..from the wisdom of a sales recruiter…
- Rainmakers never forget that selling is target game – always focus on the goal for every telephone call, email or meeting!
- Rainmakers always listen more than they speak! The key to selling is knowing what people want – this is only learned by listening!
- Rainmakers are not players – rainmakers are always real, always sincere, always authentic – always!
- Rainmakers are Everyman! They are never above anyone and always make people feel great about who they are – never less!
- Rainmakers don’t hide behind digital technology. They always pick up the telephone to deal with a problem or make a connection.
- Rainmakers are always prepared. They put tremendous effort into always being ready and anticipating everything that will be needed.
- Rainmakers are always closing! They are always focused on getting the business and every move is getting them closer to yes!
- Rainmakers always sell first. They know that decision fatigue means that important presentations should always schedule early in the day!
- Rainmakers go for the cheque! They are never afraid to talk money or deal with money issues knowing that money is a power conversation!
- Rainmakers present perfectly! Shoes shined, shirt starched, suit pressed – presentation counts and they always control all that can be controlled!
- Rainmakers deliver and demand respect! If the buyer does not reciprocate they walk! Without respect there is no relationship!
- Rainmakers make it rain! They sell, they study selling, they are sales experts! The Rainmaker is always getting better and always selling!
- Rainmakers do the homework! They know their product, the competitor, the customer – intimately! Power comes from knowledge – they know!
- Rainmakers always go for a sure thing! “Never chase a girl that doesn’t want to get caught!” Rainmakers don’t waste time with time wasters!
- Rainmakers always make one more call! They are never lazy – one more call a day is 200 calls a year and the difference between good and great!
- Rainmakers understand the value of incremental selling! Add-ons can deliver 10%, or more, to the bottom line. Afterall. They have already said yes!”
- Rainmakers know that referrals are the gold standard of sales leads and work to cultivate a business built on referrals. Always building bridges!
- Rainmakers start at the top! They know the first call on a firm should be as close to the top as possible! Decisions flow downhill!
- Rainmakers monetize the value of the offering! ‘This investment will deliver this £ X return. Rainmakers always monetize!
- Rainmakers are never late and never rush! Always in control and always prepared. Make it a habit!
- Rainmakers never get angry and never make it personal. They have no time to be distracted. They are good winners – losing doesn’t register.
- Rainmakers persevere in the face of adversity. Rising to the challenge is simply what they do! They know that getting the order is the solution!
- Rainmakers never discuss the competition. They don’t exist! If the conversation is raised, they politely acknowledge them and move on!
- Rainmakers are never cheap! They pick up the tab and do favours and don’t keep track of who is on top. Rainmakers are bigger and better!
- Rainmakers always ask killer sales questions to win the buyer. They are experts on the customer and always ask the perfect questions!
- Rainmakers lose the losers. They only associate with winners because they know that negative people suck energy and passion!
- Rainmakers brand themselves and are always building the brand value of everything they do! They know the only real value is brand value!
- Rainmakers know the ‘A’ list! They know that playing with a stronger player makes you stronger. They are always looking for a stronger player!
- Rainmakers never ‘under-promise and over-deliver!’ That’s a chump’s game. Rainmakers always promise and deliver the best! Always!
- Rainmakers never get slow! They are always on the top of the game – physically, mentally and emotionally. Slow is for losers!