Rainmaking Conversations — Marketing Psycho

The book Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation by Mike Schultz and John E. Doerr is devoted to the methodology of sales conversations for large transactions, it describes the different scenarios of the conversations, and also provides a large number of useful tips on this topic. The book consists of 3 parts, which are divided into 19 chapters.

Most books about sales describe manipulative tactics that destroy the trust relationship with a prospect. Do not forget that buyers also learn, and they begin to recognize fraud. Moreover, realizing that they are being pressured, they begin to resist. Therefore, one of the main criteria for successful conversations, the authors call honesty.

Mike Schultz and John E. Doerr in the book tell about their sales system. What is the method of RAIN?

RAIN is an acronym for Rapport, Aspirations and Afflictions, Impact and New Reality. These are the key concepts of sales conversations.

The RAIN acronym also refers to the concept of “rainmakers” — a common name for people who bring the newest clients and revenue into an organization.

  1. Rapport. To achieve a rapport, do not forget that you need to establish a sincere emotional contact with the potential client.

Companies and individuals that achieve significantly higher sales results compared to others distribute their efforts in the following four areas: Role Readiness, Action, Skills and Knowledge, ProcessRASP.

  1. Role Readiness. The degree of fundamental readiness of a person to succeed in sales.

The authors believe that the best strategy for negotiations is “win-win”. Based on this, they cite 10 principles of “rain casters”. The authors, based on their experience and research, identified 10 Rainmaker principles.

  1. Play to win-win.

Also, this book will teach to:

  • Have the most important conversation of your life — with yourself. Set personal goals and follow them.
  1. No trust. The buyer experiences fear, doubt or apprehension.
  1. What is the prospect’s current situation?

The book “Rainmaking Conversations. Influence, Persuade, and Sell in any situation” has everything that will help a beginner at the start of their career to learn professional sales, and professionals — to structure their knowledge and revise their sales conversations process from a new, fresh point of view.

If you like this book I recommend you to Never Eat Alone anymore.

Originally published at http://www.marketing-psycho.com

Marketing and sales professional with over 10years experience in b2b industry of power electronics and power semiconductors.