Rainmaking Conversations

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Efficiency sales professionals know how to create personal connections with their prospects and customers. They know to establish good rapport and to use that rapport as a vehicle for delivering their message.

So how do you create strong personal connections and build good rapport with your prospects and customers? It all comes down to the conversations you have. A great conversation breaks down social barriers, builds rapport, and allows you to better understand your prospect. Being a good conversationalist will improve your sales performance and help you generate new business.

If you’re interested in learning more about conversation techniques, I highly recommend reading Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation by Mike Schultz and John E. Doerr. This book covers the principles of successful conversation making and how those principles can guide your sales strategy.

Here’s a summary from Amazon Books:

"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 and 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.

“Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to:

Build rapport and trust from the first contact
Create conversations with prospects, referral sources, and clients using the telephone, email, and mail
Uncover the real need behind client challenges
Make the case for improved business impact and return on investment (ROI) for your prospects
Understand and communicate your value proposition
Apply the 16 principles of influence in sales
Overcome and prevent all types of objections, including money
Craft profitable solutions and close the deal

“The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between ‘hello’ and profitable relationships today.”

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