| Record Type: |
Electronic resources
: Monograph/item
|
| Title/Author: |
Beating the deal killers/ Stephen A. Giglio. |
| Reminder of title: |
overcoming Murphy's law (and other selling nightmares) / |
| Author: |
Giglio, Stephen A. |
| Published: |
New York :McGraw-Hill, : c2003., |
| Description: |
iv, 217 p. ;22 cm. |
| Notes: |
Includes index. |
| [NT 15003449]: |
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. |
| Subject: |
Murphy's law. - |
| Online resource: |
https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=74032An electronic book accessible through the World Wide Web; click for information |
| ISBN: |
0071416773 (electronic bk.) |