How to Close Sales that Exceed the Buyer's Budget

Members-only premium content Rainmaker Report Vol. 7 No. 22 - June 1, 2011  Follow Us  Like Us  LinkedIn  RSS               Don't Miss Tomorrow's Webinar: Strategies for Selling to the 8 Buyer Personas Understanding how and why clients buy is essential to selling success. Join us for this webinar with Mike Schultz, author of Rainmaking Conversations, where he'll share: * The 8 buyer personas * How to identify them * How to win them as clients based on the way they prefer to buy Register Now From the RainToday Store How to Meet Your Best Prospects Through Cold Calling How to Find Your Future Clients: Making Lead Generation Work for Your Firm Networking for Professional Services: A Primer for Relationship Building Case Study Ebook: 10 Content Marketing Success Stories   Social Networking for Professional Services Blogging, LinkedIn, Facebook, Twitter, MySpace, Podcasting, Wikis, del.icio.us, Digg, Flickr, YouTube. With all of the social media out there, how do you decide which tools are right for you? This how-to guide will help you identify which tools are right for your firm and teach you what you need to do to get started using them today. Download the Guide Inside This Issue - Articles Open Access until June 8, 2011   How to Sell around Budget Constraints - By Landy Chase  2 Forces that Drive Professional Services Sales - A RainToday Podcast with Harry Beckwith   3 Strategies that Turn Your Book into a Revenue Machine - By Vickie K. Sullivan Content Marketing Plan in Place--Now Create Some Content - By Joseph Riden  How to Write and Market a White Paper - A RainToday Eguide  Upcoming Events: Who Are You Selling To? Strategies for Selling to the 8 Buyer Personas - A RainToday Webinar with Mike Schultz, TOMORROW CEO Sales Summit Breakfast - A RAIN Group Event, June 8 Turn Your Marketing into a Powerful Lead Generation System - A RainToday Webinar with John Jantsch, June 28 View all upcoming events > To get access to all RainToday.com webinars and teleseminars, become a RainToday.com member. This Week on the RainMaker Blog: There's No Such Thing as a Bad Buyer Type Win New Clients--and Keep Them from Leaving >> Read all RainMaker Blog posts How to Sell around Budget Constraints - By Landy Chase In most cases, budgets are guidelines--and nothing more than that. You can get around this constraint by conducting a thorough needs analysis and making sure you are dealing with the decision maker. Follow this simple proposal strategy to get decision makers to push aside the budget and purchase what you suggest. Click here to continue. Working around Buyer Budgets No Budget, No Problem: The New Definition of a Qualified Sale When Clients Have No Budget: 18 Strategies to Get Funded New Book Rainmaking Conversations: Influence, Persuade, and Sell In Any Situation Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. The Wall Street Journal bestseller Rainmaking Conversations by Mike Schultz and John Doerr provides a proven system that will help you master the art of the sales conversation so you can close more deals, bring in more revenue, and be more successful. Learn More 2 Forces that Drive Professional Services Sales - A RainToday Podcast with Harry Beckwith When firms are equally competent in the services they provide, two things compel a buyer to choose one firm over another: comfort and passion. When someone feels comfortable with you and sees you are passionate about what you do, they will want to work with you. Listen as Harry Beckwith, author of Selling the Invisible and Unthinking: The Surprising Forces Behind What We Buy, discusses how firms can use those forces to increase sales. Click here to listen. 3 Strategies that Turn Your Book into a Revenue Machine - By Vickie K. Sullivan, Contributing Editor You invest a lot when you write a book. You give up revenue opportunities while you write and then you give more time and money to publish and promote it. You deserve a return on your investment that is more than kudos, applause, and 15 minutes of fame. Follow one of these strategies, and your next book can bring in what you really are in business for: cool clients, promising opportunities, and a bigger bottom line. Click here to continue. Before You Publish a Book The Business Impact of Writing a Book Writing Book Proposals that Win Publishing Contracts Content Marketing Plan in Place--Now Create Some Content - By Joseph Riden With your content marketing plan in place, it's time to start creating content and let the world know about it. Follow the steps in part two of this four-part article series to set up a blog platform, publish your articles, and email content to subscribers. Click here to continue. Read Part One in the Series: Don't Push: Create a Content Marketing System that Pulls Buyers to You How to Write and Market a White Paper - A RainToday Eguide White papers are one of the most effective offers used by professional services firms to generate new leads for their services. A well-written white paper allows you to demonstrate your expertise in a way that provides value to your prospects. But writing the white paper is only half the story. You must get it into the hands of decision makers. This eguide contains best practices, samples, templates, and tips you can use when writing and marketing your white paper. Click here to continue.  Featured Research Lead Generation Benchmark Report: How the Best Firms Fill the Pipeline In this report, you'll find the information and support you need to develop a winning roadmap for your lead generation success, including: Data from over 850 leaders of professional and technology services companies 246 pages of data and analysis on how to fill the pipeline with qualified leads Special appendix with industry results Expert analysis from RainToday and Information Technology Services Marketing Association (ITSMA) 8 lead generation best practices of top performing companies Discover how you can implement the industry's best lead generation practices to grow your company. Download the Lead Generation Report               Publisher Mike Schultz mschultz@raintoday.com General Manager Erica Stritch estritch@raintoday.com Editor/Inquiries Michelle Davidson mdavidson@raintoday.com Advertising Info Reach an audience of consulting, technology, financial and other professional service providers from the world's largest firms to solo practitioners, and everything in-between. Visit us for contact information and a current media kit at: http://www.raintoday.com/mediakit.cfm   Copyright © 2011 RainToday.com. All Rights Reserved. You received this newsletter at this address: ignoble.experiment@arconati.us as part of your membership to RainToday.com or because you are subscribed to our newsletter. Get this from a friend? Sign yourself up! Forward to a friend See email online White list us Need to unsubscribe? Click here RainToday.com 600 Worcester Road, Suite 301 Framingham, MA 01702 508-405-0438 Contact us at www.RainToday.com All logos and names are the copyrights of their respective owners. We protect your privacy.   Published by RAIN Group, a sales training, sales assessment, and sales performance improvement company that helps leading organizations improve sales results.