Mike Schultz - Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

Contents

Praise for Rainmaking Conversations

Rainmaking Conversations is the ultimate strategic guide to creating dialogs so valuable that they rise above the noise, create engagement, and make you the anchor others must unseat in order to compete.

Ardath Albee, Author of eMarketing Strategies for the Complex Sale

Rainmaking Conversations is the one sales book you should absolutely read if you want to become a top sales performer while also maintaining the highest integrity.

Paige Arnof-Fenn, Founder and CEO, Mavens & Moguls LLC

Rainmaking Conversations hits upon an eternal truth: that despite the technology, the complexity, and the noise that surrounds us today, sales arise from a dialog between two people. But it doesnt just theorize and observe, it presents a practical, step-by-step guide to developing the psychology, skills, knowledge, and processes necessary to excel at winning new business. If you put into practice just half of the ideas in this book, youll never struggle with sales again.

Ian Brodie, Managing Director, Rainmaker Academy

Those who cant make rain think its about luck and personality. Real rainmakers know that its about hard work, preparation, and proven methods. Except for the hard work, everything you need is in this book.

Thomas H. Davenport, Author of Competing on Analytics

In [a] commoditized world, value is the key differentiator. And the brain trust at the RAIN Group has done it again. This isnt a bookits a symphony. They provide daily practices that anyone who sells can implement into their efforts immediately. Read this book and you wont just make it rain, youll make it POUR!

Scott The Nametag Guy Ginsberg, Professional Speaker, and Author of How to Be That Guy

Trust drives sales, and conversations drive trust. Really great salespeople have conversations that create trust, with sales as the natural outcome. Rainmaking Conversations is a how-to book that goes way beyond tactics; its about integrating trust, relationship, and sales.

Charles Green, Founder and CEO, Trusted Advisor Associates, and Author of Trust-Based Selling

Todays crazy-busy prospects wont waste their time with you unless they get value from every interaction. In Rainmaking Conversations , youll learn how to make that a reality.

Jill Konrath, Author of SNAP Selling and Selling to Big Companies

There are too many books on selling but once in a while one comes along with a fresh approach. This one is worth reading even by the seasoned professional.

Philip Kotler, S.C. Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University

While many books exist on related subjects, Rainmaking Conversations provides a fresh and well thought out strategic sales path from hello to lets get started for all of us who are committed to growing our organizations. Kudos to Schultz and Doerr on this compelling read. Let it RAIN!

David Lissy, CEO, Bright Horizons Family Solutions

Schultz and Doerr have given us a perfect prescription for profitable selling. Theyve zeroed in on exactly what it takes to be a rainmakerthe sales conversation. The chapter on value propositions alone is worth more than the price of the book. Dont think twice. Buy this book. Read it, apply it, and watch your sales success soar.

Michael W. McLaughlin, Author of Winning the Professional Services Sale

In the hypercompetitive world of selling and all the expert opinions floating around it, Schultz and Doerr present an eloquent thinking persons guide to long-term success in building and maintaining successful customer relationships. If you believe that excellence in sales and service are not mutually exclusive, that buying trumps selling and listening outweighs talking, your world view will be highly receptive to the lessons they teach regarding the required competence, preparation, and skills for professional selling success. If not, find a new career.

Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group

There are lots of books on selling but few as free of fluff as Rainmaking Conversations . Read it and youll see a clear, convincing, and compelling case for how to sell in virtually any situation. Kudos to Schultz and Doerr for writing such a valuable book. Highly recommended.

Michael Port, New York Times Best-Selling Author of Book Yourself Solid

Buyers choose to do business with people they like. True rainmaking, the kind that makes you 5 or even 10 times more successful than the plodding average, comes from mastering conversations with buyers. In this bookchock-full of compelling stories and winning techniquesMike Schultz and John Doerr show you how to master the art of rainmaking.

David Meerman Scott, Best-Selling Author of The New Rules of Marketing & PR

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

I love this book. Why? Because Rainmaking Conversations isnt yet another collection of empty tips-and-tricks calories that provides no real nourishment to your career. It is, on the other hand, a compelling, interesting, far-reaching, and highly relevant guide to being who you need to be, and precisely how you need to do what you need to do, to be among the elite, that top 10 percent of sales professionals who are The Rainmakers. Folks, take it from me. This is the real thing.

Dave Stein, CEO and Founder, ES Research Group, Inc.

In Rainmaking Conversations , Mike Schultz and John Doerr give a practical and inspiring set of action steps to preparing ourselves for sales success. What a thorough and accessible program they have laid out here! No fluff, no abstractions, plenty of meaty anecdotes. This book provides a solid to-do list for professionals who want to get more business without flailing around.

Ruth P. Stevens, President, eMarketing Strategy, and Adjunct Professor of Marketing, Columbia Business School

Copyright 2011 by The Wellesley Hills Group. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.