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PS Professional® Rainmaker Foundation
COURSE INFORMATION
The main goal is to make technical people more commercial and more sales oriented and commercial. The challenge with technical people is the need to be recognised as an expert, which leads to Rolls Royce solutions, things customers don’t want or need. This is at conflict with how you want to behave to develop effective outcomes with customers.
Rainmaker deals with everything in the sales cycle from client needs identification, 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.
Description
All classes are run virtually - live Instructor Led via GoToTraining and Promote - our Learning Transfer Platform until further notice.The main goal is to make technical people more commercial and more sales oriented and commercial. The challenge with technical people is the need to be recognised as an expert, which leads to Rolls Royce solutions, things customers don’t want or need. This is at conflict with how you want to behave to develop effective outcomes with customers.
Rainmaker deals with everything in the sales cycle from client needs identification, 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.
Rainmaker has 3 levels of accreditation:
- Foundation
- Practitioner
- Professional
What are the foundations of being a Rainmaker?
The foundations for a strong rainmaker are being good in front of the customer and accurately translating what they want, not what you have. The key to building these foundations are developing the ability to research and plan the customer meeting in advance and ensure the right conversations occur during the meeting, and then map to your portfolio. Finally translating this into a clear scope or bid.
Learning Objectives
Participants completing this course will be able to:Mastering scope and bid management Being able to document a very high quality and concise scope of work and bid following customer discussions and internal meetings, which is clear and measurable but stands out by giving the customer the wow factor
Client meetings effectiveness Having the ability to ensure that every customer meeting has the relevant return on investment and manages to hit the spot because of the ability to re- plan and understand where the customer may be in advance of the meeting
Client needs identification Possess the skill to be able to ask very good questions, that enable you to get the customer to articulate their issues for you to address, and have the skill to see the wood from the trees by being able to identify and translate what the real needs are.
Successful candidates will receive an internationally recognised PS Professional® Rainmaker Foundation certificate, which is administered by the APM Group.
PS Professional Rainmaker® is a Registered Trade Mark of the APM Group. The Swirl logo™ is a trade mark of APM Group.
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