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Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)

Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)

Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
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Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)

Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)

Overview

Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmares­­and closing the sale

Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at hand­­completing the sale.

More than just a valuable troubleshooting guide, however, this book by award-winning sales executive Stephen Giglio gives sales pros firsthand techniques they can put into action at their next sales meeting. Battleproven tips and pointers include:

  • How to prepare for a relaxed yet take-charge sales call
  • Techniques, actions, and phrases for motivating a prospect
  • 10 effective ways to field objections

Product Details

ISBN-13: 9780071385510
Publisher: McGraw Hill LLC
Publication date: 09/16/2002
Pages: 224
Product dimensions: 6.00(w) x 8.00(h) x 1.00(d)

About the Author

Stephen Giglio is founder and president of the Giglio Company, a sales and executive coaching consultancy whose clients include American Express, Citibank, ESPN, and other high-profile corporations. An award-winning sales professional in his own right, Giglio and his firm have helped thousands of sales professionals around the globe hone their selling skills and instincts.

Table of Contents

Acknowledgmentsiv
Introduction1
1.Anatomy of a Sales Call7
2.The Best Way to Beat Murphy: Reconnaissance Rules21
3.Look Out for Murphy: My Failure and Welcome to It40
4.Soul Searching: Who, Besides Murphy, Will See You?59
5.Hey! How Ya Doin'?: Making Murphy-Free Small Talk66
6.Set the Agenda: Take Control from Murphy77
7.Murphy's Law on Clients: Each One Is Like an Iceberg--What You Need to Know Is Below the Surface90
8.The Big Show: Presentations That Evidence Excellence and Mute Murphy120
9.Defending Your Turf against Murphy: Handling Client Questions148
10.Closes That Close Out Murphy174
11.Even Murphy Knows That When It's Over, It's Not Over: The How and Why of Follow-Up192
Index213
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