Part One Getting Ready to Make RAIN.
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.
Part Two RAIN Selling Key Concepts.
6 Aspirations and Afflictions.
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.
Part Three Maximizing Your RAIN Selling Success.
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.
Appendix and Online Resources.
About RAIN Group.
About the Authors.