Beating the deal killers

Stephen A. Giglio

222 pages, parution le 30/10/2002

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Résumé

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 road map 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
Strategies for setting the agenda--and seizing control from Murphy's law
The 7 secret wants of virtually every client--and how to fulfill them
6 surefire tips and phrases for firing up a lackluster meeting
Minute-by-minute success guidelines for 60-minute meetings
10 effective ways for handling questions and objections

Contents

Anatomy of a Sales Call
The Best Way to Beat Murphy: Reconnaissance Rules
Look Out for Murphy: My Failure and Welcome to It
Soul Searching: Who, Besides Murphy, Will See You?
Hey! How Ya Doin'?: Making Murphy-Free Small Talk
Set the Agenda: Take Control from Murphy
Murphy's Law on Clients: Each One Is Like an Iceberg - What You Need to Know Is Below the Surface
The Big Show: Presentations That Evidence Excellence and Mute Murphy
Defending Your Turf against Murphy: Handling Client Questions
Closes That Close Out Murphy
Even Murphy Knows That When It's Over, It's Not Over: The How and Why of Follow-Up

L'auteur - Stephen A. Giglio

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.

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Stephen A. Giglio
Parution	30/10/2002
Nb. de pages	222
Format	13,7 x 21,2
Couverture	Broché
Poids	288g
Intérieur	Noir et Blanc
EAN13	9780071385510