You will certainly agree with the words with which the author of this book characterizes the fundamental rule of successful negotiations: he who asks questions has the initiative! Do you know how to derive practical benefit from this rule? Or are you on the same level as those who just signed up for Vera Birkenbiel's seminar? Be honest: 1. Don’t you “break down” every now and then, contrary to the rules, into monologues, especially in situations with “difficult” clients?2. Are you also asking fewer questions than was possible (and appropriate)?3. Do you too often cede the initiative in negotiations to your client, and thereby control over them? If you answer no to all three questions, then you are a person of outstanding ability, and this book is unlikely to be useful to you. If you consider yourself a “normal” person, then it will undoubtedly benefit you too. And the last question: 4. Do you want to improve your questioning technique - and thereby your sales or negotiation skills? If so, this book gives you the opportunity. We are very pleased that we have received the author’s consent to present in the chosen form the content of the seminar sessions, which represent proprietary know-how. We are talking about an educational and training cycle developed by Vera Birkenbil, which is conducted throughout Europe in four languages. The presented course allows you to increase the effectiveness of this specific training in both individual and group classes.Publishing team