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9780786865956

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

by
  • ISBN13:

    9780786865956

  • ISBN10:

    0786865954

  • Format: Hardcover
  • Copyright: 2000-05-17
  • Publisher: Hachette Books

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.

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Summary

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 salesbe it books, cars, or real estateHow to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.

Table of Contents

Introduction 1(4)
The Rainmaker's Credo
5(2)
Always Answer the Question, ``Why Should This Customer Do Business with Us?''
7(3)
Obey Marketing's First Commandment
10(2)
Customers Don't Care About You
12(2)
Always Precall Plan Every Sales Call
14(4)
Fish Where the Big Fish Are
18(2)
Show Them the Money!
20(5)
Earthquakes Don't Count
25(3)
Killer Sales Question #1
28(2)
Always Take the Best Seat in a Restaurant
30(2)
Don't Drink Coffee on a Sales Call
32(3)
You're Not at Lunch to Eat Lunch
35(2)
Never Wear a Pen in Your Shirt Pocket
37(2)
Killer Sales Question #2
39(3)
Rainmakers Turn Customer Objections into Customer Objectives
42(4)
Always Make a ``Mid-Job, Next-Job'' Recommendation
46(3)
Treat Everybody You Meet as a Potential Client
49(3)
Heed the Biggest Buy Signal
52(2)
Killer Sales Question #3
54(5)
Always Return Every Call Every Day
59(2)
Learn the ``Miles Per Gallon'' of Selling
61(4)
Beware the Myth of Time and Territory Management
65(3)
Always Taste the Wine Before a Wine Tasting
68(3)
Dare to Be Dumb
71(4)
Always Do an Investment Return Analysis
75(3)
Never Forget: Everybody Is Somebody's Somebody
78(2)
Always Be on ``High Receive''
80(3)
``Onionize''
83(3)
If You Don't Care About the Answer, Don't Ask the Question
86(2)
Never Be in a Meeting
88(3)
Present for Show, Close for Dough
91(2)
Advice to a Baby-sitter
93(3)
Killer Sales Question #4
96(3)
Give and Get
99(4)
Sell on Friday Afternoons
103(2)
``Break the Ice'' at the End of the Sales Call
105(3)
Use the Point System Every Day
108(2)
A Shot on Goal Is Never a Bad Play
110(3)
Don't Make Cold Calls
113(2)
Show the Chain, Sell the First Link
115(4)
Don't Talk with Food in Your Mouth
119(2)
Killer Sales Question #5
121(3)
Love Voice Mail
124(5)
Park in the Back
129(2)
Be the Best-Dressed Person You Will Meet Today
131(2)
Why Breakfast Meetings Bring Rain
133(3)
``Here's My Card...''
136(3)
Killer Sales Question #6
139(3)
Ten Things to Do Today to Get Business
142(2)
How to Recognize a Rainmaker
144(11)
The Rainmaker Extra: How to Dollarize
148(7)
A Case Study: Mr. K. 155(12)
Epilogue 167

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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