How to Become a Rainmaker by Fox Jeffrey J

Author:Fox, Jeffrey J. [Fox, Jeffrey J.]
Language: eng
Format: epub
Publisher: Hyperion
Published: 2001-12-01T05:00:00+00:00

XXVIII

“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:

“Tell me how the current situation is worrisome to you.”

“Why is that important to you?”

“How is that important to you?”

“What are the consequences if this continues unimproved?”

“Can we try to find a solution that costs less than the problem?”

“How often does the machine go down or stop working?”

“What is the failure mode?”

“Why do you think that?”

“So the present seal occasionally loses its tolerance and then leaks, correct?”

“If you could get a new seal design that would eliminate leaks, would that be an answer?”

“Here’s your new seal. If, after testing, it works as promised, is there any other reason prohibiting you from recommending it for full production?”

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