Rainmaking Conversations : Influence, Persuade, and Sell in Any Situation.

Master the conversations that can make or break everything in complex sales. Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum re...

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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Schultz, Mike
Other Authors: Doerr, John E.
Format: Electronic eBook
Language:Inglés
Published: Hoboken : John Wiley & Sons, 2011.
Subjects:
Influence (Psychology)
Persuasion (Psychology)
Selling > Psychological aspects.
Influence (Psychologie)
Vente > Aspect psychologique.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Selling > Psychological aspects
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation; Contents; Acknowledgments; Part One: Getting Ready to Make RAIN; 1: Introduction; 2: The Most Important Conversation You'll Ever Have; 3: Goal and Action Planning: Making the Most Rain; 4: Understanding and Communicating Your Value Proposition; Part Two: RAIN Selling Key Concepts; 5: Rapport; 6: Aspirations and Afflictions; 7: Impact; 8: New Reality; 9: Balancing Advocacy and Inquiry; 10: Digging Deep into Needs: The Five Whys; 11: 16 Principles of Influence in Sales; 12: Tips for Leading Rainmaking Conversations.

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