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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But in my daily life, I work for a Manufacturer selling products B2B to schools and hospitals, mostly.
I have trained all age groups, levels of hierarchy and sectors, and the above 4 symptoms are present the older they get and the higher they go and the more glamorous the sectors get. Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. It's highly addictive to get core insights on personally relevant topics without repetition or triviality. I understand this as a salesperson and why in the end this works to your advantage, I just don't love the sales platitudes of how much you are helping them all the time.Move your deals through the pipeline: If the potential deal is still a good fit for your product offerings, it is time to move the deal through the pipeline. Agree with Eric Baum 'As the founder of A Sales Guy, a sales consulting firm, Keenan knows what it takes to drive real sales results in today's digital world.
He doesn’t fall in to what a lot of sales trainers do and start talking about anecdotes where he single handily turned a sales team around with his instruction. And that usually happens when you convince them that their discomfort might become permanent lest they don’t make any kind of change. A Gap Seller is confident, but also aware that they can always learn more, and are open to feedback.Porque vender no tiene nada que ver con la pasión, sino con un método que se pueda enseñar y replicar. The difference between where the company is and where they want to be is the eponymous “gap” in gap selling. Future thinking: You should be able to connect the dots and see into the future, so you can predict potential problems your prospect might run into and cross-sell later on.