{"title":"Mike Schultz","description":"\u003cp\u003eWelcome to our collection of works by \u003cem\u003eMike Schultz\u003c\/em\u003e, a renowned figure in the realm of Business \u0026amp; Entrepreneurship. As a prolific author and professional in sales performance, Schultz provides invaluable insights for those looking to enhance their business acumen and master the art of selling.\u003c\/p\u003e\n\n\u003cp\u003eAmong his acclaimed books are \u003cstrong\u003eInsight Selling\u003c\/strong\u003e and \u003cstrong\u003eRainmaking Conversations\u003c\/strong\u003e. These books delve into practical strategies and techniques designed to help individuals and organisations elevate their sales approach and drive success. \u003cem\u003eInsight Selling\u003c\/em\u003e focuses on the evolving landscape of sales, offering a fresh perspective on understanding customer needs and adding value beyond expectations. On the other hand, \u003cem\u003eRainmaking Conversations\u003c\/em\u003e offers a detailed guide for engaging high-stakes clients and cultivating fruitful business relationships.\u003c\/p\u003e\n\n\u003cp\u003eWhether you're a budding entrepreneur or an experienced sales professional, Mike Schultz's books are essential reads that offer both theoretical and practical insights, empowering you to navigate the competitive world of business with confidence and skill.\u003c\/p\u003e","products":[{"product_id":"rainmaking-conversations-by-john-e-doerr-9780470922231","title":"Rainmaking Conversations","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003eConversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. \u003cem\u003eRainmaking Conversations\u003c\/em\u003e provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.\u003c\/p\u003e\n\n\u003cp\u003e\u003cem\u003eRainmaking Conversations\u003c\/em\u003e 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 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.\u003c\/p\u003e\n\n\u003cp\u003eArmed 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:\u003c\/p\u003e\n\n\u003cul\u003e\n    \u003cli\u003eBuild rapport and trust from the first contact\u003c\/li\u003e\n    \u003cli\u003eCreate conversations with prospects, referral sources, and clients using the telephone, email, and mail\u003c\/li\u003e\n    \u003cli\u003eUncover the real need behind client challenges\u003c\/li\u003e\n    \u003cli\u003eMake the case for improved business impact and return on investment (ROI) for your prospects\u003c\/li\u003e\n    \u003cli\u003eUnderstand and communicate your value proposition\u003c\/li\u003e\n    \u003cli\u003eApply the 16 principles of influence in sales\u003c\/li\u003e\n    \u003cli\u003eOvercome and prevent all types of objections, including money\u003c\/li\u003e\n    \u003cli\u003eCraft profitable solutions and close the deal\u003c\/li\u003e\n\u003c\/ul\u003e\n\n\u003cp\u003eThe world-class RAIN Selling\u003csup\u003eSM\u003c\/sup\u003e 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.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Unknown","offers":[{"title":"Default Title","offer_id":46854799229164,"sku":"9780470922231","price":47.99,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/02f0d65205e81c37f4ab9949b6105d9b.jpg?v=1759264922"},{"product_id":"insight-selling-by-john-e-doerr-9781118875353","title":"Insight Selling","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cb\u003eWhat do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?\u003c\/b\u003e\n\n\u003cp\u003eMike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.\u003c\/p\u003e\n\n\u003cp\u003e\u003ci\u003eNot only do sales winners sell differently, they sell\u003c\/i\u003e radically differently, \u003ci\u003ethan the second-place finishers.\u003c\/i\u003e\u003c\/p\u003e\n\n\u003cp\u003eIn recent years, buyers have increasingly seen products and services as \u003ci\u003ereplaceable\u003c\/i\u003e. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditisation.\u003c\/p\u003e\n\n\u003cp\u003eIn \u003ci\u003eInsight Selling\u003c\/i\u003e, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tips the scales in favour of the winners:\u003c\/p\u003e\n\n\u003cp\u003e\u003cb\u003eLevel 1 \"Connect.\"\u003c\/b\u003e Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.\u003c\/p\u003e\n\n\u003cp\u003e\u003cb\u003eLevel 2 \"Convince.\"\u003c\/b\u003e Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.\u003c\/p\u003e\n\n\u003cp\u003e\u003cb\u003eLevel 3 \"Collaborate.\"\u003c\/b\u003e Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.\u003c\/p\u003e\n\n\u003cp\u003eThey also found that much of the popular and current advice given to sellers can damage sales results. \u003ci\u003eInsight Selling\u003c\/i\u003e is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximise value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Unknown","offers":[{"title":"Default Title","offer_id":46998277783788,"sku":"9781118875353","price":51.99,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/9700593482586.jpg?v=1763213808"}],"url":"https:\/\/bookhero.live\/collections\/mike-schultz.oembed","provider":"Book Hero","version":"1.0","type":"link"}