RAIN Selling^SM: The Sales Methodology for Selling Professional Services

The challenge

Company leaders: “We need more sales!” (Doesn’t everyone?)

Typical response: “We will provide more business development training.”

The reality: Business development training is not always the best answer. Too many methodologies:

1. Focus only on how to sell and not how buyers buy
   
   
2. Provide the concept of a magic bullet for all sales situations
   
   
3. Do not work for those people who must sell services (multiple buyers, selling intangibles and complex services, and facing long sales cycles)
   
   
4. Offer a dip in the pool, but do not recognize that business development training, like business development itself, requires a process that supports results over time
   
   
5. Do not recognize that business development skills are just one of the influencers for achieving greater success in selling
   
   

You need a training methodology that goes beyond helping business developers do a little better and sell a little more. At Wellesley Hills Group it’s our mission to help you develop an army of rainmakers, top performers who drive robust revenue growth.

The solution

RAIN Group’s RAIN Selling^SM training programs provide a dynamic approach that encompasses all the components necessary for success in complex sales, including:

• The specific skills needed to sell successfully
  
  
• An understanding of how buyers view the sales and buying processes
  
  
• Tools and techniques designed specifically for the complex sale
  
  
• Performance support to ensure that skills and knowledge are enhanced and embraced over the long haul
  
  

Based on our extensive research and personal experience on how clients buy, and how the top performing sales people (what we call rainmakers) sell, RAIN Selling offers a complete methodology covering everything from planning to prospecting to solution crafting to closing to expanding client accounts. With our blended learning approach combining a rigorous sales assessment, live interactive workshops, and online sessions and reinforcement, we can help you develop sales skills in an efficient and results-producing way.

Each of our RAIN Selling training modules can be customized to fit your particular company situation. Combined with our pre-course Rainmaker Assessment, your training experience will be exactly what  your professionals and sales force need to make significant improvements in their sales efforts right from the start.

Business Development Training Modules

Wellesley Hills Group's business development training modules include:

• The RAIN Selling Seminar: How to Sell Professional Services (core program): The flagship program for the RAIN Selling curriculum provides the key skills needed to get started in selling your services and headed down the path to rainmaker success.

• Selling Major Accounts with RAIN Selling: Calling on major accounts is time consuming and risky. You will learn how to develop a strategic sales plan that will help you focus on the best opportunities and get the most from your time spent developing them.

• RAIN Selling Prospecting and Appointment Setting: One of the most common challenges in the sales process is getting new prospects into the front of the pipeline. This module covers the best ways to prospect, including how to make cold calling work for you.

• Sales Negotiations with RAIN Selling: Negotiating the best arrangement is crucial for keeping margins and profitability high. This module helps you reach the best win-win situations for your company and your clients.

• Becoming a Rainmaker: The RAIN Selling Path to Personal Success: Top performing business developers plan their work and work their plan. In this module, you will learn to create plans that allow you to reach the highest career and financial success and provide the detail required to get you there.

• Coaching Rainmakers with RAIN Selling: One of the necessary ingredients for success of any group of professionals or business developers is the accessibility to good coaching. You will learn how to help your professionals and business developers get the most out of each sales situation.

• Sales Management with RAIN Selling: Managing a business development team or overseeing professionals with business development responsibilities is one of the more difficult jobs in any company. You will learn to understand your management style, develop goals, recruit and interview, and bring your team to peak performance.

The results

By employing the RAIN Selling methodology, our clients have achieved results such as:

• Increased the size of their average contract by 50% at an environmental engineering firm
• Closed three new deals within 3 months at a large regional accounting firm (after closing no deal in the previous 12 months)
• Increased their cross-selling results from zero to five in just six months at a mid-size health care consulting firm
• Increased  sales performance year over year in excess of 80% at a technology services firm
• Increased key account revenue by more than 200%
• Increased per sales representative revenue productivity from an average of $300,000 to an average of over $500,000 in six months, with a run rate average of $1.2 million per sales rep
  
  

Speaking and Facilitation: As well as delivering business development training programs, Wellesley Hills Group leaders deliver a variety of presentations at in-house functions, and facilitate retreats and strategy meetings. Learn more>>

Can Wellesley Hills Group help you improve current rainmaking success at your organization?

Give us a call at 508-626-9991, send us an email, or fill out our contact form to learn how we can help you increase rainmaker production at your service business.