Cover image for How to become a rainmaker : the people who get and keep customers
Title:
How to become a rainmaker : the people who get and keep customers
Author:
Fox, Jeffrey J., 1945-
Personal Author:
Edition:
First edition.
Publication Information:
New York : Hyperion, [2000]

©2000
Physical Description:
xvii, 169 pages ; 20 cm
Language:
English
ISBN:
9780786865956
Format :
Book

Available:*

Library
Call Number
Material Type
Home Location
Status
Central Library HF5438.4 .F69 2000 Adult Non-Fiction Non-Fiction Area
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Summary

Summary

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.


Author Notes

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.


Reviews 1

Booklist Review

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


Table of Contents

Introductionp. 1
I The Rainmaker's Credop. 5
II Always Answer the Question, "Why Should This Customer Do Business with Us?"p. 7
III Obey Marketing's First Commandmentp. 10
IV Customers Don't Care About Youp. 12
V Always Precall Plan Every Sales Callp. 14
VI Fish Where the Big Fish Arep. 18
VII Show Them the Money!p. 20
VIII Earthquakes Don't Countp. 25
IX Killer Sales Question #1p. 28
X Always Take the Best Seat in a Restaurantp. 30
XI Don't Drink Coffee on a Sales Callp. 32
XII You're Not at Lunch to Eat Lunchp. 35
XIII Never Wear a Pen in Your Shirt Pocketp. 37
XIV Killer Sales Question #2p. 39
XV Rainmakers Turn Customer Objections into Customer Objectivesp. 42
XVI Always Make a "Mid-Job, Next-Job" Recommendationp. 46
XVII Treat Everybody You Meet as a Potential Clientp. 49
XVIII Heed the Biggest Buy Signalp. 52
XIX Killer Sales Question #3p. 54
XX Always Return Every Call Every Dayp. 59
XXI Learn the "Miles Per Gallon" of Sellingp. 61
XXII Beware the Myth of Time and Territory Managementp. 65
XXIII Always Taste the Wine Before a Wine Tastingp. 68
XXIV Dare to Be Dumbp. 71
XXV Always Do an Investment Return Analysisp. 75
XXVI Never Forget: Everybody Is Somebody's Somebodyp. 78
XXVII Always Be on "High Receive"p. 80
XXVIII "Onionize"p. 83
XXIX If You Don't Care About the Answer, Don't Ask the Questionp. 86
XXX Never Be in a Meetingp. 88
XXXI Present for Show, Close for Doughp. 91
XXXII Advice to a Baby-sitterp. 93
XXXIII Killer Sales Question #4p. 96
XXXIV Give and Getp. 99
XXXV Sell on Friday Afternoonsp. 103
XXXVI "Break the Ice" at the End of the Sales Callp. 105
XXXVII Use the Point System Every Dayp. 108
XXXVIII A Shot on Goal Is Never a Bad Playp. 110
XXXIX Don't Make Cold Callsp. 113
XL Show the Chain, Sell the First Linkp. 115
XLI Don't Talk with Food in Your Mouthp. 119
XLII Killer Sales Question #5p. 121
XLIII Love Voice Mailp. 124
XLIV Park in the Backp. 129
XLV Be the Best-Dressed Person You Will Meet Todayp. 131
XLVI Why Breakfast Meetings Bring Rainp. 133
XLVII "Here's My Card..."p. 136
XLVIII Killer Sales Question #6p. 139
XLIX Ten Things to Do Today to Get Businessp. 142
L How to Recognize a Rainmakerp. 144
The Rainmaker Extra: How to Dollarizep. 148
A Case Study: Mr. K.p. 155
Epiloguep. 167

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