Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
by Keenan
Gap Selling explores how a problem-centric sales approach can change the way professionals think about relationships, objections, closing, and price. Keenan’s guide is aimed at readers seeking a different framework for increasing sales and moving customer conversations toward a successful yes.
About This Book
Gap Selling presents a problem-centric approach to increasing sales.
The book examines how changing familiar assumptions about customer relationships can reshape the selling process.
It addresses overcoming objections, closing, and price as connected parts of the conversation.
Written for readers interested in improving their sales approach, it focuses on moving customers toward a yes by understanding the problems at the center of the sale.
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