Beating the Deal Killers - Giglio, Stephen A.
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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…mehr

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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.
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