{"product_id":"rainmaking-conversations-9780470922231","title":"Rainmaking Conversations","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eConversations 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One Getting Ready to Make RAIN 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Introduction 3\u003c\/p\u003e \u003cp\u003e2 The Most Important Conversation You’ll Ever Have 19\u003c\/p\u003e \u003cp\u003e3 Goal and Action Planning: Making the Most Rain 27\u003c\/p\u003e \u003cp\u003e4 Understanding and Communicating Your Value Proposition 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two RAIN Selling Key Concepts 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Rapport 51\u003c\/p\u003e \u003cp\u003e6 Aspirations and Afflictions 59\u003c\/p\u003e \u003cp\u003e7 Impact 71\u003c\/p\u003e \u003cp\u003e8 New Reality 85\u003c\/p\u003e \u003cp\u003e9 Balancing Advocacy and Inquiry 95\u003c\/p\u003e \u003cp\u003e10 Digging Deep into Needs: The Five Whys 107\u003c\/p\u003e \u003cp\u003e11 16 Principles of Influence in Sales 115\u003c\/p\u003e \u003cp\u003e12 Tips for Leading Rainmaking Conversations 135\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three Maximizing Your RAIN Selling Success 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e13 Prospecting by Phone: Creating Rainmaking Conversations 155\u003c\/p\u003e \u003cp\u003e14 Handling Objections 181\u003c\/p\u003e \u003cp\u003e15 Closing Opportunities, Opening Relationships 195\u003c\/p\u003e \u003cp\u003e16 What You Need to Know to Sell 205\u003c\/p\u003e \u003cp\u003e17 Planning Each Rainmaking Conversation 215\u003c\/p\u003e \u003cp\u003e18 How to Kill a Sales Conversation 221\u003c\/p\u003e \u003cp\u003e19 Putting RAIN in Your Forecast 237\u003c\/p\u003e \u003cp\u003eAppendix and Online Resources 239\u003c\/p\u003e \u003cp\u003eAbout RAIN Group 257\u003c\/p\u003e \u003cp\u003eAbout RainToday.com 258\u003c\/p\u003e \u003cp\u003eRainToday.com Membership 259\u003c\/p\u003e \u003cp\u003eAbout the Authors 260\u003c\/p\u003e \u003cp\u003eIndex 262\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402459816279,"sku":"9780470922231","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470922231.jpg?v=1730480472","url":"https:\/\/bookcurl.com\/products\/rainmaking-conversations-9780470922231","provider":"Book Curl","version":"1.0","type":"link"}