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How to become a rainmaker : the rules for getting and keeping customers and clients / Jeffrey J. Fox.

By: Fox, Jeffrey J [autor]
Publisher: New York : Hyperion, ©2000Description: xvii, 169 páginas : ; 20 cmContent type: texto Media type: no mediado Carrier type: volumenISBN: 0786865954Subject(s): éxito en los negocios - estados unidos | Gestión de ventas - estados unidos | Relaciones con los clientes - estados unidos | Venta - estados unidosDDC classification: 658.8
Contents:
Introduction. -- The Rainmaker´s Credo. -- Always Answer the Question, "Why Should This Customer Do Business with Us?. -- Obey Marketing´s First Commandment. -- Customers Don´t Care About you. -- Always Precall Plan Every Sales Call. -- Fish Where the Big Fish Are. -- Show Them the Money!. -- Earthquakes Don´t Count. -- Killer Sales Question # 1. -- Always Take the Best Seat in a Restaurant. -- Don´t Drink Coffee on a Sales Call. -- You´re Not at Lunch to Eat Lunch. -- Never Wear a Pen in Your Shirt Pochert. -- Killer Salles Question #2. -- Rainmakers Turn Cuestomer Objetions into Cuestomer Objectives. -- Always Make a "Mid-Job, Next job" Recommendation. -- Treat Everybody You Meer as a Potential Client.
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Item type Current location Collection Call number Vol info Copy number Status Date due Barcode Item holds
Book Book B. Posgrados
Colección general
Colección general 658.8 F791 (Browse shelf) 2000 1 Available 0000049062
Total holds: 0

Enhanced descriptions from Syndetics:

Rainmakers are not born. They are made. And Jeffrey Fox's powerful How to Become a Rainmaker will get you there. <br> Now Updated and with New Success Tips!<br> <br> 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 sales--be it books, cars, or real estate-- How to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.

Introduction. -- The Rainmaker´s Credo. -- Always Answer the Question, "Why Should This Customer Do Business with Us?. -- Obey Marketing´s First Commandment. -- Customers Don´t Care About you. -- Always Precall Plan Every Sales Call. -- Fish Where the Big Fish Are. -- Show Them the Money!. -- Earthquakes Don´t Count. -- Killer Sales Question # 1. -- Always Take the Best Seat in a Restaurant. -- Don´t Drink Coffee on a Sales Call. -- You´re Not at Lunch to Eat Lunch. -- Never Wear a Pen in Your Shirt Pochert. -- Killer Salles Question #2. -- Rainmakers Turn Cuestomer Objetions into Cuestomer Objectives. -- Always Make a "Mid-Job, Next job" Recommendation. -- Treat Everybody You Meer as a Potential Client.

Table of contents provided by Syndetics

  • Introduction (p. 1)
  • I The Rainmaker's Credo (p. 5)
  • II Always Answer the Question, "Why Should This Customer Do Business with Us?" (p. 7)
  • III Obey Marketing's First Commandment (p. 10)
  • IV Customers Don't Care About You (p. 12)
  • V Always Precall Plan Every Sales Call (p. 14)
  • VI Fish Where the Big Fish Are (p. 18)
  • VII Show Them the Money! (p. 20)
  • VIII Earthquakes Don't Count (p. 25)
  • IX Killer Sales Question #1 (p. 28)
  • X Always Take the Best Seat in a Restaurant (p. 30)
  • XI Don't Drink Coffee on a Sales Call (p. 32)
  • XII You're Not at Lunch to Eat Lunch (p. 35)
  • XIII Never Wear a Pen in Your Shirt Pocket (p. 37)
  • XIV Killer Sales Question #2 (p. 39)
  • XV Rainmakers Turn Customer Objections into Customer Objectives (p. 42)
  • XVI Always Make a "Mid-Job, Next-Job" Recommendation (p. 46)
  • XVII Treat Everybody You Meet as a Potential Client (p. 49)
  • XVIII Heed the Biggest Buy Signal (p. 52)
  • XIX Killer Sales Question #3 (p. 54)
  • XX Always Return Every Call Every Day (p. 59)
  • XXI Learn the "Miles Per Gallon" of Selling (p. 61)
  • XXII Beware the Myth of Time and Territory Management (p. 65)
  • XXIII Always Taste the Wine Before a Wine Tasting (p. 68)
  • XXIV Dare to Be Dumb (p. 71)
  • XXV Always Do an Investment Return Analysis (p. 75)
  • XXVI Never Forget: Everybody Is Somebody's Somebody (p. 78)
  • XXVII Always Be on "High Receive" (p. 80)
  • XXVIII "Onionize" (p. 83)
  • XXIX If You Don't Care About the Answer, Don't Ask the Question (p. 86)
  • XXX Never Be in a Meeting (p. 88)
  • XXXI Present for Show, Close for Dough (p. 91)
  • XXXII Advice to a Baby-sitter (p. 93)
  • XXXIII Killer Sales Question #4 (p. 96)
  • XXXIV Give and Get (p. 99)
  • XXXV Sell on Friday Afternoons (p. 103)
  • XXXVI "Break the Ice" at the End of the Sales Call (p. 105)
  • XXXVII Use the Point System Every Day (p. 108)
  • XXXVIII A Shot on Goal Is Never a Bad Play (p. 110)
  • XXXIX Don't Make Cold Calls (p. 113)
  • XL Show the Chain, Sell the First Link (p. 115)
  • XLI Don't Talk with Food in Your Mouth (p. 119)
  • XLII Killer Sales Question #5 (p. 121)
  • XLIII Love Voice Mail (p. 124)
  • XLIV Park in the Back (p. 129)
  • XLV Be the Best-Dressed Person You Will Meet Today (p. 131)
  • XLVI Why Breakfast Meetings Bring Rain (p. 133)
  • XLVII "Here's My Card..." (p. 136)
  • XLVIII Killer Sales Question #6 (p. 139)
  • XLIX Ten Things to Do Today to Get Business (p. 142)
  • L How to Recognize a Rainmaker (p. 144)
  • The Rainmaker Extra: How to Dollarize (p. 148)
  • A Case Study: Mr. K. (p. 155)
  • Epilogue (p. 167)

Reviews provided by Syndetics

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

Author notes provided by Syndetics

Prior to starting Fox & Co. Jeffrey J. Fox worked in senior positions for three high powered consumer and industrial marketing companies. He was Vice President , Marketing, and a Corporate Vice President of Loctite Corp, now Henkel/Loctite. He was Director of Marketing for the wine divisions of The Pillsbury Co. He was the Director of New Products for Heublein, Inc, now Diageo. (All three companies became clients of Fox & Co.) 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 Distributors Association's 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 which is thought to be the most widely taught marketing case in the world. His books have been published in 35 languages. His offices are in Chester, Connecticut.

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