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The best salespeople are experts at identifying social styles, uncovering needs, reading nonverbal signals, and building rapport. They're trained to make the right impression, manage their time, dismiss doubts, successfully close, shake off rejection, and foster loyalty. With such a complex set of skills, what this sector needs is a simplified guide to success. Selling: The Profession is your complete handbook to a rewarding sales career that allows you to focus on what matters... your customers. The 8th edition features the eight-step Relationship Selling Cycle that examines how pre-approach can warm up a cold call, the best way to "sell the appointment" over the phone, effective questioning techniques (including SPIN® Selling), making a compelling presentation, which objections actually reveal interest, and the steps to create lifelong customers.