Mike Schultz: Rainmaking Conversations

“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.

Podcast Summary: 10 Rainmaker Principles

Play to win-win

Live by goals

Accomplish more every day

Create new conversations every day

Always improve your pipeline

Think buying first, selling second

Lead masterful rainmaking conversations

Set the agenda—be a change agent

Be fluent in the knowledge needed to sell

Assess yourself, get feedback, and improve continuously.

Adapted from: Rainmaking Conversations, by Mike Schultz and John Doerr