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How to Become a Rainmaker The Rules for Getting and Keeping Customers and Clients

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ISBN-10: 0786865954

ISBN-13: 9780786865956

Edition: 2000

Authors: Jeffrey J. Fox

List price: $24.00
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Book details

List price: $24.00
Copyright year: 2000
Publisher: Hyperion Press
Publication date: 5/17/2000
Binding: Hardcover
Pages: 192
Size: 5.25" wide x 7.75" long x 0.75" tall
Weight: 0.550
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.

The Rainmaker's Credo
Always Answer the Question, "Why Should This Customer Do Business with Us?"
Obey Marketing's First Commandment
Customers Don't Care About You
Always Precall Plan Every Sales Call
Fish Where the Big Fish Are
Show Them the Money!
Earthquakes Don't Count
Killer Sales Question #1
Always Take the Best Seat in a Restaurant
Don't Drink Coffee on a Sales Call
You're Not at Lunch to Eat Lunch
Never Wear a Pen in Your Shirt Pocket
Killer Sales Question #2
Rainmakers Turn Customer Objections into Customer Objectives
Always Make a "Mid-Job, Next-Job" Recommendation
Treat Everybody You Meet as a Potential Client
Heed the Biggest Buy Signal
Killer Sales Question #3
Always Return Every Call Every Day
Learn the "Miles Per Gallon" of Selling
Beware the Myth of Time and Territory Management
Always Taste the Wine Before a Wine Tasting
Dare to Be Dumb
Always Do an Investment Return Analysis
Never Forget: Everybody Is Somebody's Somebody
Always Be on "High Receive"
If You Don't Care About the Answer, Don't Ask the Question
Never Be in a Meeting
Present for Show, Close for Dough
Advice to a Baby-sitter
Killer Sales Question #4
Give and Get
Sell on Friday Afternoons
"Break the Ice" at the End of the Sales Call
Use the Point System Every Day
A Shot on Goal Is Never a Bad Play
Don't Make Cold Calls
Show the Chain, Sell the First Link
Don't Talk with Food in Your Mouth
Killer Sales Question #5
Love Voice Mail
Park in the Back
Be the Best-Dressed Person You Will Meet Today
Why Breakfast Meetings Bring Rain
"Here's My Card..."
Killer Sales Question #6
Ten Things to Do Today to Get Business
How to Recognize a Rainmaker
The Rainmaker Extra: How to Dollarize
A Case Study: Mr. K.