ELITE Research Center - How To Become A Rainmaker
How to Become a Rainmaker : The People Who Get and Keep Customers
Cancel anytime. Saying no is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator.
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As a quick aside, this is the same book we give out to all our clients when they start an engagement with us. What I love about this book is that it is a quick read and has some excellent tactical and strategic suggestions in it for driving sales.
In his book, The Age of Unreason , Irish author Charles Handy made a startling prediction about the future of organizations. Handy describes a portfolio as a multifaceted career , comprised of different types of work that include fee work, salary work, and gift work. And soon, this is how we will all describe what we do — not as a job, but as a portfolio. We are complex creatures with many different interests and abilities. What if instead of thinking of your work as a monolithic activity, you chose to see it as the complex group of interests, passions, and activities that it truly is? What if instead of identifying with a job description, you began to see everything you do as one portfolio of activity?