How to Become a Rainmaker

The Rules for Getting and Keeping Customers and Clients

by Jeffrey J. Fox

Hyperion, 2000

ISBN: 9780786865956
Pages: 169

Category: Sales & Marketing

In this summary you will learn

• How to be a sterling salesperson
• What tips to follow to maximize your sales
• How to make a pre-call checklist

Why you should read How to Become a Rainmaker

Jeffrey J. Fox brought wit and common sense to his simply written, How to Become CEO. His similarly popular How to Become a Rainmaker is written in the same enjoyable style, but the book disappoints in the end, lacking the practical insights of the former title. It’s easy to understand the appeal that’s placed this book on the best-seller lists. It’s a quick and painless read that touches on all the basic rules of sales and does provide some intriguing conversational techniques to apply to your own pitch. But Fox’s plain prose can do little to mask the fact that his sales advice is so basic that even inexperienced sellers will already know many of these things intuitively. Nevertheless, it won’t hurt - and it definitely won’t take much time - to breeze through this book as a refresher course in salesmanship basics, and getAbstract would even extend a recommendation to entry-level salespeople to spend an evening with this pleasant but obvious book.

About the Author

Jeffrey J. Fox  is the best-selling author of How to Become CEO and the founder of Fox & Co., a marketing consulting company in Avon, Connecticut, serving more than 60 industries. He previously was vice president of marketing and corporate vice-president of Loctite Corporation. Fox 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. Fox earned his MBA at Harvard Business School.

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