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

Paperback | October 7, 2002

byStephen 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 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

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From the Publisher

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

From the Jacket

Field-Proven Strategies for Overcoming Spilled Coffee and Clock-Watching Clients--and Still Making the SaleMurphy'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...

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 ho...

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Format:PaperbackDimensions:224 pages, 8.4 × 5.5 × 0.57 inPublished:October 7, 2002Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071385517

ISBN - 13:9780071385510

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