{"id":2985,"date":"2011-03-10T09:35:56","date_gmt":"2011-03-10T17:35:56","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=2985"},"modified":"2011-03-10T09:35:56","modified_gmt":"2011-03-10T17:35:56","slug":"rainmaking-conversations-influence-persuade-and-sell-in-any-situation-mike-schultz-john-e-doer","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2011\/03\/10\/rainmaking-conversations-influence-persuade-and-sell-in-any-situation-mike-schultz-john-e-doer\/","title":{"rendered":"Rainmaking Conversations. Influence, persuade and sell in any situation. Mike Schultz & John E. Doer"},"content":{"rendered":"
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\"Money<\/a>

Image via Wikipedia<\/p><\/div>\n<\/div>\n

Rainmaking Conversations. Influence, persuade and sell in any situation. \u00a0Mike Schultz & John E. Doer. 2011. ISBN 9780470922231.\u00a0 \u00a0 The authors are the principals of the RAIN group which publishes sales research and RAIN Today a highly respected sales blog\/newsletter. \u00a0I am voting this the best sales book of the year so far. \u00a0This book \u00a0is a fitting complement to David Maister<\/a>‘s ground breaking work. \u00a0The authors have been able to make this a comprehensive book as well as eminently readible. \u00a0They keep the book true to the 10 Rainmaking principles:
\n1. Play to win-win
\n2. Live by goals
\n3. Take action
\n4. Think buying first, selling second.
\n5. Be a fluent expert.
\n6. Create new conversations every day.
\n7. Lead masterful rainmaking<\/a> conversations.
\n8. Set the agenda: be a change agent.
\n9. Be brave.
\n10. Assess yourself, get feedback, and improve continuously.<\/p>\n

I pulled a few jewels on value selling from this as well. The concept of Money Discomfort is well explained. \u00a0They explain that there are two parts to this;<\/p>\n

    \n
  1. A general discomfort talking about money and<\/li>\n
  2. A money ceiling where talking about a certain amount becomes uncomfortable.<\/li>\n<\/ol>\n

    This also ties back to a persons buy cycle.<\/p>\n

      \n
    1. Some know what they want, and go out and buy it.<\/li>\n
    2. Others are indecisive, always price checking, and need sellers to educate them.<\/li>\n<\/ol>\n

      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.
      \nLesson learned, take individual \u00a0money discomfort\u00a0 level and personal buying cycle into account when you are looking to improve your sales abilities or those of your team.<\/p>\n

      Related articles<\/h6>\n