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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ISBN:
9781732891005
Pages: 262
Pages: 262
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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
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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