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

Keywords: Sales

Last modified: Aug. 4, 2021, 7:17 p.m.

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.

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

Reviews

How to Become a Rainmaker

Reviewed by Roland Buresund

Bad ** (2 out of 10)

Last modified: May 21, 2007, 3:06 a.m.

A lot of bad anecdotes and other myths, that Jeffrey tries to pass of as sales wisdom…

OK, an innocent and young salesperson, that never has met a customer before, can maybe (just maybe, as s/he has to be very naive as well) find something to learn from this rubbish.

It is books like this that gives management litterature a bad name. Avoid!

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