The Resource Rainmaking conversations : influence, persuade, and sell in any situation, Mike Schultz, John E. Doerr

Rainmaking conversations : influence, persuade, and sell in any situation, Mike Schultz, John E. Doerr

Label
Rainmaking conversations : influence, persuade, and sell in any situation
Title
Rainmaking conversations
Title remainder
influence, persuade, and sell in any situation
Statement of responsibility
Mike Schultz, John E. Doerr
Title variation
Influence, persuade, and sell in any situation
Creator
Contributor
Author
Subject
Genre
Language
eng
Cataloging source
UMI
http://library.link/vocab/creatorDate
1974-
http://library.link/vocab/creatorName
Schultz, Mike
Illustrations
illustrations
Index
index present
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/relatedWorkOrContributorName
Doerr, John E
http://library.link/vocab/subjectName
  • Selling
  • Persuasion (Psychology)
  • Influence (Psychology)
Label
Rainmaking conversations : influence, persuade, and sell in any situation, Mike Schultz, John E. Doerr
Link
http://databases.mvlc.org/connect/safari?uiCode=&xmlId=9780470922231
Instantiates
Publication
Copyright
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
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
Control code
ocn806221423
Dimensions
unknown
Extent
1 online resource (x, 271 pages)
Form of item
electronic
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations.
Sound
unknown sound
Specific material designation
remote
Stock number
CL0500000159
Label
Rainmaking conversations : influence, persuade, and sell in any situation, Mike Schultz, John E. Doerr
Link
http://databases.mvlc.org/connect/safari?uiCode=&xmlId=9780470922231
Publication
Copyright
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
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
Control code
ocn806221423
Dimensions
unknown
Extent
1 online resource (x, 271 pages)
Form of item
electronic
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations.
Sound
unknown sound
Specific material designation
remote
Stock number
CL0500000159

Library Locations

    • Merrimack Valley Library ConsortiumBorrow it
      4 High Street, Suite 175, North Andover, MA, 01845, US
      42.7009413 -71.1255084
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