-Appreciate that you are selling every day, regardless of your career.

-Use social media to connect with potential customers.

-Make good first impressions and build rapport.

-Recognize social styles and nonverbal signals.

-Effectively manage your time.

-Uncover needs by asking questions and listening.

The authors have taken a refreshingly practical and modern approach to professional selling. The 8th edition is divided into two parts:

-Part 1 explores "Selling Success Fundamentals" by examining the foundational strategy pieces needed for building a long-lasting career. This includes how to manage your time, read nonverbal cues, communicate with others within and outside your company, and recognize what drives people to buy.

-Part 2 is all about the "Relationship Selling Cycle." The eight-step process will walk you through every interaction with potential customers--from prospecting and pre-approach to the close and extend to the actions needed after the close.