The rainmaker is the sales person everyone else wants to be. The rainmaker brings the art of
deal to new levels. He brings in the most money, gets the best paycheck, commands the most
respect. Whatever item or service the rainmaker sells, it is sold effectively and successfully.
Rainmakers are not born. They are made. To succeed in sales, you must be above average. To
be a STAR, you must make it rain.
I learned the most from this book;-
1. Make selling easier by teaching customers to want what they need.
By explaining thing what is their need and what will they get by taking the things. The
important of understanding the value for what ever things they want to purchase.
2. Customers don’t care about you so don’t talk about yourself. Make sure you use powerful
questions like “why? Why? You listen to what the customer say. Clarify. Summarize.
Determine how you can help the customer and how your product solves the customer’s
concern.
3.Obey marketing’s first commandment.
-Always put yourself in the shoes of customer
-Good customer are demanding
-Deliver your promise and you’ll bring rain.
4.Always have a pre-call plan. Have a checklist which contains the following;
-written sales call objective
-Need analysis question to ask
-something to show
-Anticipated customer concerns and objection.
-points of difference vis-à-vis competitors.
-Meaningful benefits to customers.
-Dollarization approach; investment return analysis.
-Strategies to handle objections and eliminate customers concerns.
-Closing strategies.
-Expected surprises.
And plan to be flexible. If after sixty second into your two hour painstakingly prepared
presentation the customer say ok I will buy, stop talking and take the order and leave
gracefully. If customer wants to do business with you, but in an entirely different manner that
you expected, adjust to the change. Don’t be so intent on following your plan that you miss a
customer’s cue. Be flexible.
5.Fish where the Big fish are
Rain makers fish where the big fish are. Rainmaker talk to customer s who are familiar with
their products or who already use their product. Customers who want your product are better
targets than customers who need your product. (Customer s who need your product may not
know it. They must be educated, persuaded and this takes time and money.
6.always show customers a return on their investment. Calculate the financial consequences of
going without your solution.
7. When you have a customer on the phone, ask; do you have your appointment calendar
handy? And continue with killer question, will you look into at the facts and decide for yourself
if they make sense?
8.Turn your customer objection into customer objectives. Do by asking, so you were concerned
about… is there anything else that concerns you?
9.Of course never beat up the competition. Say, Yes that company is good. Would you like to
know our points of difference?
10. Excellent selling times are before 8 any morning and after 3 on Friday afternoons.
Remember – the lowest price is not the same as the lowest cost.
11. Always take the best seat in a restaurant.
-You must seat facing out window and your back on the wall- customer facing the wall. The
reason of this so customer can stay focus to you.
12.Treat everybody you meet as a potential client.
-Rainmaker treat nonclients as they do existing customers. They are polite to everyone.
Business can come from unexpected places.
13.Always return every call everyday.
-Returning phone calls is a basic courtesy, but not many people do it, rainmakers return all calls
everyday.
-fast return call is a point of difference. When you return a person phone call that person feels
respected,important.
14.Ten things to do today to get business:
-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 witch influence.
-Send a latter to the editor of a magazine your customers read.
-Add fifteen people to your mailing list.
-Leave a compelling voicemail.
-Make an appointment
-Call a client you haven’t talked to in two years.
As a conclusion this is must read book to all especially those involved in sales, in this world
today, sales is one of the most competitive fields. There are more products and services
available than ever before, taking pure example tourism… in Sabah only, we have more than
100 tour operators selling almost 90% the same products, price almost the same the only thing
that make people go to you is the service and the way you handle them, the way you keep
them. Therefore the way you treat your customer will make them stay and loyal to you . As for
Borneo Eco Tours we have so many loyal agents and clients as well. It show that we are the
rainmaker!! I encourage you to pick one or two points that you will do something. Of course
you are encourage to read the book by yourself to discover even additional insights.
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