Machine generated contents note: 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
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
13.Prospecting by Phone: Creating Rainmaking Conversations
14.Handling Objections
15.Closing Opportunities, Opening Relationships
16.What You Need to Know to Sell
17.Planning Each Rainmaking Conversation
18.How to Kill a Sales Conversation
19.Putting RAIN in Your Forecast.
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Rainmaking conversations : influence, persuade, and sell in any situation by Mike Schultz. ISBN 9780470922231. Published by Wiley in 2011. Publication and catalogue information, links to buy online and reader comments.
