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Publisher's Summary

A rainmaker is a person who brings revenue into an organization. That revenue comes from customers, it is the lifeforce of the organization, and without it the organization will die. That revenue is rain. Big-hitting rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles: owner, partner, sales representative, CEO, agent, managing director, and fund-raiser. Jeffrey Fox is a rainmaker who knows revenue production from the inside out and knows how to talk about it. In sharp, witty style, he pursues revenues and takes you along for the ride. This hard-hitting collection of sales and marketing advice is packed with 50 smart, no-nonsense tips that teach you how to woo and win any customer. Fox offers surprising, sometimes daring wisdom that will help you rise above the competition. You'll learn the Rainmaker's Credo, the 6 killer sales questions, why breakfast meetings bring rain, and the critical technique of dollarizing your product. If becoming a rainmaker is your goal - selling books or boxcars, computers or cough drops, or anything in between - this program is for you.
©2000 by Jeffrey J. Fox (P)2000 by Audio Renaissance, an Imprint of Renaissance Media, Inc.

What listeners say about How to Become a Rainmaker

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  • Overall
    4 out of 5 stars
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    3 out of 5 stars

Good Sales Instruction Manual covering Fundamentals

For a person who is going to start their career as a Sales professional this book teaches the fundamentals exhaustively. I would thank Chris Vos for recommending it in his wonderful book ‘Never split the difference’

2 people found this helpful

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All you will need

Great read. Short precise and to the point. How the book is written and it’s contents explain what proper selling is about. Fantastic teaching and learning tool. Very valuable, thank you Mr Fox.

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    2 out of 5 stars

Pretty generic and dated sales advice

Not a bad listen for someone new to sales. Otherwise, it is pretty generic advice. It is a little out of date with today's society, technology, and business culture.

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inspirational

love it, a quick read but loaded with good advices. Very beneficial for a business start up or level up

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Great book with great tips.

More Instructional rather than storytelling . Seems to revolve around the bigger high priced deals rather than dealing with the smaller ticket items in volume . I got a lot out of it nonetheless. Very good layout for beginner account managers .

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  • Overall
    2 out of 5 stars
  • a
  • 2011-05-24

Ack

I probably had my expectations set too high but this is very much a beginner book and it sprinkles in, what I think is, some terrible advice. For example, advice such as having secretarial staff lie about where the salesman is (i.e. not admit he's out to lunch, not admit he's in a meeting, not admit he's on vacation, etc) seem to me to be a horrific idea. I think the general public understands the need for a lunch break and won't begrudge someone a vacation so long as the client's account is still taken care of. Little issues such as don't drink coffee, don't put ink pens in your breast pocket etc. also seem to border on silliness. I understand coffee spills and pens leak... stuff happens. Again, I think most clients could appreciate the situation.

9 people found this helpful

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    4 out of 5 stars
  • Kenneth
  • 2005-04-17

Short effective parables on selling

Fox offers "two-page" principles with examples throughout this two hour audio book. Not only does it help you refocus your efforts for more effective sales calls, it does so in short, "car-ride friendly" chapters. Not only are most of the lessons applicable right away, but it also made me a more discriminating customer.

Most important lessons are "The customer doesn't care about you," "Pre-sales call planning," "Dollarize," and even a great lesson on how to properly leave a voice mail.

This should be one of many (read: not the only) tool in your sales AND customer service tool box.

6 people found this helpful

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  • Todd McCool
  • 2017-12-23

Is this real life ?

I could be way off base, but it just seemed to me as though these stories were made up to support the author’s presuppositions and the concepts might work in a perfectly controlled environment but not so much in the real world. I’m usually more inspired by actual events that support what the author is preposing. Hopefully that’s just my take and others can glean some helpful tips. The concepts themselves are generally helpful i think.

3 people found this helpful

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  • Roger
  • 2014-08-08

Great, even if your not in sales.

This book is full of great tips for anyone. You don’t have to be in sales to benefit from listening to this book. But if you are in sales, you should give it a listen, it will help you become better at what you do. Like most books, this one is full of common sense tips, things you just don’t think of everyday. These bits of awesomeness are presented as rules, so you can break it down and just implement one thing at a time.

If you are just starting your career in sales, this book will offer you a boost and the motivation we often need. If you are experienced in sales, listening to this book every once in a while, will refresh your perspective, get you out of a rut and propel you forward.

This book is a quick listen with straight forward fresh ideas. Take notes, take action and make it Rain!

3 people found this helpful

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  • Terri
  • 2003-10-05

If you are in sales this is a must read/listen

Mr. Fox gets right to the point no messing around. I learned alot about what I can do better when meeting with clients and following up on leads. I can't wait for my next sales presentation to use some of his recommendations. I would highly recommend this book to anyone in sale. Using Mr. Fox's recommendations you will results.

10 people found this helpful

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  • Valerie
  • 2015-09-13

Wow!

I've never taken the time to write a review before, but this book BLEW MY MIND! The subtle, yet critical things that we need to do (or not do), say (or not say). Wow! I've been doing it all wrong. Lol

2 people found this helpful

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    3 out of 5 stars
  • Drew
  • 2007-03-04

How to become a Rainmaker

I only give this title three stars because it's mostly common sense...You have the swagger or you don't...

4 people found this helpful

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  • TRACY W.
  • 2021-03-07

Rainmakers always.. Rainmakers never

If you want to hear someone repeat 'Rainmakers always' and 'Rainmakers never' over and over, then this is the book for you. I'm glad I opted for the shorter version and didn't have to sit through any more of it. I usually don't write reviews for books but I found this one to be so shallow and black & white, I thought it was worth the warning.

1 person found this helpful

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  • Jackie K
  • 2016-01-15

Lackluster performance, lackluster book.

I was hoping to be pleased. As I do love many books in this genre. This book was so boring unfortunately. Should have passed.

1 person found this helpful

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  • Customer
  • 2013-06-12

Selling 101

Generally, I thought this book offered some solid advice. Experienced sales people may find it a little too basic, but for someone trying to transition into sales, like an engineer moving into business development, it's an excellent primer.

I got a few good nuggets out of it, but it's not the rainmaking gospel I thought it would be. I was looking for something geared more toward how professional services firms build consistent business. My interpretation of a rainmaker is someone at a partner or principal level that provides consistent business for the firm. This book is geared more toward the average salesman.

1 person found this helpful