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Like this article? PLEASE +1 it! |  |
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rainmaking Tagged Articles
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Making Conversation
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| Years ago when I was just starting my career in sales at AT&T, another new account executive in my group found it absolutely amazing that I had gone to lunch with a customer. She said to me, “What did you talk about? Wasn’t there a lot of dead air space?” A similar question about finding topics to talk about with clients came up recently at a program that I attended on Rainmaking for Women Lawyers presented by the Women’s Bar Association. |
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Money Talks: How to Build Your Visibility Through Public Speaking
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| Although many people are uncomfortable with the idea of speaking before a group, it's a proven method for raising your professional visibility. |
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Secrets of Top New Business Developers
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| What exactly do the top rainmakers do that makes them so successful? Learn what separates the top business developers from the rest. |
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RAIN SELLING HOW RAINMAKERS LEAD SALES CONVERSATIONS
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| By Mike Schultz and John Doerr
Sales Conversations for Services
To advance in their careers and become Rainmakers (those people at services companies that bring in the new clients and revenue), professionals such as accountants, lawyers, management consultants, and technology consultants eventually need to excel at selling professional services. Rarely, however, are these poor souls given a primer on rainmaking, especially when it comes to leading sales conversations and sales meetings. As a result, they often just 'wing it' and learn by doing, making many avoidable mistakes and losing opportunities to win new clients.
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Other rainmaking Related Articles
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Making Conversation
| |
| Years ago when I was just starting my career in sales at AT&T, another new account executive in my group found it absolutely amazing that I had gone to lunch with a customer. She said to me, “What did you talk about? Wasn’t there a lot of dead air space?” A similar question about finding topics to talk about with clients came up recently at a program that I attended on Rainmaking for Women Lawyers presented by the Women’s Bar Association. |
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RAIN SELLING HOW RAINMAKERS LEAD SALES CONVERSATIONS
| |
| By Mike Schultz and John Doerr
Sales Conversations for Services
To advance in their careers and become Rainmakers (those people at services companies that bring in the new clients and revenue), professionals such as accountants, lawyers, management consultants, and technology consultants eventually need to excel at selling professional services. Rarely, however, are these poor souls given a primer on rainmaking, especially when it comes to leading sales conversations and sales meetings. As a result, they often just 'wing it' and learn by doing, making many avoidable mistakes and losing opportunities to win new clients.
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6 Keys to Communicating Your Value
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| Co-author of Rainmaking Conversations, Mike Schultz, explains how to conversationally portray your value when introducing yourself. |
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10 Rainmakers Principles to Live By
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| Co-author of Rainmaking Conversations, Mike Schultz, explains the ten principles the most successful salespeople live by. |
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16 Principles of Influence in Sales
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| Co-author of Rainmaking Conversations, Mike Schultz, explains that to improve sales persuasion skills, the underlying components of influence must be understood and applied. |
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Building Rapport
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| Co-author of Rainmaking Conversations, Mike Schultz, explains how to make sincere connections with prospects to help close more deals. |
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Digging Deep into Needs with the Five Whys
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| Co-author of Rainmaking Conversations, Mike Schultz, explains how to uncover a prospect’s true problems and needs rather than treating its symptoms. |
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Goal Setting for Success
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| Co-author of Rainmaking Conversations, Mike Schultz, explains the importance of setting personal sales goals for long-term success. |
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Six Questions You Absolutely Need the Answers to for Sales Success
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| Co-author of Rainmaking Conversations, Mike Schultz, stresses the importance of continuous self-evaluation in your efforts to reach sales success. |
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