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

By Stephen Giglio

Book Overview

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

• Format: Paperback
• Language: English
• ISBN: 0071385517
• ISBN13: 9780071385510
• Release Date: October 2002
• Publisher: McGraw-Hill Companies
• Length: 224 Pages
• Weight: 0.60 lbs.
• Dimensions: 0.6" x 5.5" x 8.3"

Customer Reviews

Great book !

This is an excellent book on how to be more effective on a sales call. Mr. Giglio brings a fresh perspective to improving your sales skills.One thing I especially liked was how he carefully explains how to avoid falling into a "Murphy's Law" situation during a sales call. He gives great examples of sales calls where he, as a coach, was present. These examples are relevant to the real world and quite practical.This book do not try to fill you with new 'techniques', it instead describes new ways to approach a customer, which ultimately produces the lasting results we are seeking.I highly recommend this book to everyone. "Beating the Deal Killers", can add a new, more business-like dimension to your professional life.