1:  The Rainmaker knows. 

If we are at a cocktail party with customers, we are not there to party.

If we are playing golf with a client, we are not there to play golf.

“These are business meetings or sales calls or both,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

“Some salespeople,” Jeffrey observes, “actually care what golf … continue reading

1: “Customers buy for only two reasons,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

“To feel good or to solve a problem,” he notes.

“Going out to dinner, buying scuba equipment, or getting a new puppy fall into the ‘feel good’ category,” Jeffrey observes.

Businesses typically purchase to solve a problem.  And, the solution can always be expressed … continue reading

1: Getting better at getting better is what RiseWithDrew is all about.

Monday through Thursday, we explore ideas from authors, thought leaders, and exemplary organizations. On Friday, I share something about myself or what we are working on at PCI.

This week, we’ve been exploring ideas from Jeffrey Fox‘s terrific book on sales, How to Become a Rainmaker.

2: For the last 16 months, I’ve been leading … continue reading

1: “In the selling arena, customers don’t care if you have a mortgage to pay,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

“Customers don’t care if you need their business to win a contest,” he notes.  “Customers don’t care why your shipments are late.  Customers don’t care what you like, where you went to school, or what sports … continue reading

1: What’s the best time to make a sales call on a decision-maker?

Any time.

“Excellent selling times are before eight o’clock any morning and after three on Friday afternoons,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

Why are early-morning sales calls productive?

First, there are fewer or limited interruptions.  Second, agreeing to meet at an unusual hour is … continue reading

1: The best salespeople are known as Rainmakers.  

And Rainmakers “never make a sales call on a customer unless they can answer the question ‘Why should this customer do business with my company or with me?'” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

“The answer must be a benefit to the customer,” he notes.  “The answer must fit … continue reading

1: Mr. K was “arguably the best salesman in the U.S. wine industry,” Jeffrey Fox writes in How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

Mr. K became chairman of one of the country’s finest premium wine companies. ” For over thirty years, he personally sold millions of dollars’ worth of wine, and many of those sales were made well before wine was … continue reading