Rainmaker's credo Flashcards

1
Q

cherish customers at all times

treat customers as you would your best friend

listen to customers and decipher their needs

make or give customers what they need price your product to its dollarized value

show customers the dollarized value of what they will get

A

teach customers to want what they need

make your product the way customer want it

get your product to your customers when they want it give your customers a little extra, more then they expect

remind customers of the dollarized value they received

thank each customer sincerely and often help customers pay, so they will not be embarrassed and go elsewhere ask to do it again

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2
Q

always answer the question

“why should this customer do business with us”

A
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3
Q

obey marketing’s 1st commandment

A

treat each customer as you would treat yourself

good customers are demanding

deliver on your promise and you will bring rain

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4
Q

customers do not care about you

A

do not talk about yourself;

ask probing, preplanned questions

clarify, summarize, determine how you can help the customer and how your product solves the customer’s concerns

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5
Q

always precall plan every sales call

A

written sales call objective

needs-analysis questions to ask

something to show

anticipated customer concerns and objections

points of difference vis-a-vis competitors

meaningful benefits to customers

dollarization approach; investment return analysis

strategies to handle objections and eliminate customer concerns

closing strategies

expected surprises

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6
Q

fish where the big fish are

A
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7
Q

show them the money

A
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8
Q

earthquake do not count

A

rainmakers do not have excuses

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9
Q

killer sales question #1

A

do you have your appointment calendar handy

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10
Q

stand out, send a letter

A
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11
Q

always take the best seat in a restaurant

A
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12
Q

do not drink coffee on a sales call

A
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13
Q

you are not at lunch to eat lunch

A
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14
Q

never wear a pen in your shirt pocket

A
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15
Q

killer sales questions 2

A

will you decide for yourself?

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16
Q

rainmakers turn customer objections into custoer objectives

A

rainmakers always probe for objections.

rainmakers love objections

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17
Q

always make a “mid job” next job” recommendation

A
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18
Q

treat everybody you meet as a potential client

A

the biggest buy signal is the sales call appointment, that the client agrees to see you

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19
Q

killer sales questions 3

A

why we do business with you

we are interviewing other companies

rainmakers sell that which is different

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20
Q

always return every call every day

A
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21
Q

Learn the miles per gallon of selling

A

you must determine how many sales calls or gallons of gas you have in your bank, you must maximize your miles per gallon

22
Q

beware the myth of time and territory management

A

rainmakers concentrate their calls on the highest potential accounts

23
Q

always taste the wine before a wine tasting

A

test in private of what to sell in public

24
Q

dare to be dumb

A

the biggest criticism of sales person from customers is that salespersons do not ask enough questions

25
always do an investment return analysis
26
never forget: everybody is somebody's somebody
being nice to somebody's somebody may not get you a client, but being hurtful to somebody's somebody could hurt you make friends, not enemies
27
always be on high receive
focus on customers
28
onionize
29
if you do not care about the answer, do not ask the question
30
never be in a meeting
31
present for show, close for dough
rainmakers are cool and calm and they do not miss many three-foot putts
32
advice to a baby sitter
33
present for show, close for dough
rainmakers are cool and calm and they do not miss many three-foot putts
34
advice to a baby-sitter
she sells a relaxed evening and neat house
35
killer sales questions 4
id there anything else prohibiting you….
36
give and get
37
sell on Friday afternoons
38
break the ice at the end of the sales calls
39
use the point system every day
meeting decision maker face to face getting a commitment to a close or to an action that or to an action that directly leads to a close
40
a shot on goal is never a bad play
41
do not make cold calls
42
show the chain, sell the first link
43
do not talk with food in your mouth
44
killer sale question 5
why don't you give it a try
45
love voice mail
46
park in the back
47
be the best-dressed person you will meet today
48
why breakfast meetings bring rain
49
here is my card
50
killer sales question 6
is there anything I have missed have I covered everything have I asked about every detail that is important to you
51
10 things to do today to get business
send a handwritten note clip and send an article of interest talk to a satisfied client and ask who else you might help send a thank you gift to someone who referred you give your business card to someone with influence send a letter to the editor of a magazine your customers read add fifteen people to your mailing list leave a compelling voice mail make an appointment call a client you have not talked to in 2 years
52
how to recognize a rainmaker
organized calls only on decision maker does detailed precall planning always has a written sales call objective ask preplanned questions listens is empathetic with customers encourages and appreciate objections always dollarize the value of the product ask for customer commitments