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#3822
Professional Services Professional: Commercial Rainmaker Training
Course 3822
- Duration: 3 days
- Labs: Yes
- Language: English
- Level: Foundation
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
- Learning Tree 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 effectivenessCommercial Rainmaker Training Outline
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
Buyer collaboration
- Preparing the buyer to collaborate before the meeting
- Gaining the buyer’s psychological ownership and commitment
- Defining the parameters and allowing buyer to shape it
Power of a convincing story
- Clarifying what you want the buyer to learn, feel and do differently
- Combining a focus on ROI – the potential gain – with fear of loss to help the buyer see the negative impact of inaction
- Apply the key components of a convincing story where the buyer is the hero
Facilitating collaborative group discussions
- Using broad, open-ended questions to elicit assumptions from the group
- Probing deeper to separate the facts and truths from the gut feelings, corporate myths, and personal prejudices
- Encouraging the buyer to collaboratively examine possible actions
Business development processes and milestones
- Planning and scheduling capture activities and decisions
- Identifying and assigning the best people to the roles in your capture and proposal team(s)
- Being prepared to end the pursuit if decision–making information is vague, cannot be obtained, or the team lacks the commitment to win
Creating your value proposition
- Getting on the buyer’s 'to do' list
- Differentiating by providing overall distinction and difficulty of substitution
- Substantiate to gain buyer’s trust in your ability to deliver
Developing the persuasive proposal
- Designing the document for maximum impact
- How to disclose your price early in the executive summary and quantify your added-value
- Ensuring compliance and responsiveness in your proposal
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Yes! We know your busy work schedule may prevent you from getting to one of our classrooms which is why we offer convenient online training to meet your needs wherever you want, including online training.