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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation Hardcover – March 29, 2011
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From the Inside Flap
—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
Top Customer Reviews
1. Play to win-win
2. Live by goals
3. Take action
4. Think buying first, selling second.
5. Be a fluent expert.
6. Create new conversations every day.
7. Lead masterful rainmaking conversations.
8. Set the agenda: be a change agent.
9. Be brave.
10. Assess yourself, get feedback, and improve continuously.
I pulled a few jewels on value selling from this as well. The concept of Money Discomfort is well explained. They explain that there are two parts to this;
1. A general discomfort talking about money and
2. A money ceiling where talking about a certain amount becomes uncomfortable.
This also ties back to a persons buy cycle.
1. Some know what they want, and go out and buy it.
2. Others are indecisive, always price checking, and need sellers to educate them.
If a seller is more like the indecisive buyer, he will reflect that in his sales approach, especially if he trends to being a price seller.
Lesson learned, take individual money discomfort level and personal buying cycle into account when you are looking to improve your sales abilities or those of your team.
Focus on Conversations
The central idea of the book is that the decisions customers make about buying are driven by the quality of the conversations they have with sellers. Most sellers understand this idea, but Schultz and Doerr shine a new light on the subject by showing how everything we do prepares us (or doesn't) for the all-important sales conversation. With the sales conversation as the book's organizing principle, the reader can easily see how the strategies and tactics in the book help to win the sale.
Help with the Process and Psychology of Selling
You'll find lots of practical advice in the book, like how to handle sales on the phone, how to prepare for a meeting, and how to diagnose customer problems. But, early in the book, the authors discuss the importance of the seller's motivations, goals, and attitude to becoming a rainmaker. The main message: you are the key to your success as a seller. And they offer tools to help you think about and achieve that success.
Full of Hidden Gems
Rainmaking Conversations includes interesting sections on the role of influence in the sale, how to build that influence with customers, and techniques for co-creating solutions to customer problems. Schultz and Doerr also offer a framework that can help you develop your own style for dealing with the inevitable customer objection. There's a real-world feel to the wisdom in this book. You realize these gems weren't concocted out of thin air, but from the authors' decades of combined experience.Read more ›
The only valuable nugget from this book was the phrase "resonate, differentiate, substantiate" .. the three things that need to happen to make a sale ..
I bought this book because one weekend (around end of April 2011 or early May 2011) I saw it listed in the Wall Street Journal as among the top 10 business bestsellers by Nielsen Scan. I thought it was going to have something valuable ... it turned out to be similar to most books on sales tactics and strategies.
The problem is is that most of the materials are materials that the "partners" would give to you for free anyway. Also, a lot of the materials are only designed to try to get you to buy the "complete package" from the partner. I wonder how many emails from these "partners" will I start to get.
The bottom line is that the book is good but don't buy it for the "$2,000 in bonus materials" or you will be disappointed. I was.
Most Recent Customer Reviews
It's a great book, but I have to offer a huge caveat right up front. At some point your sales knowledge has to take the form of YOU performing NATURALLY. Read morePublished 14 months ago by Mike
This book allows you to walk in several pairs of shoes and you have the opportunity to walk again and again until you are able to find your own path and grow in your own wayPublished 20 months ago by mike m
Probably the best book on selling that I have read. Understanding what BUYERS want from the business relationship is the key to helping those sales people, who can or will... Read morePublished 21 months ago by Matt Simpson
I've read a lot of sales books, but this book just makes sense. Not so much tactical as it is about the construction and movement of the conversation. Read morePublished 23 months ago by David Gerber
I found this particular book quite dry, condescending, and difficult to get into. The tips are useful and the advice is sound but there are better books on the market (i.e. Read morePublished on July 20, 2014 by Chloe
I have been a Sales leader for about 4 years and find this book to be a great resource for myself & my sales team. Read morePublished on May 14, 2014 by Amazon Customer
Good review of old sales idea's. Good book for someone new to sales. Highly recommend you download the 10 rainmaker principles to live by !Published on March 15, 2013 by Cornelius
Less is more, this book just had too much irrelevant content that i skipped over, probably 50% plus is not relevant to small business and more geared for closing big deals, BUT the... Read morePublished on February 20, 2013 by Amazon Customer