How To Build Relationships Differentiate And Win Sales Remotely written by Mike Schultz and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-07-17 with Business & Economics categories.
Not Today
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Author : Erica Schultz
language : en
Publisher: BenBella Books
Release Date : 2021-06-15
Not Today written by Erica Schultz and has been published by BenBella Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-06-15 with Business & Economics categories.
When their five-year-old son fought for his life, business leaders Erica and Mike Schultz learned a new way to live, work, and succeed—discovering how to achieve extreme productivity with heart and purpose. Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong, even while living full-time at the hospital for months on end. For the next five years, Erica and Mike Schultz learned how to balance the demands of their jobs, commuting to the hospital, and spending time with their growing family—along the way, noting the tricks and techniques that allowed them to get work done, even while living in the cardiac ICU and later through heartbreaking loss. After reflection and recovery, Mike and Erica codified their method of coping and working, and set out to study the work habits of extremely productive people. They discovered what extremely productive people do differently than everyone else, and went on to create The Productivity Code—a new approach to productivity that has helped tens of thousands of people manage their time for greatest effectiveness, fulfillment, and happiness. Now, Erica and Mike reveal the 9 Habits of Extreme Productivity along with easy-to-apply techniques, including: How to stay focused—and positive—even in difficult times Clearly defining your motivations through written goals and four-three-four planning Helpful hacks to stop procrastinating How to disrupt unproductive thought cycles and break bad habits for good Changing your mindset to prioritize time doing things you love Setting boundaries and saying no to tasks that don't serve you Tricks to become impossible to distract Working in powerful planned "sprints" to get in the zone Finding ways to refuel your mental and physical energy Resetting and correcting when you've gone off course Interweaving their son's poignant story with effective productivity and happiness strategies, Not Today shows how anyone can better manage their time—while living a more energetic and meaningful life.
Making Rain
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Author : Andrew Sobel
language : en
Publisher: John Wiley & Sons
Release Date : 2003-08-08
Making Rain written by Andrew Sobel and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-08-08 with Business & Economics categories.
Professionals who work with clients or large accounts can create lifetime relationships based on these well-researched secrets. Based drawing from extensive interviews with client executives, Making Rain offers a series of provocative insights on how to shed the expert-for-hire label and develop long-term advisory relationships. Exploding the popular myth of the "Rainmaker," a dated and dysfunctional figure that clients no longer welcome, Andrew Sobel argues that any professional can learn to "make rain" on an ongoing basis with existing clients by developing a special set of skills, attitudes, and strategies. These innovative tips and techniques from a recognized leader in the field of professional services will enable any consultant, salesperson, or service professional to create enduring client loyalty.
The Pin Drop Principle
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Author : David Lewis
language : en
Publisher: John Wiley & Sons
Release Date : 2012-05-01
The Pin Drop Principle written by David Lewis and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-01 with Business & Economics categories.
Tap into the powerful techniques of professional actors and great communicators The Pin Drop Principle is a step-by-step master class for anyone wishing to become a more confident and credible communicator. Lewis and Mills believe all business professionals ought to deliver their message in such an engaging way that one could literally hear a pin drop when they speak. The secret to doing so comes from an unusual world: professional acting. By activating "objective" and "intention"—the main tools of actors (and great communicators)—business people can give their messages meaning and relevance, so the recipients walk away knowing why the message is important and what is in it for them. Empowers business professionals with performance-based delivery techniques—from storytelling to vocal dynamics—essential to becoming a great communicator Written for anyone wishing to engage listeners, establish instant credibility, influence key decision makers, and create a positive lasting impression Based on the Pinnacle Method, one of the most popular and groundbreaking communication skills training methods The Pin Drop Principle is an accessible resource for anyone who routinely needs to present ideas to large or small groups, convey feedback effectively, conduct difficult conversations, and persuade others.
Proactive Selling
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Author : William Miller
language : en
Publisher: AMACOM/American Management Association
Release Date : 2003
Proactive Selling written by William Miller and has been published by AMACOM/American Management Association this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Business & Economics categories.
Dynamic, proven tools and techniques that let reps think like their customers.