©2000 by Jeffrey J. Fox; (P)2000 by Audio Renaissance, an Imprint of Renaissance Media, Inc.
Fox offers "two-page" principles with examples throughout this two hour audio book. Not only does it help you refocus your efforts for more effective sales calls, it does so in short, "car-ride friendly" chapters. Not only are most of the lessons applicable right away, but it also made me a more discriminating customer.
Most important lessons are "The customer doesn't care about you," "Pre-sales call planning," "Dollarize," and even a great lesson on how to properly leave a voice mail.
This should be one of many (read: not the only) tool in your sales AND customer service tool box.
Mr. Fox gets right to the point no messing around. I learned alot about what I can do better when meeting with clients and following up on leads. I can't wait for my next sales presentation to use some of his recommendations. I would highly recommend this book to anyone in sale. Using Mr. Fox's recommendations you will results.
I probably had my expectations set too high but this is very much a beginner book and it sprinkles in, what I think is, some terrible advice. For example, advice such as having secretarial staff lie about where the salesman is (i.e. not admit he's out to lunch, not admit he's in a meeting, not admit he's on vacation, etc) seem to me to be a horrific idea. I think the general public understands the need for a lunch break and won't begrudge someone a vacation so long as the client's account is still taken care of. Little issues such as don't drink coffee, don't put ink pens in your breast pocket etc. also seem to border on silliness. I understand coffee spills and pens leak... stuff happens. Again, I think most clients could appreciate the situation.
I got a lot of great ideas and questions I should have been asking. However i feel that the book is lacking somthing. but the killer sales questions are great and have come in handy
End of the world and Sci Fi are my favorites with a lot of historical fiction added in
If your aim is to be a Rainmaker you probably know a little more than the verge sales person. So skip all of the basics that come in Sales 101. We already know that spilling coffe on the customer's desk is a no no.
Far too simplistic. Give me five key things a rainmaker does that others do not. Forget telling me all the basic that any competent sales person has before they apply for a job.
Generally, I thought this book offered some solid advice. Experienced sales people may find it a little too basic, but for someone trying to transition into sales, like an engineer moving into business development, it's an excellent primer.
I got a few good nuggets out of it, but it's not the rainmaking gospel I thought it would be. I was looking for something geared more toward how professional services firms build consistent business. My interpretation of a rainmaker is someone at a partner or principal level that provides consistent business for the firm. This book is geared more toward the average salesman.
I have run my small business for over 25 years now, but most of our work has been through referrals and word of mouth. The time has come to do more outgoing sales and thus I've been reading and listening to things to help me become a salesman, or in this case a rainmaker.
I've listened twice now, the second time bookmarking sections as I listened, then going back a third time and listening to the bookmarked sections and taking notes.
Some highlights of the book:
The Pre call planning list. This really helped me to go into a call prepared, prepared to get my points of differences across, to express meaningful benefits, to anticipate concerns and objections. An objection can be turned to an objective. If the prospect says our prices are too high I could say "So our objective is to get you the product you want with a pricing arrangement that works for you, correct?"
The point system. Getting leads, appointments, meetings or commitments.
Understanding that when I have an arranged call or meeting with someone that the work is far along already. They wouldn't be talking to me if they weren't interested in our services. They want something, they need something, they have a problem. My job is to find out what that is. To "onionize" peel back the layers of the onion with questions to find out what is important to them.
Well read, well thought out ideas. I highly recommend this book.
Yes, lots of advises for sales persons
The way he explain things and make it easy to understand
His advises can help a new or an old season sales person
Helped me understand what I did not know about a rainmaker sales person. Cry because I wish I had known this sooner.
If you are new to or struggling with sales, this book will help you understand what it takes to become a Rainmaker for your company. You wont be disappointed with this book.
It actually teaches a process of how to think from a customer viewpoint & how to always get the sale.
Learning the Rainmaker process.
How to access the Very Important Top Officer (VITO) by accessing through the gatekeeper.
Yes, I have listened to it at least 3 times a week b/c repetition allows you to retain this methodology.
You must send a Rainmaker proposal to every prospective business owner in order for you to get the decision maker appointment. This will lead to you closing the business.
"Great practical advice"
Although like most titles in the marketplace this book is 'a bit American' for many Brits, I found it very interesting and am convinced that the information can be applied succesfully when tailored a bit for local tastes. I rate this as one of the very best business books that I have listened to because it delivers the all important ingredient of business success - making the cash registers ring!
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