STRIDING THE CONSULTATIVE SELLING TERRAIN

REWIRE THE RAINMAKER 

THE RAINMAKER DRIFT

Rainmaking is a process that seeks artificial precipitation to induce rain and had a meteorological connotation to it. It originated from the Native American practice of dancing and singing to invoke the deities to induce rain needed for their harvest and a person who brought the clouds magically was called a rainmaker.

IN A LEGAL PARLANCE IT SIGNIFIES AN ATTORNEY IN A LAW FIRM WHO BRINGS IN SUBSTANTIAL BUSINESS, CASES, CLIENTS, MONEY TO THE FIRM.

Rainmakers are essentially the ones who bring in the deals for the firm but the way they do it has a bit of magic, awe and conquest associated with it. The Rainmaker may win large large business through own associations, unconventional ways of relational management, incisive penetration of hidden markets, re-creating new segments/channels of business, avoiding clichéd tech talk and various other inscrutable ways.

With passage of time the term 'RAINMAKER' was embraced by other industries such as investment banking, financial services firms, brokerage, presidential vote winners and swingers who are called rainmakers and the term lent itself magnanimously to exemplary sales people constantly winning large business etc.

IT NOW DENOTES ‘A DIFFERENCE MAKER’ AND

THE WORD ‘RAIN’ IS A METAPHOR FOR ‘BUSINESS’.

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RAINMAKER ATTRIBUTES

RAINMAKERS ADOPT A CONSULTATIVE SELLING STYLE OF APPROACH AND USE KEY INTEGRANT ELEMENTS OF SENSING AND PULSING THE CUSTOMER. 

SUCCESSFUL RAINMAKERS TRANSFORM SELLING INTO AN ART AND DRAW CUSTOMERS  TOWARDS THEM.

REWIRE THE RAINMAKER

INJECTING COMMAND & FINESSE INTO THE SELLING PROCESS 

A 2-DAY APPERCEPTIVE SALES WORKSHOP

CONSULTATIVE SELLING APPROACH

The word ‘persuasion’ has a connotation ‘TO MOVE, TO IMPEL, TO INDUCE' associated with it. Conventional selling embraces extensive persuasion and mostly involved ‘tangibles selling’.

At Headstride, we believe that today’s  transformational selling arena and in particular ‘intangibles selling’ arena de-emphasises persuasive methods (not advocating its extinction either) and focuses on the more statuesque 'CONSULTATIVE SELLING' approach, some of the elements of which are: 

TRUST & KNOWLEDGE

  • Gaining a comprehensive UNDERSTANDING of client’s situation, concerns, problems, unanticipated needs prior to any product/service positioning in the buyer’s mind.

  • Establishing ENORMOUS TRUST even with the most inexorable buyer.

  • Providing IMMENSE VALUE to the buyer by virtue of SELLER'S KNOWLEDGE of the industry, market, prevalent approaches, competitive differentiators, customised solutions, own firm’s 'brand lineage' amongst others. 

ETHICAL & NEEDS

  • CHALLENGING the buyer with obsessive authenticity to generate a PERSPECTIVE SHIFT in the buyer.

  • Approach selling more CONSTRUCTIVELY and ETHICALLY. 

  • People generally buy what they want and not what they need. The seller brings this distinction to the buyer and constructs a solution that ADDRESSES THE NEEDS and not wants. Presupposes immense maturity from the  seller’s firm. 

VALUE & INTENT

  • Great selling is about seller being a catalyst that engenders a REARRANGEMENT IN THE BUYER'S MIND towards acceptance of a new VALUE LADEN solution. 

  • High-ranking sales people are creators, curators, debaters, interpreters, translators and educators. Modern selling is about 'SYNTHESISING and DISTILLING THE BUYING INTENT. 

  • AVOIDING the time - worn  ‘COMPETITOR DISPARAGE ATTITUDE' while positioning own differentiators.

THE MINDS AT WORK

ALL THE ABOVE HAPPENS WHEN THE SELLING FIRM'S VARIOUS DEPARTMENTAL MINDS ARE AT WORK IN ENMESHMENT 

MOST FIRMS DO HAVE A MIX OF GOOD & EXEMPLARY SALES PERSONS BUT AS THE BUSINESS & SALES TERRAIN CHANGES A REVISIT & REWIRING IS ESSENTIAL 

WHY HAVE SUCH A PROGRAM?

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LOST DEAL, LACK OF LEADS, PROSPECT FAMINE ALL OF THESE  EATS INTO THE TAPESTRY OF THE DEALMAKER'S SALES CONFIDENCE

PROGRAMS ELABORATION

SPECIFICS, CHARACTERISTICS, CONSTITUENTS, TAKEAWAYS

REWIRE THE RAIN MAKER 

Cultivating the selling mind 

A 2-day Apperceptive Sales Training program 

'REWIRING THE RAINMAKER

MAKES PSYCHOLOGICAL INROADS INTO THE STRUCTURAL CONSTITUTION OF THE SALES PERSON.

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OTHER SALES PROGRAMS FROM US

  ENTER THE 

BUYER'S MIND 

Buyer-Seller Dynamics

SINGLE STITCH

PITCH 

Structuring a deal

SALES

COACHING

1-1 engagement 

Hundreds of sales programs inundate the playing arena, and each of them value adds in their own respective way. To differentiate ourselves here is some information. 

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Glimpse into the world of consultative selling

RAINMAKER'S KEN

A Headstride publication

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