TY - BOOK ID - 142948736 TI - Rainmaking conversations : influence, persuade, and sell in any situation AU - Schultz, Mike AU - Doerr, John E. PY - 2011 SN - 1118025776 1283026864 9786613026866 111802575X PB - Hoboken, N.J. : Wiley, DB - UniCat KW - Influence (Psychology) KW - Persuasion (Psychology) KW - Selling KW - Psychological aspects. UR - https://www.unicat.be/uniCat?func=search&query=sysid:142948736 AB - 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 Affl ER -