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How to Become a Rainmaker
Book

How to Become a Rainmaker

The Rules for Getting and Keeping Customers and Clients

Jeffrey J. Fox
Hyperion, 2000

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Editorial Rating

7

Qualities

  • Applicable

Recommendation

Jeffrey J. Fox brought wit and common sense to his simply written, How to Become CEO. His similarly popular How to Become a Rainmaker is written in the same enjoyable style, but the book disappoints in the end, lacking the practical insights of the former title. It’s easy to understand the appeal that’s placed this book on the best-seller lists. It’s a quick and painless read that touches on all the basic rules of sales and does provide some intriguing conversational techniques to apply to your own pitch. But Fox’s plain prose can do little to mask the fact that his sales advice is so basic that even inexperienced sellers will already know many of these things intuitively. Nevertheless, it won’t hurt - and it definitely won’t take much time - to breeze through this book as a refresher course in salesmanship basics, and getAbstract would even extend a recommendation to entry-level salespeople to spend an evening with this pleasant but obvious book.

Take-Aways

  • Rainmakers are salespeople who routinely bring in the most new business.
  • To become a rainmaker, treat each customer as you would treat your best friend.
  • Listen to customers and decipher their needs.

About the Author

Jeffrey J. Fox is the best-selling author of How to Become CEO and the founder of Fox & Co., a marketing consulting company in Avon, Connecticut, serving more than 60 industries. He previously was vice president of marketing and corporate vice-president of Loctite Corporation. Fox is the subject of a Harvard Business School case study that is rated one of the top 100 case studies, and is thought to be the most widely taught marketing case in the world. Fox earned his MBA at Harvard Business School.

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