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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 by [Keenan]
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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 Kindle Edition

4.7 out of 5 stars 278 ratings

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Length: 164 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Language: English
Age Level: 18 - 18 Grade Level: 12 - 12

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Review

"As Keenan argues in Gap Selling, we all sell the same thing: change. Unfortunately, customers often reject the very premise of what we're trying to sell--not because they don't agree with the vision we've painted but because they see the journey as too hard, too risky, too uncertain or too expensive. In his latest book, Keenan offers a fresh and provocative formula for helping customers realize that the pain of same is actually worse than the pain of change." -- Matt Dixon, Co-author of The Challenge Sale

"Oh, Boy! Keenan's done it again. From relationships, to closing, from overcoming objections, to negotiating price, he's busted all the sales myths that actually create the very problems that salespeople so desperately want to avoid. In his typical in-your-face style, Keenan has nailed the buying process--and how selling is something you do with buyers, not to them." -- Jill Konrath, author of More Sales Less Time & Snap Selling

"Gap Selling works! Our team used Gap Selling and it completely transformed the way we went about selling--as well as our results! It increased sales, shortened sales cycles, and gave us a way to address those frustrating feature and price objections. Gap Selling offers a deceptively powerful way of thinking about how to approach the sale. With Gap Selling, your sales will be faster, more predictable, and more profitable." -- Eugene Carr, Founder of Patron Technology

"Mind the Gap. No really! Old style selling has us focused on current state and future outcomes. What we don't do is sell to the gap between and connect the dots. That is where the value lies. Keenan nails this and shows us how to connect the dots. Read this book. Sell to the gap. Make your number." -- Trish Bertuzzi, Author of The Sales Development Playbook & CEO/Founder of The Bridge Group

"From actionable tips and tactics to hiring gap sellers to managing gap selling teams, this book has everything you need to know about selling to the gap. Most salespeople would be better off reading this book 20 times than 20 sales books one time. More than that, this is a book for more than just salespeople. It's a book that can benefit marketers, customer success teams, and business leaders--it's a better way of doing business. Indeed, it's a book that I will read many more times over the course of my career." -- Caleb Malik, Sales Executive at SmartBug Media

"If my memory was erased and I had to start over in sales and I could only use one tool to train myself--it would be this book." -- Casper Fopp, Chief Revenue Officer at Wondersign

"Gap Selling isn't Gold... It's Pure Rhodium! The first thing I did when I finished Gap Selling was Google 'what is the most expensive metal?'. I found out that rhodium is the most expensive of all precious metals, currently trading at $2,725 an ounce. To give you a better idea of its cost, that's more than twice as expensive as gold and 154 times more than silver. To this day, when someone believes something is exceptional they say, 'It's pure gold'. Well in the case of Gap Selling, they would be about 2X off of their evaluation. In my career, I've invested money in books, courses, conferences, and coaches. I now know that investing is a code word for 'wasted' because Gap Selling is top to bottom, front to back, 360 degrees the only book you need to read if you are in sales." -- Ned Arik, Business Development Consultant at VertiMax

--This text refers to the paperback edition.

About the Author

Keenan is CEO and president of sales consulting firm, A Sales Guy Inc. and is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You. Keenan was named one of the top 30 social sellers in the world by Forbes. He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. He has also been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine and Inc. He and his daughters live and ski in Denver, Colorado. --This text refers to the paperback edition.

Product details

  • File Size : 1132 KB
  • Word Wise : Enabled
  • Print Length : 164 pages
  • Publisher : A Sales Guy Publishing (2 December 2018)
  • Text-to-Speech : Enabled
  • Enhanced Typesetting : Enabled
  • X-Ray : Enabled
  • Simultaneous Device Usage : Unlimited
  • Screen Reader : Supported
  • Language: : English
  • ASIN : B07L2J3JBQ
  • Customer Reviews:
    4.7 out of 5 stars 278 ratings
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Simon Hares SerialTrainer7 Ltd
5.0 out of 5 stars Not Just different, but highly relevant. Buy it.
Reviewed in the United Kingdom on 15 June 2019
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@Timothy_Hughes
5.0 out of 5 stars At Last A Selling Methodology for the 21st Century!
Reviewed in the United Kingdom on 16 January 2019
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Helen Johnson
5.0 out of 5 stars Must read for salespeople
Reviewed in the United Kingdom on 26 February 2020
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The Special One
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Terry Lambert
5.0 out of 5 stars Want to be the best sales professional you can? Then read this awesome book.
Reviewed in the United Kingdom on 23 January 2019
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