"How to Become a Rainmaker" by Jeffrey .J. Fox
Introduction
"How to Become a Rainmaker" is a book written by Jeffrey .J. Fox. This 192 paged book was written in 2000 and published in 2003 by Hyperion publishers. This book is a nonfiction business publication that focuses on issues of customer relations. In this book, Jeffrey gives a collection of sales advice to the reader on how to gain market share by winning customers, a strategy that will be useful for any business organization to remain competitive in the business industry.
The Rainmaker
The rainmaker in the book refers to an individual or a salesperson that plays a vital role in helping a company grow by magically bringing in new business deals and at the same time attracts new clients for his or her business.
The Rainmaker's Credo
The book points out various issues that are significant that the salespeople need to focus on to achieve their objective of improving their sales performance. Fox developed the "rainmaker's credo" that comprises of 14 credos that represent the key performance indicators for sales. According to the author, these credos also serves as the sales commandments that those in the business realm need to comply with if they ever want to remain relevant in the business industry in the 21st century. Also, the book helps the reader realize the significance of developing a pre-call plan before handling any sales call. The approach involves carrying out sacred plans before you make a sales call. These actions help one to be prepared for any situation that might arise from making a call to the client.
Customer Care
Similarly, the book explains the theme of customer care. Jeffrey Fox uses this theme to educate the readers about the approach of treating clients in the best way and in a way they would prefer handled. The plan is useful in enabling salespeople to understand the needs of their target customers and as such, be able to provide better services. By making clients more satisfied, one is on the right course to becoming a rainmaker.
Tracking Sales Performance
Finally, Jeffrey fox talks about how individuals need to keep track of their performance in sales. The author outlines four steps that could make them have a record of their rainmaking skills in order and function successfully. These four points are: get a lead, get an appointment of meeting a decision maker, meet the decision maker in person and the fourth is get committed to a close (Fox, p13).
Conclusion
The book of "How to Become a Rainmaker" by Jeffrey Fox is a fundamental guideline to business organization, and therefore a must read for the salespeople who are in dire need of these vital sales skills that the author has extensively elaborated. I would, therefore, recommend this book to those in charge of the sales department and any other individual who is venturing in business as it will provide the ideal insight to sales performance and a framework to becoming a market leader.
Conclusion
The book tries to portray that, best rainmakers are made and not born, and anyone could make a better rainmaker as long as he or she adheres to the "rainmaker's credo" since these are the ultimate sales key performance indications. Jeffrey Fox aimed at educating the reader on how to become a successful business person by showing them how important it is to prioritize the customers' interest.
Work cited
Fox Jeffrey. J. How to Become a Rainmaker. Hyperion. 2003
