10 Rainmaker Principles
Top sales people, or “Rainmakers”, share ten common attributes, or what have been called the “10 Rainmaker Principles”. Salespeople who exhibit the 10 Rainmaker Principles achieve the most success. If you want this to be you, you would do well to follow them. They are:
1. Play to win-win. Rainmakers respect, and always try to satisfy, the best interests of prospects and clients (the "win-win" part). They are also extremely dedicated to becoming top performers (the "play to win" part), exhibiting the hustle, passion, and intensity it takes to achieve what only the elite achieve.
2. Live by goals. Rainmakers are goal-setting and goal-following fanatics. Goals are a part of their daily rituals.
3. Take action. Rainmakers realize that goals without actions don’t get you very far. While other people intend to take action and do more, rainmakers do it.
4. Think buying first, selling second. Rainmakers map their selling processes to the processes and psychology of buying.
5. Be a fluent expert. Rainmakers are masters of market knowledge, customer needs, their products and services, their value, their competition, and everything else they need to know to succeed at selling. Rainmakers might not be technical experts in every area, but they know what they need to know to sell.
6. Create new conversations every day. Rainmakers always feed the front of their pipelines and improve their pipeline quality. They never coast, and nary a day goes by when they don't speak to customers, prospects, and referral sources with the intent to source new business.
7. Lead masterful rainmaking conversations. Rainmakers lead masterful sales conversations, from prospecting to needs discovery to closing to account management.
8. Set the agenda; be a change agent. Rainmakers recommend, advise, and assist. They are change agents who are not afraid to push when it's in the best interest of the customer.
9. Be brave. It takes courage to rise to the occasion in sales. Rainmakers not only conquer their fears, they seek actively to win the most fruitful sales opportunities no matter how difficult the challenges may be.
10. Assess yourself, get feedback, and improve continuously. Rainmakers are never afraid to learn the cold, hard truth about themselves. They take what they discover—the good and the bad—to learn, grow, and change for the better. They never stop this cycle.
Tony Robbins once said, “ In essence, if we want to direct our lives, we must take control of our consistent actions. It’s not what we do once in a while that shapes our lives, but what we do consistently.”
If you want to join in the league of these top sales people, follow their actions and make the 10 Rainmaker Principles part of your innate routine.