How to Become a Rainmaker by Jeffrey J. Fox

Author:Jeffrey J. Fox
Language: eng
Format: epub
Tags: Business & Economics / Customer Relations, Business & Economics / Sales & Selling / General
Publisher: Hachette Books
Published: 2001-12-01T05:00:00+00:00

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“Onionize”

To be successful, the Rainmaker must first get to the essence, the core, of what the customer needs. The Rainmaker must find the problem. The Rainmaker must understand all of the customer’s concerns, desires, fears, and limits. The Rainmaker cannot prescribe until he or she diagnoses. The Rainmaker cannot turn the customer’s need into a want until he or she knows how to put value on the customer’s desired state. Just as a sous chef peels an onion layer by layer, so, too, the Rainmaker helps the customer get to the “heart of the matter.”

Rainmakers use the word onionize as a memory trigger to remind themselves to keep probing, to keep asking questions, especially “why,” “why,” “why,” and “why.”

This is how a Rainmaker onionizes the customer:

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