Mike Schultz has 3 audiobooks on Listento.it, narrated by 3 narrators. The most-rated is Virtual Selling.
Rainmaking Conversations
Summary
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, 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 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.
©2011 The Wellesley Hills Group (P)2011 Tantor
Professional Services Marketing
Summary
Evolve your work strategy and thrive in today's high-pressure economy. As Darwin famously observed, the beaks of each generation of Galapagos Island finches change to accommodate shifting food resources, allowing the birds to survive by adapting their capabilities to the new environment. Today's business people should take note: In the post-crisis economy, traditional career strategies spell professional extinction, but the fluid new "gig economy" offers tremendous potential for anyone willing to adapt. Based on her popular blog and drawing on her leadership development experience, Nacie Carson explains what it takes to make it in today's world of work. Outlines and explains five steps for ensuring professional success: adopt a gig mindset; identify your value; cultivate your skills; nurture your social network; and harness your entrepreneurial energy Builds on Carson's experience as a popular blogger on Portfolio.com and author of the popular website The Life Uncommon (thelifeuncommon.net) Features a foreword from Craigslist founder Craig Newmark The Finch Effect offers the information professionals need to earn big, achieve their potential, and remain at the top of the work food chain.
©2009 Mike Schultz and John Doerr (P)2009 Audible, Inc.
Virtual Selling
Summary
"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training.” (Charles H. Green, author of The Trusted Advisor) From best-selling authors of Rainmaking Conversations and Insight Selling. You can’t sell the same way you did pre-2020. If you do, you won’t achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. To thrive in sales today, it will require that you transition to the new world of selling remotely...take the “new norm” by storm. With practical advice, virtual-selling techniques you can apply immediately, and the latest groundbreaking research, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely will take you step-by-step through everything you need to do from mastering the medium to sharpening your virtual-selling skills. Discover how to overcome virtual-selling challenges and reach your sales goals without face-to-face meetings. You’ll learn: The number-one thing virtual sellers need to focus on to achieve higher win rates Four principles of rapport, and 20 questions for building rapport online How to run the most effective virtual sales meetings Virtual-selling best practices for mastering the medium, including meeting mechanics, setup, and technology 17 common business factors affecting financial impact, and how to build a strong ROI case How to collaborate with buyers online, and virtual-meeting tools you can leverage Nine habits of extreme productivity to overcome distractions and boost your sales productivity How to deliver powerful virtual sales presentations Plus, gain access to exclusive guides, checklists, templates, and more to help you succeed.
©2020 Mike Schultz, Dave Shaby, Andy Springer (P)2020 Mike Schultz, Dave Shaby, Andy Springer