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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Free Download How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
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Product details
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Audible Audiobook
Listening Length: 2 hours and 8 minutes
Program Type: Audiobook
Version: Unabridged
Publisher: Macmillan Audio
Audible.com Release Date: June 6, 2000
Language: English, English
ASIN: B0000544VF
Amazon Best Sellers Rank:
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!
When it comes to how to accomplish more sales and the best sales training available -- this is the # 1 book to read, heed and actually DO the advice given. When you do, you'll become the highly paid Rainmaker you dream of being and able to write you own ticket to sales success. I already have the earlier edition and was so glad to see this update.
I was disappointed at first when I received this book. It was too small and slim to be useful, I thought. Wrong! It's full of good ideas and timely reminders for anyone who makes their living from causing and fulfilling other people's buying decisions.As a consultant (rather than a product salesperson), some of the product-oriented advice wasn't applicable to my practice. The advice to "dollarize" customers' benefits are easier with "hard products" than they are with "soft services," but Fox does not address this challenge.Those issues aside, I like the short but intense style, with each of the chapters taking little more than 2-3 pages (500-750 words). I remember watching a friend of mine, an antiques dealer, work with a customer. I thought, "He forgot to ask killer sales question number...," letting the customer leave the store even after expressing specific interest in purchaing an item. The book's style allows one to easily remember snippets like the six "killer sales questions" (each with its own chapter).This is not a huckster's book, either. There's a heavy message of respect for the customer, fair dealing, not wasting time (yours OR your customer's), and attentiveness to the customer's wishes. Rainmakers thrive on relationships, not "quick kill" sales.Fox also discusses this when addressing prospecting. He recommends prospecting a reasonably small number of targeted customers and investing time and effort in each one. PLan repeat contacts progressing toward a sale. Don't scatter your time and talents all over the board, mistaking effort for accomplishment."Rainmaker" is a valuable addition to my consulting library, and its compact size will make it easy to carry along with me for inspiration and recollection.
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.
The content is good for a beginner. By chapter two I reminded myself that the content is a good refresher. By chapter 3, I quit. Not because of the content, but because of the narrator. The gentleman who does the audio narration is just boring and uses the same repetitive cadence, tone, and inflection.
Bought for my 4 person sales team and we all have enjoyed becoming "Rainmakers". Has sparked new ideas and a positive approach to our sales.
Author gets straight to the point with no BS advice and solid principles. One of the best sales books I've read in a while. Great stuff for the serious sales professional.
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