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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients, by Jeffrey J. Fox
Download PDF How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients, by Jeffrey J. Fox
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Now Updated and with New Success Tips! Rainmakers are not born. They are made. And Jeffrey Fox's powerful HOW TO BECOME A RAINMAKER will get you there. 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 sales--be it books, cars, or real estate--How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.
- Sales Rank: #32047 in Books
- Brand: Hyperion
- Published on: 2000-05-17
- Released on: 2000-05-17
- Original language: English
- Number of items: 1
- Dimensions: 7.50" h x .0" w x 5.00" l, .59 pounds
- Binding: Hardcover
- 192 pages
- Great product!
From Booklist
This is an afternoon read, pure and simple. And chances are good that once readers accept Fox's hard-hitting yet commonsense approaches, they'll accept his sales process, which applies, by the way, to selling widgets, promoting intangible services, or selling yourself. Every one of the author's 50 two-page to four-page chapters contains just one nugget of information more than the preceding section, enough to keep the momentum and the attention. A sad story about the hazards of drinking coffee (it spilled--and the prospect was then distracted by a second crisis) is followed by a notice not to eat a major meal during a sales lunch, which is promptly followed by "no pen in the shirt pocket" advice. Fox's seemingly disparate hints and tips, in short, comprise a very logical and memorable way of rainmaking, and a short tome that will show anyone the how-tos. Barbara Jacobs
Copyright © American Library Association. All rights reserved
Review
"the best book on selling I've seen. Period." -- Gerald Sindell, President, Publishing Consulting Services
About the Author
Prior to starting Fox & Co. Jeffrey J. Fox worked in senior positions for three high powered consumer and industrial marketing companies. He was Vice President , Marketing, and a Corporate Vice President of Loctite Corp, now Henkel/Loctite. He was Director of Marketing for the wine divisions of The Pillsbury Co. He was the Director of New Products for Heublein, Inc, now Diageo. (All three companies became clients of Fox & Co.) Jeffrey is the winner of Sales & Marketing Management magazine's "Outstanding Marketer Award;" winner of the American Marketing Association's "Outstanding Marketer in Connecticut;" and the National Distributors Association's award as the nation's "Best Industrial Marketer." He is the subject of a Harvard Business School case study that is rated one of the top 100 case studies, and which is thought to be the most widely taught marketing case in the world. His books have been published in 35 languages. His offices are in Chester, Connecticut.
Most helpful customer reviews
2 of 2 people found the following review helpful.
How to succeed WITH trying
By Ricardo Mio
There are rainmakers and there are rainmakers. There are rainmakers operating at the senior level of management who make deals involving acquisitions and mergers entailing tens and hundreds of millions of dollars in company assets, and there are rainmakers who deal on the retail level who call on small, medium and large companies trying to make a sale. This book is about the latter. These are the salespeople who knock on doors for a living, who need that bonus check to make ends meet, who operate under the old adage, If you don’t sell you don’t eat.
When I was in retail we were taught the five steps to making a sale: (1) greet the customer (2) determine the need, (3) discuss benefits, (4) overcome objections, and (5) ask for the order. Simple, effective, artless. The really good salespeople, however--the 20 percent of the sales force that generated 80 percent of the business--worked hard and mastered the art of selling. And that’s at the heart of this book: mastering the art of selling. And it is an art, as surely as the Van Gogh hanging in the museum—a joy to behold.
I like this book for many reasons, but I like it mainly because the author, Jeffrey J. Fox, keeps it simple. Effective selling, the kind that can turn a business around, is hard work but it’s not complicated. Fox walks you through what it takes to succeed. Among the points I particularly liked: (1) customers are people too; treat each customer as you would treat yourself; (2) prepare: 90 percent of all sales calls are won or lost before the salesperson sees the customer; (3) selling is problem-solving: show how your product will make them more money; (4) it’s not about lunch; it’s about getting the customer’s commitment, getting the bill, and getting on to the next appointment; (5) salespeople welcome objections because they know objections are simply the way customers express their desires; (6) be nice to everyone; business can come from unexpected places; (7) never knock the competition: to do so is to impugn the intelligence of the customer; (8) return calls ASAP—rainmakers are not too big, too important, or too busy for anyone; (9) your job is to listen to your customer: turn off smartphones, tablets, and other electronic devices before you meet with a customer, and (10) don’t talk with food in your mouth; bad manners are off-putting: they signal insensitivity to others, an overly self-interested person, and an incomplete education. Be a model of decorum: acquire good table manners.
I knew people, good people, educated people who, for a variety of reasons, wound up in sales and didn’t like it. They either failed or barely eked out a living, forever dissatisfied with their lot in life. Why? Because they felt selling was beneath them. All the good sales people I knew, educated or not, were not proud. They worked hard, mastered the art of selling, and lived full, dignified, and satisfied lives.
1 of 1 people found the following review helpful.
The Very Best
By kenneth jones
I bought this book on the recommendation of a friend, read it the afternoon it arrived, and now have reordered five copies to give to my grandchildren as they graduate from college. It is the best description of how to be successful in any type of activity that I have ever read. Whether it is a for profit business, a local charity or even in getting things accomplished at your church, you can benefit from this short book. Every organization needs a "rainmaker" ... not just to sell your product but to focus the entire effort on one goal. The book is organized in 2 and 3 page chapters or examples making it an easy read ... plus it is fun. No wonder it is considered one of the top 100 business books of all time. We hope to get Mr. Fox here for a meeting to share some of his success stories for our local community college. Ken Jones
0 of 0 people found the following review helpful.
Must have!
By Harmony Perry
Wow! This book totally exceeded my expectations! I highly reccomend this for anyone who owns a business, is in sales, in a leadership position, or really is looking to have success in the corporate and/or marketing arena! As an entrepreneur, this book has certainly opened my eyes to a lot of do's and don'ts & has taught me very much. I am having much more success with my customers & my general people skills overall. This arrived on time & in perfect condition. Thank you!
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