How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
From Booklist
This is an afternoon read, pure and simple. And chances are good that once readers accept Fox's hard-hitting yet commonsense approaches, they'll accept his sales process, which applies, by the way, to selling widgets, promoting intangible services, or selling yourself. Every one of the author's 50 two-page to four-page chapters contains just one nugget of information more than the preceding section, enough to keep the momentum and the attention. A sad story about the hazards of drinking coffee (it spilled--and the prospect was then distracted by a second crisis) is followed by a notice not to eat a major meal during a sales lunch, which is promptly followed by "no pen in the shirt pocket" advice. Fox's seemingly disparate hints and tips, in short, comprise a very logical and memorable way of rainmaking, and a short tome that will show anyone the how-tos. Barbara Jacobs
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Gerald Sindell, President, Publishing Consulting Services
"the best book on selling I've seen. Period." --This text refers to an out of print or unavailable edition of this title.
Product Description
Filled with smart tips given in the Fox signature style, counter- intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in salesbe it books, cars, or real estateHow to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.
About the Author
Jeffrey Fox founded Fox & Company, Inc., a marketing consulting firm, in 1982. Client engagements include marketing strategy, innovation enhancement, selling skills training, branding, and various applications of a proprietary methodology called “dollarization.” Prior to starting Fox & Co. Jeffrey was Vice-President, Marketing and a Corporate Vice President of Loctite Corporation. He was also Director of Marketing for the wine division of The Pillsbury Co., and held various senior level marketing jobs at Heublein, Inc., including Director of New Products. Jeffrey is the winner of "Sales & Marketing Management" magazine’s Outstanding Marketer Award; winner of the American Marketing Association’s Outstanding Marketer in Connecticut; and the National Industrial Distributors award as the Nation’s Best Industrial Marketer. He is the subject of a Harvard Business School case 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. Jeffrey graduated from Trinity College in Hartford, Connecticut, and earned his MBA from Harvard Business School. He served as Trustee of Trinity College, and has won several alumni awards including Person of the Year. He is a member of the Board of Directors of Saint Francis Hospital, one of the nation’s top 100 hospitals. Jeff is the author of How to Become CEO, which was on the NY Times, Business Week, Wall Street Journal, Knight-Ridder, Amazon.com, and German best seller lists. The book is published in twenty-five languages and in all the major countries of Western Europe, Asia, and South America. Jeff’s second book, How To Become A Rainmaker was also a BusinessWeek and Wall Street Journal best seller, and is being published worldwide. His third book Don’t Send A Resume, published in May of 2001, is a contrarian approach to marketing oneself.