Summary of Secrets of Great Rainmakers

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Sales pro Jeffrey J. Fox's book is informative, inspirational, short and easy to read - a powerful package for sales professionals or sales managers, particularly those who need to build expertise and experience. Fox focuses on how a determined sales representative can transform himself or herself into a "Rainmaker," an unbeatable, successful salesperson. Each chapter contains a central idea, such as how to get a sale, how to get an appointment or how to present proposals. Short examples scattered throughout the book show how real rainmakers earned their stripes. This accessible book should be part of any salesperson's background or refresher reading list. also recommends this book to sales managers and trainers, and to staffers who meet customers on the front lines. After all, everyone wants to know how to make it rain.

About the Author

Jeffrey J. Fox has been named "Outstanding Marketer" by Sales & Marketing Management magazine and the National Industrial Distributors Association. Before founding his own marketing consulting firm, he held senior marketing positions at several major companies. His books include How to Become a CEO and How to Become a Rainmaker.



The Consummate Professional

Anyone can become a salesperson, but it takes work and ability to become a "rainmaker." That's because rainmakers are consummate professionals who cultivate their sales talents.

In a direct selling situation, rainmakers are responsible for bringing in large sales and performing difficult tasks, such as breaking the news about price increases and turning that into an advantage. They thrive on selling new products, services and applications, and can succeed in all types of economic environments. As a result, rainmakers are often the best-paid members of a sales team. But rainmakers also exist in other areas of business. They can be employees, partners or business owners. Rainmakers thrive in adverse circumstances, including working in competitive environments and coping with rejection.

Fresh Approaches

A sales manager once told a newly hired salesperson to hit the streets without any sales training. Many times, that's the hard reality of basic cold calling. But, when she began making calls, prospective purchasers dismissed her. Instead of becoming dejected, she developed a different strategy. She spent more time working to get...

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