This book is used in the Atos Consulting training programme in the Netherlands and is the best I have read on consultative selling. It is clearly written and gives you a structured approach and a lot of practical guidelines for your prospecting interviews. The O.R.D.E.R. acronym helps you to structure the sales process and break it down in five steps. The book equips you with the right questions to ask to get a clear understanding of the problems your client is facing and to get the results your client is looking for. I think this book is a must read for every B2B-sales person or consultant who dislikes hard selling techniques and wants to build and maintain client relationships based on mutual understanding and trust instead.