Building successful firms is not about more business - instead, it is about better business. Sales savvy is concerned with bringing in better clients through an established referral network. An effective referral base is a powerful asset to any professional.
Students at Year Two of The Rainmaker Academy learn to position themselves as valued financial/business advisors, rather than vendors of services. To deliver a higher level of client service, participants also learn to understand, improve and manage clients' perceptions and buying motives, while helping solve clients' problems. Year Two also focuses on building listening, questioning and presentation skills, while continuing to develop higher-value contributions to the firm.
Each course is conducted at an Intermediate Level, and most Year-Two courses provide a minimum of 7 CPE hours (Team Selling provides 4 CPE hours).
Level: Intermediate / Prerequisite: Class six / CPE: 7
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THE RAINMAKER ACADEMY
Session Four: Class Seven
All successful business developers agree – the two most important skills in the entire selling process are listening and probing (i.e., questioning). These skills can also be applied in other areas of responsibility, such as recruiting and supervising. This program will help participants:
• Effectively read nonverbal communication.
• Listen for meaning/discover hidden agendas.
• Probe for information to qualify prospects.
• Remember facts, figures and other critical elements of a conversation.
• Listen to understand, not to respond.
Level: Intermediate / Prerequisite: Class Seven / CPE: 7
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THE RAINMAKER ACADEMY
Session four: Class Eight
Handling objections is often perceived as the most intimidating stage of the sales process. Through extensive role-playing and group activities, participants will understand that objections, a natural part of the sales process, provide an opportunity for participants to differentiate themselves and their firm. From this course, participants will:
• Learn the four main types of objections and how to deal with them.
• Position solutions to minimize objections.
• Uncover barriers to business development.
• Handle specific objections related to price.
Level: Intermediate / Prerequisite: Class Eight / CPE: 7
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THE RAINMAKER ACADEMY
Session Five: Class Nine
This course teaches participants to give compelling and powerful presentations to clients, prospects and professional audiences. Through a series of mini-presentations and videotaping, participants will learn effective presentation techniques. They will also develop powerful visual effects that will make presentations memorable. As a result, participants will:
• 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.
Intermediate / Prerequisite: Class Nine / CPE: 4
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THE RAINMAKER ACADEMY
Session Five: Class Ten
Participants will use the TEAM Profile® to understand how each individual on their team contributes to the team’s success. Team Selling will explain the various talents that a sales team must possess in order to reach its full potential. As a result of this course, participants will:
• Understand the need to develop sales teams.
• Understand the dynamics of high-performing sales teams.
• Improve current sales team productivity.
• Increase personal-communication effectiveness.
Level: Intermediate / Prerequisite: Class Ten / CPE: 14
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THE RAINMAKER ACADEMY
Session Six: Class Eleven
Advanced Selling and Proposal Skills represents a summation of previous learning while providing tools to move into a higher level of sales. This two-day course uses intensive role-playing to incorporate the range of rainmaking skills a sales team should possess. Participants will be divided into sales teams and will compete with one another to win the business of a top prospect. Experienced professionals will play the various roles in this selling scenario. In this course, participants will:
• Review the complete marketing and selling cycle.
• Draft and deliver a compelling proposal.
• Control the energy of the selling process.
• Become comfortable with team organizational selling.
