It could be stocks, cars, widgets, ads, stereos, it doesn’t matter: there’s a high percentage of you that will ‘get’ to experience possibly this less-than-glamorous career path.

“The word ’salesperson’ conjures up a lot of stereotypes,” says Jeffery Fox, a Harvard Business graduate and founder of Fox & Company, an award-winning marketing consulting firm. ‘It makes me think of Glengarry Glen Ross. That is NOT a good example of a sales person. It can be a school teacher selling students on writing, parents selling a kid on cleaning a room - it’s more than just sales.”

In his book Secrets of Great Rainmakers, Fox goes to great lengths to differentiate between a normal salesperson and a rainmaker, who is a salesperson that “sells the most, makes the best, and does it during any condition.”

The good news? Fox can make you rain - or is that reign?

Is becoming a ‘rainmaker’ easy? Is it teachable?

The best sales people are actually modest, quiet and ask a lot of questions. That’s something that can be taught. But it’s hard for schools to do. Very few faculty have the necessary battle scars; they come from an academic-oriented mindset, a lot statistics. That’s not what I teach. Read More »