How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients

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Hyperion, May 17, 2000 - Business & Economics - 192 pages
3 Reviews
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.
 

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Review: How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients

User Review  - Tony - Goodreads

One of the few sales books that I actually enjoyed reading. Lots of good tips for being a good salesperson, not just a "how to" oversimplified strategy. Read full review

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Contents

The Rainmakers Credo
5
Always Answer the Question Why Should This Customer Do Business with Us?
7
Obey Marketings First Commandment
10
Customers Dont Care About You
12
Always Precall Plan Every Sales Call
14
Fish Where the Big Fish Are
18
Show Them the Money
20
Earthquakes Dont Count
25
Always Be on High Receive
80
Onionize
83
If You Dont Care About the Answer Dont Ask the Question
86
Never Be in a Meeting
88
Present for Show Close for Dough
91
Advice to a Babysitter
93
Killer Sales Question
96
Give and Get
99

Killer Sales Question 1
28
Always Take the Best Seat in a Restaurant
30
Dont Drink Coffee on a Sales Call
32
Youre Not at Lunch to Eat Lunch
35
Never Wear a Pen in Your Shirt Pocket
37
Killer Sales Question 2
39
Rainmakers Turn Customer Objections into Customer Objectives
42
Always Make a MidJob NextJob Recommendation
46
Treat Everybody You Meet as a Potential Client
49
Heed the Biggest Buy Signal
52
Killer Sales Question 3
54
Always Return Every Call Every Day
59
Learn the Miles Per Gallon of Selling
61
Beware the Myth of Time and Territory Management
65
Always Taste the Wine Before a Wine Tasting
68
Dare to Be Dumb
71
Always Do an Investment Return Analysis
75
Never Forget Everybody Is Somebodys Somebody
78
Sell on Friday Afternoons
103
Break the Ice at the End of the Sales Call
105
Use the Point System Every Day
108
A Shot on Goal Is Never a Bad Play
110
Dont Make Cold Calls
113
Show the Chain Sell the First Link
115
Dont Talk with Food in Your Mouth
119
Killer Sales Question 5
121
Love Voice Mail
124
Park in the Back
129
Be the BestDressed Person You Will Meet Today
131
Why Breakfast Meetings Bring Rain
133
Heres My Card
136
Killer Sales Question 6
139
Ten Things to Do Today to Get Business
142
How to Recognize a Rainmaker
144
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About the author (2000)

Prior to starting Fox & Co. Jeffrey J. Fox worked in senior positions for three high powered consumer and industrial marketing companies. He was Vice President , Marketing, and a Corporate Vice President of Loctite Corp, now Henkel/Loctite. He was Director of Marketing for the wine divisions of The Pillsbury Co. He was the Director of New Products for Heublein, Inc, now Diageo. (All three companies became clients of Fox & Co.) Jeffrey is the winner of Sales & Marketing Management magazine's "Outstanding Marketer Award;" winner of the American Marketing Association's "Outstanding Marketer in Connecticut;" and the National Distributors Association's award as the nation's "Best Industrial Marketer." He is the subject of a Harvard Business School case study that is rated one of the top 100 case studies, and which is thought to be the most widely taught marketing case in the world. His books have been published in 35 languages. His offices are in Chester, Connecticut.

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