Book Recommendation: Rainmaking Conversations by Mike Schultz and John Doerr

Ever feel like your sales conversations don’t go as well as you would have liked? Perhaps there was something nagging at you that made you think, “I could be doing something better. Something to win more and bigger sales, but I’m not sure what.”

No matter what you’re selling, at some point you have conversations with buyers. Much selling success is determined here. Over the years I’ve seen too many sales people, leaders, and professionals struggle to create sales conversations, kick them off well, uncover needs, create enthusiasm with the prospect, and win business. Without realizing it they make the same mistakes over and over again that end up losing sales.

That’s why I’m so excited that my friends over at RAIN Group (publishers of RainToday) have just released a new book, Rainmaking Conversations, which teaches you everything you need to know about leading masterful sales conversations.

Written by Mike Schultz and John Doerr, Founders of RainToday and Co-Presidents of RAIN Group, this book gives you a practical step by step process to go from the first “hello” to “send me an invoice…let’s go.” Full of compelling stories, examples, and winning techniques, the book covers how to:

·         Build rapport and trust early on in the relationship

·         Uncover the full set of prospect needs

·         Develop winning value propositions that get potential clients excited to own

·         Apply the 16 principles of influence in sales

·         Overcome all types of objections  (including price pressure) and move towards the close

·         Craft compelling solutions and close the transaction

·         Avoid the most common mistakes that kill sales

Chapter 14, handling objections, alone is worth well more than the investment you’ll make in the book. If you implement even half of the strategies in this chapter, you’ll start to see better results immediately.

The book walks you through RAIN Selling, an acronym that stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. It provides a guide for the most important part of sales – the conversations you have with prospects and clients. Rainmaking Converations is hot off the presses, and it’s a great sales book. A classic in the making. To kick off the book launch, the authors have put together an amazing bonus package for if you invest in a copy on May 19,2011.

Special Offer: Pick up a copy and you’ll get tons of bonuses including a special bonus from me! So get your copy at Amazon.com. Then stop by: www.RainGroup.com/Book/Bonuses to pick up all the bonuses.

I highly recommend it!

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