Things I learned from Jeffrey Fox’s

How to be a Rainmaker
 Rainmaker’s Credo
1. Cherish customers at all times.
2. Treat customers as you would treat your best friend.
3. Listen to customers to decipher their needs.
4. Give the customers what they need.
5. Price your product to its dollarized value
6. Show customers the dollarized value of what they will get
7. Teach customers to want what they need.
8. Make your product the way the customer wants it.
9. Get your product to the customer when they want it.
10. Give your customers a little extra, more than they expect.
11. Remind customers of the dollarized value they received.
12. Thank each customer sincerely and often.
13. Help customers pay you, so they won’t be embarrassed and go elsewhere.
14. Ask to do it again.
Why should this customer do
business with us?
SERVICE is the keyword

• Treat each customer as you would treat yourself

• Preplan call
Ask killer questions

1. Is there anything else prohibiting you from going ahead?

2. What question should I be asking that I’m not asking?
3. Do you have your appointment calendar handy?
4. Would you like to know our points of difference?
5. Why don’t you give it a try?
6. Would you like to look into the facts and decide for yourself if they make
sense?
Always dollarize the benefits of your products
Keep track of your sales performance skills

1 point – Getting a lead, a referral or an introduction to a decision maker

2 points – Getting an appointment to meet the decision maker
3 points – Meeting the decision maker face-to-face
4 points – Getting a commitment to a close or to an action that directly leads to a close