Professional Services Professional: Commercial Rainmaker Training
Achieve your Professional Services Rainmaker Foundation Certification in this training course by gaining the skills and knowledge you need to keep your customers happy and help your business grow. As a rainmaker, you help craft better solutions for customers, research and plan customer meetings and conversations, and translate it all into a clear scope or bid for the advancement of your organization.
The following books are provided for pre-course reading: Shipley Proposal Guide, Shipley CAPTURE Guide, and Insight Selling: Surprising Research on What Sales Winners Do Differently
Professional Services Professional: Commercial Rainmaker Training Delivery Methods
After-course instructor coaching benefit
4thdacad end-of-course exam included
Professional Services Professional: Commercial Rainmaker Training Course Benefits
Prepare for and pass the PS Professional Rainmaker certification examAccurately assess the customer needs and align them with current and future business offeringsDocument a very high-quality and concise scope of workUse the “PATHS to Action” framework for meeting effectiveness
Commercial Rainmaker Training Outline
Identifying the Needs of the Client
Making connections with people
Creating intimacy by finding shared interests and experiences
Developing integrity by thinking about buyer success first
Demonstrating competence through knowledge
Connecting the dots
Identifying the buyer’s aspirations (goals) and afflictions (pains)
Quantifying and painting the “so what” picture, establishing how important it is to buy from you
Using disruptive questions to challenge the buyer’s ideas, assumptions, strategies, and agenda for action
Creating RAIN
Using advocacy and inquiry to clarify and demonstrate your understanding of the buyer’s pains and goals
Painting a picture of possible new realities illuminating what they will get when they work with you
Using both interaction and opportunity to close the gap between the buyer’s pains/goals and your products/services
Client Meeting Effectiveness
Mastering Bid and Scope Management
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