How To Become A Rainmaker: The Rules for Getting and Keeping Customers and Clients

by Jeffrey J. Fox

The Rainmaker knows one reality: If he doesn’t make the selling attempt, there will be no sale.

Instead of cold calls use the point system.

Showing the customer the step-by-step, agreement-by-agreement process, from first sales call to purchase order, is a compelling selling technique. Only Rainmakers use this technique. Most salespeople either don’t know all the steps, or don’t understand the linkage, or don’t plan strategically, or are afraid of showing their hand.

Rainmakers use good manners all the time with everyone.

To Rainmakers, manners matter.

“Why don’t you give it a try?” is a killer sales question.

Voice mail is a good selling tool.

Rainmakers show up fit and ready.

The Rainmaker does not dress down, nor does he necessarily dress up.

One Rainmaker regularly schedules two breakfasts in a single morning. He jump-starts the day with two sales calls before most people even get to work.

Rainmakers know why business cards are called business cards.

A complete understanding of the customer’s needs, wants, concerns, objections, options, budget, and timetable is crucial to the Rainmaker.

“What question should I be asking that I am not asking.”

Rainmakers do something every day to help their company get new business.

But the one thing that separates the number one salesperson from all the rest is that the number one salesperson sells more.

Three of the most important words in the Rainmaker’s dictionary are dollarize, dollarize, dollarize!