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
以下为对购买帮助不大的评价