Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares) 1st Edition, Kindle Edition

5.0 out of 5 stars 1 customer review
ISBN-13: 978-0071385510
ISBN-10: 0071385517
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Editorial Reviews

From the Back Cover

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.

About 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.

Product details

  • File Size: 631 KB
  • Print Length: 226 pages
  • Page Numbers Source ISBN: 0071385517
  • Simultaneous Device Usage: Up to 4 simultaneous devices, per publisher limits
  • Publisher: McGraw-Hill Education; 1 edition (September 22, 2002)
  • Publication Date: September 22, 2002
  • Sold by: Amazon Digital Services LLC
  • Language: English
  • ASIN: B000OVLJ5U
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Enhanced Typesetting: Not Enabled
  • Amazon Best Sellers Rank: #488,270 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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on November 6, 2002
Format: Paperback
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