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
Keenan
The book focuses on a sales methodology that emphasizes understanding and solving the customer's problem rather than traditional relationship-based approaches. It challenges conventional sales wisdom, advocating for a shift towards identifying the gap between the current state and the desired outcome to effectively address objections and close sales.
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