Rainmaking conversations influence, persuade, and sell in any situation
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 th...
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
Wiley
2011.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627580606719 |
Tabla de Contenidos:
- Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation; Contents; Acknowledgments; Part One: Getting Ready to Make RAIN; 1: Introduction; 2: The Most Important Conversation You'll Ever Have; 3: Goal and Action Planning: Making the Most Rain; 4: Understanding and Communicating Your Value Proposition; Part Two: RAIN Selling Key Concepts; 5: Rapport; 6: Aspirations and Afflictions; 7: Impact; 8: New Reality; 9: Balancing Advocacy and Inquiry; 10: Digging Deep into Needs: The Five Whys; 11: 16 Principles of Influence in Sales; 12: Tips for Leading Rainmaking Conversations
- Part Three: Maximizing Your RAIN Selling Success13: Prospecting by Phone: Creating Rainmaking Conversations; 14: Handling Objections; 15: Closing Opportunities, Opening Relationships; 16: What You Need to Know to Sell; 17: Planning Each Rainmaking Conversation; 18: How to Kill a Sales Conversation; 19: Putting RAIN in Your Forecast; Appendix and Online Resources; About RAIN Group; About RainToday.com; RainToday.com Membership; About the Authors; Index
