Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation (Hardcover)

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 Success.

13 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.