Cover & Diagrams

resource preview
resource preview

Download and customize more than 500 business templates

Start here ⬇️

Go to dashboard to view and download stunning resources

Download

Synopsis

A rainmaker is anyone who creates revenue for a company, particularly in sales. Jeffrey Fox's How to Become a Rainmaker teaches anyone how to make it rain. With short, to-the-point chapters filled with practical advice and humor, Fox teaches effective selling techniques that are easy to apply immediately.

While much of the advice may seem like common sense, the book offers proven techniques that will help new and experienced salespeople improve their sales. From practical planning to professional attire, the focus of each technique is always on the customer and how to keep them happy. Common sense or not, the advice in this book works.

stars icon
1 questions and answers
info icon

There are several highly regarded books on negotiation that can provide valuable insights and strategies. \n\nGetting to Yes by Roger Fisher and William Ury is a classic in the field. It introduces the concept of principled negotiation, focusing on interests rather than positions.\n\nNever Split the Difference by Chris Voss is another excellent book. Voss is a former FBI hostage negotiator and his book provides real-world negotiation strategies.\n\nBargaining for Advantage by G. Richard Shell provides a comprehensive overview of negotiation strategies and techniques, combining theory with practical advice.\n\nNegotiation Genius by Deepak Malhotra and Max Bazerman, both professors at Harvard Business School, offers a scientific approach to negotiation, backed by extensive research.\n\nEach of these books offers unique perspectives and valuable advice on negotiation. It's recommended to read multiple books to gain a well-rounded understanding of negotiation techniques.

stars icon Ask follow up

Download and customize more than 500 business templates

Start here ⬇️

Go to dashboard to view and download stunning resources

Download

Summary

Common sense isn't always so common and the advice here serves as a reminder of how important the basics really are. Readers appreciate the straightforward approach of the book and often find that they are "guilty" of not using some of the most basic techniques for sales. These reminders help seasoned salespeople get back to proven tactics and create a solid foundation for people new to sales. From planning to sales meetings, the techniques drive home the "customer first" mentality.

stars icon Ask follow up

Of all the advice in this book, it's the "Rainmaker's Credo" that offers some of the best "common sense" practices to increase sales. These tips alone will help anyone that deals with customers.

  • Cherish customers at all times.
  • Treat customers as you would your best friend.
  • Listen to customers and decipher their needs.
  • Make (or give) customers what they need.
  • Price your product to its dollarized value.
  • Show customers the dollarized value of what they will get.
  • Teach customers to want what they need.
  • Make your product the way customers want it.
  • Get your product to your customers when they want it.
  • Give your customers a little extra more than they expect.
  • Remind customers of the dollarized value they received.
  • Thank each customer sincerely and often.
  • Make it easy for customers to pay you so they won't go somewhere else.
  • Ask to do it again.
stars icon Ask follow up

Much of this credo will be familiar to most readers. It's familiar because it works and most readers will find at least one or two of these that they are "guilty" of not using consistently.

These best practices teach readers how to create a great customer experience that leads to sales. Other sections in the book teach readers how to get in front of that customer. For helping sales people stay organized and on track, Fox offers an easy-to-use checklist called the "4 point daily plan." The plan creates a practical way to measure sales progress. The goal of this simple plan is to get 4 points every day. One point is won for getting a referral or lead. Another point is won by getting an appointment with a decision maker. The third point is won by meeting the decision maker and, you guessed it, the fourth point is won by getting a commitment to close the deal. Simple, measurable and effective.

stars icon Ask follow up

If you want to learn effective selling or get back to the basics of successful selling, How to Become a Rainmaker will get you there and serve as a go-to guide for a successful sales career.

Download and customize more than 500 business templates

Start here ⬇️

Go to dashboard to view and download stunning resources

Download