How to become a rainmaker : the people who get and keep customers

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

Jeffrey J. Fox, 1945-

Book - 2000

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Subjects
Sales management.
Selling.
Customer relations.
Success in business.
Published
New York : Hyperion c2000.
Language
English
Main Author
Jeffrey J. Fox, 1945- (-)
Edition
1st ed
Physical Description
169 p. ; 20 cm
ISBN
9780786865956
  • Introduction
  • I. The Rainmaker's Credo
  • II. Always Answer the Question, "Why Should This Customer Do Business with Us?"
  • III. Obey Marketing's First Commandment
  • IV. Customers Don't Care About You
  • V. Always Precall Plan Every Sales Call
  • VI. Fish Where the Big Fish Are
  • VII. Show Them the Money!
  • VIII. Earthquakes Don't Count
  • IX. Killer Sales Question #1
  • X. Always Take the Best Seat in a Restaurant
  • XI. Don't Drink Coffee on a Sales Call
  • XII. You're Not at Lunch to Eat Lunch
  • XIII. Never Wear a Pen in Your Shirt Pocket
  • XIV. Killer Sales Question #2
  • XV. Rainmakers Turn Customer Objections into Customer Objectives
  • XVI. Always Make a "Mid-Job, Next-Job" Recommendation
  • XVII. Treat Everybody You Meet as a Potential Client
  • XVIII. Heed the Biggest Buy Signal
  • XIX. Killer Sales Question #3
  • XX. Always Return Every Call Every Day
  • XXI. Learn the "Miles Per Gallon" of Selling
  • XXII. Beware the Myth of Time and Territory Management
  • XXIII. Always Taste the Wine Before a Wine Tasting
  • XXIV. Dare to Be Dumb
  • XXV. Always Do an Investment Return Analysis
  • XXVI. Never Forget: Everybody Is Somebody's Somebody
  • XXVII. Always Be on "High Receive"
  • XXVIII. "Onionize"
  • XXIX. If You Don't Care About the Answer, Don't Ask the Question
  • XXX. Never Be in a Meeting
  • XXXI. Present for Show, Close for Dough
  • XXXII. Advice to a Baby-sitter
  • XXXIII. Killer Sales Question #4
  • XXXIV. Give and Get
  • XXXV. Sell on Friday Afternoons
  • XXXVI. "Break the Ice" at the End of the Sales Call
  • XXXVII. Use the Point System Every Day
  • XXXVIII. A Shot on Goal Is Never a Bad Play
  • XXXIX. Don't Make Cold Calls
  • XL. Show the Chain, Sell the First Link
  • XLI. Don't Talk with Food in Your Mouth
  • XLII. Killer Sales Question #5
  • XLIII. Love Voice Mail
  • XLIV. Park in the Back
  • XLV. Be the Best-Dressed Person You Will Meet Today
  • XLVI. Why Breakfast Meetings Bring Rain
  • XLVII. "Here's My Card..."
  • XLVIII. Killer Sales Question #6
  • XLIX. Ten Things to Do Today to Get Business
  • L. How to Recognize a Rainmaker
  • The Rainmaker Extra: How to Dollarize
  • A Case Study: Mr. K.
  • Epilogue
Review by Booklist Review

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. --Barbara Jacobs

From Booklist, Copyright (c) American Library Association. Used with permission.

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