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Beating the deal killers : overcoming Murphy's law (and other selling nightmares)

Author: Stephen A Giglio
Publisher: New York : McGraw-Hill, ©2003.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"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  Read more...
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Document Type: Book
All Authors / Contributors: Stephen A Giglio
ISBN: 0071385517 9780071385510
OCLC Number: 49894920
Notes: Includes index.
Description: iv, 217 pages : illustrations ; 22 cm
Contents: Introduction --
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 and 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 --
10.
Responsibility: Stephen A. Giglio.
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Abstract:

"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."--Jacket.

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