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

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

by Stephen Giglio, Steven A. Giglio
     
 

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Field-Proven Strategies for Overcoming Spilled Coffee and Clock-Watching Clients—and Still Making the Sale

Murphy's Law says that what can go wrong will go wrong. This is doubly true, and infinitely more costly, on a sales call. So how is it that top salespeople consistently overcome disasters and return meetings to what really matters—the client's

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Overview

Field-Proven Strategies for Overcoming Spilled Coffee and Clock-Watching Clients—and Still Making the Sale

Murphy's Law says that what can go wrong will go wrong. This is doubly true, and infinitely more costly, on a sales call. So how is it that top salespeople consistently overcome disasters and return meetings to what really matters—the client's problems, and how they can be solved?

Beating the Deal-Killers is a step-by-step roadmap for getting a sales meeting back on track when all hope seems to be lost. Filled with situation-specific tips and pointers from award-winning sales professional and trainer Stephen Giglio, it reveals:

  • The 10 Rules of Reconnaissance for gathering valuable pre-meeting information
  • One sure-fire trick guaranteed to establish solid trust from the start
  • Strategies for setting the agenda—and seizing control from Murphy
  • Murphy-busting techniques for cleaning up messes at every point in the meeting
  • The 7 secret wants of virtually every client—and how to fulfill them
  • 6 surefire tips and phrases for firing up a lackluster meeting
  • Murphy-prone topics to be avoided at all costs
  • Minute-by-minute success guidelines for 30-, 45-, and 60-minute meetings
  • 10 effective ways for handling questions and objections
  • Follow-up strategies for maintaining Murphy-proofed, long-lasting client relationships

Preparation is the key to successful sales, and the key to preparation is in knowing what could go wrong. Let Beating the Deal-Killers show you how to prepare yourself for success at your next sales meeting, by anticipating and overcoming common but deadly deal-killing disasters—and muzzling Murphy before he even has a chance to speak up.

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Product Details

ISBN-13:
9780071385510
Publisher:
McGraw-Hill Professional Publishing
Publication date:
09/16/2002
Pages:
224
Sales rank:
1,153,806
Product dimensions:
5.50(w) x 8.40(h) x 0.50(d)

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