Filed under: Books in General, From the Editor, General Business, Leadership, Sales | Tags: Book Review, Book Summary, books, Business, business book, Business book summary, business books, Hands-On Management, John Doerr, Leadership, Mike Schultz, Rainmaking Conversations, Sales, Soundview, Soundview Live, Strategic Management, strategies, Success, Summary.com
There are probably as many books written about methods to increase one’s sales as there are cold calls made in the average quarter. Unfortunately, the bulk of items in the first category does little to help the second group result in a successful sale. In response to the flood of titles that offer much in the way of theory but little in the way of results, sales performance experts Mike Schultz and John E. Doerr offer a field-tested model for sales excellence in their book Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. It’s the newest sales title available in multiple digital formats from Soundview Executive Book Summaries.
Even seasoned sales professionals will discover new techniques as they explore the authors’ RAIN system. Schultz and Doerr examine the critical steps of Rapport, Aspirations and Afflictions, Impact and New Reality, and they provide advice to help salespeople shape the relationship with the customer and keep mutually beneficial goals at the forefront of any sale.
One of the book’s strengths is its ability to stay grounded. The authors realize that so much of today’s sales process is done at lightning speed, with clients that barely have two minutes to spare, using communication methods that put face-to-face at the end of the list. The RAIN system is clearly defined, practical and gives salespeople a template for success that doesn’t resort to scripts or practices the sales professional already knows.
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