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Rainmaker

A Rainmaker ‘creates rain’ i.e. they bring in the sales. So to be a good Rainmaker, you need to be good in front of the customer and accurately translate what it is that they want, and not what you have to offer them.

The objective of the course is to enable you to connect with and collaborate with clients and understand their challenges. It reveals a deep commercial awareness and sales orientation and enables you to accurately assess the customers’ needs and align them with current and future business offerings.

An important objective is to prepare delegates to create professionally prepared proposals after capturing client information with the help of a proposal team using proposal build processes and review role players.

Introduction

A Rainmaker ‘creates rain’ i.e. they bring in the sales. So to be a good Rainmaker, you need to be good in front of the customer and accurately translate what it is that they want, and not what you have to offer them. 

The objective of the course is to enable you to connect with and collaborate with clients and understand their challenges.  It reveals a deep commercial awareness and sales orientation and enables you to accurately assess the customers’ needs and align them with current and future business offerings.

An important objective is to prepare delegates to create professionally prepared proposals after capturing client information with the help of a proposal team using proposal build processes and review role players.

Outcomes

  • You will be able to connect the customer needs with the company’s products and services, better, focussing on the former.
  • You will able to convince buyers that they can achieve maximum return with acceptable risk through your proposal
  • You will be able to collaborate with your customer to achieve a mutual goal derived from joint efforts
  • Buyers buy from people they TRUST – you will be able to use Competence, Integrity and Intimacy to improve your chances of success.
  • Awareness of the profile of Insight Sellers will give you understanding of the qualities of successful Rainmakers
  • With “Information Capture” you progress from an initial unknown position to a favoured position as viewed by the customer
  • Equipped with the “ingredients” of a professionally prepared proposal, your chances of success increase resulting in improved revenue

Who should attend?

All role players participating in the preparation of tender bids and / or role players who have contact with customers e.g. Key account managers, technical role players designing solutions, etc  

Proposal managers, Project managers, consultants and support staff needing a comprehensive understanding of all aspects of customer engagement

The standard package inclusions

Delegates will receive the three reference books on which this course is based, a course workbook (with copies of all slides used and notes for the essential topics to be discussed), the PSP Rainmaker syllabus, sample exams and the examination rationale (explanation of answers to questions).  The cost for the examination is included.  Refreshments and a light luncheon are also included.

Duration and Delivery

The course takes place over four weeks using one day a week in which the group get together.  The 60 minute exam takes place on the morning after the fourth group meeting.

Evening work and exam preparation

Delegates should plan to spend time during each week (between group sessions) reading and highlighting the reference books – to gain the most from the course.

Your greatest value that you will receive, will be determined by your willingness to implant new habits into your working and private lives and persevere with them for the rest of your life.

Pre-course work

Where possible you will receive one reference book and a questionnaire before the course starts.  You will be asked to fill in the questionnaire and bring it with you on the first day of the course.  You will also be asked to read the first few chapters of the reference book.

Prerequisites

Some basic understanding of business principles

Examination

PSP Rainmaker Foundation is a sixty minute examination performed after the fourth group meeting.  It is made up of 75 multiple choice questions.  The exam is closed book.  The pass mark is 50%.

Renowned reference books used

Rainmaker Course Reference Books

 

Introduction
 
This segment of PSP (Rainmaker) deals with everything in the sales cycle from client needs identification and honing consultative skills to writing winning proposals.  The secret to success is being really customer and sales oriented, with a true entrepreneurial spirit, a rainmaker (make rain where there isn’t any) who has earned the right to sell more.  You’re ahead of the game understanding what customers want and making sure every interaction and touch point stands out and makes a difference, whilst making a profit for the organisation.
There are three sections of Rainmaker that prepare the course delegate to contribute towards customer engagement.  The first section focusses on the understanding and practice of the interaction with the customer – how to interact with buyers.  What Buyers Want:
RAIN Selling and the RAIN Making Conversation Framework
Insight Selling and Rainmaking
 
Level 1: Connect
  • Importance of Personal Connection and Developing Trust
  • Principle of How People Buy
  • Active Listening Skills
          Establishing Value and the Value Proposition Stool
          Connecting the Dots
          Disruptive Questions
          Vision, Motivators and Hot Buttons
          Types of Benefits
          Theme Statements and Value Propositions
Level 2: Convince
  • Persuasion
  • Communication Techniques
  • The Convincing Story Framework
  • Perception of Risk
Level 3: Collaborate
  • Psychological Ownership
  • Five Common Traits of Collaboration
  • PATHs to Action
  • Objections versus Conditions
  • Attributes of an Insight Seller
  • Six Buyers Personas and Insight Selling
3 levels of Rain Selling
The second section of Rainmaker describes the structure of capturing information for preparation of a proposal.  The roles of Change Manager, Proposal Manager and Programme Manager are allocated responsibilities.  They are the lead roles required to produce a professionally prepared proposal and to maintain contact with the customer.  The process framework (diagram below) is followed while interacting with the customer and managing the preparation of the proposal.
The third section of Rainmaker has three aims (to prepare a professional proposal):
  1. Help individuals and organizations win competitive business more effectively, efficiently and consistently
  2. Offer clear guidance to business development professionals that is practical and easy to find
  3. Record best-practice guidelines
Both the second and third sections of Rainmaker (above) make use of the process model below.
Rainmaker Process Model
 
 
Convincing story framework (part of first section, above)
Insight selling isn’t just about finding and winning opportunities: it’s about driving change: helping buyers get from where they are now to a better place. It would be nice simply to be able to state to someone, “You’re here; you should be there” and have them see the light, but that isn’t how it happens.  Each encounter with the customer presents an opportunity to use the conversation framework.
When sellers tell stories and take buyers on an emotional journey, buyer’s don’t just understand where they want to be; they feel it and see it. If that feeling is different and better than how they feel now, they’ll be compelled to do something about it.
Rain Making Framework
Recommended Reading
 
The Rainmaker foundation course is supported by the following titles which will be provided as part of the course.
Rainmaker foundation course
Methods of presentation
 
For best and lasting impact, this course should be delivered in the classroom format because there are exercises and group dynamics that bring added value to the reference material.  The Workbook contains valuable insight into how best to interpret elements of the reference books.  Delegates also have the opportunity to ask questions and receive answers immediately.  Two standard methods of delivery are offered:
 
1. For delegates with limited “prime time” availability
 
For this delivery method, the course syllabus will be split up into say 4-hour weekly time slots
 
2. For delegates who can afford to be away from office for a full day
 
A course launch will require a 3-hour workshop to set the ground rules and make self-reading suggestions.
The following programme will then be followed:
Rainmaker Program
3. Delivery arrangements can be made for specific customer circumstances
 
Important observation
 
The three reference books used during the Rainmaker Foundation course are well known books and could possibly have been read casually by delegates considering attending this course.  Those considering the course could think that they should pass this course by because they have “heard” about the books.  This will be most unwise.
 
This is not “just another sales course”!  It is a proven method of serving your customer with greater success.  It results in a win / win approach for buyers and sellers.
 
The reference books have become classics because of their positive change they bring to many people’s lives.  To achieve this positive change, the reference books need to be understood, digested and the positive changes in behaviour allowed to become OUTCOMES as the changes are put into practice.  The purpose of the one hour exam at the end of the course is to confirm that the delegates DO understand the key benefits that can be derived.  Ideally, there should be follow-up workshops where the content of this course is refreshed and higher levels of application planned and achieved.  The Rainmaker Practitioner course is the follow on course for this foundation course and should serve as a step-up course for the professional striving for an even higher level of excellence.
 
A third Rainmaker Professional course will bring the delegate into an even higher level of professionalism.

 

1. This segment of PSP (Rainmaker) deals with everything in the sales cycle from client needs identification and honing consultative skills to writing winning proposals.
2. The first section focusses on the understanding and practice of the interaction with the customer – how to interact with buyers.  What Buyers Want:
  • RAIN Selling and the RAIN Making Conversation Framework
  • Insight Selling and Rainmaking
3. The second section of Rainmaker describes the structure of capturing information for preparation of a proposal.
4. The third section of Rainmaker has three aims (to prepare a professional proposal):
  • Help individuals and organizations win competitive business more effectively, efficiently and consistently
  • Offer clear guidance to business development professionals that is practical and easy to find
  • Record best-practice guideline

Rainmaker Cost Summary