óber Weihnachten und Silvester hatte ich Zeit einige Bücher fertig zu lesen. Ein besonders gutes ist Consultative Closing von Greg Bennett. Irgendwie stolperte ich bei Amazon darüber und die kurze Beschreibung machte mich neugierig:

“This is the only book on the marketplace that specifically addresses closing strategies that work in the consultative sales process. This is important as traditional closing strategies involve behaviors that fly in the face of the relationship building consultative sales model. This book provides an alternative. It contains practical tools, including a list of effective closing phrases and questions. The book gives readers invaluable guidance on: showing clients how a product or service will address their problems and maximize their return on investment; address concerns – and even “no”s – without seeming pushy; and help clients visualize past the moment of closing to see the positive effects the sale will make for them.”

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