Additional information
by Stephen Giglio (Author)
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
Back Jacket
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.
Author Biography
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.
