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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients | [Jeffrey J. Fox]

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

Ever notice that there are people you work with who just make business happen? Listen to How to Become a Rainmaker to figure out the secret of being a storm front in your company. Let it pour!
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Publisher's Summary

A rainmaker is a person who brings revenue into an organization. That revenue comes from customers, it is the lifeforce of the organization, and without it the organization will die. That revenue is rain. Big-hitting rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles: owner, partner, sales representative, CEO, agent, managing director, and fund-raiser. Jeffrey Fox is a rainmaker who knows revenue production from the inside out and knows how to talk about it. In sharp, witty style, he pursues revenues and takes you along for the ride. This hard-hitting collection of sales and marketing advice is packed with 50 smart, no-nonsense tips that teach you how to woo and win any customer. Fox offers surprising, sometimes daring wisdom that will help you rise above the competition. You'll learn the Rainmaker's Credo, the 6 killer sales questions, why breakfast meetings bring rain, and the critical technique of dollarizing your product. If becoming a rainmaker is your goal - selling books or boxcars, computers or cough drops, or anything in between - this program is for you.

©2000 by Jeffrey J. Fox; (P)2000 by Audio Renaissance, an Imprint of Renaissance Media, Inc.

What Members Say

Average Customer Rating

3.8 (193 )
5 star
 (73)
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3.9 (52 )
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3.9 (51 )
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Performance
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  •  
    Kenneth Bentonville, AR, USA 04-17-05
    Kenneth Bentonville, AR, USA 04-17-05
    HELPFUL VOTES
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    "Short effective parables on selling"

    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.

    4 of 4 people found this review helpful
  •  
    Terri Fall Chruch, Vatican City State (Holy See) 10-05-03
    Terri Fall Chruch, Vatican City State (Holy See) 10-05-03 Member Since 2005
    HELPFUL VOTES
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    5
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    "If you are in sales this is a must read/listen"

    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.

    9 of 11 people found this review helpful
  •  
    Roger Ontario, Canada 08-08-14
    Roger Ontario, Canada 08-08-14 Member Since 2010

    If you always have a book with you...

    HELPFUL VOTES
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    "Great, even if your not in sales."

    This book is full of great tips for anyone. You don’t have to be in sales to benefit from listening to this book. But if you are in sales, you should give it a listen, it will help you become better at what you do. Like most books, this one is full of common sense tips, things you just don’t think of everyday. These bits of awesomeness are presented as rules, so you can break it down and just implement one thing at a time.

    If you are just starting your career in sales, this book will offer you a boost and the motivation we often need. If you are experienced in sales, listening to this book every once in a while, will refresh your perspective, get you out of a rut and propel you forward.

    This book is a quick listen with straight forward fresh ideas. Take notes, take action and make it Rain!

    1 of 1 people found this review helpful
  •  
    Jack USA 02-04-14
    Jack USA 02-04-14 Member Since 2012

    End of the world and Sci Fi are my favorites with a lot of historical fiction added in

    HELPFUL VOTES
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    "So basic you want to skip it"
    What could have made this a 4 or 5-star listening experience for you?

    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.


    What was most disappointing about Jeffrey J. Fox’s story?

    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.


    1 of 1 people found this review helpful
  •  
    a Dahinda, IL, United States 05-24-11
    a Dahinda, IL, United States 05-24-11 Member Since 2009
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    "Ack"

    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.

    1 of 1 people found this review helpful
  •  
    Drew San Antonio, TX, USA 03-04-07
    Drew San Antonio, TX, USA 03-04-07
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    "How to become a Rainmaker"

    I only give this title three stars because it's mostly common sense...You have the swagger or you don't...

    1 of 1 people found this review helpful
  •  
    Antonio Carlsbad, CA, United States 07-02-04
    Antonio Carlsbad, CA, United States 07-02-04 Member Since 2004
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    "Good Book not great but good"

    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

    2 of 3 people found this review helpful
  •  
    Poya Dubai, United Arab Emirates 08-24-14
    Poya Dubai, United Arab Emirates 08-24-14 Member Since 2010
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    "Highly Recommended for sales people"
    What made the experience of listening to How to Become a Rainmaker the most enjoyable?

    i think its very important for any one starting his life as a sales man or a business man to listen or read this book, grate lessons and very simple yet important points that will take you many years and mistakes to gather.

    Short useful and to the point.


    0 of 0 people found this review helpful
  •  
    Shanna 06-12-13
    Shanna 06-12-13 Listener Since 2010
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    "Selling 101"

    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.

    0 of 0 people found this review helpful
  •  
    Steve O 09-25-12
    Steve O 09-25-12 Member Since 2013
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    "Great stuff really helped me."

    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.

    0 of 0 people found this review helpful
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  • Bradley
    Portsmouth, Hampshire, United Kingdom
    7/24/06
    Overall
    "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!

    4 of 4 people found this review helpful
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