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Tables of Contents for How to Become a Rainmaker
Chapter/Section Title
Page #
Page Count
Introduction
1
4
The Rainmaker's Credo
5
2
Always Answer the Question, ``Why Should This Customer Do Business with Us?''
7
3
Obey Marketing's First Commandment
10
2
Customers Don't Care About You
12
2
Always Precall Plan Every Sales Call
14
4
Fish Where the Big Fish Are
18
2
Show Them the Money!
20
5
Earthquakes Don't Count
25
3
Killer Sales Question #1
28
2
Always Take the Best Seat in a Restaurant
30
2
Don't Drink Coffee on a Sales Call
32
3
You're Not at Lunch to Eat Lunch
35
2
Never Wear a Pen in Your Shirt Pocket
37
2
Killer Sales Question #2
39
3
Rainmakers Turn Customer Objections into Customer Objectives
42
4
Always Make a ``Mid-Job, Next-Job'' Recommendation
46
3
Treat Everybody You Meet as a Potential Client
49
3
Heed the Biggest Buy Signal
52
2
Killer Sales Question #3
54
5
Always Return Every Call Every Day
59
2
Learn the ``Miles Per Gallon'' of Selling
61
4
Beware the Myth of Time and Territory Management
65
3
Always Taste the Wine Before a Wine Tasting
68
3
Dare to Be Dumb
71
4
Always Do an Investment Return Analysis
75
3
Never Forget: Everybody Is Somebody's Somebody
78
2
Always Be on ``High Receive''
80
3
``Onionize''
83
3
If You Don't Care About the Answer, Don't Ask the Question
86
2
Never Be in a Meeting
88
3
Present for Show, Close for Dough
91
2
Advice to a Baby-sitter
93
3
Killer Sales Question #4
96
3
Give and Get
99
4
Sell on Friday Afternoons
103
2
``Break the Ice'' at the End of the Sales Call
105
3
Use the Point System Every Day
108
2
A Shot on Goal Is Never a Bad Play
110
3
Don't Make Cold Calls
113
2
Show the Chain, Sell the First Link
115
4
Don't Talk with Food in Your Mouth
119
2
Killer Sales Question #5
121
3
Love Voice Mail
124
5
Park in the Back
129
2
Be the Best-Dressed Person You Will Meet Today
131
2
Why Breakfast Meetings Bring Rain
133
3
``Here's My Card...''
136
3
Killer Sales Question #6
139
3
Ten Things to Do Today to Get Business
142
2
How to Recognize a Rainmaker
144
11
The Rainmaker Extra: How to Dollarize
148
7
A Case Study: Mr. K.
155
12
Epilogue
167