BSP 152: Becoming a Rainmaker by Jeffrey Brandeis

Jeffrey Brandeis, author of Becoming a Rainmaker: A Guide for
Accountants and CPAs wrote this book to bring a more specific
approach to helping those in the accounting and CPA professions
hone the sales skills needed to become rainmakers. He defined the
term as someone who brings in revenue and in the CPA world, that
person is referred to as a “rainmaker.” He adds, “To become a
partner, you need to bring business through the door. If you’re not
bringing revenue in, the chances of sharing the profits will be a
lot slimmer.” Brandeis says that accounting professionals are
trained to handle numbers, but one skillset that is not taught is
sales. “There’s no college degree for sales,” he adds. The book
serves as a guide to help build better and faster rapport, with
prospects and potential clients to cut down the sales cycle some
might not fully understand. He adds, “How people learn is how
people buy” and the book teaches how to match presentation and
learning styles in order to build that rapport three times faster
and in one-third of the time. With businesses changing at a higher
speed these days, Brandeis wants people to succeed, adding, “Even
though times have changed, it’s actually brought opportunity that
we probably would never have had if this hadn’t happened.” In
simpler terms, success comes to those who embrace opportunity and
the ever-changing landscape of business. Learn more about your ad
choices. Visit megaphone.fm/adchoices