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Gap Selling
Book

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

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Editorial Rating

9

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

Selling B2B products or services is difficult. Customers have a million reasons not to buy. Salespeople may devote months to closing a deal, only to lose out at the last minute over a minor issue or a few dollars in price. Thus, salespeople can’t afford self-inflicted mistakes that block their success. Sales coach Keenan – who goes by only one name – offers his logical “gap selling” strategy to help salespeople overcome errors and improve results. Despite the occasional use of vulgar language, Keenan explains his inventive tactics in impressive detail.

Take-Aways

  • In “gap selling,” you close the gaps between customers’ current situation and their future improved situation.
  • Heed the nine “truths of selling.”
  • Sales success depends on discovering and assessing customers’ problems and recommending solutions.

About the Author

Sales coach Keenan, who goes by only one name, is CEO and president of A Sales Guy Inc. He also wrote Not Taught: What It Takes to be Successful in the 21st Century.


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