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Title: How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients by Jeffrey J. Fox ISBN: 0-7868-6595-4 Publisher: Hyperion Press Pub. Date: 17 May, 2000 Format: Hardcover Volumes: 1 List Price(USD): $16.95

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Average Customer Rating: 3.51 (41 reviews)

Rating: 5
Summary: One of best business books I've read in a long time
Comment: A student recently lent me HOW TO BECOME A RAINMAKER
by Jeffrey J. Fox and suggested that I might like it . . . was he ever right! . . . this was one of the best business books I have read in a long time.

The idea behind the book lies in the American Indian tradition of employing a Rainmaker to use magical powers to nourish the crops to feed the people . . . updating this, a Rainmaker today is a person who brings revenue into an organization (be it profit or not-for-profit).

Even though this premise might sound so basic, it is amazing
how many companies tend to forget it . . . Fox says you
mustn't, and he presents a series of simple-to-follow principles
that can be applied to a wide variety of situations.

There were many memorable passages, but so as to not
overwhelm you with all of them, I'll just present the his series of six "killer" sales questions:

1. When you have the customer on the phone, suggest a meeting
and then ask, "Do you have your appointment calendar handy?"

2. The Rainmaker asks the customer, "Will you look at the facts
and decide for yourself if they make sense?"

3. [when a competitor is mentioned] You answer exactly as
follows: "Yes, that is a good company. Would you like to know
our points of difference?"

4. When a customer asks for a product demonstration, the
Rainmaker responds as follows: "We would be happy to give
you a demonstration. If the demo is successful, is there
anything else prohibiting you from going ahead?"

5. To close the sale, to get the final customer commitment, the
Rainmaker might say: "You've looked at everything. Your concerns
have been answered. Time is of the essence. You've heard our
recommendation. Why don't you give it a try?"

6. [always conclude an interview with a customer by asking
one killer sales question] The killer sales question is: "What
question should I be asking that I am not asking." Variants
or follow-up questions, are: "Is there anything I have missed?"
"Have I covered everything?" "Have I asked about every
details that is important to you?"

Rating: 5
Summary: Great book on the principles of sales
Comment: I bought the book two days ago and I read it really quickly (2-3 hours). Like other books on improving sales you need to APPLY these techniques and principles in order to get maximum value out of the book. If anything, you will at least learn to recognize good sales people from bad ones.

This book is, for some, common sense. For others, this book is a quick refresher course of the basic principals of selling and finally, it might be a completely new experience for many and it may have you thinking about the art of selling. The reality is that the value of this book, to you, probably depends on how much training and common sense you already have. In general, I really enjoyed the book and thought there were many interesting sales concepts, which I am looking forward to employing to see how effective they are in real life. Fox continually emphasized the concept of dollarization throughout the book and gave examples of different sales techniques throughout the book

Rating: 1
Summary: Simple minded and trite
Comment: I am sure that this book is handed out at many a company meeting. Too bad it does not have any substance to it. This book is merely a collection of stale and cliche ridden sales tips (though they have been changed enough to prevent any copyright lawsuits!). If you are looking for real sales tips, dont' buy this book. Rather, go to Google and search for sales tips. If you are a manager looking for a way to make your boss think you are motivating the troops, order this book. It might help your next review. This book is basically this year's "Who Moved my Cheese" or the fish throwing book.

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