Beating the Deal-killers: Overcoming Murphy's Law (and Other Sales Nightmares)

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9780071385510: Beating the Deal-killers: Overcoming Murphy's Law (and Other Sales Nightmares)

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 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:

Stephan Giglio is founder and president of the New York-based Giglio Company. Founded in 1989, Giglio Company has become a multimillion dollar business specializing in executive and sales coaching. His clients include American Express, Citibank, ESPN and other media companies (among them Sporting News, Allure magazine, Red Herring, Time Warner - and even McGraw-Hill). His client assignments take him around the globe, and he frequently consults with sales representatives in Brazil, London, Germany, Italy, Singapore and other countries in Southeast Asia. His professional experience began in the finance industry, where he sold and marketed insurance and investment-related products. During his career in marketing and sales, he received one of the industry's top sales awards five years in a row. Hometown: New York, NY

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Book Description McGraw-Hill, 2002. Book Condition: New. Brand New, Unread Copy in Perfect Condition. A+ Customer Service! Summary: 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. Bookseller Inventory # ABE_book_new_0071385517

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Book Description McGraw-Hill Education - Europe, United States, 2002. Paperback. Book Condition: New. 212 x 140 mm. Language: English . Brand New Book. What can go wrong will, in life and in sales. In Beating the Deal-Killers, sales consultant and coach Stephen Giglio identifies the key Murphy s Laws of selling - things than can go wrong, and often do, in sales presentations and client meetings. He shows how to turn Murphy s Laws around by anticipating problems, handling them deftly when they happen, and making the sale every time. Part basic selling strategy, part troubleshooting guide, Beating the Deal-Killers walks readers step-by-step through every stage of the sales meeting, from first contact with the client and the initial assessment of his needs to making the close and following up. A sales consultant to leading companies including American Express and Citicorp, Giglio anticipates what can go wrong and offers tips, pointers and sound advice for turning potential problems to your advantage. Grounded in common sense, with a real-world approach to the tough job of selling, Beating the Deal-Killers takes as its premise that people buy people first and products second. It shows: How to win over a reluctant or unfriendly client; How to conduct reconnaissance to uncover your client s secret needs and wants; How to prepare for a sales call so that you re not rehearsing at the last minute in your client s parking lot; How to use visual and verbal cues to keep your client s attention - and what to do when he starts doodling on his notepad or glancing at his watch; The right words and phrases to use in your presentation to move your client closer to the close. Giglio hands you a phrase list to use to motivate your client to action. What to do when objections start to hit you like a ton of bricks - just when you thought you were gaining momentum. Giglio offers 10 effective ways to field objections and keep your client and yourself on message. How to handle the distracted client who seems confused, won t make eye contact, asks all the wrong questions, jumps up and runs out of the room to take a phone call, and demands to know the price before you ve had a chance to make your point. Written with insight into the day-to-day selling environment, including real-world examples from Giglio s own experience and those of his clients, Beating the Deal-Killers will give salespeople everywhere the perspective and confidence they need to put his advice to work in their very next sales call. Bookseller Inventory # BZV9780071385510

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