Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)

Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
分享
扫描下方二维码分享到微信
打开微信,点击右上角”+“,
使用”扫一扫“即可将网页分享到朋友圈。
作者:
出版社: Mcgraw-Hill
2002-09
ISBN: 9780071385510
定价: 192.00
装帧: 平装
页数: 224页
正文语种: 英语
  • 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
    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. Acknowledgments
    Introduction  1
    1  Anatomy of a Sales Call  7
    2  The Best Way to Beat Murphy: Reconnaissance Rules  21
    3  Look Out for Murphy: My Failure and Welcome to It  40
    4  Soul Searching: Who, Besides Murphy, Will See You?  59
    5  Hey! How Ya Doin'?: Making Murphy-Free Small Talk  66
    6  Set the Agenda: Take Control from Murphy  77
    7  Murphy's Law on Clients: Each One Is Like an Iceberg - What You Need to Know Is Below the Surface  90
    8  The Big Show: Presentations That Evidence Excellence and Mute Murphy  120
    9  Defending Your Turf against Murphy: Handling Client Questions  148
    10  Closes That Close Out Murphy  174
    11  Even Murphy Knows That When It's Over, It's Not Over: The How and Why of Follow-Up  192
    Index  213
  • 内容简介:
    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
  • 作者简介:
    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.
  • 目录:
    Acknowledgments
    Introduction  1
    1  Anatomy of a Sales Call  7
    2  The Best Way to Beat Murphy: Reconnaissance Rules  21
    3  Look Out for Murphy: My Failure and Welcome to It  40
    4  Soul Searching: Who, Besides Murphy, Will See You?  59
    5  Hey! How Ya Doin'?: Making Murphy-Free Small Talk  66
    6  Set the Agenda: Take Control from Murphy  77
    7  Murphy's Law on Clients: Each One Is Like an Iceberg - What You Need to Know Is Below the Surface  90
    8  The Big Show: Presentations That Evidence Excellence and Mute Murphy  120
    9  Defending Your Turf against Murphy: Handling Client Questions  148
    10  Closes That Close Out Murphy  174
    11  Even Murphy Knows That When It's Over, It's Not Over: The How and Why of Follow-Up  192
    Index  213
查看详情
目前没有书店销售此书
相关图书 / 更多
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating the Street
Peter(彼得·林奇)、John Rothchild(约翰·罗瑟查尔德) 著
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating the Casinos at Their Own Game
Peter Svoboda 著
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating the Blues: New Approaches to Overcoming Dysthymia and Chronic Mild Depression
Michael E. Thase 著
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating the Dow
Michael B. O\\\'higgins;John Downes
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating Combat Stress: 101 Techniques for Recovery
John Henden 著
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating Stress, Anxiety & Depression: Groundbrea
Professor Jane、Janet Stephenson 著
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
Beating the System Using Creativity to Outsmart Bureaucracies
Ackoff, Russell L.;Rovin, Sheldon
您可能感兴趣 / 更多
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
卡尺校验的运动学对线全膝关节置换术——原理、手术技术与应用前景
Stephen;M.Howell
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
量子信息 香农信息科学经典
Stephen Barnett 著
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
AO足踝骨折治疗原则
Stefan Rammelt Michael Swords Mandeep S Dhillon Andrew K Sands
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
互联网与民主
Stephen Coleman
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
花园不是一天建成的
Stewart 著;吴湛 译;[美]艾米·斯图尔特(Amy
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
你好!德语(视频版)(A1)(练习手册)
Stefanie Dengler
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
你好!德语(视频版)(A1)(学生用书)
Stefanie Dengler
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
复变量导引(影印版)
Steven G. Krantz
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
泛函分析导引(影印版)
Steven G. Krantz
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
调和分析概览(影印版)
Steven G. Krantz
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
AO骨感染治疗原则
Stephen L Kates 主编;Olivier Borens
Beating the Deal Killers: Overcoming Murphy's Law (and other Sales Nightmares)
国际关系(第三版)
Stephanie Lawson