Beating The Deal Killers

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 chanceto speak up..

Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmares--and 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 hand--completing 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