Secrets of Great Rainmakers The Keys to Success and Wealth

Name: Secrets of Great Rainmakers The Keys to Success and Wealth
Price: 4.31 USD
Availability: InStock
ISBN: 9781401301576

ISBN-10: 1401301576

ISBN-13: 9781401301576

Edition: 2006

Authors: Jeffrey J. Fox

List price: $34.00

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Jeffrey Fox interviewed dozens of businessmen and women who have achieved great success in their fields and distilled their advice for other aspiring rainmakers. The chapters include: Rainmaker Mottos Prepare To Be Lucky Why Customers Want to Give Referrals Relationships Are Bunk Take the Word "Price" Out of Your Vocabulary The Sales Prioritization System

Book details

List price: $34.00
Copyright year: 2006
Publisher: Hyperion Press
Publication date: 3/1/2006
Binding: Hardcover
Pages: 208
Size: 5.25" wide x 7.75" long x 0.75" tall
Weight: 0.616
Language: English

Jeffrey J Fox is the bestselling author of How to Become CEO, and How to Be a Rainmaker. He is a Harvard MBA and founder of Fox and Co. Inc a premier marketing consulting company in Connecticut. Fox is the subject of Harvard case study that is rated one of the top 100 case studies, and is thought to be one of the most widely taught marketing case studies in the world.



Acknowledgments


Introduction



A Career Odyssey: From Rookie to Rainmaker



Rainmakers Have No Competitors



Rainmaker Mottos



"You Can't Sell Beer Sitting at Your Desk"



Heed the First Buy Signal



Turn Six into $60,000



Selling Is a Contact Sport



Play Rolodex Roulette



How to Get an Appointment



How to Correctly Start Every Sales Call



The Real Secret About Asking for the Order



Take a Stroll



The Fisherman



Why Customers Want to Give Referrals



"Get the Blank Out of Here"



Something for Free Is Not a Loss Leader



Killer Sales Questions #1 and #2



Always Get Your Customer to Do Something



Paperboys



The Price Was Right



Reductio Ad Absurdum



Always Make That Last Call



Set to Get



Take the Word "Price" Out of Your Vocabulary



Make an Offer They Can't Refuse



Never Let Anyone Outwork You



Always Attempt a "One-Call" Close



Influence the Influencers



Silence Is Golden



Never Give a Quote



Killer Sales Questions #3 and #4



Politeness + Persistence = Performance



Always Take Notes



How to Conduct a Needs Analysis



How to Prepare a Presentation



Relationships Are Bunk



Please Pass the "P's"



Sell the Resellers



Personalize, Personalize, Personalize



Build Customer Value Files



Call on Marketing



Don't Mail Proposals



Use the MEV Sales Success Prioritization System



When You Get the Blues


Epilogue


Meet the Rainmakers