Table of contents for Rainmaking conversations : influence, persuade, and sell in any situation / Mike Schultz, John E. Doerr.


Bibliographic record and links to related information available from the Library of Congress catalog


Information from electronic data provided by the publisher. May be incomplete or contain other coding.


Counter
Acknowledgments.
Chapter 1: Introduction to RAIN Selling.
Chapter 2: The Most Important Conversation You'll Ever Have.
Chapter 3: Goal and Action Planning – Making the Most Rain.
Chapter 4: What You Need to Know to Sell.
Chapter 5: Understanding and Communicating Your Value Proposition.
Chapter 6: Prospecting by Phone: Creating a Rainmaking Conversation.
Chapter 7: Rapport.
Chapter 8: Trust – The Foundation of Rainmaking Success.
Chapter 9: Aspirations and Afflictions.
Chapter 10: Digging Deep into Needs – The Five Whys.
Chapter 11: Impact.
Chapter 12: New Reality.
Chapter 13: Balancing Advocacy and Inquiry.
Chapter 14: 16 Principles of Influence in Sales.
Chapter 15: Planning Each Rainmaking Conversation.
Chapter 16: Tips for Leading Rainmaking Conversations.
Chapter 17: Handling Objections.
Chapter 18: Closing Opportunities, Opening Relationships.
Chapter 19: How to Kill a Sales Conversation.
Chapter 20: Putting RAIN in Your Forecast.
About Rain Today.
Appendix (Tools and Resources).


Library of Congress subject headings for this publication:
Selling -- Psychological aspects.
Persuasion (Psychology)
Influence (Psychology)