 |
…a Rainmaker is a person who brings revenue into an organization, be it profit or not-for-profit… That revenue is the aqua viva – the lifeblood – of the organization.
|
1 |
 |
Big-hitting Rainmakers are among the highest paid employees in every company in every industry.
|
2 |
 |
Rainmakers help the customer see the money… [they] turn benefits into dollars.
|
21 |
 |
Rainmakers don’t sell products; they sell the dollarized value the customer gets from the products. Rainmakers sell money.
|
24 |
 |
Rainmakers do nothing that might decrease the odds of making the sale.
|
38 |
 |
Rainmakers always probe for objections. Rainmakers love objections… because they understand the brilliant subtlety of turning objections into objectives.
|
44 |
 |
…the agreement to see you is a setting of the table to do business. Rainmakers understand this reality, and it gives them the bedrock confidence to make the sale.
|
53 |
 |
Rainmakers get buying commitments before they give selling demonstrations.
|
98 |
 |
The Rainmaker prepares for the input sessions with carefully crafted needs analyses and situation-understanding questions. No question is too trivial, too obvious, too mundane to ask.
|
139 |
