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

ISBN-13: 9780071385510 / Angielski / Miękka / 2002 / 224 str.

Steven A. Giglio

Opis

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