Professional Selling Essentials: Process and Plays

Marketing

ISBN:

978-1-952023-75-0

Professional Selling Essentials: Process and Plays

Sterling Bone, PhD Scott Baird, PhD

Selling is essential to the human experience, though it is perhaps the most misunderstood activity in the business world. This resource strives to restore order to the honorable profession and skill of selling by introducing students to the Griffin Hill Integrity Sales System. Based on decades of rigorous research and practice, this system combines the art and science of selling and human performance achievement to reveal the secrets of the top 1% of sales professionals.

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About the Authors Chapter 1: Sales Is Everywhere and for Everyone Chapter 2: Selling Approaches and Persuasion Theories Chapter 3: Adaptive Selling and Communication Chapter 4: Strategic Prospecting and Building a Sales Pipeline Chapter 5: Discovering Sales Opportunities with Needs Audit Chapter 6: Presenting Solutions, Gaining Commitment, and Closing Sales Chapter 7: Overcoming Buyer Objections Chapter 8: Post-Sales Fulfillment and Follow-up Chapter 9: Sales Metrics and Accountability

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