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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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

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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The nine truthbombs are followed by an additional chapter that I would consider a tenth truthbomb: relationships don’t matter.

Every answer you get can be followed with a “why” unless it reveals the original source of motivation. When you can identify these gaps, all interactions with clients start to focus on solving problems, not selling the product. This methodology focuses on sales reps building a rapport with their clients and learning about the obstacles they face. In this article, we'll break down the basics of gap selling, how it differs from traditional sales techniques and how you can use it to generate more leads and close more deals.

As you talk and establish credibility, you should hopefully hear your client start to say “yes” to you helping.

I now know that investing is a code word for 'wasted' because Gap Selling is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales. He claims that many salespeople struggle because they do not understand the rules of the selling game, and then goes into dropping nine truthbombs on the subject. Moving on to step two, with a good understanding of their terrain, it's time to dig deep into the specific problems at hand. Keenan’s clarity of thought is unmatched and equally applicable to newly minted SDRs and veteran sales leaders alike.

The more people understand or at least seek to understand, the easier it is to communicate and solve problems as a whole. Use probing follow-up questions until you grasp the nuances and root causes of their technical and business issues. You need to be able to connect to these emotions to truly understand them to suggest the best solution. Like many salespeople, you may wonder, "why should I use gap selling instead of one of the other popular sales methodologies out there?

Keenan turns a lot of old adages upside-down and demonstrates the fact that there is a better way to sell than we have previously been told. You work in the sales department of a supplier that sells plumbing supplies to contractors in your region. A gap is a distance between where your prospect's business is today and where it will be in the future. It is OK to walk away if you discover that you are not the right fit and cannot solve their problems. Another is the industry landscape: what macro trends, disruptions, or shifts is the industry facing?Now that we understand that it's about them and their problem, at the root of every single sale you ever make is change. This is your chance to be a detective, to find out what's corroding their situation, and truly understand their world. This book, if you apply it… really apply it… without picking and choosing the parts you like and skipping the parts you don’t like, will take you right past leveling up and drop you off a few levels beyond wherever you are now. According to Harvard Business School professor Rosabeth Moss Kanter, there are 10 emotion-related states that cause people to resist change.

Gap selling advocates for this shift, urging sales professionals to prioritize discovery over mere promotion.If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book. Gap selling is a problem-centric methodology, where the seller focuses on understanding a prospect’s problems and helping them to identify gaps between their current state ("how are you doing now? It wasn’t until he sat through an eight-hour team-wide training with Keenan that he started to grasp the methodology’s nuances.



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