Verkauf von Versicherungen und Finanzdienstleistungen ist (k)eine Magie

Salespeople in the financial services industry must explain elusive products to customers, adapt to ever-changing conditions, and counter a general loss of trust. In no other industry is the gap between successful and less successful salespeople as wide as in this one. But how to profit from the "recipes for success" of colleagues with high turnover who use their "magic" skills profitably but rarely reveal them? In this book, Ralf-Peter Prack and André Czerwionka reveal the "magic tricks" of successful financial salespeople. They explain with which self-conception sales magicians face their customers, with which "ingredients", "aids" and "magic spells" they lead customers in sales talks to a needs-oriented purchase decision and successfully conclude contracts. Tips for target.