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  • Writer's pictureVedran Soric

4. Metodologija RAIN SELLING, a.k.a. consultative selling

The RAIN Selling methodology, introduced in 2002 by Mike Schultz and John Doerr, is designed around mastering consultative conversations. RAIN Selling teaches salespeople a proven process for conducting masterful sales conversations from qualification to successful closing.

With this goal in mind, RAIN Selling uses survey techniques to uncover the full set of customer needs and wants. A salesperson sells ideas, insights and perspectives that influence the buyer's agenda and develops and communicates the most compelling value proposition.

With a complete understanding of customers, types of customers and purchases, the salesperson then closes new business with maximum success and integrity and overcomes objections that get in the way of the sale.

The basic idea is to sell based on value, thus reducing the return prices of the discounted price.

The RAIN sales methodology includes elements such as:

  1. Identifying and articulating the true value of your company's solutions

  2. Development of the positioning statement of the winning value proposition

  3. Building trust, rapport and rapport with prospects

  4. Balancing advocacy and inquiry in sales conversations, with the goal of not only discovering needs but also building and fostering credibility. They inspire the buyer's action and influence the buyer's agenda.

  5. Discovering the entire set of customer needs and wants with accurate survey techniques

  6. Understanding the different types of customer personas and how to approach each one

RAIN Sales and CRM approach ("pipeline")

Consultative selling requires the right data at the right time — and no CRM solution delivers it like Pipeliner. A RAIN sales company will work out the exact steps required from qualification to close, and these steps are clearly spelled out in the company's sales pipeline.

With Pipeliner, the sales "pipeline" is fully visual and fully customizable, as are the tasks, activities, forms and fields within each step.

RAIN Selling is also empowered with Pipeliner CRM through multiple choices of how data is viewed – ensuring that data is always seen in the best possible way to make the most of it.

More about RAIN at thir website.

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