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

by Giglio, Stephen

• ISBN13: 9780071385510
• ISBN10: 0071385517
• Edition: 1st
• Format: Paperback
• Copyright: 2002-10-07
• Publisher: McGraw-Hill Education

Summary

Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmaresshy;shy;and 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-Killersprovides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at handshy;shy;completing 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

Author Biography

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.

Table of Contents

Acknowledgments	iv
Introduction	1	(6)
Anatomy of a Sales Call	7	(14)
The Best Way to Beat Murphy: Reconnaissance Rules	21	(19)
Look Out for Murphy: My Failure and Welcome to It	40	(19)
Soul Searching: Who, Besides Murphy, Will See You?	59	(7)
Hey! How Ya Doin'?: Making Murphy-Free Small Talk	66	(11)
Set the Agenda: Take Control from Murphy	77	(13)
Murphy's Law on Clients: Each One Is Like an Iceberg---What You Need to Know Is Below the Surface	90	(30)
The Big Show: Presentations That Evidence Excellence and Mute Murphy	120	(28)
Defending Your Turf against Murphy: Handling Client Questions	148	(26)
Closes That Close Out Murphy	174	(18)
Even Murphy Knows That When It's Over, It's Not Over: The How and Why of Follow-Up	192	(21)
Index	213