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 introduces a problem-centric sales method that helps professionals close deals by focusing on customer challenges rather than relationships or product features.
About This Book
Gap Selling presents a problem-centric approach to sales that shifts focus from relationships and features to the customer's actual challenges.
The book examines how identifying and articulating the gap between a customer's current state and desired outcomes can change the sales process.
Readers learn strategies for handling objections, navigating price discussions, and guiding prospects toward decisions based on problem resolution.
The content emphasizes adapting traditional sales techniques to center conversations on the issues that matter most to buyers.
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