Gap Selling audiobook cover - Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

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

Keenan

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Chapter Overview

Description

Gap Selling (2019) challenges traditional sales techniques that have frustrated generations of salespeople. Dispensing with platitudes, it advocates techniques that create value and establish influence throughout the sales process. Liberating salespeople from the role of order-takers beholden to capricious buyers, it provides a bold new framework for sales success in the modern era. 

Who Should Listen

  • Sales professionals looking to improve their skills and effectiveness
  • Business owners wanting to increase sales and revenue
  • Anyone in a client-facing role aiming to build trust and relationships

About the Authors

Keenan is the CEO of A Sales Guy Inc. and author of the bestselling Not Taught. Named one of the top social sellers by Forbes and a Top 50 sales influencer by Top Sales World Magazine, Keenan's insights on modern sales success have been featured in Harvard Business Journal, Huffington Post, and Inc.