Product Description

Filled with smart tips given in the Fox signature style, counter- intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in salesbe it books, cars, or real estateHow to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.

Product Details

• Amazon Sales Rank: #54340 in Books
• Published on: 2000-05-17
• Original language: English
• Binding: Hardcover
• 192 pages

From Booklist
This is an afternoon read, pure and simple. And chances are good that once readers accept Fox's hard-hitting yet commonsense approaches, they'll accept his sales process, which applies, by the way, to selling widgets, promoting intangible services, or selling yourself. Every one of the author's 50 two-page to four-page chapters contains just one nugget of information more than the preceding section, enough to keep the momentum and the attention. A sad story about the hazards of drinking coffee (it spilled--and the prospect was then distracted by a second crisis) is followed by a notice not to eat a major meal during a sales lunch, which is promptly followed by "no pen in the shirt pocket" advice. Fox's seemingly disparate hints and tips, in short, comprise a very logical and memorable way of rainmaking, and a short tome that will show anyone the how-tos. Barbara Jacobs
Copyright © American Library Association. All rights reserved

Gerald Sindell, President, Publishing Consulting Services
"the best book on selling I've seen. Period."

About the Author
Jeffrey Fox founded Fox & Company, Inc., a marketing consulting firm, in 1982. Client engagements include marketing strategy, innovation enhancement, selling skills training, branding, and various applications of a proprietary methodology called “dollarization.” Prior to starting Fox & Co. Jeffrey was Vice-President, Marketing and a Corporate Vice President of Loctite Corporation. He was also Director of Marketing for the wine division of The Pillsbury Co., and held various senior level marketing jobs at Heublein, Inc., including Director of New Products. Jeffrey is the winner of "Sales & Marketing Management" magazine’s Outstanding Marketer Award; winner of the American Marketing Association’s Outstanding Marketer in Connecticut; and the National Industrial Distributors award as the Nation’s Best Industrial Marketer. He 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. Jeffrey graduated from Trinity College in Hartford, Connecticut, and earned his MBA from Harvard Business School. He served as Trustee of Trinity College, and has won several alumni awards including Person of the Year. He is a member of the Board of Directors of Saint Francis Hospital, one of the nation’s top 100 hospitals. Jeff is the author of How to Become CEO, which was on the NY Times, Business Week, Wall Street Journal, Knight-Ridder, Amazon.com, and German best seller lists. The book is published in twenty-five languages and in all the major countries of Western Europe, Asia, and South America. Jeff’s second book, How To Become A Rainmaker was also a BusinessWeek and Wall Street Journal best seller, and is being published worldwide. His third book Don’t Send A Resume, published in May of 2001, is a contrarian approach to marketing oneself.

Customer Reviews

Weak and cliche
If you need this book to tell you "Don't talk with food in Your mouth" then you should have a chat with your mom on why she didn't teach you table manners.

If you find anything in this book to be new or useful then you are a very bad sales person

Stick to the classics from Miller Heiman like Strategic selling.

Simple minded and trite
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.

just what I needed
I'm new to sales, so this book was great for me. I got a lot of help from it. I needed to sell my car among few other things, so i decided to go for this book because it didn't look like some sales bible filled with tons of information. I needed some fast information I could use right away, and this is exactly what I got from this book.

I'm guessing that to the seasoned, experienced seller this book would be waste of money and time, but for beginner who needs some fast, to the point information, it will be very helpful.

this is what you find in this book,
** customers don't care about you, but about themselves and their problems.
** Always plan your sales call, like a sports team plans their strategy. (He tells you how)
** Help them see money. Don't sell the product, sell dollorized value. People would select the product that yield lowest total cost. (I can't explain this, it'll take too much space, read the book, but this is one of the gems from the book.)
** He tells you few "killer" sales questions and explains them, very helpful.
** Don't make cold calls, don't go for "break the ice" introduction (he explains why)