Excellent book, just sparse on detail, 24 Nov 2002

Buy it if you work gaining and retaining clients however be aware of the following.

For some unknown reason to me they've tried to convert this book for the British audience- why? Don't Send a CV was fine with it's few Americanisations. The attempt to convert gives across the flavour of two authors at times, it's hard to explain but when read it will become evident.

The other issue is the limited amount of illustrations, and the replicated lunch illustration from Don't Send a CV. Fox should have put perhaps three or four in and it would have earned another star.

These two points are minute however in this excellent sub-£10 book.

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A Fairly Good Book on Selling: Not About Rainmaking At All, 28 May 2004

By	Donald Mitchell "a Practical Optimist" (Boston) - See all my reviews

Rainmakers find ways to connect with people well beyond anything considered in this book. In fact, since no research is cited by the author, I wonder if any research was done to write this book. It has the feeling of being a memoir of what the author has found works for him.

The only part of the advice that I thought was wrong was the insistence on using canned questions to move the prospect along. Sophisticated customers spot these a mile away, and run in the opposite direction. You will simply be manipulating people, and that's NOT the way to be a rainmaker.

Having had my expectations falsely raised by the title, I still yearn for a good book on being a top rainmaker based on the best practices of what they actually do. Perhaps someone else will write that book.

If you want a short book on selling that covers many of selling's important principles, this is a perfectly okay book. If you have been selling for more than 5 years, there's probably not much here to help you unless you totally lack emotional intelligence (in that case, read Daniel Goleman's excellent book, Emotional Intelligence).

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