Rainmaker's credo

Question 1

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

Answer 1

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

Question 2

always answer the question

“why should this customer do business with us”

Question 3

obey marketing’s 1st commandment

Answer 3

treat each customer as you would treat yourself

good customers are demanding

deliver on your promise and you will bring rain

Question 4

customers do not care about you

Answer 4

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

Question 5

always precall plan every sales call

Answer 5

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

Question 6

fish where the big fish are

Question 7

show them the money

Question 8

earthquake do not count

Answer 8

rainmakers do not have excuses

Question 9

killer sales question #1

Answer 9

do you have your appointment calendar handy

Question 10

stand out, send a letter

Question 11

always take the best seat in a restaurant

Question 12

do not drink coffee on a sales call

Question 13

you are not at lunch to eat lunch

Question 14

never wear a pen in your shirt pocket

Question 15

killer sales questions 2

Answer 15

will you decide for yourself?

Question 16

rainmakers turn customer objections into custoer objectives

Answer 16

rainmakers always probe for objections.

rainmakers love objections

Question 17

always make a “mid job” next job” recommendation

Question 18

treat everybody you meet as a potential client

Answer 18

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

Question 19

killer sales questions 3

Answer 19

why we do business with you

we are interviewing other companies

rainmakers sell that which is different

Question 20

always return every call every day

Question 21

Learn the miles per gallon of selling

Answer 21

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

Question 22

beware the myth of time and territory management

Answer 22

rainmakers concentrate their calls on the highest potential accounts

Question 23

always taste the wine before a wine tasting

Answer 23

test in private of what to sell in public

Question 24

dare to be dumb

Answer 24

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

Question 25

always do an investment return analysis

Question 26

never forget: everybody is somebody’s somebody

Answer 26

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

Question 27

always be on high receive

Answer 27

focus on customers

Question 28

onionize

Question 29

if you do not care about the answer, do not ask the question

Question 30

never be in a meeting

Question 31

present for show, close for dough

Answer 31

rainmakers are cool and calm and they do not miss many three-foot putts

Question 32

advice to a baby sitter

Question 33

present for show, close for dough

Answer 33

rainmakers are cool and calm and they do not miss many three-foot putts

Question 34

advice to a baby-sitter

Answer 34

she sells a relaxed evening and neat house

Question 35

killer sales questions 4

Answer 35

id there anything else prohibiting you….

Question 36

give and get

Question 37

sell on Friday afternoons

Question 38

break the ice at the end of the sales calls

Question 39

use the point system every day

Answer 39

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

Question 40

a shot on goal is never a bad play

Question 41

do not make cold calls

Question 42

show the chain, sell the first link

Question 43

do not talk with food in your mouth

Question 44

killer sale question 5

Answer 44

why don’t you give it a try

Question 45

love voice mail

Question 46

park in the back

Question 47

be the best-dressed person you will meet today

Question 48

why breakfast meetings bring rain

Question 49

here is my card

Question 50

killer sales question 6

Answer 50

is there anything I have missed

have I covered everything

have I asked about every detail that is important to you

Question 51

10 things to do today to get business

Answer 51

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

Question 52

how to recognize a rainmaker

Answer 52

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