TY  - BOOK
AU  - Schultz,Mike
AU  - Doerr,John E.
ED  - Safari eBooks.
TI  - Rainmaking conversations: influence, persuade, and sell in any situation 
PY  - 2011///
KW  - Selling
KW  - Psychological aspects
KW  - Persuasion (Psychology)
KW  - Influence (Psychology)
KW  - Electronic books
KW  - local
N1  - Includes bibliographical references and index; 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
UR  - http://ezproxy.alfaisal.edu/login?url=http://academic.safaribooksonline.com/?uiCode=sdl&xmlId=9780470922231
ER  -