Up until now, we have covered a number of concepts in depth. In this chapter, you find a menu of tips, ideas, and examples that can help you succeed in each conversation stage. As you read the suggestions and examples, use them as inspirational guidance, not verbatim instruction. Everyone has their own style and tone. Use yours.
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Every year thousands of sales books are published, each promising to turn a struggling salesperson into a rainmaker — i. Most of these books are junk. Like Spin Selling, Rainmaking Conversations uses a 4 letter acronym to help you remember their methodology:. This is an improvement on SPIN in several ways. Build rapport replaces asking situational questions. Research performed by Schultz and Doerr suggests that many buyers are more likely to buy from salespeople where some kind of personal chemistry has been established.
As Schultz and Doerr write:. If you focus only on the negative, you leave opportunities on the table to expand your existing relationships and generate new opportunities. It also encourages salespeople to craft an appropriate solution for the customer and to paint a picture of the value of the new reality. This is a very important step in compelling prospects to take action, and to select your particular solution.
Rainmaking Conversations emphasizes the importance of structuring a sales call as a conversation. In reality, this kind of salesperson seldom succeeds, particularly in large, complex sales. In addition to the usual procession from open to more specific and closed questions, Schultz and Doerr suggest another method for uncovering customer needs: advocating during the discovery phase. I found this refreshing. Chapter 3 covers setting goals and planning your actions to reach those goals.
Chapter 4, which covers understanding and communicating your value proposition, is invaluable for marketers as well as salespeople. Chapter 17 and the online call planning guide provide a very valuable tool for improving the odds of success in your sales calls. Overall, Rainmaking Conversations is a great book, bringing a fresh approach to the art and science of selling. Highly recommended. This site uses Akismet to reduce spam. Learn how your comment data is processed.
I love marketing. My goal with this blog is to evangelize agile marketing and help marketers increase the speed, predictability, transparency, and adaptability to change of the marketing function. Agile Marketing Applying Agile to Marketing. How Does Agile Marketing Work? What is Scrum? Jim Ewel January 28, Leave a Comment. Rainmaking Conversations Every year thousands of sales books are published, each promising to turn a struggling salesperson into a rainmaker — i.
Schultz and Doerr advocate for a balance of talking and listening, inquiry and advocacy. Filed Under: Uncategorized. Free Guide to Agile Marketing Let us help you get more done, adapt to change and drive more revenue. Getting Started What is Agile Marketing? About Jim Ewel I love marketing. Return to top of page.
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Wall Street Journal and Inc. Magazine bestseller. Available in 7 languages. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Yet so many professionals and sales people struggle with generating initial conversations and moving them to the close.
Every year thousands of sales books are published, each promising to turn a struggling salesperson into a rainmaker — i. Most of these books are junk. Like Spin Selling, Rainmaking Conversations uses a 4 letter acronym to help you remember their methodology:. This is an improvement on SPIN in several ways.