Rainmaking Conversations

  • by Mike Schultz, John E. Doerr
  • Narrated by Paul Boehmer
  • 7 hrs and 37 mins
  • Unabridged Audiobook

Publisher's Summary

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations, Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to:


Build rapport and trust from the first contact
Create conversations with prospects, referral sources, and clients using the telephone, email, and mail
Uncover the real need behind client challenges
Make the case for improved business impact and return on investment (ROI) for your prospects
Understand and communicate your value proposition
Apply the 16 principles of influence in sales
Overcome and prevent all types of objections, including money
Craft profitable solutions and close the deal
The world-class RAIN selling methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

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What the Critics Say

"There are lots of books on selling, but few as free of fluff as Rainmaking Conversations." (Michael Port, author of Book Yourself Solid)

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Customer Reviews

Most Helpful

Boring, waste of money.

I've read numerous sales, influence, attitude, strategy, books and was really looking forward to this one. I found this book extremely boring and hard to keep focused on. Normally I listen to audio books while driving cross country to keep my mind alert and engaged in something besides the road, I had to change my radio back and forth to music quite often to stay awake. This book put me to sleep on a few other attempts, it wasn't the narrator's fault it was the lack of engaging content. In my opinion it was the equivalent of asking someone a simple question and the person goes on and on for an hour and after you realize they are still talking to you, you say to yourself "holy sh-t, get to the point, I zoned out 15 seconds into your response" Even after I finally struggled to complete this book, I came away feeling I learned nothing from this and I am no better equipped than I was before I wasted my time listening. One of the few times I felt I wasted my money on an audible book.
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- Rob

This book should be titled "Sales Conversations"

Rainmaking good; salesmanship bad. Marketing good; prospecting bad. The publisher likely decided that a book promising to teach rainmaking will probably sell more copies than another "consultive sales book".

This book spent too much time discussing the sales conversation during the appointment. Other audio books cover the same material more systematically and throughly (e.g. Sandler or Maister).

Disappointing that the author periodically pitched his firm's sales training program throughout the book.

Good that the audiobook covered value orientated elevator speech construction but this topic was better covered by author Mark LeBlanc.

Prospecting by phone (cold-calling) was covered well and this topic made the audiobook worth purchasing. Unfortunately not enough emphasis was placed on the subject of effective prospecting during face-to-face social encounters or via social media.
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- John

Book Details

  • Release Date: 06-27-2011
  • Publisher: Tantor Audio