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“Customers who want your product are partially sold before they see you.)”
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
“Customers who want your product are better targets than customers who need your product. (Customers who need your product may not know it. They must be educated, persuaded. This takes time and money.”
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
“Expected surprises.”
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
“Written sales call objective. Needs-analysis questions to ask. Something to show. Anticipated customer concerns and objections. Points of difference vis-à-vis competitors. Meaningful benefits to customers. Dollarization approach; investment return analysis. Strategies to handle objections and eliminate customer concerns. Closing strategies.”
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
“The first commandment of getting and keeping customers is to treat each customer as you would treat yourself.”
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
― How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
“Nothing gives one person so much advantage over another as to remain cool and unruffled under all circumstances. —Thomas Jefferson”
― How to Become CEO: The Rules for Rising to the Top of Any Organization
― How to Become CEO: The Rules for Rising to the Top of Any Organization
“There are two fundamental reasons that drive all purchase decisions: People buy either to feel good or to solve a problem.”
― The Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It
― The Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It
“is the excellence of execution that will determine success or failure.”
― How to Become CEO: The Rules for Rising to the Top of Any Organization
― How to Become CEO: The Rules for Rising to the Top of Any Organization
