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

by Fox, Jeffrey J.

• ISBN13: 9780786865956
• ISBN10: 0786865954
• Format: Hardcover
• Copyright: 2000-05-17
• Publisher: Hachette Books

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