How to become a rainmaker The people who get and keep customers

Jeffrey J. Fox, 1945-

Book - 2000

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Subjects
Published
New York : Hyperion c2000.
Edition
1st ed
Language
English
Physical Description
169 p. ; 20 cm
ISBN
0786865954
Main Author
Jeffrey J. Fox, 1945- (-)
Review by Booklist Reviews

This is an afternoon read, pure and simple. And chances are good that once readers accept Fox's hard-hitting yet commonsense approaches, they'll accept his sales process, which applies, by the way, to selling widgets, promoting intangible services, or selling yourself. Every one of the author's 50 two-page to four-page chapters contains just one nugget of information more than the preceding section, enough to keep the momentum and the attention. A sad story about the hazards of drinking coffee (it spilled--and the prospect was then distracted by a second crisis) is followed by a notice not to eat a major meal during a sales lunch, which is promptly followed by "no pen in the shirt pocket" advice. Fox's seemingly disparate hints and tips, in short, comprise a very logical and memorable way of rainmaking, and a short tome that will show anyone the how-tos. ((Reviewed May 15, 2000)) Copyright 2000 Booklist Reviews

Review by Publishers Weekly Reviews

The author of How to Become CEO breezily offers basic insights into cultivating customers and keeping them happy. As he sees it, sales people aren't selling products; they're offering financial rewards. With the commandment, "Show them the money!" he advises, "Rainmakers don't sell fasteners or valves or washing machines or double-paned windows or tax audits... they sell reduced downtime, fewer repairs, better gas mileage, higher deposit interest." Fox also reminds readers of the importance of being polite to everyone on a sales call, relating how one salesman went out of his way to be polite to a receptionist and, some years later, was rewarded when she became a company executive who gave him business. He also emphasizes that greater preparation for sales calls directly correlates to better results; it shouldn't be unusual to spend weeks preparing for one meeting, he says. Fox's sometimes obvious practical advice (he reminds readers to never have coffee or eat with clients while doing business) will most benefit inexperienced salespeople. Agent, Doris S. Michaels Literary Agency. National radio satellite tour. (May) Copyright 2000 Cahners Business Information.

Review by Publisher Summary 1

In a practical guide to becoming a top-ranked salesperson, the author shares his secrets on how to rise above the competition

Review by Publisher Summary 2

In a practical guide to becoming a top-ranked salesperson, the author of How to Become a CEO shares his witty secrets on how to rise above the competition in such chapters as "Show Them the Money," "Dare to Be Dumb," "The Six Killer Sales Questions," "Earthquakes Don't Count," and "Sell on Friday Afternoons." 75,000 first printing.

Review by Publisher Summary 3

Rainmakers are not born. They are made. And Jeffrey Fox's powerful How to Become a Rainmaker will get you there.Now Updated and with New Success Tips! Filled with smart tips given in the Fox signature style, counter-intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers 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. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in sales--be it books, cars, or real estate--How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.

Review by Publisher Summary 4

Now Updated and with New Success Tips! Rainmakers are not born. They are made. And Jeffrey Fox's powerful HOW TO BECOME A RAINMAKER will get you there. Filled with smart tips given in the Fox signature style, counter-intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers 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. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in sales--be it books, cars, or real estate--How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.