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

by Fox, Jeffrey J.

ISBN13: 9780786885121

ISBN10: 0786885122

Format: Paperback

Pub. Date: 2005-03-01

Publisher(s): Hyperion Books

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Summary

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.

Introduction	p. 1
The Rainmaker's Credo	p. 5
Always Answer the Question, "Why Should This Customer Do Business with Us?"	p. 7
Obey Marketing's First Commandment	p. 10
Customers Don't Care About You	p. 12
Always Precall Plan Every Sales Call	p. 14
Fish Where the Big Fish Are	p. 18
Show Them the Money!	p. 20
Earthquakes Don't Count	p. 25
Killer Sales Question #1	p. 28
Always Take the Best Seat in a Restaurant	p. 30
Don't Drink Coffee on a Sales Call	p. 32
You're Not at Lunch to Eat Lunch	p. 35
Never Wear a Pen in Your Shirt Pocket	p. 37
Killer Sales Question #2	p. 39
Rainmakers Turn Customer Objections into Customer Objectives	p. 42
Always Make a "Mid-Job, Next-Job" Recommendation	p. 46
Treat Everybody You Meet as a Potential Client	p. 49
Heed the Biggest Buy Signal	p. 52
Killer Sales Question #3	p. 54
Always Return Every Call Every Day	p. 59
Learn the "Miles Per Gallon" of Selling	p. 61
Beware the Myth of Time and Territory Management	p. 65
Always Taste the Wine Before a Wine Tasting	p. 68
Dare to Be Dumb	p. 71
Always Do an Investment Return Analysis	p. 75
Never Forget: Everybody Is Somebody's Somebody	p. 78
Always Be on "High Receive"	p. 80
"Onionize"	p. 83
If You Don't Care About the Answer, Don't Ask the Question	p. 86
Never Be in a Meeting	p. 88
Present for Show, Close for Dough	p. 91
Advice to a Baby-sitter	p. 93
Killer Sales Question #4	p. 96
Give and Get	p. 99
Sell on Friday Afternoons	p. 103
"Break the Ice" at the End of the Sales Call	p. 105
Use the Point System Every Day	p. 108
A Shot on Goal Is Never a Bad Play	p. 110
Don't Make Cold Calls	p. 113
Show the Chain, Sell the First Link	p. 115
Don't Talk with Food in Your Mouth	p. 119
Killer Sales Question #5	p. 121
Love Voice Mail	p. 124
Park in the Back	p. 129
Be the Best-Dressed Person You Will Meet Today	p. 131
Why Breakfast Meetings Bring Rain	p. 133
"Here's My Card..."	p. 136
Killer Sales Question #6	p. 139
Ten Things to Do Today to Get Business	p. 142
How to Recognize a Rainmaker	p. 144
The Rainmaker Extra: How to Dollarize	p. 148
A Case Study: Mr. K.	p. 155
Epilogue	p. 167
Table of Contents provided by Syndetics. All Rights Reserved.