Beating the Deal Killers - Stephen Giglio - Bog

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.