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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
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
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Publisher's Summary
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).
Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.
Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:
- Shorter sales cycles
- Increased revenue
- Elevated deal values
- Higher win rates
- Fewer no decisions
- More leads
- And happier buyers
Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.
What listeners say about Gap Selling: Getting the Customer to Yes
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
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- Anonymous User
- 22-10-2021
Changed how I view sales
Narrated well by author and guides you through the processes. Listened to it twice!
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- Gabriel Tuhoro
- 10-08-2021
Outstanding!!A Must Have!!
Any asipiring or high performance sales professional must listen to this book, narrated by the man himself. Thanks Keenan, 💯
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- Richard McKenna
- 20-02-2021
not new information for me but well explained
will take the tips and tricks and ensure what I am doing aligns but it mostly does . a good recap
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- Dan
- 09-01-2023
No problem equals no sale
Great book which highlights exactly what to look for in some challenging clients & accountability for anyone in sales
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- Anonymous User
- 16-08-2019
Focus focus focus
loved every minute of it, places the sale cycle into the discovery, current and future needs more time should be spent in this area of the sales process fantastic read graduations I have implemented some if the meeting strategies and dialog to the team with positive results. closing ratios have increase in the past 2 weeks 15% with loads more improvement possible. I'm adapting the planner in specific areas for the automotive sales.
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- Amazon Customer
- 13-10-2019
A sales book that really makes sense!
For any sales person who believes sales is a profession and are authentic communicators this is a must read!
Happy selling Keenan! Peace and I’m out too 😊
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