Secrets of Great Rainmakers,
By Jeffrey J. Fox.
Even if you don't like the idea, you are in sales and so am I. We sell our ideas, ourselves, our services, and even our company's products or services, regardless of our role there. This book is geared toward deal makers in the official sense of "sales," but there is certainly a lot of spill-over into other endeavors.
I enjoyed this book because each principle is packaged into a short segment that I could read, ponder, and act on without getting overwhelmed. If my primary role were to close sales and if I worked on commission, I would have this book on my desk and I would work on one principle every week. It's a solid little book!
My favorite skill discussion is found on page 104: "Silence is Golden." A sales rep got a sore throat, can't talk hardly at all, and learned through his experience that speaking is less effective than listening when it comes to a sales process.
