- Paperback: 336 pages
- Publisher: Adams Media; Second edition (March 1, 2008)
- Language: English
- ISBN-10: 1598695886
- ISBN-13: 978-1598695885
- Product Dimensions: 6 x 0.9 x 9 inches
- Shipping Weight: 1.2 pounds (View shipping rates and policies)
- Average Customer Review: 17 customer reviews
- Amazon Best Sellers Rank: #241,457 in Books (See Top 100 in Books)
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Rain Making: Attract New Clients No Matter What Your Field Paperback – March 1, 2008
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About the Author
Ford Harding is the president of Harding & Company, which trains professionals to win new clients. His books are required reading for certification by the Society for Marketing Professional Services. His articles have appeared in Harvard Business Review, the Wall Street Journal, and elsewhere. He lives in Maplewood, NJ.
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There aren't 'tricks' to this, there is simply proven systems that can help you achieve this. This book runs through a whole spectrum of options that are available and it would be truly impossible to say that someone to say that there wasn't something in this book that could help them with the 'sales' process. Surprisingly, I found there was a lot more information in this book than I expected and it also contained more details than I expected. That's what I liked about this when compared to other 'sales' books. It just doesn't merely talk about what 'sales' are it provides you with concrete steps and suggestions to go about generating more opportunities.
Many business owners are not natural sales people and in fact tend to shy away from sales claiming that it really isn't their thing. To the contrary, for a business owner it is always sales first for without demand there is no business. The more you understand sales the better you have of being a success and keeping the income flowing to your business.
The book is easy to read and surprising comprehensive and pragmatic in its approach. It is well suited to the 'no-sales' type who can learn a lot from the suggestions it brings forward. I would suggest that if you are in business, and especially if you are in business for yourself, then this book should be on your reading list.
The first edition of this book (1994) was a classic. You definitely want to order this book even if you have taken his seminars or have a dog-eared version of the original, since he has written 5 new chapters and substantively changed many others. An example of an added chapter "10 Increasing Network Quality".
Be "...a professional who sells rather than a professional salesperson" and "Selling is practicing your profession at the highest level."
Most revealing is his analysis of why cold calls (and other types of outreach) works for some firms and not others.