Do you know this? You have just negotiated an important matter and review the conversation. At this point she could have answered like that... maybe next time it would be wiser to react like this ...
Of course, it's too late to reach for the advice book after a tricky conversation – but I promise you, with this slim volume, reading it will be a smiling pleasure. Because Gerhard Jantzen has written this book from practice for practice, which is already clear when reading the first lines. And Jantzen is not just any practitioner. The trainer, coach and sought-after speaker founded implus Trainings AG in 1995, based in Switzerland, and now has eight offices in Germany, which he still successfully manages as a board member today. As a trainer and consultant, he has won several awards, such as the German Training Award in Gold.
Aber zurück zum Buch. Mit “Don’t tell, sell!” ist Gerhard Jantzen eine respektable Sammlung ganz unterschiedlicher Antworten für alle erdenklichen “Knackpunkte” in Verkaufsgesprächen und Verhandlungen gelungen. Prüfen Sie sich selbst! Es macht richtig Spaß, zuerst die “Vorlage” zu lesen und die vom Autor angebotenen Antworten vorerst abzudecken. Wäre Ihre Antwort dabeigewesen? Für alle, die noch etwas dazulernen wollen, gilt Gerhard Jantzens Anregung, sich zu jedem Thema die drei persönlich passendsten Antwortvarianten zu markieren.
A book for the travel bag that will make even savvy sales professionals smile – and think.
Don't tell, sell! … and how you can still get the job. Effective strategies against the customer's killer arguments
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