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Beating the deal killers : overcoming Murphy's law (and other selling nightmares) / Stephen A. Giglio.

By: Giglio, Stephen A.
Material type: TextTextPublisher: New York : McGraw-Hill, c2003General Notes: Includes index.Description: iv, 217 p. ; 22 cm.ISBN: 0071385517 (alk. paper).Subject(s): Selling | Murphy's lawDDC classification: 658.85
Contents:
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.
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Item type Current library Collection Call number Status Date due Barcode
Two Weeks Davenport Library Circulating Collection Print-Circulating 658.85 G367 (Browse shelf(Opens below)) Available 34284001136258

Includes index.

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.

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