How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Cl
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List Price: $17.95
Our Price: $16.85
Your Save: $ 1.10 ( 6% )
Availability:
Manufacturer: Macmillan Audio
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Average Customer Rating:   
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Binding: Audio Cassette
Dewey Decimal Number: 658.8
EAN: 9781559275972
Format: Audiobook
ISBN: 1559275979
Label: Macmillan Audio
Number Of Items: 2
Number Of Pages: 2
Publication Date: 2000-05-19
Publisher: Macmillan Audio
Studio: Macmillan Audio
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Spotlight customer reviews:
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Customer Rating:
Summary: spring practice for sales people
Comment: Sales people, like athletes need to practice, get back to basics. Jeff Fox's book is a good way to get some "spring practice" in. A quick, enjoyable read, this will help you re-focus on what's important in your sales/business development activities. Read it, work it, expand upon it.
Customer Rating:
Summary: Great insights, easy to listen to
Comment: It's difficult for me to get into audio books while commuting, but I really did enjoy this offering from Jeffrey Fox. The chapters and concepts were kept to a succinct 3-5 minutes each - which was the perfect amount of time to get the point across without belaboring it. The narrator had a pleasant voice, and I found it easy and enjoyable to get through all of this material (even though I don't believe this resource had immediately turned me into a sales guru just by listening to it).
The approaches, techniques and strategies Fox covers can be applied by just about any business professional, especially those who either fear or have misconceptions about what effective selling really is. I recommend this resource to all of my creative freelance readers.
JM Tuber
Author of "Being a Starving Artist Sucks", ISBN: 0981622003
Customer Rating:
Summary: Good book for the sales benniner
Comment: This is a simple, deep, and effective yet very misunderstood concepts. The principals and advice seem simple, but have a deeper meaning. I don't consider myself a salesman and when my very successful sales manager in my company recommended it, I knew there might be something to it.
Each short chapter lists and explains the credo the Rainmaker should have in order to be successful in sales. While they seem basic, the underlining meaning is that MOST sales people do not adhere to these principals. He constantly reminds the reader that sales in not about the salesman (though he can benefit), it is all about the customer. An attitude lost in today's greed stricken world of "what's in it for me."
Learning the techniques will help especially if you are just starting out in sales or want to be a better one. If I had this book when I sold real estate, I would have made a million dollars in the first year.
After reading this book and applying the principals, my salesmanship has increased the profit for my company and has brought higher rewards for me. This is a plus with any book.
I definitely recommend this book to all those who want to learn about sales, is just starting out in sales or wants to be more effective at work.
Enjoy
Customer Rating:
Summary: Motivational, fast paced, focused
Comment: The vocabulary is simple, like you were explaining something to your dog. The book has the feeling of a Boy Scout Manual. As it turns out, a Rainmaker is a lot like a Boy Scout; helpful, friendly, courteous, kind, obedient, thrifty, brave, clean, and reverent.
Having read this book, you get the feeling you have been to the mountain top, talked to the big guy, got the big ten, and you are ready to make a sell. A great read for morale building.
Ah, if you can't finish reading this book in an hour, it was written for you.
Customer Rating:
Summary: After a Year the results speak
Comment: I read these reviews for help ascertaining the practical usefulness of a sales book. The thousands of reviews written by fellow authors which abound throughout the review on business/sales books I discount as completely worthless, authors scratching each others backs. Then there are the reviews by all the folks that know nothing of what sales is like in the real trenches of belly to belly selling. Worthless as well. Then the reviews by so called sales people and sales managers that is their opinion of the book being a "good" book or a "bad" book, that have suggestions, systems, etc. that they deem worthy or unworthy based on nothing more then their decree. No help for a salesman looking to better his skills and productivity.
I started last January and used the dollarization principle as part of every sales process for the year. This single principal drove my closing rate into the 90 percentile (93%) when presenting to the decision maker. My closing rate dropped to 76% when I have been forced to "sell by messenger" (i.e. selling my messenger occurred at times due to my own failure to present only to the final decision maker).
I also specifically used the principal regarding a "shot on goal" to close my biggest sale of the year which paid me a commission of a little under $12,000.
I use Mr. Fox's magic appointment setting words that make setting appointments with qualified prospects a natural, zero stress process (next time you have some one on the phone you have qualified and would like to meet just say the magic words..."do you have your calendar handy?" Direct, to the point and works in setting appointments with folks you want to see.
I've read libraries of sales books and my personal feeling has always been that if I pick up just one tip that helps close a sale the book was worth while. Well the rain maker books did that and much more for me. Here are the stats after 1 yr. on a national sales team of 37 sales reps, B2B, financial industry:
* Sales ranking went from 3 in the country to number 1
(4th person in country has 30% of the sales volume as number 3)
* Sales increase 2006 to 2007; 89% increase in sales
* 46% increase in income in 2007 over 2006
So hopefully this was a little more helpful as a review for my friends that are shoulder to shoulder with me in the frontlines of selling.
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Editorial Reviews:
|
Customer Rating:
Summary: spring practice for sales people
Comment: Sales people, like athletes need to practice, get back to basics. Jeff Fox's book is a good way to get some "spring practice" in. A quick, enjoyable read, this will help you re-focus on what's important in your sales/business development activities. Read it, work it, expand upon it.
Customer Rating:
Summary: Great insights, easy to listen to
Comment: It's difficult for me to get into audio books while commuting, but I really did enjoy this offering from Jeffrey Fox. The chapters and concepts were kept to a succinct 3-5 minutes each - which was the perfect amount of time to get the point across without belaboring it. The narrator had a pleasant voice, and I found it easy and enjoyable to get through all of this material (even though I don't believe this resource had immediately turned me into a sales guru just by listening to it).
The approaches, techniques and strategies Fox covers can be applied by just about any business professional, especially those who either fear or have misconceptions about what effective selling really is. I recommend this resource to all of my creative freelance readers.
JM Tuber
Author of "Being a Starving Artist Sucks", ISBN: 0981622003
Customer Rating:
Summary: Good book for the sales benniner
Comment: This is a simple, deep, and effective yet very misunderstood concepts. The principals and advice seem simple, but have a deeper meaning. I don't consider myself a salesman and when my very successful sales manager in my company recommended it, I knew there might be something to it.
Each short chapter lists and explains the credo the Rainmaker should have in order to be successful in sales. While they seem basic, the underlining meaning is that MOST sales people do not adhere to these principals. He constantly reminds the reader that sales in not about the salesman (though he can benefit), it is all about the customer. An attitude lost in today's greed stricken world of "what's in it for me."
Learning the techniques will help especially if you are just starting out in sales or want to be a better one. If I had this book when I sold real estate, I would have made a million dollars in the first year.
After reading this book and applying the principals, my salesmanship has increased the profit for my company and has brought higher rewards for me. This is a plus with any book.
I definitely recommend this book to all those who want to learn about sales, is just starting out in sales or wants to be more effective at work.
Enjoy
Customer Rating:
Summary: Motivational, fast paced, focused
Comment: The vocabulary is simple, like you were explaining something to your dog. The book has the feeling of a Boy Scout Manual. As it turns out, a Rainmaker is a lot like a Boy Scout; helpful, friendly, courteous, kind, obedient, thrifty, brave, clean, and reverent.
Having read this book, you get the feeling you have been to the mountain top, talked to the big guy, got the big ten, and you are ready to make a sell. A great read for morale building.
Ah, if you can't finish reading this book in an hour, it was written for you.
Customer Rating:
Summary: After a Year the results speak
Comment: I read these reviews for help ascertaining the practical usefulness of a sales book. The thousands of reviews written by fellow authors which abound throughout the review on business/sales books I discount as completely worthless, authors scratching each others backs. Then there are the reviews by all the folks that know nothing of what sales is like in the real trenches of belly to belly selling. Worthless as well. Then the reviews by so called sales people and sales managers that is their opinion of the book being a "good" book or a "bad" book, that have suggestions, systems, etc. that they deem worthy or unworthy based on nothing more then their decree. No help for a salesman looking to better his skills and productivity.
I started last January and used the dollarization principle as part of every sales process for the year. This single principal drove my closing rate into the 90 percentile (93%) when presenting to the decision maker. My closing rate dropped to 76% when I have been forced to "sell by messenger" (i.e. selling my messenger occurred at times due to my own failure to present only to the final decision maker).
I also specifically used the principal regarding a "shot on goal" to close my biggest sale of the year which paid me a commission of a little under $12,000.
I use Mr. Fox's magic appointment setting words that make setting appointments with qualified prospects a natural, zero stress process (next time you have some one on the phone you have qualified and would like to meet just say the magic words..."do you have your calendar handy?" Direct, to the point and works in setting appointments with folks you want to see.
I've read libraries of sales books and my personal feeling has always been that if I pick up just one tip that helps close a sale the book was worth while. Well the rain maker books did that and much more for me. Here are the stats after 1 yr. on a national sales team of 37 sales reps, B2B, financial industry:
* Sales ranking went from 3 in the country to number 1
(4th person in country has 30% of the sales volume as number 3)
* Sales increase 2006 to 2007; 89% increase in sales
* 46% increase in income in 2007 over 2006
So hopefully this was a little more helpful as a review for my friends that are shoulder to shoulder with me in the frontlines of selling.
Rainmakers make the big bucks. For their companies and for themselves. Here’s how.
The rainmaker is the person who brings big clients, big money, and big deals into an organization. How do they make the rain fall? Waiting for luck won’t do, a very particular human being must get involved. Successful rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles—owner, partner, sales representative, CEO, agent, managing director, and fund-raiser.
Author Jeffrey Fox is a rainmaker who knows how to talk about his gift. He pursues revenues and, in his sharp, witty style, takes you along for the ride. This hard-hitting collection of sales and marketing stories is packed with fifty smart, no-nonsense tips that show you how to succeed with any customer.
Fox will explain the Rainmaker’s Credo, why customers don’t care about you, the six killer sales questions, why you should dare to be dumb, and why breakfast meetings bring rain. He’ll help you discover why you should never be “in a meeting,” why earthquakes don’t count, why you should sell on Friday afternoons, and other critical skills. If becoming a rainmaker is your goal—whatever your business—this program is for you.
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