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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients | 
 enlarge | Author: Jeffrey J. Fox
Publisher: Hyperion
Category: Book
List Price: $16.95
Buy New: $6.40
You Save: $10.55 (62%)
New (8) Used (11) from $3.28
Avg. Customer Rating:  68 reviews
Sales Rank: 180979
Format: Bargain Price
Media: Hardcover
Number Of Items: 1
Pages: 192
Shipping Weight (lbs): 0.4
Dimensions (in): 7.3 x 5.1 x 0.8
Dewey Decimal Number: 658.8
ASIN: B000NA226M
Publication Date: May 17, 2000
Availability: Usually ships in 1-2 business days
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Product Description
In "How To Become A Rainmaker," Jeffery Fox has written a winning handbook filled with short, pithy advice that will raise some eyebrows and, no doubt, the income levels of those who are willing to follow the suggestions to make it rain. You too can make it rain today and every day! Jeffery J. Fox is the bestselling author of "How To Become CEO" and founder of Fox & Co, a premier marketing consulting company in Avon, Connecticut, serving over sixty industries. Fox is the subject of a Harvard Business study that is rated one of the top 100 case studies, and is thought to be the most widely taught marketing case in the world. Fox earned his MBA at Harvard Business School. He lives in Connecticut in the US.
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| Customer Reviews: Read 63 more reviews...
 spring practice for sales people October 31, 2008
Sales people, like athletes need to practice, get back to basics. Jeff Fox's book is a good way to get some "spring practice" in. A quick, enjoyable read, this will help you re-focus on what's important in your sales/business development activities. Read it, work it, expand upon it.
 Great insights, easy to listen to July 9, 2008
It's difficult for me to get into audio books while commuting, but I really did enjoy this offering from Jeffrey Fox. The chapters and concepts were kept to a succinct 3-5 minutes each - which was the perfect amount of time to get the point across without belaboring it. The narrator had a pleasant voice, and I found it easy and enjoyable to get through all of this material (even though I don't believe this resource had immediately turned me into a sales guru just by listening to it).
The approaches, techniques and strategies Fox covers can be applied by just about any business professional, especially those who either fear or have misconceptions about what effective selling really is. I recommend this resource to all of my creative freelance readers.
JM Tuber
Author of "Being a Starving Artist Sucks", ISBN: 0981622003
Good book for the sales benniner January 25, 2008
2 out of 2 found this review helpful
This is a simple, deep, and effective yet very misunderstood concepts. The principals and advice seem simple, but have a deeper meaning. I don't consider myself a salesman and when my very successful sales manager in my company recommended it, I knew there might be something to it.
Each short chapter lists and explains the credo the Rainmaker should have in order to be successful in sales. While they seem basic, the underlining meaning is that MOST sales people do not adhere to these principals. He constantly reminds the reader that sales in not about the salesman (though he can benefit), it is all about the customer. An attitude lost in today's greed stricken world of "what's in it for me."
Learning the techniques will help especially if you are just starting out in sales or want to be a better one. If I had this book when I sold real estate, I would have made a million dollars in the first year.
After reading this book and applying the principals, my salesmanship has increased the profit for my company and has brought higher rewards for me. This is a plus with any book.
I definitely recommend this book to all those who want to learn about sales, is just starting out in sales or wants to be more effective at work.
Enjoy
Motivational, fast paced, focused January 10, 2008
The vocabulary is simple, like you were explaining something to your dog. The book has the feeling of a Boy Scout Manual. As it turns out, a Rainmaker is a lot like a Boy Scout; helpful, friendly, courteous, kind, obedient, thrifty, brave, clean, and reverent.
Having read this book, you get the feeling you have been to the mountain top, talked to the big guy, got the big ten, and you are ready to make a sell. A great read for morale building.
Ah, if you can't finish reading this book in an hour, it was written for you.
After a Year the results speak January 2, 2008
2 out of 2 found this review helpful
I read these reviews for help ascertaining the practical usefulness of a sales book. The thousands of reviews written by fellow authors which abound throughout the review on business/sales books I discount as completely worthless, authors scratching each others backs. Then there are the reviews by all the folks that know nothing of what sales is like in the real trenches of belly to belly selling. Worthless as well. Then the reviews by so called sales people and sales managers that is their opinion of the book being a "good" book or a "bad" book, that have suggestions, systems, etc. that they deem worthy or unworthy based on nothing more then their decree. No help for a salesman looking to better his skills and productivity.
I started last January and used the dollarization principle as part of every sales process for the year. This single principal drove my closing rate into the 90 percentile (93%) when presenting to the decision maker. My closing rate dropped to 76% when I have been forced to "sell by messenger" (i.e. selling my messenger occurred at times due to my own failure to present only to the final decision maker).
I also specifically used the principal regarding a "shot on goal" to close my biggest sale of the year which paid me a commission of a little under $12,000.
I use Mr. Fox's magic appointment setting words that make setting appointments with qualified prospects a natural, zero stress process (next time you have some one on the phone you have qualified and would like to meet just say the magic words..."do you have your calendar handy?" Direct, to the point and works in setting appointments with folks you want to see.
I've read libraries of sales books and my personal feeling has always been that if I pick up just one tip that helps close a sale the book was worth while. Well the rain maker books did that and much more for me. Here are the stats after 1 yr. on a national sales team of 37 sales reps, B2B, financial industry:
*Sales ranking went from 3 in the country to number 1
(4th person in country has 30% of the sales volume as number 3)
*Sales increase 2006 to 2007; 89% increase in sales
*46% increase in income in 2007 over 2006
So hopefully this was a little more helpful as a review for my friends that are shoulder to shoulder with me in the frontlines of selling.
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