Gap Selling: Getting the Customer to Yes: How Problem-Centric…


Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales through Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
Publisher: Sales Guy Publishing
Date: 2018-12-03
ISBN-10: 1732891001
ISBN-13: 9781732891005
Language: English
Pages: 262
Added: 2018-11-08 09:42:03

People do not purchase from folks they prefer. No! Your purchaser does not care about you or your services or products. It’s no longer your process to triumph over objections, it is your purchaser’s. Closing is not a ability of excellent salespeople; it is the ability of vulnerable salespeople. Price is not the principle reason why salespeople lose the sale. Gap Selling shreds conventional and intently held gross sales ideals which were hurting salespeople for many years.
For years, salespeople have embraced a myriad of gross sales techniques and trust programs that experience unknowingly created most of the problems they have got been seeking to keep away from comparable to: lengthy gross sales cycles, worth objections, no determination, potentialities going darkish, closing minute characteristic requests, and extra. Success at gross sales calls for greater than a suite of techniques. Salespeople want to perceive the sport of gross sales, how gross sales works, and what the consumer goes via to be able to make the verdict to shop for (alternate) or no longer to shop for (no longer alternate).
Gap Selling is a game-changing e-book designed to boost the gross sales IQ of promoting organizations around the globe. In his unapologetic and irreverent taste, Keenan breaks down the drained previous gross sales myths inflicting these days’s irritating gross sales problems, to focus on a deceptively tough new means to connect to consumers.
Today’s gross sales global is plagued by glorified order takers, beholden to a annoyed purchaser, not able to persuade the sale and create price. Gap Selling flips the script and creates salespeople with immense affect at each level of the purchasing procedure, able to impacting the gross sales metrics that subject:

  • Shorter Sales Cycles
  • Increased Revenue
  • Elevated Deal Values
  • Higher Win Rates
  • Fewer No Decisions
  • More Leads
  • And Happier Buyers

Gap Selling elevates the gross sales global’s promoting IQ and turns gross sales order takers into gross sales influencers.
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