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

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. ...

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

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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: 9780071416771
  • Publisher: McGraw-Hill Education
  • Publication date: 9/16/2002
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 224
  • File size: 500 KB

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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Table of Contents

Acknowledgments
Introduction 1
1 Anatomy of a Sales Call 7
2 The Best Way to Beat Murphy: Reconnaissance Rules 21
3 Look Out for Murphy: My Failure and Welcome to It 40
4 Soul Searching: Who, Besides Murphy, Will See You? 59
5 Hey! How Ya Doin'?: Making Murphy-Free Small Talk 66
6 Set the Agenda: Take Control from Murphy 77
7 Murphy's Law on Clients: Each One Is Like an Iceberg - What You Need to Know Is Below the Surface 90
8 The Big Show: Presentations That Evidence Excellence and Mute Murphy 120
9 Defending Your Turf against Murphy: Handling Client Questions 148
10 Closes That Close Out Murphy 174
11 Even Murphy Knows That When It's Over, It's Not Over: The How and Why of Follow-Up 192
Index 213
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