In the sea of books available on the topic of sales, finding a starting point for diving into the discipline of sales can be tough. I’ve ready many books on sales technique, methodology, and style as well as numerous books not tied directly to sales but key to understanding the art of sales through creating influence, understanding human behavior and even psychological triggers.
Along the way, a few books stand out in my mind as being great foundational material to build on. One of them is How to Become A Rainmaker The Rules for Getting and Keeping Customers and Clients By Jeffrey J. Fox.
I picked up this bullet list on the book from Business Summaries to give you a quick highlight of the book:
• Cherish customers at all times.
• Treat customers as you would your best friend.
• Listen to customers to decipher their needs.
• Give the customers what they need.
• Price your product to its dollarized value
• Show customers the dollarized value of what they will get
• Teach customers to want what they need.
• Make your product the way the customer wants it.
• Get your product to the customer when they want it.
• Give your customers a little extra, more than they expect.
• Remind customers of the dollarized value they received.
• Thank each customer sincerely and often.
• Help customers pay you, so they won’t be embarrassed and go elsewhere.
• Ask to do it again.
This is definitely a worthwhile read for new and experienced sales people. The writing style is great and makes for an enjoyable read and the content is short and succinct so although its not a big book, it’s got a lot of great content to improve your understanding of sales and how to be a sales rainmaker!
About Justin McCullough
Justin McCullough is mentor, marketer and leader with more than 10 years of selling experience from startups to large corporations. Justin’s experience ranges from advertising agencies to newspapers and web development firms to book publishers. You can find out more about Justin at www.justinmccullough.com or www.leader4hire.net .