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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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

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 Professional Publishing
Publication date:
09/16/2002
Pages:
224
Product dimensions:
5.50(w) x 8.40(h) x 0.50(d)

Meet 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.

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