Rainmaking conversations: influence, persuade, and sell in any situation
Schultz, Mike
Doerr, John E.
INDICE: Acknowledgments. Chapter 1: Introduction to RAIN Selling. Chapter 2: The Most Important Conversation You'll Ever Have. Chapter 3: Goal and ActionPlanning Making the Most Rain. Chapter 4: What You Need to Know to Sell. Chapter 5: Understanding and Communicating Your Value Proposition. Chapter 6: Prospecting by Phone: Creating a Rainmaking Conversation. Chapter 7: Rapport. Chapter 8: Trust The Foundation of Rainmaking Success. Chapter 9: Aspirations and Afflictions. Chapter 10: Digging Deep into Needs The Five Whys. Chapter 11: Impact. Chapter 12: New Reality. Chapter 13: Balancing Advocacy and Inquiry. Chapter 14: 16 Principles of Influence in Sales. Chapter 15: Planning Each Rainmaking Conversation. Chapter 16: Tips for Leading Rainmaking Conversations. Chapter 17: Handling Objections. Chapter 18: Closing Opportunities, Opening Relationships. Chapter 19: How to Kill a Sales Conversation. Chapter 20: Putting RAIN in Your Forecast. About Rain Today. Appendix (Tools and Resources).
- ISBN: 978-0-470-92223-1
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 240
- Fecha Publicación: 09/03/2011
- Nº Volúmenes: 1
- Idioma: Inglés