Selling the profession : focusing on building relationships. /
Jennifer Lill Brown, David Joseph Lill.
- 8th.
- xi, ; 484p ill. ;
Contents: Part I: Selling success fundamentals -- Your career in professional selling -- Relationship swelling -- Ethics in selling -- Winning time management skills -- Purchase behavior and communication -- Discovering your social style -- Five tools every salesperson needs -- Part II: The relationship selling cycle -- Prospecting -- How to find qualified prospects -- Pre-Approach -- What to do before you meet -- The approach -- Make the right first impression -- Need discovery -- How to question and listen effectively -- Presentation -- How to be engaging and compelling -- Handling objections -- Turn hesitation into commitment -- The close -- How to confirm the sale -- After the sale -- Build enduring loyalty.
"Selling: The Profession focuses on building relationships-because sincere connections are what spells success for salespeople operating in a highly competitive environment and dealing with today's buyers who demand fast and accurate answers to complex problems. We break the sales process down into its most basic components to simplify the complex buyer-seller interaction that takes place in any selling situation, with the result being the eight-step Relationship Selling Cycle"--