02241cam a22003375i 4500 21240804 OSt` 20231127134212.0 191011s2020 tnu 000 0 eng 2019952558 9780965220187(8e) (hardcover) 9780980040616 (ebook) WIUC WIUC WIUC pcc HF5438.25.L53 Brown, Jennifer Lill, 1979- author. 2548 Selling the profession : focusing on building relationships. / Jennifer Lill Brown, David Joseph Lill. 8th. 2001 Nashville : DM Bass Publications, 2020. xi, ; 484p ill. ; text txt rdacontent unmediated n rdamedia volume nc rdacarrier 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"-- Provided by publisher. Lill, David Joseph, 1941- author. 2549 0 ibc orignew 2 epcn 20 y-gencatlg lcc BK 10111 17611 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2023-03-15 HF5438.25.L53(8e) K/3096/0194/23 2023-10-11 00:00:00 2023-10-11 BK