March 10th 2011
Rainmaking Conversations. Influence, persuade and sell in any situation. Mike Schultz & John E. Doer
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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.
Related articles
- 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)
Similar Posts:
- 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
- Insight Selling. Surprising Research on what sales winners do differently. Mike Schutz & John Doerr
- When does the customer first ask about price? Pricing part 2.
Category: Lifeskills, Sales, Sales Efficiency
