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Leadership and Professional Development









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Professional Services Professional: Commercial Rainmaker

COURSE TYPE

Foundation

Course Number

3822

Duration

3 Days

Enroll

About This Course: This PS Professional Rainmaker Foundation course has been designed to familiarize delegates with the basic principles for being a strong Rainmaker. The skills gained enable attendees to craft better solutions for the customer, accurately translating what they want, developing the ability to research and plan the customer meetings in advance and ensuring the right conversations occur during meetings, map results to their portfolio and translate into a clear scope or bid.

You Will Learn How To

  • Prepare for and pass the PS Professional Rainmaker certification
  • Accurately assess the customer needs and align them with current and future business offerings
  • Document a very high quality and concise scope of work
  • Ensure that every customer meeting has the relevant return on investment
  • Use the PATHS to Action framework for meeting effectiveness

Important Course Information

Course Preparation:

  • 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

Course Outline

  • Identifying the Needs of the Client

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
  • Client Meeting Effectiveness

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
  • Mastering Bid and Scope Management

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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Course Schedule

Attend this live, instructor-led course In-Class or Online via AnyWare.

Hassle-Free Enrollment: No advance payment required.
Tuition due 30 days after your course.

Feb 8 - 10 AnyWare Enroll Now

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Live, Online via AnyWare

Mar 1 - 3 Rockville, MD/AnyWare Enroll Now

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In-Class

Mar 22 - 24 Alexandria, VA/AnyWare Enroll Now

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In-Class

Apr 19 - 21 Herndon, VA/AnyWare Enroll Now

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In-Class

May 10 - 12 New York/AnyWare Enroll Now

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In-Class

May 31 - Jun 2 Rockville, MD/AnyWare Enroll Now

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In-Class

Jun 28 - 30 Alexandria, VA/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Jul 26 - 28 Herndon, VA/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Aug 9 - 11 New York/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Aug 30 - Sep 1 Rockville, MD/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Oct 4 - 6 Alexandria, VA/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Oct 18 - 20 Herndon, VA/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Nov 7 - 9 New York/AnyWare Enroll Now

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Live, Online via AnyWare
In-Class

Nov 29 - Dec 1 Rockville, MD/AnyWare Enroll Now

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In-Class

Guaranteed to Run

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Bring this Course to Your Organization and Train Your Entire Team
For more information, call 1-888-843-8733 or click here

Tuition

Standard

$2650

Government

$2355

Course Tuition Includes:

After-Course Instructor Coaching
When you return to work, you are entitled to schedule a free coaching session with your instructor for help and guidance as you apply your new skills.

Free Course Exam
You can take your course exam on the last day of your course and receive a Certificate of Achievement with the designation "Awarded with Distinction."

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Questions

Call 1-888-843-8733 or click here »

An experienced training advisor will happily answer any questions you may have and alert you to any tuition savings to
which you or your organization may be entitled.

Training Hours

Standard Course Hours: 9:00 am – 4:30 pm
*Informal discussion with instructor about your projects or areas of special interest: 4:30 pm – 5:30 pm


FREE Online Course Exam (if applicable) – Last Day: 3:30 pm – 4:30 pm
By successfully completing your FREE online course exam, you will:

  • Have a record of your growth and learning results.
  • Bring proof of your progress back to your organization
  • Earn credits toward industry certifications (if applicable)
  • Make progress toward one or more Learning Tree Specialist & Expert Certifications (if applicable)

Enhance Your Credentials with Professional Certification

Learning Tree's comprehensive training and exam preparation guarantees that you will gain the knowledge and confidence to achieve professional certification and advance your career.

Earn 17 Credits from NASBA

This course qualifies for 17 CPE credits from the National Association of State Boards of Accountancy CPE program. Read more ...

PS Professional is a certification program accredited by APMG International that develops commercial and personal strengths to complement existing technical expertise. Read more ...

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