Author:

Keenan

Full Title:

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.

Synopsis:

Gap Selling questions the idea that building relationships is the main key to sales. Keenan says that sales depend on how well a salesperson can find and measure the gap between a customer's current situation and their desired future. The book explains a problem-focused approach, showing readers how to dig deep, understand the real effects of business problems, and present their product as the best way to close that gap. It shifts the sales process to focus on why a customer buys, not just what they buy.