Secrets of Great Rainmakers The Keys to

In Secrets of the Great Rainmakers you'll learn how to outsmart the competition and set yourself apart from the pack. In over 50 interviews with industry leaders from a wide variety of fields, bestselling author Jeffrey J. Fox will share the proven techniques and hard-won wisdom that have helped great rainmakers get ahead, along with his trademark brand of counterintuitive insight and commentary that have made his books so popular.

Acknowledgments	xiii
Introduction	1	(3)
I A Career Odyssey: From Rookie to Rainmaker	4	(8)
II Rainmakers Have No Competitors	12	(3)
III Rainmaker Mottos	15	(14)
IV "You Can't Sell Beer Sitting at Your Desk"	29
V Heed the First Buy Signal	22	(4)
VI Turn Six into $60,000	26	(3)
VII Selling Is a Contact Sport	29	(2)
VIII Play Rolodex Roulette	31	(3)
IX How to Get an Appointment	34	(5)
X How to Correctly Start Every Sales Call	39	(3)
XI The Real Secret About Asking for the Order	42	(5)
XII Take a Stroll	47	(5)
XIII The Fisherman	52	(3)
XIV Why Customers Want to Give Referrals	55	(3)
XV "Get the Blank Out of Here"	58	(3)
XVI Something for Free Is Not a Loss Leader	61	(3)
XVII Killer Sales Questions #1 and #2	64	(3)
XVIII Always Get Your Customer to Do Something	67	(3)
XIX Paperboys	70	(4)
XX The Price Was Right	74	(2)
XXI Reductio Ad Absurdum	76	(4)
XXII Always Make That Last Call	80	(4)
XXIII Set to Get	84	(4)
XXIV Take the Word "Price" Out of Your Vocabulary	88	(4)
XXV Make an Offer They Can't Refuse	92	(4)
XXVI Never Let Anyone Outwork You	96	(3)
XXVII Always Attempt a "One-Call" Close	99	(2)
XXVIII Influence the Influencers	101	(3)
XXIX Silence Is Golden	104	(4)
XXX Never Give a Quote	108	(4)
XXXI Killer Sales Questions #3 and #4	112	(3)
XXXII Politeness + Persistence = Performance	115	(4)
XXXIII Always Take Notes	119	(4)
XXXIV How to Conduct a Needs Analysis	123	(4)
XXXV How to Prepare a Presentation	127	(6)
XXXVI Relationships Are Bunk	133	(4)
XXXVII Please Pass the "P's"	137	(3)
XXXVIII Sell the Resellers	140	(5)
XXXIX Personalize, Personalize, Personalize	145	(3)
XL Build Customer Value Files	148	(4)
XLI Call on Marketing	152	(4)
XLII Don't Mail Proposals	156	(3)
XLIII Use the MEV Sales Success Prioritization System	159	(4)
XLIV When You Get the Blues	163	(4)
Epilogue	167	(2)
Meet the Rainmakers	169

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Secrets of Great Rainmakers The Keys to Success and Wealth

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Table of Contents

Supplemental Materials