In their day-to-day work, salespeople and consultants in all sectors live above all from the successful exchange of ideas with their customers. Ideally, conversation skills and knowledge of human nature go hand in hand and lead both the customer and the salesperson from getting to know each other to successfully closing the deal. But how can a good wavelength be established and is there professional help for this? How do I, as a salesperson, deal with particularly demanding customers and people who don’t suit me straight away? How can people be recognized by their type, how do they behave, what motivates them to act and how can I convince them without manipulating them?
And which type do I correspond to myself? This book provides easy-to-understand answers and shows concrete applications for practitioners based on contemporary sales and communication psychology.