This course helps participants improve their personal-activity management so that their time yields better results. Each participant creates a Personal Marketing Plan to serve as his or her tracking and accountability tool for all Rainmaker Academy courses. Students learn to:
• Manage a demanding workload.
• Write a personal marketing plan.
• Effectively prioritize activities.
• Set marketing objectives and execute them.

Tailored specifically to the products and services of each participant's firm, this workshop provides practical classroom training in cross-selling accounting and consulting services. Students gain a clear understanding of how to ascertain a client's needs and wants and recommend specific solutions. This class also helps participants to:
• Create a spirit of cooperation with clients.
• Listen for spoken and unspoken needs and wants.
• Understand the difference between needs and wants, as well as the appropriate price tag for each.
• Learn to partner with clients without losing independence and objectivity.
• Uncover opportunities with existing clients through effective questioning.

This interactive and challenging workshop is designed to help individuals understand the keys to developing effective sales teams. Participants use the TEAM Profile® to understand how each individual contributes to the team's success. The course explains the various talents that a sales team must possess in order to reach its full potential. As a result of this course, participants understand the need to develop sales teams, while learning how to:
• Identify the dynamics of high-performing sales teams.
• Improve current sales-team productivity.
• Increase personal-communication effectiveness.

This program teaches accountants how to give compelling and powerful presentations to clients, prospects and professional audiences. Through a series of mini-presentations and videotaping, participants learn effective presentation techniques, including how to:
• Prepare persuasive presentations with a strong opening, body and closing.
• Identify and plan for different audience types.
• Use powerful visual aids.
• Conduct and control informative Q&A sessions.

Without trust, no relationship advances. This workshop introduces the concepts of trust-building, identifies barriers to trust and teaches how to lower relationship tension so that a relationship may develop more quickly. As a result of this workshop, participants will:
• Understand the reasons for buyer tension.
• Build trust more quickly and effectively.
• Conduct meetings that meet the clients needs and wants.
• Learn to uncover the client's benefit statement.

Receiving and handling objections is often perceived as the most intimidating stage of the sales process. Through extensive role-playing and group activities, participants learn that most objections are a result of miscommunication and misunderstanding. As a result of this program, participants learn:
• The four main types of objections and how to deal with them.
• How to position solutions to minimize objections.
• How to uncover barriers to business development.
• How to handle specific objections related to price.

This course uses intensive role-playing to incorporate the range of rainmaking skills a sales team should possess. Partners are divided into sales teams that then compete with one another to win the business of a top prospect. Experienced professionals play the various roles in this selling scenario. As a result of this course, participants learn to:
• Control the energy of the selling process.
• Draft and deliver a compelling proposal.
• Become comfortable with team organizational selling.

Working within a team environment is an integral part of business today. This interactive program introduces participants to key coaching skills needed to lead a high-powered sales team. The program also provides participants with a framework for coaching staff. Coaching is designed to enhance performance; mentoring is designed to enhance the individual. This course helps participants to:
• Develop specific coaching plans for different personalities.
• Develop an accountability system for coaching.
• Teach others to develop coaching skills.
• Motivate a sales team of professional service providers.

Top professionals accurately qualify, assess and acquire top prospects. They consistently win prospects that are like the most valuable clients of the firm. Target Selling focuses on skills - both individual and team - that are needed to secure and serve top prospects. As a result of this course, participants learn how to:
• Refine their firm's target prospects.
• Access and develop larger and more profitable clients.
• Understand the organizational buying motives of major prospects.
• Better handle complex accounts.