Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

  • 7h 38m 4s
  • John E. Doerr, Mike Schultz
  • Recorded Books, Inc.
  • 2011

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, 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.

In this Audiobook

  • Chapter 1: Introduction
  • Chapter 2: The Most Important Conversation You'll Ever Have
  • Chapter 3: Goal and Action Planning—Making the Most Rain
  • Chapter 4: Understanding and Communicating Your Value Proposition
  • Chapter 5: Rapport
  • Chapter 6: Aspirations and Afflictions
  • Chapter 7: Impact
  • Chapter 8: New Reality
  • Chapter 9: Balancing Advocacy and Inquiry
  • Chapter 10: Digging Deep into Needs—The Five Whys
  • Chapter 11: 16 Principles of Influence in Sales
  • Chapter 12: Tips for Leading Rainmaking Conversations
  • Chapter 13: Prospecting by Phone—Creating Rainmaking Conversations
  • Chapter 14: Handling Objections
  • Chapter 15: Closing Opportunities, Opening Relationships
  • Chapter 16: What You Need to Know to Sell
  • Chapter 17: Planning Each Rainmaking Conversation
  • Chapter 18: How to Kill a Sales Conversation
  • Chapter 19: Putting RAIN in Your Forecast