From the Inside Flap
"There are too many books on selling, but once in a while one comes along with a fresh approach. This one is worth reading even by the seasoned professional." — Philip Kotler , S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University "I love this book. Why? Because Rainmaking Conversations isn′t yet another collection of empty tips–and–tricks calories that provides no real nourishment to your career. This is the real thing." — Dave Stein , CEO & Founder, ES Research Group, Inc. "There are lots of books on selling, but few as free of fluff as Rainmaking Conversations . Highly recommended." — Michael Port , NY Times Best–Selling Author, Book Yourself Solid "Nothing happens without sales…and Mike Schultz and John Doerr have effectively provided us all with the book on sales that will make things happen! Rainmaking Conversations is a must read!" — Leonard A. Schlesinger , President, Babson College "Those who can′t make rain think it′s about luck and personality. Real rainmakers know that it′s about hard work, preparation, and proven methods. Except for the hard work, everything you need is in this book." — Thomas H. Davenport , Author, Competing on Analytics "Kudos to Schultz and Doerr on this compelling read. Let it RAIN!" — David Lissy , CEO, Bright Horizons Family Solutions "Today′s crazy–busy prospects won′t waste their time with you unless they get value from every interaction. In Rainmaking Conversations , you′ll learn how to make that a reality." — Jill Konrath , Author, SNAP Selling , and Selling to Big Companies "In this book—chock full of compelling stories and winning techniques—Mike Schultz and John Doerr show you how to master the art of rainmaking." — David Meerman Scott , Bestselling Author, The New Rules of Marketing & PR
From the Back Cover
Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research–based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you′ll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN Selling SM –a world–class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance.