How to Become a Rainmaker

The Rules for Getting and Keeping Customers and Clients

Jeffrey J. Fox

Publisher: Hyperion, 2000 , 169 pages

ISBN: 0-7868-6595-4

Synopsis:

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In today's business culture, sales is one of the most competitive fields. There are more products and services available than ever before. The choices are overwhelming. To succeed in sales, you must be above average. To be a star, you must make it rain. The rainmaker is the sales person everyone else wants to be. The rainmaker brings the art of the deal to new levels. He brings in the most money, gets the best paycheck, commands the most respect. Whatever item or service the rainmaker sells, it is sold effectively and successfully.

Rainmakers are not born. They are made.

Jeffrey Fox can make any salesperson into a rainmaker. This new, hard-hitting collection of sales advice from the author of the best-selling How to Become CEO shows you how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company, in any field. It's a terrific resource for CEOs, as well as anyone who'd like to excel in sales.

Table of Contents:

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0. Introduction
1. The Rainmaker's Credo
2. Always Answer the Question, "Why Should This Customer Do Business with Us?"
3. Obey Marketing's First Commandment
4. Customers Don't Care About You
5. Always Precall Plan Every Sales Call
6. Fish Where the Big Fish Are
7. Show Them the Money!
8. Earthquakes Don't Count
9. Killer Sales Question #1
10. Always Take the Best Seat in a Restaurant
11. Don't Drink Coffee on a Sales Call
12. You're Not at Lunch to Eat Lunch
13. Never Wear a Pen in Your Shirt Pocket
14. Killer Sales Question #2
15. Rainmakers Turn Customer Objections into Customer Objectives
16. Always Make a "Mid-Job, Next-Job" Recommendation
17. Treat Everybody You Meet as a Potential Client
18. Heed the Biggest Buy Signal
19. Killer Sales Question #3
20. Always Return Every Call Every Day
21. Learn the "Miles Per Gallon" of Selling
22. Beware the Myth of Time and Territory Management
23. Always Taste the Wine Before a Wine Tasting
24. Dare to Be Dumb
25. Always Do an Investment Return Analysis
26. Never Forget: Everybody Is Somebody's Somebody
27. Always Be on "High Receive"
28. ”Onionize”
29. If You Don't Care About the Answer, Don't Ask the Question
30. Never Be in a Meeting
31. Present for Show, Close for Dough
32. Advice to a Baby-sitter
33. Killer Sales Question #4
34. Give and Get
35. Sell on Friday Afternoons
36. "Break the Ice" at the End of the Sales Call
37. Use the Point System Every Day
38. A Shot on Goal Is Never a Bad Play
39. Don't Make Cold Calls
40. Show the Chain, Sell the First Link
41. Don't Talk with Food in Your Mouth
42. Killer Sales Question #5
43. Love Voice Mail
44. Park in the Back
45. Be the Best-Dressed Person You Will Meet Today
46. Why Breakfast Meetings Bring Rain
47. "Here's My Card..."
48. Killer Sales Question #6
49. Ten Things to Do Today to Get Business
50. How to Recognize a Rainmaker
51. The Rainmaker Extra: How to Dollarize
52. A Case Study: Mr. K.
53. Epilogue