Description based on print version record.

Introduction -- The most important conversation you'll ever have -- Goal and action planning : making the most rain -- Understanding and communicating your value proposition -- Rapport -- Aspirations and afflictions -- Impact -- New reality -- Balancing advocacy and inquiry -- Digging deep into needs : the five whys -- 16 principles of influence in sales -- Tips for leading rainmaking conversations -- Prospecting by phone : creating rainmaking conversations -- Handling objections -- Closing opportunities, opening relationships -- What you need to know to sell -- Planning each rainmaking conversation -- How to kill a sales conversation -- Putting RAIN in your forecast.

Includes bibliographical references and index.