March 10th 2011
Rainmaking Conversations. Influence, persuade and sell in any situation. Mike Schultz & John E. Doer
Rainmaking Conversations. Influence, persuade and sell in any situation. Mike Schultz & John E. Doer. 2011. ISBN 9780470922231. The authors are the principals of the RAIN group which publishes sales research and RAIN Today a highly respected sales blog/newsletter. I am voting this the best sales book of the year so far. This book is a fitting complement to David Maister‘s ground breaking work. The authors have been able to make this a comprehensive book as well as eminently readible. They keep the book true to the 10 Rainmaking principles:
1. Play to win-win
2. Live by goals
3. Take action
4. Think buying first, selling second.
5. Be a fluent expert.
6. Create new conversations every day.
7. Lead masterful rainmaking conversations.
8. Set the agenda: be a change agent.
9. Be brave.
10. Assess yourself, get feedback, and improve continuously.
I pulled a few jewels on value selling from this as well. The concept of Money Discomfort is well explained. They explain that there are two parts to this;
- A general discomfort talking about money and
- A money ceiling where talking about a certain amount becomes uncomfortable.
This also ties back to a persons buy cycle.
- Some know what they want, and go out and buy it.
- Others are indecisive, always price checking, and need sellers to educate them.
If a seller is more like the indecisive buyer, he will reflect that in his sales approach, especially if he trends to being a price seller.
Lesson learned, take individual money discomfort level and personal buying cycle into account when you are looking to improve your sales abilities or those of your team.
- How to Successfully On-Board Your New Rainmaker. (bmwilliamson.wordpress.com)
- Bust Your Slump – The Benefits of Digital Media (salesandmanagementblog.com)
- A scientific approach to marketing (blogs.sitepoint.com)
- Gift of gab is great for sales … but there’s a time to listen, too (usatoday.com)
- Rethinking the Sales Cycle. How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage. John R. Holland & Tim Young.
- Implementing a value based sales approach. Part 1. Introduction.
- Dirty Little Secrets: Why sellers can’t sell and buyers can’t buy, and what you can do about it. Sharon Drew Morgen
- When does the customer first ask about price? Pricing part 2.
- Consultative Selling. The Hanan formula for high-margin sales at high levels. 8th Ed. Mack Hanan