According to the US Bureau of Labor Statistics, more than 16 million Americans work as sales professionals. Add in the vast number of small business owners, consultants, doctors, lawyers and other professionals who must sell their services and promote their credibility in order to succeed, and its clear that there's a huge need for practical, easy-to-apply information on the art of sales. From prospecting and presenting to consultative conversations and closing, the book provides a comprehensive collection of tips and best practices without getting bogged down in long explanations of sales theory and models. Author Dianna Booher has pulled together insights gained during her 21-year career as a sales and communication consultant to help readers understand how to: gain commitments from customers and prospects; manage their pipeline; generate leads; use strategic persuasion techniques to turn information into real communication; deal with difficult buyers; negotiate to maintain profit margins; sell across gender lines; and stay motivated duing a competitive upsurge or economic downturn.