How To Become A Rainmaker

How To Become A Rainmaker PDF

Author: Jeffrey J Fox

Publisher: Random House

Published: 2010-08-31

Total Pages: 196

ISBN-13: 1409004325

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Rainmakers are the people who bring money into their organisations and this book is packed with hints and tips to pursue prospective customers and keep them.

Still Point

Still Point PDF

Author: Dave Lopez

Publisher: Createspace Independent Publishing Platform

Published: 2018-10

Total Pages: 200

ISBN-13: 9781724216373

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STILL POINT takes the reader on a journey through a world populated with dysfunctional characters who live from one emotional crisis to the next. Emotions are the call to action that illustrate their internal story, providing us with valuable information. From personal and professional disillusionment to connecting with an inner sanctum of peace, STILL POINT reveals: * The 7 common obstacles that keep us in emotional crisis. * Pathways that lead us toward emotional self-reliance. * Tools and techniques for creating a powerful life. * Methods to move from fears that bind us to the personal power that lives inside of us.* How inner peace and calm create a foundation for success. Enhanced emotional intelligence and self-reliance are the by-products of incorporating these principles. If success is your end goal, discover how it can be reimagined, and most importantly, enjoyed. Inner peace is the new success!

Rainmaking Conversations

Rainmaking Conversations PDF

Author: Mike Schultz

Publisher: John Wiley & Sons

Published: 2011-03-29

Total Pages: 294

ISBN-13: 0470922230

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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 SellingSM 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.

A Mind for Sales

A Mind for Sales PDF

Author: Mark Hunter, CSP

Publisher: HarperCollins Leadership

Published: 2020-03-31

Total Pages: 240

ISBN-13: 1400215765

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For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Time Line Therapy and the Basis of Personality

Time Line Therapy and the Basis of Personality PDF

Author: Tad James

Publisher: Crown House Publishing Ltd

Published: 2017-10-10

Total Pages: 218

ISBN-13: 1785832859

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Written by Tad James and Wyatt Woodsmall, Time Line Therapy and the Basis of Personality is a compelling study of the important elements that make up a person's core personality, and a detailed exploration of and introduction to how Time Line therapy works in practice. Utilizing discoveries made by Richard Bandler, Time Line Therapy and the Basis of Personality expands and updates our knowledge of how people actually store their memories, and sheds light on the effect that the system used for memory storage has on the individual. The authors contend that the concept of Time Line, or the notion of time that you have stored in your mind, shapes and structures your experience of the world, and consequently shapes your personality. Time Line therapy is therefore based on the premise that the client goes back to the first time they remember a particular problem, does change work utilizing Neuro Linguistic Programming (NLP) to eliminate irritating behaviors or issues and, if necessary, goes to subsequent times when their behavior or response was a problem, and undertakes further change work to resolve it. Written in an informative and engaging manner, Time Line Therapy and the Basis of Personality offers readers the opportunity to see how Time Line therapy works providing a clear description of how to elicit the Time Line, and sharing step-by-step methods to subsequently help the client to release a limiting decision or trauma, remove anxiety, or set a future goal. All of these key aspects are explained using clear language and easy-to-follow steps, and the authors' expert commentary is further complemented by examples, exercises and transcripts in order to help the reader transfer the theory into effective practice. In Section I, the authors explain the NLP Communication Model and share their in-depth analysis of the filters values, beliefs, attitudes, decisions, memories and meta programs which we subconsciously use as we process the world around us and which form the basis of our personalities. Section II provides a comprehensive description of the Time Line and how it works: laying down a theoretical basis for the technique before offering insight into its practice and application with a demonstrative transcript of Time Line elicitation and change work in order to illustrate the concepts explored. In Section III the authors move on to carefully survey simple and complex meta programs (and how they can be changed) before exploring the formation, evolution and changing of values in Section IV, which includes a helpful exercise that gives guidance on how to elicit values from the client. Exploring many interesting contexts and how personality can be positively changed to help people live happier lives, Time Line Therapy and the Basis of Personality is a worthy addition to any therapist's or NLP practitioner's library and is suitable reading for anyone interested in behavioral change. Sections include: Section I Introduction; Section II Time Line Therapy; Section III Meta Programs; Section IV Values. Time Line Therapy and the Basis of Personality was originally published in 1988 by Meta Publications.

Awakening the Rainmaker

Awakening the Rainmaker PDF

Author: Nishtha Anand

Publisher: Bloomsbury Publishing

Published: 2021-12-18

Total Pages: 250

ISBN-13: 9354350771

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As per the Global Gender Gap Report 2021, it will take 267.6 years to close the gender gap in economic participation and opportunity. In 2021, India slipped 28 places and ranked 140th among 156 nations in The Global Gender Gap Index. Our female labour force participation rate stands distressingly low at 22.3 per cent. Only 31 per centof women occupy the Chief Human Resources Officer's role in India, a role which is over-represented by women in other countries, such as the US and South Africa. Less than 3 per cent of Chief Executive Officers in India are women. Like many women in the middle of their career, author Nishtha Anand too was overwhelmed when she first became pregnant with her child-would she also fall off her career trajectory like countless others? She hoped to nudge women, their families and organisations with practical hacks for awakening the rainmaker in them and those around them. Thus was born Awakening the Rainmaker that will motivate women to pursue their dreams and ambitions-with free choices and no guilt. Nishtha captures the gaps and potential solutions across the life cycle of a woman. She includes her learnings and interactions with women from different fields-some of India's most powerful women in business, CEOs, entrepreneurs, award-winning scientists, leading sports personalities and digital influencers. These women had their own mountains to conquer which they did with determination, planning and the right support. Further, she focuses on requisites for upbringing, demeanour and corporate policies and defines a framework for organisations to ensure a gender-neutral ecosystem. Awakening the Rainmaker will inspire during the crossroads of life and lead the way for women to pursue their ambitions.

Insight Selling

Insight Selling PDF

Author: Mike Schultz

Publisher: John Wiley & Sons

Published: 2014-04-30

Total Pages: 263

ISBN-13: 1118875060

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What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

How Clients Buy

How Clients Buy PDF

Author: Tom McMakin

Publisher: John Wiley & Sons

Published: 2018-03-13

Total Pages: 279

ISBN-13: 111943470X

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The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.

Networking Like a Pro

Networking Like a Pro PDF

Author: Ivan Misner

Publisher: Entrepreneur Press

Published: 2017-11-14

Total Pages: 194

ISBN-13: 1613083580

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Grow Your Business with the Right Connections It’s easy to feel like networking is a waste of time, energy, or money—but that just means you’re doing it wrong. In this new edition of Networking Like a Pro, networking experts Dr. Ivan Misner and Brian Hilliard reveal key networking techniques to help you grow your business. In this comprehensive guide, you’ll discover strategies that go beyond collecting business cards and turn networking into a profitable resource for your business. Dive into this book and discover how the most successful networkers leverage their brand, expertise, and customers to achieve greatness in life. You’ll learn how to: Attract the right people with a carefully crafted Unique Selling Proposition Gain your most valuable customers with referrals from networking partners Make your best first impression with the 12 x 12 x 12 Rule Choose networking events and activities that best fit your needs Build and expand your network with a calculated follow-up strategy Avoid behaviors that damage your reputation and push potential partners away Plus, gain access to worksheets, templates, and the Networking Scorecard designed to help you get the most out of your network. If you’re ready to build connections that turn relationships into profitable customers, the Networking Like a Pro is for you!