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How to become a rainmaker : the people who get and keep customers

Author: Jeffrey J Fox
Publisher: New York : Hyperion, ©2000.
Edition/Format:   Print book : English : 1st edView all editions and formats
Summary:
"In today's business culture, sales is one of the most competitive fields. There are more products and services available than ever before. The choices are overwhelming. To succeed in sales, you must be above average. To be a star, you must make it rain. The rainmaker is the sales person everyone else wants to be. The rainmaker brings the art of the deal to new levels. He brings in the most money, gets the best  Read more...
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Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Jeffrey J Fox
ISBN: 0786865954 9780786865956
OCLC Number: 42690092
Description: xvii, 169 pages ; 20 cm
Contents: I The Rainmaker's Credo 5 --
II Always Answer the Question, "Why Should This Customer Do Business with Us?" 7 --
III Obey Marketing's First Commandment 10 --
IV Customers Don't Care About You 12 --
V Always Precall Plan Every Sales Call 14 --
VI Fish Where the Big Fish Are 18 --
VII Show Them the Money! 20 --
VIII Earthquakes Don't Count 25 --
IX Killer Sales Question #1 28 --
X Always Take the Best Seat in a Restaurant 30 --
XI Don't Drink Coffee on a Sales Call 32 --
XII You're Not at Lunch to Eat Lunch 35 --
XIII Never Wear a Pen in Your Shirt Pocket 37 --
XIV Killer Sales Question #2 39 --
XV Rainmakers Turn Customer Objections into Customer Objectives 42 --
XVI Always Make a "Mid-Job, Next-Job" Recommendation 46 --
XVII Treat Everybody You Meet as a Potential Client 49 --
XVIII Heed the Biggest Buy Signal 52 --
XIX Killer Sales Question #3 54 --
XX Always Return Every Call Every Day 59 --
XXI Learn the "Miles Per Gallon" of Selling 61 --
XXII Beware the Myth of Time and Territory Management 65 --
XXIII Always Taste the Wine Before a Wine Tasting 68 --
XXIV Dare to Be Dumb 71 --
XXV Always Do an Investment Return Analysis 75 --
XXVI Never Forget: Everybody Is Somebody's Somebody 78 --
XXVII Always Be on "High Receive" 80 --
XXVIII "Onionize" 83 --
XXIX If You Don't Care About the Answer, Don't Ask the Question 86 --
XXX Never Be in a Meeting 88 --
XXXI Present for Show, Close for Dough 91 --
XXXII Advice to a Baby-sitter 93 --
XXXIII Killer Sales Question #4 96 --
XXXIV Give and Get 99 --
XXXV Sell on Friday Afternoons 103 --
XXXVI "Break the Ice" at the End of the Sales Call 105 --
XXXVII Use the Point System Every Day 108 --
XXXVIII A Shot on Goal Is Never a Bad Play 110 --
XXXIX Don't Make Cold Calls 113 --
XL Show the Chain, Sell the First Link 115 --
XLI Don't Talk with Food in Your Mouth 119 --
XLII Killer Sales Question #5 121 --
XLIII Love Voice Mail 124 --
XLIV Park in the Back 129 --
XLV Be the Best-Dressed Person You Will Meet Today 131 --
XLVI Why Breakfast Meetings Bring Rain 133 --
XLVII "Here's My Card ..." 136 --
XLVIII Killer Sales Question #6 139 --
XLIX Ten Things to Do Today to Get Business 142 --
L How to Recognize a Rainmaker 144 --
The Rainmaker Extra: How to Dollarize 148 --
A Case Study: Mr. K. 155.
Responsibility: Jeffrey J. Fox.
More information:

Abstract:

"In today's business culture, sales is one of the most competitive fields. There are more products and services available than ever before. The choices are overwhelming. To succeed in sales, you must be above average. To be a star, you must make it rain. The rainmaker is the sales person everyone else wants to be. The rainmaker brings the art of the deal to new levels. He brings in the most money, gets the best paycheck, commands the most respect. Whatever item or service the rainmaker sells, it is sold effectively and successfully." "Jeffrey Fox can make any salesperson into a rainmaker. This new, hard-hitting collection of sales advice from the author of the best-selling How to Become CEO shows you 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. It's a terrific resource for CEOs, as well as anyone who'd like to excel in sales. Book jacket."--Jacket.

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