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

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In the riveting pages of "Gap Selling" by Keenan, a revolutionary exploration of the selling paradigm unfolds. The book effortlessly unravels the traditional notions about selling, weaving an intricate tapestry of insights that link problem-centric selling to increased sales. It serves as a beacon for those lost in the labyrinth of relationships, objections, closing strategies, and price-related challenges. As if a mythological Ariadne handing over the thread to Theseus, Keenan arms you with the tools to navigate the intricate maze of modern selling, showcasing a light at the end of the tunnel.

The author introduces the concept of 'gap selling', a radically new perspective that centers on identifying and addressing customers' challenges, rather than pushing products or services. Keenan dissects the sales process with the precision of a skilled surgeon, demystifying the art of selling by shifting the focus from relationships and charisma to problem-solving. The book challenges you to rethink your selling strategy, prompting an intellectual expedition that transcends the boundaries of conventional wisdom.

This avant-garde treatise redefines sales by emphasizing the role of empathy, understanding, and strategic thinking. It's akin to a master class, not in the art of persuasion, but in the science of solutions. Gap Selling is not about manufacturing the perfect sales pitch; it's about becoming an ally in your client's quest for a solution. It invites you on a journey to transform the selling process from a transactional exchange into a deeply human interaction, guided by problem-solving.

In Keenan's articulate narrative, you'll find a plethora of real-world case studies, anecdotes, and practical tips. The stories are not merely illustrative, but rather, function as transformative catalysts that empower you to understand and implement the principles of gap selling. In the same way that an alchemist transmutes base metals into gold, Keenan equips you with the...

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