©2000 by Jeffrey J. Fox; (P)2000 by Audio Renaissance, an Imprint of Renaissance Media, Inc.
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"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.
"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.
"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...
"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!
"So basic you want to skip it"
If your aim is to be a Rainmaker you probably know a little more than the verge sales person. So skip all of the basics that come in Sales 101. We already know that spilling coffe on the customer's desk is a no no.
Far too simplistic. Give me five key things a rainmaker does that others do not. Forget telling me all the basic that any competent sales person has before they apply for a job.
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.
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.
"Good Book not great but good"
I got a lot of great ideas and questions I should have been asking. However i feel that the book is lacking somthing. but the killer sales questions are great and have come in handy
"Valuable in all regards."
A must for anyone wanting foundational information when selling. This book puts a perspective the whys and how's.
"insightful practical great"
insightful and practical.....................................................loved it will listen to again and again and again anf again and again and again and again
"Great practical advice"
Although like most titles in the marketplace this book is 'a bit American' for many Brits, I found it very interesting and am convinced that the information can be applied succesfully when tailored a bit for local tastes. I rate this as one of the very best business books that I have listened to because it delivers the all important ingredient of business success - making the cash registers ring!
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