01807nam a22003374a 4500 ebr10041400 CaPaEBR 20260707174608.0 m u cr cn||||||||| 020523s2003 nyua s 001 0 eng 2002008207 0071385517 (alk. paper) CaPaEBR CaPaEBR (OCoLC)646716233 HF5438.25 .G535 2003eb 658.85 21 83888 66995 Giglio, Stephen A. 107066 Beating the deal killers [electronic resource] : overcoming Murphy's law (and other selling nightmares) / Stephen A. Giglio. New York : McGraw-Hill, c2003. iv, 217 p. : ill. ; 22 cm. 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 and 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. Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries. Selling. 4383 Murphy's law. 107067 Electronic books. local 190 ebrary, Inc. 191 http://site.ebrary.com/lib/strathmore/Doc?id=10041400 An electronic book accessible through the World Wide Web; click to view 83888 66995