Secrets of Great Rainmakers: The Keys to Success and Wealth

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Binding: Hardcover Dewey Decimal Number: 658.81 EAN: 9781401301576 ISBN: 1401301576 Label: Hyperion Manufacturer: Hyperion Number Of Items: 1 Number Of Pages: 208 Publication Date: 2006-03-01 Publisher: Hyperion Release Date: 2006-02-22 Studio: Hyperion
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Spotlight customer reviews: Customer Rating: Summary: Every new salesperson and those not already in the top 5% of their company should read this book Comment: I'd never heard of Jeffrey J. Fox before picking up this book in a bargain bin at a massive book clearance. But you know what - I bought 10 books there for what I'd usually spend on just one and if the rest of them all tank, the dollars spent will still be a bargain just for this book. Fox illustrates the simple and oh-so-true rainmaker strategies with well thought out examples and stories. The material is accessible and relevant to the person thinking about going into sales right through to the experienced person with 20 years under their belt. And although I'd never heard of the author or of his work prior to reading this title I'm encouraged to definitely read more from him. Kirsty Dunphey, Author Retired at 27, If I can do it anyone can Customer Rating: Summary: After a Year the results speak Comment: I read these reviews for help ascertaining the practical usefulness of a sales book. The thousands of reviews written by fellow authors which abound throughout the review on business/sales books I discount as completely worthless, authors scratching each others backs. Then there are the reviews by all the folks that know nothing of what sales is like in the real trenches of belly to belly selling. Worthless as well. Then the reviews by so called sales people and sales managers that is their opinion of the book being a "good" book or a "bad" book, that have suggestions, systems, etc. that they deem worthy or unworthy based on nothing more then their decree. No help for a salesman looking to better his skills and productivity. I started last January and used the dollarization principle as part of every sales process for the year. This single principal drove my closing rate into the 90 percentile (93%) when presenting to the decision maker. My closing rate dropped to 76% when I have been forced to "sell by messenger" (i.e. selling my messenger occurred at times due to my own failure to present only to the final decision maker). I also specifically used the principal regarding a "shot on goal" to close my biggest sale of the year which paid me a commission of a little under $12,000. I use Mr. Fox's magic appointment setting words that make setting appointments with qualified prospects a natural, zero stress process (next time you have some one on the phone you have qualified and would like to meet just say the magic words..."do you have your calendar handy?" Direct, to the point and works in setting appointments with folks you want to see. I've read libraries of sales books and my personal feeling has always been that if I pick up just one tip that helps close a sale the book was worth while. Well the rain maker books did that and much more for me. Here are the stats after 1 yr. on a national sales team of 37 sales reps, B2B, financial industry: * Sales ranking went from 3 in the country to number 1 (4th person in country has 30% of the sales volume as number 3) * Sales increase 2006 to 2007; 89% increase in sales * 46% increase in income in 2007 over 2006 So hopefully this was a little more helpful as a review for my friends that are shoulder to shoulder with me in the frontlines of selling. Customer Rating: Summary: Solid, Fundamental Advice to Grow Your Business Comment: I've read a number of Jeff Fox's books, and they've all been worthwhile reading. However, as someone focused primarily on bringing in new business on a regular basis (I am a 20-year veteran of the Financial Services industry), I can attest to the fact that this is Fox's best volume thus far. "Secrets of Great Rainmakers," like Fox's other books, is written in an easy-to-read style with short chapters that get straight to the point - fast. There's no excess drivel used as filler. My copy is now highlited to the max, and I'll refer back to it with regularity. Even after 20 years in a sales-related career, I'm smart enough to know that I certainly do not know it all; I'm constantly learning. This book is a welcome addition to that learning process. Very, very highly recommended. Customer Rating: Summary: Great Reading Comment: This is the second Jefferey J Fox book I've read, and it's as a good as the first. Great real-world examples. Easy to read. I highly recommend everyone read it. Customer Rating: Summary: Another good rainmaker book! Comment: I love all of the Rainmaker books by Fox. Easy to read, not boring, bottom line and to the point. This one repeats alot of what is in "How to be a Rainmaker", which I found to be better than this book. If you only buy one, but "How to be a Rainmaker". You won't need this one if you do. More Reviews
Editorial Reviews: In Secrets of the Great Rainmakers you+ll learn how to outsmart the competition and set yourself apart from the pack. In over 50 interviews with industry leaders from a wide variety of fields, bestselling author Jeffrey J. Fox will share the proven techniques and hard-won wisdom that have helped great rainmakers get ahead, along with his trademark brand of counterintuitive insight and commentary that have made his books so popular.