000			03157nam a22003614a 4500
005			20250918164728.0
008			120626s2011 njua b 001 0 eng
010			_a2010-045649
020			_a9780470922231 ( cloth) _cRM90.53
020			_a0470922230
039		9	_a201207231018 _bbaiti _c201206261513 _drahah _y06-26-2012 _zrahah
040			_aUKM
090			_aHF5438.8.P75S348
090			_aHF5438.8.P75 _bS348
100	1		_aSchultz, Mike, _d1974-
245	1	0	_aRainmaking conversations : _binfluence, persuade, and sell in any situation / _cMike Schultz, John E. Doerr.
260			_aHoboken, N.J. : _bWiley, _cc2011.
300			_ax, 271 p. : _bill. ; _c24 cm.
504			_aIncludes bibliographical references and index.
505	0		_aMachine generated contents note: 1.Introduction -- 2.The Most Important Conversation You'll Ever Have -- 3.Goal and Action Planning: Making the Most Rain -- 4.Understanding and Communicating Your Value Proposition -- 5.Rapport -- 6.Aspirations and Afflictions -- 7.Impact -- 8.New Reality -- 9.Balancing Advocacy and Inquiry -- 10.Digging Deep into Needs: The Five Whys -- 11.16 Principles of Influence in Sales -- 12.Tips for Leading Rainmaking Conversations -- 13.Prospecting by Phone: Creating Rainmaking Conversations -- 14.Handling Objections -- 15.Closing Opportunities, Opening Relationships -- 16.What You Need to Know to Sell -- 17.Planning Each Rainmaking Conversation -- 18.How to Kill a Sales Conversation -- 19.Putting RAIN in Your Forecast.
520			_a'Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN SellingSM-a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance.'-- _cProvided by publisher.
650		0	_aSelling _xPsychological aspects.
650		0	_aPersuasion (Psychology)
650		0	_aInfluence (Psychology)
700	1		_aDoerr, John E.
907			_a.b15414541 _b2019-11-12 _c2019-11-12
942			_c01 _n0 _kHF5438.8.P75S348
914			_avtls003506440
990			_abaiti
991			_aFakulti Sains Sosial dan Kemanusiaan
998			_at _b2012-01-06 _cm _da _feng _gnju _y0 _z.b15414541
999			_c524882 _d524882