 |
Ninety percent of all sales calls are won or lost before the salesperson sees the customer.
|
14 |
 |
Rainmakers help the customer see the money… [they] turn benefits into dollars.
|
21 |
 |
Always show the customer the money. Always dollarize. Quantify the customer’s return on his investment in your product. Calculate the financial consequences… of going without your solution.
|
24 |
 |
Rainmakers don’t sell products; they sell the dollarized value the customer gets from the products. Rainmakers sell money.
|
24 |
 |
’Do you have your appointment calendar handy?’ This is a killer sales question because it leads to that previous appointment over 90 percent of the time.
|
29 |
 |
…don’t drink coffee on the place, or in the car, or on the way to a sales call. A spill can kill.
|
34 |
 |
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 |
 |
By the time you are halfway through your current job you should know how else you can help your customer. When you are in the middle of a job, begin selling the next one.
|
48 |
 |
…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 |
