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
  
  Author: Stephen Giglio
  Publisher: McGraw-Hill Companies
  Published: 10/07/2002
  Pages: 224
  Binding Type: Paperback
  Weight: 0.64lbs
  Size: 8.34h x 5.46w x 0.63d
  ISBN: 9780071385510
  

  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.

  
  

  This title is not returnable