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