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- 2010045649 contributor B11791394.
- 2010045649 contributor B11791395.
- 2010045649 created "c2011.".
- 2010045649 date "2011".
- 2010045649 date "c2011.".
- 2010045649 dateCopyrighted "c2011.".
- 2010045649 description "Includes bibliographical references and index.".
- 2010045649 description "Machine 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.".
- 2010045649 extent "x, 271 p. :".
- 2010045649 identifier "0470922230".
- 2010045649 identifier "9780470922231".
- 2010045649 identifier 9780470922231.jpg.
- 2010045649 identifier 2010045649-d.html.
- 2010045649 identifier 2010045649-t.html.
- 2010045649 identifier 2010045649-b.html.
- 2010045649 issued "2011".
- 2010045649 issued "c2011.".
- 2010045649 language "eng".
- 2010045649 publisher "Hoboken, N.J. : Wiley,".
- 2010045649 subject "658.85 22".
- 2010045649 subject "HF5438.8.P75 S36 2011".
- 2010045649 subject "Influence (Psychology)".
- 2010045649 subject "Persuasion (Psychology)".
- 2010045649 subject "Selling Psychological aspects.".
- 2010045649 tableOfContents "Machine 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.".
- 2010045649 title "Rainmaking conversations : influence, persuade, and sell in any situation / Mike Schultz, John E. Doerr.".
- 2010045649 type "text".
