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


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. ...

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

Available on NOOK devices and apps  
  • NOOK Devices
  • NOOK HD/HD+ Tablet
  • NOOK
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK Study
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$10.49 price
(Save 38%)$16.95 List Price


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.

Read More Show Less

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.

Read More Show Less

Table of Contents

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
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)