The Chartered Institute of Marketing

Marketing Book Reviews - April 2011		Back

	Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation By Mike Schultz, John E. Doerr Published by John Wiley & Sons, Inc. ISBN: 978-0-470-92223-1 Hardback; 271 pages
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 and 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^SM 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.
	Sales Mastery: The Sales Book Your Competition Doesn't Want You to Read By Chuck Bauer Published by John Wiley & Sons, Inc. ISBN: 978-0-470-90019-2 Hardback; 252 pages
There are thousands of salespeople in America that do an outstanding job in their area of expertise, but there is a huge difference between an outstanding salesperson and a salesperson that stands out among their colleagues and competitors. ¡§If you want to be successful, you must be distinctive,¡¨ says Chuck Bauer a 20-year sales veteran, sales trainer, sales coach and author of the new book, Sales Mastery: The Sales Book Your Competition Doesn't Want You To Read. ¡§Your personal and professional distinctions are THE precursor to closing the deal. Why? Because most salespeople are not distinctive - all they do is follow one another.¡¨ In Sales Mastery Bauer gives his unique personal experiences as a successful salesman turned sales coach to connect readers with his methodology, proven by salespeople in every industry, to distinguish themselves, build sales skills, and win deals again and again. Bauer can also discuss topics such as how to: Master the many pieces of sales including communication, presentations, phone pitches, customer objections and closing a deal Create a ¡§Top of Mind Awareness¡¨ campaign that will make you stand out and keep you consistently visible Determine your prospect's personality so that you can control the communication Arm yourself with Power Sales Tools that will overcome any prospect's objections Learn the 12 Leaps of distinction Discover the traits of success In the sales world, there are those who are one missed sale away from getting fired, and then there are those who hit their numbers by the 20th of every month¡Xand then keep going. Sales Mastery delivers practical techniques to help better understand sales psychology, work more efficiently, and improve sales tactics.











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