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One of the three core components of TIGI's proprietary New Adaptive Selling Process (NAS), Creating Rainmakers is tailored to your organization's specific situation and organizational priorities.
Elite salespeople. The people that take your business over-the-top. Learn what makes them, what distinguishes them from others and what can you expect from them. Most importantly, TIGI will help you create them from within.
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WHAT IS A RAINMAKER?
A rainmaker is an elite salesperson characterized by 5 distinct attributes:
- Rainmakers work very hard; they start early and finish late driving activity focused on results.
- Rainmakers work smart -- they are strategic about the effort they expend.
- Rainmakers build, maintain and protect their credibility.
- With customers rainmakers have a reputation for being problem solvers, diligent, and responsive.
- With the company rainmakers typically expect to be recognized as high performers. They want to be known as elite.
- In every case, rainmakers are described as very well informed about the customer, industry and the company. They use this knowledge to influence the customer and the company. For rainmakers, Credibility is a core asset.
- Rainmakers do not tolerate obstacles. Many times something out of our control happens that obstructs the sales process. This can be an internal obstacle, or an external obstacle. When an obstacle pops up, Rainmakers do not stop selling. They will sell the company on why the internal obstacle should be removed, modified, or overcome; they will sell the customer on why to proceed in the same way. Rainmakers never stop selling.
- Rainmakers fill gaps to create comprehensive solutions. Few customers get everything they want from a single company; there are often gaps in what is needed, and what a specific company can provide. In this situation Rainmakers find the other pieces and parts needed to craft a comprehensive solution and sell those as well. They will creatively and credibly collect what is needed to satisfy an important customer’s needs. Sometimes a customer solution requires something from outside the company’s product line e.g. Another company’s product, software, financing. Rainmakers make the deal, and will assemble what’s needed to make the deal.
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WHY DO YOU WANT RAINMAKERS IN YOUR SALES TEAM?
Having a group of Rainmakers selling for a company can change the face of that industry. Further, Rainmakers elevate the performance of the organization and can create a positive rivalry within a sales team. They are always selling, and will sell the team on working together if that furthers their goals.
HOW DO YOU FIND OR MAKE A RAINMAKER?
Hire based on reputation as a rainmaker OR hire a bright and motivated person to a profile. Then you need to train, mentor, and reward them according to that profile.
HOW DO YOU MOTIVATE AND NURTURE A RAINMAKER?
Help them promote their personal brand, their credibility. Name solutions, deals, and processes after them. Have them engaged in selling others on their process. Give them more ambitious goals and correspondingly large rewards.
WHAT SHOULD I EXPECT FROM A RAINMAKER?
Massive action; Candid feedback; A loyal customer base; A loyal support team; Creative solutions; Demands for a high pay-out. |
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