My next guest on The Richard Robbins Show has been on the New York Times, Business Week, Wall Street Journal and Amazon.com best sellers lists. His book, How to Become a Rainmaker, is one of my all time favourites and taught me to look at business in a whole new light.
Jeffrey Fox, founder of Fox & Company, a management consulting firm, has written 11 best-selling business books that have been translated into over thirty languages. His simple, no fluff approach to writing has helped countless entrepreneurs thrive in the business world.
“I believe my readers are ambitious and curious,” Jeffrey tells me. “My books are simple. I know big words but I don’t use them. You’ve got to have a voice and my voice is I write the way I think, the way I speak, and I’m always trying to get to the simple of it; always trying to get to the point.”
Jeffrey’s understanding of what the customer wants has transformed the way salespeople should approach a potential sale. “Customers want to be heard. They want to be listened to; they desire it. It’s a gift to the customer to allow them to talk.”
In this episode of The Richard Robbins Show, I am thrilled to spend an hour talking with Jeffrey Fox about the correct way to do business. Jeffrey gives detailed examples of how to treat your clients, teaches listeners his Pre-Customer Contact Research process and explains that listening, rather than speaking, can make you richer than you ever thought possible.
Listen to the Full Episode:
What You’ll Learn In Today’s Episode
- The Two Reasons Why People Buy.
- How to Dollarize Your Value Proposition.
- The Power of ‘Rendering’
- The Secret of “How to Listen.”
- The Importance of Listening for Something.
- The Power of Perspective as a Salesperson.
- How Word of Mouth and Referencing Can Change Your Business Forever
- Step-by-Step Process of the Pre-Call (Pre-Customer Contact Research).
- Why Being ‘Surprisingly Knowledgeable’ Can Save a Salesperson.
- Jeffrey’s W.A.C.A.D.A.D. Acronym
Ideas Worth Sharing
Customers want to be heard. They want to be listened to; they desire it. It’s a gift to the customer to allow them to talk. Jeffrey Fox @Richardlrobbins Click To Tweet
A salesperson is like a conductor. He is helping the customers think. Jeffrey Fox @Richardlrobbins Click To Tweet
Teach your customers to be an ambassador for yourself. Jeffrey Fox @Richardlrobbins Click To Tweet
Resources in Today’s Episode
- Jeffrey Fox
- How to Become a Rainmaker by Jeffrey Fox
- Upper Captiva
- Trinity College
- Harvard Business School
- John D. Rockefeller
- Henry Ford
- Hartford, Connecticut
- Ernest Hemingway
- Olive Garden
- The J.M. Smucker Company
- New York Yankees