My version of the book is
About the Book:-
* Hardcover: 192 pages
* Publisher: Hyperion (May 17, 2000)
* Language: English
* ISBN-10: 0786865954
* ISBN-13: 978-0786865956
Firnando Chau Review
The content of this book is categorised as follow:-
Acknowledgement
Introduction
I The Rainmaker's Cred
II Always Answer the Question, "Why Should This Customer Do Business With Us?"
III Obey Marketing's First Commandment
IV Customers Don't Care About You
V Always Precall Plan Every Sales Call
VI Fish Where the Big Fish Are
VII Show Them the Money!
VIII Earthquakes Don't Count
IX Killer Sales Question #1
X Always Take the Best Seat in a Restaurant
XI Don't Drink Coffee on a Sales Call
XII You're Not at Lunch to Eat Lunch
XIII Never Wear a Pen in Your Shirt Pocket
XIV Killer Sales Question #2
XV Rainmakers Turn Customer Objections into Customer Objectives
XVI Always Make a "Mid-Job, Next-Job" Recommendation
XVII Treat Everybody You Meet as a Potential Client
XVIII Heed the Biggest Buy Signal
XIX Killer Sales Question #3
XX Always Return Every Call Every Day
XXI Learn the "Miles Per Gallon" of Selling
XXII Beware the Myth of Time and Territory Management
XXIII Always Taste the Wine Before a Wine Tasting
XXIV Dare to Be Dumb
XXV Always Do an Investment Return Analsyis
XXVI Never Forget: Everybody is Somebody's Somebody
XXVII Always Be on "High Receive"
XXVIII "Onionize"
XXIX If You Don't Care About the Answer, Don't Ask the Question
XXX Never Be in a Meeting
XXXI Present for Show, Close for Dough
XXXII Advice to a Baby-Sitter
XXXIII Killer Sales Question #4
XXXIV Give and Get
XXXV Sell on Friday Afternoons
XXXVI "Break the Ice" at the End of the Sales Call
XXXVII Use the Point System Every Day
XXXVIII A Shot on Goal Is Never a Bad Play
XXXIX Don't Make Cold Calls
XL Show the Chain, Sell the First Link
XLI Don't Talk with Food in Your Mouth
XLII Killer Sales Question #5
XLIII Love Voice Mail
XLIV Park in the Back
XLV Be the Best-Dressed Person You Will Meet Today
XLVI Why Breakfast Meetings Bring Rain
XLVII "Her's My Card..."
XLVIII Killer Sales Question #6
XLIX Ten Things to do Today to Get Business
L How to Recognize a Rainmaker
The Rainmaker Extra: How to Dollarize
A Case Study: Mr. K.
Epilogue
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Amazon.com Review
About the Book
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.
From Booklist Review
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
Copyright © American Library Association. All rights reserved
Review
"the best book on selling I've seen. Period." -- Gerald Sindell, President, Publishing Consulting Services.
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 onese
