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Secrets of Great Rainmakers The Keys to Success and Wealth

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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
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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.

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
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
Meet the Rainmakers