How to Become a Rainmaker The Rules for

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.

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

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

Summary

Table of Contents

Supplemental Materials