Rainmaking Conversations · Influence, Persuade, and Sell in Any Situation by Schultz, Mike -- Read -- Imperial Library of Trantor

Index

Acknowledgments Part 1 : Getting Ready to Make RAIN Chapter 1 : Introduction

RAIN, RASP, and 10 Rainmaker Principles RAIN—Your Guide to Rainmaking Conversations RASP—Four Keys to Rainmaking Success 10 Rainmaker Principles

Chapter 2 : The Most Important Conversation You’ll Ever Have

Six Questions to Ask Yourself Outcomes from Your Conversation with Yourself

Chapter 3 : Goal and Action Planning

Why Goals Are Important Living by Goals

Chapter 4 : Understanding and Communicating Your Value Proposition

Part 2 : RAIN Selling Key Concepts Chapter 5 : Rapport

Building Real Rapport Questions that Build Rapport

Chapter 6 : Aspirations and Afflictions

Capturing Missed Opportunities Uncovering Aspirations and Afflictions Advocating to Uncover Needs

Chapter 7 : Impact

Two Types of Impact Make the Impact Tangible Tips for Uncovering and Communicating Impact

Chapter 8 : New Reality

Establish the New Reality Benchmark Craft Your Solution Communicate the New Reality Differentiate Your Offering, Substantiate Your Claims

Chapter 9 : Balancing Advocacy and Inquiry

Why We Talk Too Much What We Miss When We Talk Advocacy—The Yin to Inquiry’s Yang Power in Advocacy Guidelines for Balancing Advocacy and Inquiry When You Inquire, Listen to What the Prospect Says Develop Active Listening Skills

Chapter 10 : Digging Deep into Needs

Chapter 11 : 16 Principles of Influence in Sales

Principle 1. Attention Principle 2. Curiosity Principle 3. Desire Principle 4. Envy Principle 5. Emotional Journey Principle 6. Belief Principle 7. Justification Principle 8. Trust Principle 9. Stepping Stones Principle 10. Ownership Principle 11. Involvement Principle 12. Desire for Inclusion Principle 13. Scarcity Principle 14. Likeability Principle 15. Indifference Principle 16. Commitment

Chapter 12 : Tips for Leading Rainmaking Conversations

Stage 1. Rapport Building Stage 2. Meeting Kickoff Stage 3. Needs Discovery—Interest, Desire, Aspirations, and Afflictions Stage 4. Impact Analysis Stage 5. New Reality Stage 6. Determine FAINT and Buying Process Stage 7. Next Steps Stage 8. Meeting Follow Up

Part 3 : Maximizing Your RAIN Selling Success Chapter 13 : Prospecting by Phone

Prospecting—What It Is Demand Driven—The Buyer Drives the Demand to Buy Demand Driving—The Seller Drives the Demand to Buy Prospecting for Demand-Driven Services Prospecting with Demand-Driving Offerings A Closer Look at Cold Calls Key Concepts in Prospecting Six Essential Prospecting Outreach Formulas What’s In It For Me (WIIFM)—The Common Denominator in All Outreach Formulae Telephone Call Success Power Boosters Voicemail—To Leave or Not to Leave Overcoming Call Reluctance, Nancy Reagan Style

Chapter 14 : Handling Objections

Four Objection Types The Five-Step Objection Handling Process When Money Is (Or Appears To Be) the Objection Responding to Money Objections Handling the Unspoken Objection

Chapter 15 : Closing Opportunities, Opening Relationships

Understand What Closing Is Setting the Table for Close Ready Deals Close with the Right Actions

Chapter 16 : What You Need to Know to Sell

What Rainmakers Know

Chapter 17 : Planning Each Rainmaking Conversation

Chapter 18 : How to Kill a Sales Conversation

Killers that Make You Dead on Arrival Killers Hiding in the Open Killers Waiting to Ambush You Killers You Never See that Kill in the Dark Tendency to Get Emotionally Involved Need for Approval Nonsupportive Buy Cycle Money Discomfort Self-Limiting Record Collection I’ve Met the Enemy, and It’s Me, I Think . . .

Chapter 19 : Putting RAIN in Your Forecast Appendix and Online Resources About RAIN Group About RainToday.com RainToday.com Membership About the Authors Index Advertisement