03564nam 22007094a 450 991101962940332120200520144314.097866105172999780470316016047031601297811184296861118429680978111920215811192021599781280517297128051729897804700469990470046996(CKB)1000000000354461(EBL)266961(OCoLC)77521790(SSID)ssj0000292934(PQKBManifestationID)12049726(PQKBTitleCode)TC0000292934(PQKBWorkID)10270233(PQKB)11104055(MiAaPQ)EBC266961(Perlego)1006395(Perlego)2755762(EXLCZ)99100000000035446120060302e20061998 uy 0engur|n|---|||||txtccrCreating rainmakers the manager's guide to training professionals to attract new clients /Ford HardingHoboken, N.J. John Wiley & Sonsc20061 online resource (290 p.)Originally published: Holbrook, Mass : Adams Media, 1998.9780471920731 0471920738 Includes bibliographical references (p. 259-265) and index.CREATING RAINMAKERS: The Manager's Guide to Training Professionals to Attract New Clients; Contents; Acknowledgments; Introduction; Chapter 1: What Is a Rainmaker?; Chapter 2: What Rainmakers Know or the Mathematics of Selling; Chapter 3: How Rainmakers Think or the Skill of Optimism; Chapter 4: What Rainmakers Do or the Power of Systems; Chapter 5: Limits to the Rainmaker Model; Chapter 6: Targeting and Positioning; Chapter 7: Creating Value with Ideas; Chapter 8: Finding a Lead Generation Approach That Works; Chapter 9: Building Relationships That Produce BusinessChapter 10: Questioning and Synthesizing MethodsChapter 11: Anecdotal Selling; Chapter 12: Finessing a Sale; Chapter 13: After You Are Hired; Chapter 14: Creating Rainmakers; Conclusion; Introduction to Appendices; Appendix A: Recruiting Rainmakers; Appendix B: Compensating Professionals for Making Rain; Appendix C: Three Legs of a Stool; Appendix D: Creating Presenters; Endnotes; IndexEvery manager of a professional firm realizes that generating leads and landing new clients are critical components of any successful business venture. But transforming accountants, architects, attorneys, consultants, engineers, and other professionals into client-generators is not always easy to do.Divided into two comprehensive parts-The Rainmaker Model and The Elements of Rainmaking-Creating Rainmakers outlines all the steps you should take to turn your professional staff into a powerful team of sales winners.Filled with in-depth insight and practical advice, this book will Creating rain makersProfessionsMarketingPersonnel managementProfessional employeesTraining ofProfessionsMarketing.Personnel management.Professional employeesTraining of.658.8Harding Ford1841002MiAaPQMiAaPQMiAaPQBOOK9911019629403321Creating rainmakers4420594UNINA