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 - Hardcover

Keenan

Hardcover

ISBN 10: 1732891001 ISBN 13: 9781732891005

Verlag: Sales Guy Publishing, 2018

Inhaltsangabe

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.

Über diesen Titel

Über die Autorin bzw. den Autor

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.

Details zur Ausgabe

• Verlag: Sales Guy Publishing
• Erscheinungsdatum: 2018
• Sprache: Englisch
• ISBN 10: 1732891001
• ISBN 13: 9781732891005
• Einband: Gebundene Ausgabe
• Anzahl der Seiten: 262
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: PARLUX SPA; CUSTOMER-CARE@PARLUX.IT; ; VIA GOLDONI 10/12; TREZZANO S/NAV (MI); 20090; Italien