Summary of Gap Selling by Keenan
Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- 8 pagine
- English
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Summary of Gap Selling by Keenan
Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
Informazioni sul libro
Selling B2B products or services is difficult. Customers have a million reasons not to buy.Salespeople may devote months to closinga deal, only to lose out at the last minute over aminor 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 inventivetactics in impressive detail.
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