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AuthorGiglio, Stephen A
TitleBeating the deal killers [electronic resource] : overcoming Murphy's law (and other selling nightmares) / Stephen A. Giglio
Imprint New York : McGraw-Hill, c2003
Connect tohttp://www.netLibrary.com/urlapi.asp?action=summary&v=1&bookid=74032
Descript iv, 217 p. ; 22 cm

CONTENT

Introduction -- Anatomy of a sales call -- The best way to beat Murphy : reconnaissance rules -- Look out for Murphy : my failure and welcome to it -- Soul searching : who, besides Murphy, will see you? -- Hey! how ya doin'? : making Murphy-free small talk -- Set the agenda : take control from Murphy -- Murphy's law on clients : each one is like an iceberg : what you need to know is below the surface -- The big show : presentations that evidence excellence and mute Murphy -- Defending your turf against Murphy : handling client questions -- 10. Closes that close out Murphy -- 11. Even Murphy knows that when it's over, it's not over : the how and why of follow-up


Selling Murphy's law Electronic books.



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