“The thing clients want to learn more about is typically not your capabilities .”
In this podcast we talk with Mike Schultz, co-author of the book, Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation, and of Professional Services Marketing. Schultz is the publisher of RainToday.com, and president of the RAIN Group.
He talks about the skills–and mindset–you need to become a rainmaker, why curiosity is an essential part of the sales process, and how you should think about the objections that arise during the sales process.
| 10 Rainmaker Principles |
Adapted from: Rainmaking Conversations, by Mike Schultz and John Doerr |
Find out more about Mike Schultz at www.rainsalestraining.com.
You might also be interested in our (print) interview, Mike Schultz on Marketing Professional Services.
Podcast run time: 21:24
Intro music exluna by Jakub Koter
Podcast: Play in new window | Download
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