Verfügbarkeit: Rainmaking Conversations | Technische Universität München

Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

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Bibliographische Detailangaben
Beteiligte Personen:	Schultz, Mike 1974- (VerfasserIn), Doerr, John E. (VerfasserIn)
Format:	Buch
Sprache:	Englisch
Veröffentlicht:	New York, NY Wiley, J 2011
Ausgabe:	1., Auflage
Links:	http://deposit.dnb.de/cgi-bin/dokserv?id=3701854&prov=M&dok_var=1&dok_ext=htm http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022574828&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA
Beschreibung:	Erscheint: 08. April 2011
Umfang:	X, 272 S. 227 mm x 163 mm
ISBN:	9780470922231 0470922230

Internformat

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Datensatz im Suchindex

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adam_text	IMAGE 1 CONTENTS ACKNOWLEDGMENTS IX PART ONE GETTING READY TO MAKE RAIN 1 1 INTRODUCTION 3 2 THE MOST IMPORTANT CONVERSATION YOU LL EVER HAVE 19 3 GOAL AND ACTION PLANNING: MAKING THE MOST RAIN 27 4 UNDERSTANDING AND COMMUNICATING YOUR VALUE PROPOSITION 35 PART TWO RAIN SELLING KEY CONCEPTS 49 5 RAPPORT 51 6 ASPIRATIONS AND AFFLICTIONS 59 7 IMPACT 71 8 NEW REALITY 85 9 BALANCING ADVOCACY AND INQUIRY 95 10 DIGGING DEEP INTO NEEDS: THE FIVE WHYS 107 VII IMAGE 2 VIII CONTENTS 11 16 PRINCIPLES OF INFLUENCE IN SALES 115 12 TIPS FOR LEADING RAINMAKING CONVERSATIONS 135 PART THREE MAXIMIZING YOUR RAIN SELLING SUCCESS 153 13 PROSPECTING BY PHONE: CREATING RAINMAKING CONVERSATIONS 155 14 HANDLING OBJECTIONS 181 15 CLOSING OPPORTUNITIES, OPENING RELATIONSHIPS 195 16 WHAT YOU NEED TO KNOW TO SELL 205 17 PLANNING EACH RAINMAKING CONVERSATION 215 18 HOW TO KILL A SALES CONVERSATION 221 19 PUTTING RAIN IN YOUR FORECAST 237 APPENDIX AND ONLINE RESOURCES 239 ABOUT RAIN GROUP 251 ABOUT RAINTODAY.COM 258 RAINTODAY.COM MEMBERSHIP 259 ABOUT THE AUTHORS 260 INDEX 262
any_adam_object	1
author	Schultz, Mike 1974- Doerr, John E.
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illustrated	Not Illustrated
indexdate	2024-12-20T15:16:38Z
institution	BVB
isbn	9780470922231 0470922230
language	English
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physical	X, 272 S. 227 mm x 163 mm
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spellingShingle	Schultz, Mike 1974- Doerr, John E. Rainmaking Conversations Influence, Persuade, and Sell in Any Situation
title	Rainmaking Conversations Influence, Persuade, and Sell in Any Situation
title_auth	Rainmaking Conversations Influence, Persuade, and Sell in Any Situation
title_exact_search	Rainmaking Conversations Influence, Persuade, and Sell in Any Situation
title_full	Rainmaking Conversations Influence, Persuade, and Sell in Any Situation Mike Schultz ; John E. Doerr
title_fullStr	Rainmaking Conversations Influence, Persuade, and Sell in Any Situation Mike Schultz ; John E. Doerr
title_full_unstemmed	Rainmaking Conversations Influence, Persuade, and Sell in Any Situation Mike Schultz ; John E. Doerr
title_short	Rainmaking Conversations
title_sort	rainmaking conversations influence persuade and sell in any situation
title_sub	Influence, Persuade, and Sell in Any Situation
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work_keys_str_mv	AT schultzmike rainmakingconversationsinfluencepersuadeandsellinanysituation AT doerrjohne rainmakingconversationsinfluencepersuadeandsellinanysituation

Verfügbarkeit

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Inhaltsverzeichnis